Question 1

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 2

Ethical and legal issues are likely to arise between the sales force and corporate policy,when the salespeople become conflicted between doing what they believe is ethical and what their company asks them to do in order to make a sale.

Accepted Answer

A) True 
 B)False

Question 3

Like any effective salesperson,Frazer walks into a customer's office,shakes hands,looks the customer in the eye,and smiles.After exchanging pleasantries,Frazer will try to create interest in his company's product,and establish:

Accepted Answer

A)   which type of follow up will be needed.
B)   how much time has been allocated for the presentation.
C)   which of the alternative products to demonstrate.
D)   whether to quote a full price or discount price.
E)   where the customer is in the buying process.

Question 4

When Patrick begins the selling process for new customers who are not familiar with his company's commercial coffee service,he assumes he will need to:

Accepted Answer

A)   perform his demonstration first.
B)   close the sale quickly before the customer can raise objections.
C)   use telemarketing to assess consumers' attitudes.
D)   go through all five steps of the personal selling process.
E)   all of these.

Question 5

Bhakti had recently been promoted to a sales management position.She had been an effective representative,but her strengths--and educational background--were in management.She was about to begin her first salesperson recruitment campaign.The most important thing Bhakti can do to ensure that she recruits the right people is to:

Accepted Answer

A)   check references to determine why the job candidate was leaving his or her current position.
B)   run a credit check to ensure that the recruit does have any hidden problems.
C)   determine exactly what the salesperson will be doing and what traits and abilities job candidates will need to succeed.
D)   make sure the application forms are filled out correctly.
E)   make sure her boss is happy with the number of candidates interviewed.

Question 6

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)   what conflicts they may have with the sales manager's agenda.

Question 7

Which of the following is NOT considered one of the significant financial rewards for sales representatives?

Accepted Answer

A)   Commissions
B)   Salaries
C)   Bonuses
D)   Extra vacation days
E)   Sales contests

Question 8

One of the advantages of personal selling over other types of marketing communications is that:

Accepted Answer

A)   salespeople can customize their message for a specific buyer.
B)   personal selling almost always costs less than other marketing communication alternatives.
C)   personal selling has greater reach than advertising.
D)   cold calling is easier than direct mail advertising.
E)   all of these.

Question 9

Gwen recognizes that one of her roles as a company sales rep is to be the firm's frontline emissary.As such,she strives to build strong relationships with customers and:

Accepted Answer

A)   capture every possible sale by any means necessary.
B)   pressure the supply chain to perform.
C)   take a long-term perspective.
D)   disparage competitors' offerings.
E)   shift organizational control from production to marketing.

Question 10

Salespeople should be evaluated and rewarded for those activities and outcomes that:

Accepted Answer

A)   generate the most income.
B)   increase the number of customers.
C)   fall under their control.
D)   reduce manufacturing costs.
E)   cut into competitors' sales.

Question 11

Trade shows are a particularly good source of B2B sales leads because:

Accepted Answer

A)   they are open to the general public.
B)   they are almost always sanctioned by the government.
C)   people who attend are interested in the products and services being offered.
D)   consumers tell retailers which shows to attend.
E)   all of these.

Question 12

Alex has trouble closing sales with new customers but not with existing customers.What advice would you give Alex?

Accepted Answer

First,closing sales is often stressful a...

Question 13

For a car salesperson,what are good ways of generating leads?

Accepted Answer

For consumer sales,satisfied c...

Question 14

Which of the following best describes a company sales force?

Accepted Answer

A)   A company sales force is comprised of people who are employees of the selling company.
B)   A company sales force is made up of teams making cold calls.
C)   A company sales force is a team set up to sell products to companies.
D)   A company sales force is an organization that supplies sales reps to other companies.
E)   None of these.

Question 15

Before approaching a potentially major B2B customer,a salesperson will usually:

Accepted Answer

A)   conduct an initial sales presentation to lower-level personnel.
B)   estimate the potential commission associated with making the sale.
C)   try to find out everything possible about the firm and its needs.
D)   ask competitors what they know about the prospect.
E)   have current customers contact the prospect and assess the management environment.

Question 16

Sales experts have identified five key personal traits that are often found in successful salespeople.List and define these five traits.

Accepted Answer

Personality.Good salespeople are friendl...

Question 17

Chesnee works in the office of a building materials company.One of her jobs is to identify new building projects and to determine who will make the building materials purchase decisions.Chesnee is involved in the __________ step of the selling process.

Accepted Answer

A)   generate leads
B)   preapproach
C)   closing the sale
D)   follow-up
E)   sales presentation

Question 18

By a margin of seven to one in a survey of sales and marketing executives,respondents believe that:

Accepted Answer

A)   salespeople are born not made.
B)   training and supervision are most important determinants of selling success.
C)   straight commission is the best compensation package.
D)   personality and optimism are more important than self-reliance and empathy.
E)   all of these.

Question 19

Companies often employ manufacturer's representatives:

Accepted Answer

A)   when they cannot afford to hire a sales force.
B)   when they are small and trying to get established.
C)   when entering new markets.
D)   when they want to achieve extensive sales coverage quickly.
E)   all of these.

Question 20

Every Monday during the month of December,salespeople who reached their weekly sales goal the previous week participated in a balloon surprise,where each would receive a balloon containing either a $50 or a $100 bill.This short term incentive is known as a:

Accepted Answer

A)   sales contest.
B)   bonus.
C)   commission.
D)   salary.
E)   rebate.

