Question 1

Team selling would most likely be used by a company that sells

Accepted Answer

A)   file cabinets.
B)   washing machines.
C)   dining room tables.
D)   four-wheel drive sports utility vehicle (SUVs) .
E)   automated industrial milling machines.F) A) and E)
G) A) and C)

Question 2

It is estimated that the average cost of a single field sales call on a business customer is about ________, factoring in salespeople's compensation, benefits, and travel-and-entertainment expenses.

Accepted Answer

A)   $150
B)   $250
C)   $325
D)   $400
E)   $500F) C) and D)
G) A) and B)

Question 3

Which two forms of selling are possible when a salesperson is viewed as an expert on problem recognition and resolution?

Accepted Answer

A)   adaptive selling and upselling
B)   formula selling and adaptive selling
C)   formula selling and suggestive selling
D)   suggestive selling and formula selling
E)   upselling and cross-sellingF) B) and D)
G) C) and D)

Question 4

Explain the difference between the stimulus-response presentation format and the formula selling presentation format.

Accepted Answer

The stimulus-response presentation forma...

Question 5

Team selling refers to the practice of

Accepted Answer

A)   using an entire group of professionals in selling to and servicing major customers.
B)   sending an entire group of a firm's sales representatives into the field.
C)   combining the expertise and resources of buyers and sellers to create customized solutions, commit to joint planning, and share customer, competitive, and company information for their mutual benefit, and ultimately the customer.
D)   sending a group of sales representatives to concentrate on performing promotional activities and introducing new products.
E)   assigning a group of sales representatives, each with his or her own unique product, to the same geographic sales territory to ensure that the company can meet the needs of these customers.F) A) and E)
G) D) and E)

Question 6

Adaptive selling is a presentation format that

Accepted Answer

A)   emphasizes probing and listening by the salesperson to identify needs and interests of prospective buyers.
B)   focuses on problem identification, where the salesperson serves as an expert on problem recognition and resolution.
C)   consists of information that must be provided in an accurate, thorough, and step-by-step manner to inform the prospect.
D)   assumes that given the appropriate stimulus by a salesperson, the prospect will buy.
E)   involves adjusting the presentation to fit the selling situation, such as knowing when to offer solutions and when to ask for more information.F) B) and D)
G) A) and B)

Question 7

Policies that specify who salespeople should contact, what kinds of selling and customer service activities should be engaged in, and how these activities should be carried out are referred to as

Accepted Answer

A)   sales response management policies.
B)   key account management policies.
C)   account management policies.
D)   customer management policies.
E)   salesforce management policies.F) A) and C)
G) B) and E)

Question 8

A sales engineer is a

Accepted Answer

A)   salesperson who specializes in identifying, analyzing, and solving customer problems and brings know-how and technical expertise to the selling situation, but often does not actually sell products and services.
B)   salesperson who processes routine orders or reorders for products that are presold by the company.
C)   salesperson who identifies prospective customers, provides customers with information, persuades customers to buy, closes sales, and follows up on a customer's use of a product or service.
D)   person on the selling team who is responsible for supervising his or her company's R&D expenditures.
E)   member of the sales support team who does not directly solicit orders but rather concentrates on performing promotional activities and introducing new products.F) B) and D)
G) None of the above

Question 9

The ________ format, which emphasizes problem solving and customer solutions, is the sales format most consistent with the marketing concept and relationship building.

Accepted Answer

A)   canned sales
B)   formula selling
C)   persuasive selling
D)   need-satisfaction
E)   stimulus-responseF) A) and C)
G) C) and D)

Question 10

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)   sales plus compensation plan
D)   modified commission compensation plan
E)   market share compensation planF) A) and B)
G) C) and D)

Question 11

Which of the following statements regarding the preapproach stage with respect to international selling is most accurate?

Accepted Answer

A)   The preapproach protocol is standardized in most areas of the world.
B)   The preapproach stage is shorter and less intensive abroad than with domestic consumers.
C)   Customs are very important in dictating appropriate protocol.
D)   In most cases, the buyer rather than the seller initiates the contact between seller and buyer internationally.
E)   Pricing or price ranges are presented to the customer in order to determine if the customer is a qualified lead in most countries.F) A) and B)
G) A) and C)

Question 12

What are the three major roles of personal selling in a firm's overall marketing effort?

Accepted Answer

Personal selling serves three major role...

Question 13

Inside order takers are also referred to as

Accepted Answer

A)   managers.
B)   wait staff.
C)   prospectors.
D)   salesclerks.
E)   missionary salespeople.F) C) and D)
G) B) and E)

Question 14

Pitney Bowes uses sales personnel, carrier management specialists, and engineering and administrative executives who continually work together to find ways to improve the technology involved in shipping goods across town and around the world. This type of sales approach is called

Accepted Answer

A)   team selling.
B)   formula selling.
C)   partnership selling.
D)   missionary selling.
E)   order taking.F) D) and E)
G) B) and C)

Question 15

All of these are dimensions of emotional intelligence exceptwhich?

Accepted Answer

A)   the ability to manage one's emotions and impulses
B)   social skills
C)   transparency
D)   self-motivation skills
E)   empathyF) A) and E)
G) A) and D)

Question 16

What are the keys to effective need-satisfaction presentations?

Accepted Answer

The need-satisfaction format of sales pr...

