Question 1

The ability to understand one's own emotions and the emotions of people with whom one interacts on a daily basis is referred to as

Accepted Answer

A)   empathetic intelligence.
B)   responsive empathy.
C)   emotional intelligence.
D)   subliminal intelligence.
E)   cognitive empathy.F) B) and E)
G) B) and D)

Question 2

In personal selling, 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.F) A) and B)
G) A) and C)

Question 3

Information from a ________ is used to write a job description.

Accepted Answer

A)   job analysis
B)   salesforce compensation plan
C)   sales plan
D)   sales performance audit
E)   personal performance planF) B) and E)
G) C) and D)

Question 4

The sales plan is put into practice through the tasks associated with sales plan implementation. Identify the three major tasks involved in implementing a sales plan.

Accepted Answer

Three major tasks involved in ...

Question 5

The salesperson's objective is to search for and qualify potential customers during which stage in the personal selling process?

Accepted Answer

A)   presentation
B)   approach
C)   prospecting
D)   follow-up
E)   preapproachF) B) and C)
G) A) and D)

Question 6

Canam Canada specializes in the fabrication of steel joists, joist girders, and steel deck for use in commercial construction. Canam Canada offers value-added engineering support, architectural flexibility, and customized solutions and services. Canam Canada uses team selling that focus on important customers to build mutually beneficially, long-term, relationships. Teams include sales, service, and technical personnel to work exclusively with assigned customers. Canam's salesforce practices are an example of

Accepted Answer

A)   unique account management.
B)   key account management.
C)   specialty account management.
D)   one-of-a-kind account management.
E)   consultative account management.F) All of the above
G) A) and D)

Question 7

Aspects of ________ policies might include which individuals in a buying organization should be contacted, the amount of sales and service effort that different customers should receive, and the kinds of information salespeople should collect before or during a sales call.

Accepted Answer

A)   sales response management
B)   account management
C)   sales administration
D)   customer interaction
E)   prospect administrationF) C) and E)
G) A) and B)

Question 8

During the ________ step of sales plan implementation, Cascade Maverik looks for individuals that are self-motivated, have a positive attitude, and understand the team mentality.

Accepted Answer

A)   motivation and compensation
B)   performance
C)   recruitment and selection
D)   presentation
E)   trainingF) A) and C)
G) A) and E)

Question 9

The ________ is a selling format that emphasizes probing and listening by the salesperson to identify needs and interests of prospective buyers.

Accepted Answer

A)   formula selling presentation
B)   stimulus-response presentation
C)   marketing concept presentation
D)   relationship selling presentation
E)   need-satisfaction presentationF) B) and E)
G) B) and D)

Question 10

One reason follow-up is so important is that research shows that the cost and effort to obtain repeat sales from a satisfied customer is roughly ________ that necessary to gain a sale from a new customer.

Accepted Answer

A)   one-quarter
B)   one-half
C)   the same as
D)   twice
E)   tripleF) A) and B)
G) D) and E)

Question 11

Define relationship selling.

Accepted Answer

Relationship selling is the practice of ...

Question 12

The primary responsibility of order takers is to

Accepted Answer

A)   "preach" the benefits of a new product or service to a customer rather than close the sale.
B)   build market share in a sales territory.
C)   convince a customer from a competitor to switch to the firm's product or brand.
D)   preserve ongoing relationships with existing customers and maintain sales.
E)   create a sense of goodwill not only to the brand but also to the entire product mix of the firm.F) None of the above
G) B) and C)

Question 13

Which of these statements regarding order getters is most accurate?

Accepted Answer

A)   Order getters often replenish a retailer's inventories.
B)   Order getters handle orders obtained on inbound telemarketing.
C)   Order getters require considerable product knowledge.
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.F) None of the above
G) B) and C)

Question 14

Which of these is a task involved in managing personal selling?

Accepted Answer

A)   identifying potential target markets
B)   setting objectives
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 salesF) A) and B)
G) A) and E)

Question 15

Which form of personal selling has the lowest requirement for problem solving?

Accepted Answer

A)   order taker
B)   order getter
C)   sales engineer
D)   missionary salesperson
E)   team sellingF) None of the above
G) B) and E)

Question 16

Explain what occurs during the closing stage of the selling process and list the three types of close.

Accepted Answer

The closing stage in the selling process...

Question 17

Lindsey Smith's selling success at GE is due in large part to her

Accepted Answer

A)   developing relationships with CEOs and CFOs.
B)   using a team of sales personnel, technical specialists, and health care professionals in selling to and servicing key customers.
C)   continually reinforcing GE Healthcare's competitive advantage.
D)   simplifying sales presentations for technical products.
E)   staying on top of marketing trends for business-to-business selling.F) C) and D)
G) D) and E)

Question 18

A need-satisfaction presentation format that focuses on problem identification, where the salesperson serves as an expert on problem recognition and resolution, is referred to as

Accepted Answer

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

Question 19

Today, ________ percent of companies employ cross-functional teams of professionals to work with customers to improve relationships, find better ways of doing things, and create and sustain value for their customers.

Accepted Answer

A)   15
B)   20
C)   45
D)   75
E)   90F) C) and E)
G) C) and D)

Question 20

Explain the difference between a lead, a prospect, and a qualified prospect.

Accepted Answer

A lead is the name of a person who may b...

