Question 1

The first step in the personal selling process is the preapproach.

Accepted Answer

A) True 
 B)False

Question 2

Monica works as a salesperson in a retail clothing store.Of the five stages in the selling process,Monica is least likely to engage in

Accepted Answer

A)   generating and qualifying leads.
B)   the preapproach.
C)   closing the sale.
D)   follow-up.
E)   a sales presentation.

Question 3

Hiro sells building materials to local contractors.He wants to build long-term relationships with his contractors through effective follow-up.After delivering the materials ordered,Hiro can demonstrate ________________ by checking with his contractors right after the delivery and addressing any problems promptly.

Accepted Answer

A)   assurance
B)   responsiveness and empathy
C)   tangibility
D)   profitability
E)   reliability

Question 4

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 5

One of the benefits of careers in sales is flexibility in scheduling.

Accepted Answer

A) True 
 B)False

Question 6

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

Accepted Answer

Commission is a percentage of the sales ...

Question 7

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 8

What is the difference between an order getter and an order taker?

Accepted Answer

An order getter is a salespers...

Question 9

Miles worked selling products to industrial users,and he spent most of his time working on customers' new buy and modified new buy situations.Miles was primarily a(n) ______________.

Accepted Answer

A)   new business specialist
B)   prospector
C)   order getter
D)   order taker
E)   sales support rep

Question 10

Sales representatives are often compensated,at least in part,on a percentage of the sales revenue.This percentage is known as a

Accepted Answer

A)   bonus.
B)   sales increment.
C)   base salary.
D)   commission.
E)   finder's fee.

Question 11

Studies have found that customers are typically ready to make a purchase decision well before salespeople attempt to close the sale.Salespeople can learn when to close the sale by

Accepted Answer

A)   listening to customers and paying attention to their body language.
B)   keeping accurate records regarding how long it took to close sales in the past.
C)   asking sales support personnel to estimate the average time before customers are ready to close.
D)   using the same selling process for all customers.
E)   monitoring and mimicking the closing process used by their sales managers.

Question 12

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 13

Naren knows that he needs to ask a series of questions early in his sales presentation,but he also knows that he

Accepted Answer

A)   should take control of the conversation.
B)   should only ask questions if he already knows the answers.
C)   needs to first determine whether the customer is an order getter or order taker.
D)   needs to listen carefully to the answers.
E)   should follow a strict structure with his questions.

Question 14

Personal selling can take place in all of the following situations EXCEPT

Accepted Answer

A)   face-to-face.
B)   over the Internet.
C)   by telephone.
D)   through the newspaper.
E)   video teleconferencing.

Question 15

What kinds of ethical problems can be created by corporate policies?

Accepted Answer

Sales reps may be asked to sell a produc...

Question 16

Manufacturers' representatives are a firm's senior sales employees.

Accepted Answer

A) True 
 B)False

Question 17

What are some of the key functions performed by sales management?

Accepted Answer

Sales management involves the planning,d...

Question 18

The attitudes that Ryan's customers develop after they have purchased his yearly lawn care service will become the basis for determining whether they renew each year.He needs to demonstrate the ____________ dimension of service quality by showing consistently well-maintained yards with neat,professional personnel.

Accepted Answer

A)   reliability
B)   responsiveness
C)   assurance
D)   empathy
E)   tangibles

Question 19

The most important activities 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 20

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)   "running for cover."
C)   attempting to "keep up with the Joneses."
D)   "letting sleeping dogs lie."
E)   "judging a book by its cover."

Exam 20: Personal Selling and Sales Management

One of the benefits of careers in sales is flexibility in scheduling.

Correct Answer
verified

What are some of the key functions performed by sales management?

Correct Answer
verified
Sales management involves the planning,d...
View Answer

What kinds of ethical problems can be created by corporate policies?

Correct Answer
verified
Sales reps may be asked to sell a produc...
View Answer

Sales representatives are often compensated,at least in part,on a percentage of the sales revenue.This percentage is known as a

Correct Answer
verified

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

Correct Answer
verified

Correct Answer
verified

Personal selling can take place in all of the following situations EXCEPT

Correct Answer
verified

What is the difference between an order getter and an order taker?

Correct Answer
verified
An order getter is a salespers...
View 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 Answer
verified

Correct Answer
verified

Naren knows that he needs to ask a series of questions early in his sales presentation,but he also knows that he

Correct Answer
verified

Studies have found that customers are typically ready to make a purchase decision well before salespeople attempt to close the sale.Salespeople can learn when to close the sale by

Correct Answer
verified

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

Correct Answer
verified

Miles worked selling products to industrial users,and he spent most of his time working on customers' new buy and modified new buy situations.Miles was primarily 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

The first step in the personal selling process is the preapproach.

Correct Answer
verified

Manufacturers' representatives are a firm's senior sales employees.

Correct Answer
verified

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

Monica works as a salesperson in a retail clothing store.Of the five stages in the selling process,Monica is least likely to engage in

Correct Answer
verified

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

Correct Answer
verified

Exam 20: Personal Selling and Sales Management

One of the benefits of careers in sales is flexibility in scheduling.

Correct AnswerverifiedShow Answer

What are some of the key functions performed by sales management?

Correct AnswerverifiedSales management involves the planning,d...View AnswerShow Answer

What kinds of ethical problems can be created by corporate policies?

Correct AnswerverifiedSales reps may be asked to sell a produc...View AnswerShow Answer

Sales representatives are often compensated,at least in part,on a percentage of the sales revenue.This percentage is known as a

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

Personal selling can take place in all of the following situations EXCEPT

Correct AnswerverifiedShow Answer

What is the difference between an order getter and an order taker?

Correct AnswerverifiedAn order getter is a salespers...View AnswerShow 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

Correct AnswerverifiedShow Answer

Naren knows that he needs to ask a series of questions early in his sales presentation,but he also knows that he

Correct AnswerverifiedShow Answer

Studies have found that customers are typically ready to make a purchase decision well before salespeople attempt to close the sale.Salespeople can learn when to close the sale by

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

Miles worked selling products to industrial users,and he spent most of his time working on customers' new buy and modified new buy situations.Miles was primarily 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

The first step in the personal selling process is the preapproach.

Correct AnswerverifiedShow Answer

Manufacturers' representatives are a firm's senior sales employees.

Correct AnswerverifiedShow Answer

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

Monica works as a salesperson in a retail clothing store.Of the five stages in the selling process,Monica is least likely to engage in

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

Correct Answer
verified

Correct Answer
verified
Sales management involves the planning,d...
View Answer

Correct Answer
verified
Sales reps may be asked to sell a produc...
View Answer

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified
An order getter is a salespers...
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
Commission is a percentage of the sales ...
View Answer

Correct Answer
verified

Correct Answer
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