Question 17

SFA is an acronym for

Accepted Answer

A)   salesforce automation.
B)   sales factory automation.
C)   sales flexible automation.
D)   sales functional automation.
E)   sales frequency automation.F) All of the above
G) A) and C)

Question 18

A straight commission compensation plan is one

Accepted Answer

A)   that assigns the same commission dollar value regardless of a product's value, number sold, or difficulty level of the sales effort.
B)   in which a salesperson is paid a specified salary plus a commission and/or bonus on sales generated.
C)   that determines fair and equitable compensation that includes a weighted system for different types of items or different sized territories.
D)   in which the salesperson is paid a fixed amount per week, month, or year.
E)   in which a salesperson's earnings are directly tied to the sales or profits he or she generates.F) None of the above
G) All of the above

Question 19

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 that 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.F) A) and B)
G) C) and D)

Question 20

When handling ________ in sales, the professional approach can vary depending on the situation, from acknowledging and converting them to ignoring them when they seem to be a stalling tactic.

Accepted Answer

A)   rationalizations
B)   counteroffers
C)   refusals
D)   objections
E)   qualificationsF) B) and D)
G) D) and E)

Exam 21: Implementing Interactive and Multi-Channel Marketing

Inside order takers are also referred to as

Correct Answer
verified

Team selling would most likely be used by a company that sells

Correct Answer
verified

It is estimated that the average cost of a single field sales call on a business customer is about ________, factoring in salespeople's compensation, benefits, and travel-and-entertainment expenses.

Correct Answer
verified

Which of the following statements regarding the preapproach stage with respect to international selling is most accurate?

Correct Answer
verified

The ________ format, which emphasizes problem solving and customer solutions, is the sales format most consistent with the marketing concept and relationship building.

Correct Answer
verified

A straight commission compensation plan is one

Correct Answer
verified

All of these are dimensions of emotional intelligence exceptwhich?

Correct Answer
verified

When handling ________ in sales, the professional approach can vary depending on the situation, from acknowledging and converting them to ignoring them when they seem to be a stalling tactic.

Correct Answer
verified

Adaptive selling is a presentation format that

Correct Answer
verified

Team selling refers to the practice of

Correct Answer
verified

Correct Answer
verified

Policies that specify who salespeople should contact, what kinds of selling and customer service activities should be engaged in, and how these activities should be carried out are referred to as

Correct Answer
verified

Pitney Bowes uses sales personnel, carrier management specialists, and engineering and administrative executives who continually work together to find ways to improve the technology involved in shipping goods across town and around the world. This type of sales approach is called

Correct Answer
verified

SFA is an acronym for

Correct Answer
verified

Which two forms of selling are possible when a salesperson is viewed as an expert on problem recognition and resolution?

Correct Answer
verified

A sales engineer is a

Correct Answer
verified

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

Correct Answer
verified

Explain the difference between the stimulus-response presentation format and the formula selling presentation format.

Correct Answer
verified
The stimulus-response presentation forma...
View Answer

What are the three major roles of personal selling in a firm's overall marketing effort?

Correct Answer
verified
Personal selling serves three major role...
View Answer

What are the keys to effective need-satisfaction presentations?

Correct Answer
verified
The need-satisfaction format of sales pr...
View Answer

Exam 21: Implementing Interactive and Multi-Channel Marketing

Inside order takers are also referred to as

Correct AnswerverifiedShow Answer

Team selling would most likely be used by a company that sells

Correct AnswerverifiedShow Answer

It is estimated that the average cost of a single field sales call on a business customer is about ________, factoring in salespeople's compensation, benefits, and travel-and-entertainment expenses.

Correct AnswerverifiedShow Answer

Which of the following statements regarding the preapproach stage with respect to international selling is most accurate?

Correct AnswerverifiedShow Answer

The ________ format, which emphasizes problem solving and customer solutions, is the sales format most consistent with the marketing concept and relationship building.

Correct AnswerverifiedShow Answer

A straight commission compensation plan is one

Correct AnswerverifiedShow Answer

All of these are dimensions of emotional intelligence exceptwhich?

Correct AnswerverifiedShow Answer

When handling ________ in sales, the professional approach can vary depending on the situation, from acknowledging and converting them to ignoring them when they seem to be a stalling tactic.

Correct AnswerverifiedShow Answer

Adaptive selling is a presentation format that

Correct AnswerverifiedShow Answer

Team selling refers to the practice of

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

Policies that specify who salespeople should contact, what kinds of selling and customer service activities should be engaged in, and how these activities should be carried out are referred to as

Correct AnswerverifiedShow Answer

Pitney Bowes uses sales personnel, carrier management specialists, and engineering and administrative executives who continually work together to find ways to improve the technology involved in shipping goods across town and around the world. This type of sales approach is called

Correct AnswerverifiedShow Answer

SFA is an acronym for

Correct AnswerverifiedShow Answer

Which two forms of selling are possible when a salesperson is viewed as an expert on problem recognition and resolution?

Correct AnswerverifiedShow Answer

A sales engineer is a

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

Explain the difference between the stimulus-response presentation format and the formula selling presentation format.

Correct AnswerverifiedThe stimulus-response presentation forma...View AnswerShow Answer

What are the three major roles of personal selling in a firm's overall marketing effort?

Correct AnswerverifiedPersonal selling serves three major role...View AnswerShow Answer

What are the keys to effective need-satisfaction presentations?

Correct AnswerverifiedThe need-satisfaction format of sales pr...View AnswerShow Answer

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verified

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verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified
The stimulus-response presentation forma...
View Answer

Correct Answer
verified
Personal selling serves three major role...
View Answer

Correct Answer
verified
The need-satisfaction format of sales pr...
View Answer