Exam 18: Personal Selling and Sales Management

When Patrick begins the selling process for new customers who are not familiar with his company's commercial coffee service,he assumes he will need to:

Correct Answer
verified

Sales experts have identified five key personal traits that are often found in successful salespeople.List and define these five traits.

Correct Answer
verified
Personality.Good salespeople are friendl...
View Answer

Before approaching a potentially major B2B customer,a salesperson will usually:

Correct Answer
verified

Which of the following best describes a company sales force?

Correct Answer
verified

Like any effective salesperson,Frazer walks into a customer's office,shakes hands,looks the customer in the eye,and smiles.After exchanging pleasantries,Frazer will try to create interest in his company's product,and establish:

Correct Answer
verified

Trade shows are a particularly good source of B2B sales leads because:

Correct Answer
verified

Gwen recognizes that one of her roles as a company sales rep is to be the firm's frontline emissary.As such,she strives to build strong relationships with customers and:

Correct Answer
verified

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

Correct Answer
verified

Ethical and legal issues are likely to arise between the sales force and corporate policy,when the salespeople become conflicted between doing what they believe is ethical and what their company asks them to do in order to make a sale.

Correct Answer
verified

Which of the following is NOT considered one of the significant financial rewards for sales representatives?

Correct Answer
verified

Salespeople should be evaluated and rewarded for those activities and outcomes that:

Correct Answer
verified

Alex has trouble closing sales with new customers but not with existing customers.What advice would you give Alex?

Correct Answer
verified
First,closing sales is often stressful a...
View Answer

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

Correct Answer
verified

For a car salesperson,what are good ways of generating leads?

Correct Answer
verified
For consumer sales,satisfied c...
View Answer

Correct Answer
verified

By a margin of seven to one in a survey of sales and marketing executives,respondents believe that:

Correct Answer
verified

Chesnee works in the office of a building materials company.One of her jobs is to identify new building projects and to determine who will make the building materials purchase decisions.Chesnee is involved in the __________ step of the selling process.

Correct Answer
verified

Companies often employ manufacturer's representatives:

Correct Answer
verified

Every Monday during the month of December,salespeople who reached their weekly sales goal the previous week participated in a balloon surprise,where each would receive a balloon containing either a $50 or a $100 bill.This short term incentive is known as a:

Correct Answer
verified

One of the advantages of personal selling over other types of marketing communications is that:

Correct Answer
verified

Exam 18: Personal Selling and Sales Management

When Patrick begins the selling process for new customers who are not familiar with his company's commercial coffee service,he assumes he will need to:

Correct AnswerverifiedShow Answer

Sales experts have identified five key personal traits that are often found in successful salespeople.List and define these five traits.

Correct AnswerverifiedPersonality.Good salespeople are friendl...View AnswerShow Answer

Before approaching a potentially major B2B customer,a salesperson will usually:

Correct AnswerverifiedShow Answer

Which of the following best describes a company sales force?

Correct AnswerverifiedShow Answer

Like any effective salesperson,Frazer walks into a customer's office,shakes hands,looks the customer in the eye,and smiles.After exchanging pleasantries,Frazer will try to create interest in his company's product,and establish:

Correct AnswerverifiedShow Answer

Trade shows are a particularly good source of B2B sales leads because:

Correct AnswerverifiedShow Answer

Gwen recognizes that one of her roles as a company sales rep is to be the firm's frontline emissary.As such,she strives to build strong relationships with customers and:

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

Ethical and legal issues are likely to arise between the sales force and corporate policy,when the salespeople become conflicted between doing what they believe is ethical and what their company asks them to do in order to make a sale.

Correct AnswerverifiedShow Answer

Which of the following is NOT considered one of the significant financial rewards for sales representatives?

Correct AnswerverifiedShow Answer

Salespeople should be evaluated and rewarded for those activities and outcomes that:

Correct AnswerverifiedShow Answer

Alex has trouble closing sales with new customers but not with existing customers.What advice would you give Alex?

Correct AnswerverifiedFirst,closing sales is often stressful a...View AnswerShow Answer

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

Correct AnswerverifiedShow Answer

For a car salesperson,what are good ways of generating leads?

Correct AnswerverifiedFor consumer sales,satisfied c...View AnswerShow Answer

Correct AnswerverifiedShow Answer

By a margin of seven to one in a survey of sales and marketing executives,respondents believe that:

Correct AnswerverifiedShow Answer

Chesnee works in the office of a building materials company.One of her jobs is to identify new building projects and to determine who will make the building materials purchase decisions.Chesnee is involved in the __________ step of the selling process.

Correct AnswerverifiedShow Answer

Companies often employ manufacturer's representatives:

Correct AnswerverifiedShow Answer

Every Monday during the month of December,salespeople who reached their weekly sales goal the previous week participated in a balloon surprise,where each would receive a balloon containing either a $50 or a $100 bill.This short term incentive is known as a:

Correct AnswerverifiedShow Answer

One of the advantages of personal selling over other types of marketing communications is that:

Correct AnswerverifiedShow Answer

Correct Answer
verified

Correct Answer
verified
Personality.Good salespeople are friendl...
View Answer

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified
First,closing sales is often stressful a...
View Answer

Correct Answer
verified

Correct Answer
verified
For consumer sales,satisfied c...
View Answer

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified