Question 1

When Barbara realized she didn't have all of the technical information she needed to answer the customer's questions,she made a call to her office.Who would be most likely to provide appropriate assistance?

Accepted Answer

A)   sales support personnel
B)   an order taker
C)   another salesperson
D)   her sales manager
E)   an order getter

Question 2

Sally has been having a difficult time working with a particular buyer while using the personal selling process,and she has asked her manager,Chris,for some ideas about how to close the sale effectively.Chris asks her a number of questions to help sort out the difficulties.Which of the following questions would Chris be least likely to ask?

Accepted Answer

A)   "What does the buyer's body language tell you about her readiness to buy?"
B)   "Did you skip any steps in the process?"
C)   "Are there any reservations that have not been addressed to the buyer's satisfaction?"
D)   "Have you completed the follow-up to ease the buyer's mind?"
E)   "Should you go back to an earlier stage in the process and start the process over from there?"

Question 3

Retail salespeople should never "judge a book by its cover."

Accepted Answer

A) True 
 B)False

Question 4

What is the advantage to the firm of paying salespeople based on straight commission?

Accepted Answer

Commission is a percentage of the sales ...

Question 5

Although a sales representative may skip a step in the personal selling process or might sometimes have to go back and repeat steps,there is logic in the sequence.Which of the following would not be appropriate in the personal selling process?

Accepted Answer

A)   Before a salesperson can work through the preapproach,leads must be qualified.
B)   The customer's reservations must be addressed before closing the sale.
C)   Closing the sale is the final-and most satisfying-part of the process.
D)   Carefully working through the preapproach will make the next step-the sales presentation-more effective and efficient.
E)   Follow-up may include additional sales for the representative.

Question 6

Your best friend is considering a career in sales.What benefits of a sales career would you explain to your friend?

Accepted Answer

Personal selling provides flexibility.Un...

Question 7

When a plumbing contractor drove up to Bill's house in a brand-new Mercedes,Bill decided this person would be too high-priced even before the plumbing contractor offered his bid.Bill made the mistake of

Accepted Answer

A)   assuming Murphy's Law is true.
B)   anticipating his preapproach.
C)   not overcoming reservations.
D)   closing the sale too early.
E)   making an assumption of cost based on appearances.

Question 8

The best way for sales managers to instill ethical behavior in the sales force is to

Accepted Answer

A)   provide extensive ethical training.
B)   use only straight salary and no commissions.
C)   employ a sales ethics forecaster.
D)   never use telemarketing.
E)   lead by example.

Question 9

The International Consumer Electronics Show is an example of a(n)

Accepted Answer

A)   vendor conference.
B)   product demonstration.
C)   industry convention.
D)   trade show.
E)   consumer meeting.

Question 10

As noted in your text,in Arthur Miller's play Death of a Salesman,Willie Loman portrays

Accepted Answer

A)   a leading example of an ethical salesman.
B)   the loneliness of a traveling salesman.
C)   the ruthlessness of a pushy salesman.
D)   the lifestyle and success of people in sales.
E)   the value salespeople provide to consumers.

Question 11

The most important activity in recruiting salespeople is determining what the salesperson will be doing and

Accepted Answer

A)   what personal traits and abilities a salesperson should have to do the job well.
B)   when they are available to start work.
C)   whether to pay them on a commission basis,or a salary plus commission.
D)   how long they are likely to stay.
E)   their previous level of experience.

Question 12

Thanh is starting a career in selling,but he eventually wants to become a senior manager.A selling career may help Thanh achieve that goal by providing

Accepted Answer

A)   structure.
B)   scheduling flexibility.
C)   job security.
D)   income.
E)   visibility to management.

Question 13

The sales process always proceeds through each of the five steps.

Accepted Answer

A) True 
 B)False

Question 14

Tara made sure that her customers felt comfortable contacting her when they needed something,and she focused on the long term in her dealings with them.Tara is a ________-oriented salesperson.

Accepted Answer

A)   needs
B)   relationship
C)   sales
D)   profit
E)   rewards

Question 15

Regina has made the same sales presentation twice a day for almost a month.At first,the presentation seemed to flow nicely but lately it has not seemed as effortless as it initially was.Regina might ask another sales rep to participate in __________ and critique her presentation.

Accepted Answer

A)   requalifying leads
B)   approach dynamics
C)   closing the sale
D)   role playing
E)   cold calling

Question 16

Brandon is in the process of qualifying leads he received from corporate headquarters.Brandon will assess

Accepted Answer

A)   whether or not it is worthwhile to pursue these potential customers.
B)   how often these customers have bought his products in the past.
C)   whether he should use role playing in his sales presentation.
D)   what objections he is likely to receive from the customers.
E)   how to preapproach these people.

Question 17

Online sales training is used to replace the one-on-one interaction of on-the-job training for advanced selling skills.

Accepted Answer

A) True 
 B)False

Question 18

A salesperson's compensation can be made up of some combination of salary,commission,and __________,which are payments made at a manager's discretion when the salesperson achieves certain goals.

Accepted Answer

A)   bonuses
B)   metrics
C)   awards
D)   income segments
E)   rebates

Question 19

Sales representatives add value for customers by doing all of the following except

Accepted Answer

A)   educating them about the firm's products.
B)   providing advice on solving business problems.
C)   saving them time.
D)   simplifying communication with the firm.
E)   reducing the firm's marketing costs.

Question 20

The four main types of financial rewards for sales representatives are salaries,commissions,bonuses,and sales contests.

Accepted Answer

A) True 
 B)False

Exam 19: Personal Selling and Sales Management

What is the advantage to the firm of paying salespeople based on straight commission?

