Question 1

Behavioral measures used to evaluate salespeople include assessments of a salesperson's __________, attention to customers, product knowledge, selling and communication skills, appearance, and professional demeanor.

Accepted Answer

A)  attitude
B)  patience
C)  intelligence
D)  personal values
E)  personal ethics

Question 2

The Xerox salesforce is divided into four __________ organizations.

Accepted Answer

A)  product
B)  geographic
C)  customer
D)  market
E)  product life cycle

Question 3

When a salesperson in the Apple store asks, "Will that be charge or cash?", he has executed which stage of the personal selling process?

Accepted Answer

A)  closing
B)  approach
C)  presentation
D)  handling objections
E)  follow-up

Question 4

-As shown in Figure 17-2 above, Box A is the __________ stage in the personal selling process.

Accepted Answer

A)  approach
B)  preapproach
C)  presentation
D)  prospecting
E)  follow-up

Question 5

In the personal selling process, a telemarketer for a life insurance firm who calls and asks the head of the household, "If you were to die tomorrow, would your family be cared for?" is engaged in __________.

Accepted Answer

A)  stimulus-response selling
B)  closing the sale
C)  prospecting
D)  order taking
E)  creating a preapproach

Question 6

Lindsey Smith's task in Molecular Imaging Products at GE Healthcare is to

Accepted Answer

A)  simplify sales presentations for technical products.
B)  increase the importance of the advertising element of the company's promotion mix.
C)  develop a team of professionals in selling to and servicing key customers.
D)  create value in customer relationships by emphasizing the company's product innovations, solutions, and service.
E)  establish brand recognition for Molecular Imaging Products as distinct from GE Healthcare

Question 7

Which of the following statements should a salesperson use to simply accept the objection?

Accepted Answer

A)  "I think I might be able to explain that better to you after showing you this diagram."
B)  "Yes, you're right, it is lighter. Customers haven't mentioned that as a problem - why do you think it might be?"
C)  "That's true. It does have a shorter shelf life, but that really hasn't been a problem. It is so popular it never stays on the shelf that long anyway."
D)  "Where did you hear that? Your source must have erroneous information."
E)  "As I was saying, …."

Question 8

In the __________ stage of the personal selling process, the cultural setting is very important for international sales.

Accepted Answer

A)  presentation
B)  prospecting
C)  preapproach
D)  approach
E)  close

Question 9

With a __________, a salesperson is paid a specified salary plus a commission on sales or profits generated.

Accepted Answer

A)  sales response compensation plan
B)  combination compensation plan
C)  straight sales compensation plan
D)  straight commission compensation plan
E)  market share compensation plan

Question 10

The sales process at Xerox typically follows the six stages of the personal selling process. During the sixth stage, the salesperson continues to meet and communicate with the client to

Accepted Answer

A)  remove all competitors' products from the clients' offices.
B)  sell ancillary and complementary products.
C)  provide assistance and monitor the effectiveness of the installed solution.
D)  request leads for other potential sales.
E)  offer special price incentives for future pre-buys.

Question 11

All of the following are sales presentation formats EXCEPT:

Accepted Answer

A)  cold calling format.
B)  canned sales format.
C)  formula selling format.
D)  need-satisfaction format.
E)  adaptive selling format.

Question 12

List the four things that research suggests will produce a motivated salesperson.

Accepted Answer

A sales plan cannot be successfully impl...

Question 13

-As shown in Figure 17-2 above, D is the __________ stage in the personal selling process.

Accepted Answer

A)  follow-up
B)  prospecting
C)  presentation
D)  preapproach
E)  approach

Question 14

Inside order takers are also referred to as __________.

Accepted Answer

A)  managers
B)  directors
C)  missionaries
D)  salesclerks
E)  go-getters

Question 15

The tasks involved in managing personal selling include the following: (1)  setting objectives; (2)  organizing the salesforce; (3)  recruiting, selecting, training, and compensating salespeople; and (4)

Accepted Answer

A)  identifying potential target markets.
B)  evaluating the performance of individual salespeople.
C)  using salesforce input to make product modifications.
D)  maintaining open communications between sales representatives and all other stakeholders.
E)  designing new promotional campaigns for the purpose of generating new sales.

Question 16

ABB is a Swiss-based manufacturer of industrial equipment with annual sales of $30 billion. At one time, its salesforce was organized by product: generators, boilers, transformers, and so forth. Each salesperson was an expert on the product line he or she sold. Then it adopted a customer organizational structure. Why might ABB have made this change?

Accepted Answer

The rationale for a customer organizatio...

Question 17

A trial close refers to

Accepted Answer

A)  asking the prospect to make a decision on some aspect of the purchase.
B)  allowing the prospect to use or lease the item on a limited, temporary basis before making a final commitment of purchase.
C)  committing the prospect quickly by making references to the time limits of the purchase.
D)  making an exchange of money or other unit of value.
E)  asking the prospect to make choices concerning delivery, warranty, or financing terms.

Question 18

Which of the following statements regarding order getters is most accurate?

Accepted Answer

A)  Order getting involves a high degree of creativity.
B)  Order getters often replenish a retailer's inventories.
C)  Order getters handle orders obtained on inbound telemarketing.
D)  Order getters typically process reorders for products already sold by the company.
E)  Order getter sales calls traditionally require the lowest financial investment from the firm.