Exam 21: Implementing Interactive and Multi-Channel Marketing

The salesperson's objective is to search for and qualify potential customers during which stage in the personal selling process?

Correct Answer
verified

The primary responsibility of order takers is to

Correct Answer
verified

Correct Answer
verified

In personal selling, a trial close refers to

Correct Answer
verified

Lindsey Smith's selling success at GE is due in large part to her

Correct Answer
verified

Which of these statements regarding order getters is most accurate?

Correct Answer
verified

Which form of personal selling has the lowest requirement for problem solving?

Correct Answer
verified

A need-satisfaction presentation format that focuses on problem identification, where the salesperson serves as an expert on problem recognition and resolution, is referred to as

Correct Answer
verified

Explain the difference between a lead, a prospect, and a qualified prospect.

Correct Answer
verified
A lead is the name of a person who may b...
View Answer

Define relationship selling.

Correct Answer
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Relationship selling is the practice of ...
View Answer

The ability to understand one's own emotions and the emotions of people with whom one interacts on a daily basis is referred to as

Correct Answer
verified

Aspects of ________ policies might include which individuals in a buying organization should be contacted, the amount of sales and service effort that different customers should receive, and the kinds of information salespeople should collect before or during a sales call.

Correct Answer
verified

Which of these is a task involved in managing personal selling?

Correct Answer
verified

Today, ________ percent of companies employ cross-functional teams of professionals to work with customers to improve relationships, find better ways of doing things, and create and sustain value for their customers.

Correct Answer
verified

During the ________ step of sales plan implementation, Cascade Maverik looks for individuals that are self-motivated, have a positive attitude, and understand the team mentality.

Correct Answer
verified

One reason follow-up is so important is that research shows that the cost and effort to obtain repeat sales from a satisfied customer is roughly ________ that necessary to gain a sale from a new customer.

Correct Answer
verified

Explain what occurs during the closing stage of the selling process and list the three types of close.

Correct Answer
verified
The closing stage in the selling process...
View Answer

The sales plan is put into practice through the tasks associated with sales plan implementation. Identify the three major tasks involved in implementing a sales plan.

Correct Answer
verified
Three major tasks involved in ...
View Answer

Information from a ________ is used to write a job description.

Correct Answer
verified

The ________ is a selling format that emphasizes probing and listening by the salesperson to identify needs and interests of prospective buyers.

Correct Answer
verified

Exam 21: Implementing Interactive and Multi-Channel Marketing

The salesperson's objective is to search for and qualify potential customers during which stage in the personal selling process?

Correct AnswerverifiedShow Answer

The primary responsibility of order takers is to

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

In personal selling, a trial close refers to

Correct AnswerverifiedShow Answer

Lindsey Smith's selling success at GE is due in large part to her

Correct AnswerverifiedShow Answer

Which of these statements regarding order getters is most accurate?

Correct AnswerverifiedShow Answer

Which form of personal selling has the lowest requirement for problem solving?

Correct AnswerverifiedShow Answer

A need-satisfaction presentation format that focuses on problem identification, where the salesperson serves as an expert on problem recognition and resolution, is referred to as

Correct AnswerverifiedShow Answer

Explain the difference between a lead, a prospect, and a qualified prospect.

Correct AnswerverifiedA lead is the name of a person who may b...View AnswerShow Answer

Define relationship selling.

Correct AnswerverifiedRelationship selling is the practice of ...View AnswerShow Answer

The ability to understand one's own emotions and the emotions of people with whom one interacts on a daily basis is referred to as

Correct AnswerverifiedShow Answer

Aspects of ________ policies might include which individuals in a buying organization should be contacted, the amount of sales and service effort that different customers should receive, and the kinds of information salespeople should collect before or during a sales call.

Correct AnswerverifiedShow Answer

Which of these is a task involved in managing personal selling?

Correct AnswerverifiedShow Answer

Today, ________ percent of companies employ cross-functional teams of professionals to work with customers to improve relationships, find better ways of doing things, and create and sustain value for their customers.

Correct AnswerverifiedShow Answer

During the ________ step of sales plan implementation, Cascade Maverik looks for individuals that are self-motivated, have a positive attitude, and understand the team mentality.

Correct AnswerverifiedShow Answer

One reason follow-up is so important is that research shows that the cost and effort to obtain repeat sales from a satisfied customer is roughly ________ that necessary to gain a sale from a new customer.

Correct AnswerverifiedShow Answer

Explain what occurs during the closing stage of the selling process and list the three types of close.

Correct AnswerverifiedThe closing stage in the selling process...View AnswerShow Answer

The sales plan is put into practice through the tasks associated with sales plan implementation. Identify the three major tasks involved in implementing a sales plan.

Correct AnswerverifiedThree major tasks involved in ...View AnswerShow Answer

Information from a ________ is used to write a job description.

Correct AnswerverifiedShow Answer

The ________ is a selling format that emphasizes probing and listening by the salesperson to identify needs and interests of prospective buyers.

Correct AnswerverifiedShow Answer

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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A lead is the name of a person who may b...
View Answer

Correct Answer
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Relationship selling is the practice of ...
View Answer

Correct Answer
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Correct Answer
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Correct Answer
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Correct Answer
verified

Correct Answer
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Correct Answer
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Correct Answer
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The closing stage in the selling process...
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Correct Answer
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Three major tasks involved in ...
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Correct Answer
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Correct Answer
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