Correct Answer
verified
Commission is a percentage of the sales ...
View Answer

The most important activity in recruiting salespeople is determining what the salesperson will be doing and

Correct Answer
verified

As noted in your text,in Arthur Miller's play Death of a Salesman,Willie Loman portrays

Correct Answer
verified

Brandon is in the process of qualifying leads he received from corporate headquarters.Brandon will assess

Correct Answer
verified

The sales process always proceeds through each of the five steps.

Correct Answer
verified

Online sales training is used to replace the one-on-one interaction of on-the-job training for advanced selling skills.

Correct Answer
verified

Your best friend is considering a career in sales.What benefits of a sales career would you explain to your friend?

Correct Answer
verified
Personal selling provides flexibility.Un...
View Answer

The International Consumer Electronics Show is an example of a(n)

Correct Answer
verified

Regina has made the same sales presentation twice a day for almost a month.At first,the presentation seemed to flow nicely but lately it has not seemed as effortless as it initially was.Regina might ask another sales rep to participate in __________ and critique her presentation.

Correct Answer
verified

Tara made sure that her customers felt comfortable contacting her when they needed something,and she focused on the long term in her dealings with them.Tara is a ________-oriented salesperson.

Correct Answer
verified

The best way for sales managers to instill ethical behavior in the sales force is to

Correct Answer
verified

When Barbara realized she didn't have all of the technical information she needed to answer the customer's questions,she made a call to her office.Who would be most likely to provide appropriate assistance?

Correct Answer
verified

Correct Answer
verified

The four main types of financial rewards for sales representatives are salaries,commissions,bonuses,and sales contests.

Correct Answer
verified

When a plumbing contractor drove up to Bill's house in a brand-new Mercedes,Bill decided this person would be too high-priced even before the plumbing contractor offered his bid.Bill made the mistake of

Correct Answer
verified

Although a sales representative may skip a step in the personal selling process or might sometimes have to go back and repeat steps,there is logic in the sequence.Which of the following would not be appropriate in the personal selling process?

Correct Answer
verified

Thanh is starting a career in selling,but he eventually wants to become a senior manager.A selling career may help Thanh achieve that goal by providing

Correct Answer
verified

Retail salespeople should never "judge a book by its cover."

Correct Answer
verified

A salesperson's compensation can be made up of some combination of salary,commission,and __________,which are payments made at a manager's discretion when the salesperson achieves certain goals.

Correct Answer
verified

Sales representatives add value for customers by doing all of the following except

Correct Answer
verified

Exam 19: Personal Selling and Sales Management

What is the advantage to the firm of paying salespeople based on straight commission?

Correct AnswerverifiedCommission is a percentage of the sales ...View AnswerShow Answer

The most important activity in recruiting salespeople is determining what the salesperson will be doing and

Correct AnswerverifiedShow Answer

As noted in your text,in Arthur Miller's play Death of a Salesman,Willie Loman portrays

Correct AnswerverifiedShow Answer

Brandon is in the process of qualifying leads he received from corporate headquarters.Brandon will assess

Correct AnswerverifiedShow Answer

The sales process always proceeds through each of the five steps.

Correct AnswerverifiedShow Answer

Online sales training is used to replace the one-on-one interaction of on-the-job training for advanced selling skills.

Correct AnswerverifiedShow Answer

Your best friend is considering a career in sales.What benefits of a sales career would you explain to your friend?

Correct AnswerverifiedPersonal selling provides flexibility.Un...View AnswerShow Answer

The International Consumer Electronics Show is an example of a(n)

Correct AnswerverifiedShow Answer

Regina has made the same sales presentation twice a day for almost a month.At first,the presentation seemed to flow nicely but lately it has not seemed as effortless as it initially was.Regina might ask another sales rep to participate in __________ and critique her presentation.

Correct AnswerverifiedShow Answer

Tara made sure that her customers felt comfortable contacting her when they needed something,and she focused on the long term in her dealings with them.Tara is a ________-oriented salesperson.

Correct AnswerverifiedShow Answer

The best way for sales managers to instill ethical behavior in the sales force is to

Correct AnswerverifiedShow Answer

When Barbara realized she didn't have all of the technical information she needed to answer the customer's questions,she made a call to her office.Who would be most likely to provide appropriate assistance?

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

The four main types of financial rewards for sales representatives are salaries,commissions,bonuses,and sales contests.

Correct AnswerverifiedShow Answer

When a plumbing contractor drove up to Bill's house in a brand-new Mercedes,Bill decided this person would be too high-priced even before the plumbing contractor offered his bid.Bill made the mistake of

Correct AnswerverifiedShow Answer

Although a sales representative may skip a step in the personal selling process or might sometimes have to go back and repeat steps,there is logic in the sequence.Which of the following would not be appropriate in the personal selling process?

Correct AnswerverifiedShow Answer

Thanh is starting a career in selling,but he eventually wants to become a senior manager.A selling career may help Thanh achieve that goal by providing

Correct AnswerverifiedShow Answer

Retail salespeople should never "judge a book by its cover."

Correct AnswerverifiedShow Answer

A salesperson's compensation can be made up of some combination of salary,commission,and __________,which are payments made at a manager's discretion when the salesperson achieves certain goals.

Correct AnswerverifiedShow Answer

Sales representatives add value for customers by doing all of the following except

Correct AnswerverifiedShow Answer

Correct Answer
verified
Commission is a percentage of the sales ...
View Answer

Correct Answer
verified

Correct Answer
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Correct Answer
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Correct Answer
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Correct Answer
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Correct Answer
verified
Personal selling provides flexibility.Un...
View Answer

Correct Answer
verified

Correct Answer
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Correct Answer
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Correct Answer
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Correct Answer
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Correct Answer
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Correct Answer
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Correct Answer
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Correct Answer
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Correct Answer
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