Question 19

Sales activities occurring before, during, and after the sale itself, and which consist of six stages, are referred to as

Accepted Answer

A)  the new-product process.
B)  the strategic marketing process.
C)  the personal selling process.
D)  the consumer purchase decision process.
E)  relational selling.

Question 20

Recently, Gartner Research and 1To1 Media recognized Microsoft Dynamics Customer Relationship Management (CRM)  and its xRM framework for delivering increased productivity and cost savings for customers worldwide. Microsoft experts work individually with customers to flesh out what issues they have and adapt their enterprise software to meet the unique needs of the customer. The Microsoft expert is most likely engaged in

Accepted Answer

A)  relationship selling.
B)  formula selling.
C)  suggestive selling.
D)  adaptive selling.
E)  consultative selling.

Exam 17: Personal Selling and Sales Management

The tasks involved in managing personal selling include the following: (1) setting objectives; (2) organizing the salesforce; (3) recruiting, selecting, training, and compensating salespeople; and (4)

Correct Answer
verified

-As shown in Figure 17-2 above, D is the __________ stage in the personal selling process.

Correct Answer
verified

In the __________ stage of the personal selling process, the cultural setting is very important for international sales.

Correct Answer
verified

Correct Answer
verified
The rationale for a customer organizatio...
View Answer

Lindsey Smith's task in Molecular Imaging Products at GE Healthcare is to

Correct Answer
verified

Behavioral measures used to evaluate salespeople include assessments of a salesperson's __________, attention to customers, product knowledge, selling and communication skills, appearance, and professional demeanor.

Correct Answer
verified

The Xerox salesforce is divided into four __________ organizations.

Correct Answer
verified

The sales process at Xerox typically follows the six stages of the personal selling process. During the sixth stage, the salesperson continues to meet and communicate with the client to

Correct Answer
verified

-As shown in Figure 17-2 above, Box A is the __________ stage in the personal selling process.

Correct Answer
verified

All of the following are sales presentation formats EXCEPT:

Correct Answer
verified

When a salesperson in the Apple store asks, "Will that be charge or cash?", he has executed which stage of the personal selling process?

Correct Answer
verified

Correct Answer
verified

List the four things that research suggests will produce a motivated salesperson.

Correct Answer
verified
A sales plan cannot be successfully impl...
View Answer

A trial close refers to

Correct Answer
verified

With a __________, a salesperson is paid a specified salary plus a commission on sales or profits generated.

Correct Answer
verified

Sales activities occurring before, during, and after the sale itself, and which consist of six stages, are referred to as

Correct Answer
verified

Which of the following statements should a salesperson use to simply accept the objection?

Correct Answer
verified

Inside order takers are also referred to as __________.

Correct Answer
verified

Which of the following statements regarding order getters is most accurate?

Correct Answer
verified

In the personal selling process, a telemarketer for a life insurance firm who calls and asks the head of the household, "If you were to die tomorrow, would your family be cared for?" is engaged in __________.

Correct Answer
verified

Exam 17: Personal Selling and Sales Management

The tasks involved in managing personal selling include the following: (1) setting objectives; (2) organizing the salesforce; (3) recruiting, selecting, training, and compensating salespeople; and (4)

Correct AnswerverifiedShow Answer

-As shown in Figure 17-2 above, D is the __________ stage in the personal selling process.

Correct AnswerverifiedShow Answer

In the __________ stage of the personal selling process, the cultural setting is very important for international sales.

Correct AnswerverifiedShow Answer

Correct AnswerverifiedThe rationale for a customer organizatio...View AnswerShow Answer

Lindsey Smith's task in Molecular Imaging Products at GE Healthcare is to

Correct AnswerverifiedShow Answer

Behavioral measures used to evaluate salespeople include assessments of a salesperson's __________, attention to customers, product knowledge, selling and communication skills, appearance, and professional demeanor.

Correct AnswerverifiedShow Answer

The Xerox salesforce is divided into four __________ organizations.

Correct AnswerverifiedShow Answer

The sales process at Xerox typically follows the six stages of the personal selling process. During the sixth stage, the salesperson continues to meet and communicate with the client to

Correct AnswerverifiedShow Answer

-As shown in Figure 17-2 above, Box A is the __________ stage in the personal selling process.

Correct AnswerverifiedShow Answer

All of the following are sales presentation formats EXCEPT:

Correct AnswerverifiedShow Answer

When a salesperson in the Apple store asks, "Will that be charge or cash?", he has executed which stage of the personal selling process?

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

List the four things that research suggests will produce a motivated salesperson.

Correct AnswerverifiedA sales plan cannot be successfully impl...View AnswerShow Answer

A trial close refers to

Correct AnswerverifiedShow Answer

With a __________, a salesperson is paid a specified salary plus a commission on sales or profits generated.

Correct AnswerverifiedShow Answer

Sales activities occurring before, during, and after the sale itself, and which consist of six stages, are referred to as

Correct AnswerverifiedShow Answer

Which of the following statements should a salesperson use to simply accept the objection?

Correct AnswerverifiedShow Answer

Inside order takers are also referred to as __________.

Correct AnswerverifiedShow Answer

Which of the following statements regarding order getters is most accurate?

Correct AnswerverifiedShow Answer

In the personal selling process, a telemarketer for a life insurance firm who calls and asks the head of the household, "If you were to die tomorrow, would your family be cared for?" is engaged in __________.

Correct AnswerverifiedShow Answer

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The rationale for a customer organizatio...
View Answer

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A sales plan cannot be successfully impl...
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