Question 1

With ________, problem solutions are not simply a matter of choosing from an array of existing products or services. Rather, novel solutions often arise, thereby creating unique value for the customer.

Accepted Answer

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

Question 2

Explain the role of missionary salespeople and sales engineers in the selling process.

Accepted Answer

Missionary salespeople do not directly s...

Question 3

A sales organization practice whereby a different salesforce calls on each separate type of buyer or market channel is referred to as a

Accepted Answer

A)   multi-reseller organization.
B)   geographical organization.
C)   customer sales organization.
D)   product/service sales organization.
E)   multilevel marketing organization.F) A) and B)
G) C) and E)

Question 4

Figure 21-3
-As shown in Figure 21-3 above, Box A is the ________ stage in the personal selling process.

Accepted Answer

A)   approach
B)   preapproach
C)   presentation
D)   prospecting
E)   follow-upF) A) and C)
G) A) and B)

Question 5

Exchanging business cards in Asia must be done with respect, according to the customs and norms of the country or region. This protocol is considered important during which stage of the personal selling process?

Accepted Answer

A)   presentation
B)   follow-up
C)   preapproach
D)   close
E)   approachF) B) and E)
G) A) and C)

Question 6

In the ________ stage of the personal selling process, the cultural setting is very important for international sales as it may dictate a length of time for establishing a rapport.

Accepted Answer

A)   presentation
B)   prospecting
C)   preapproach
D)   approach
E)   closeF) B) and D)
G) A) and B)

Question 7

Federal regulations contain provisions that allow consumers to avoid being called at any time for sales purposes through the ________ and impose fines for violations.

Accepted Answer

A)   Do Not Disturb Registry
B)   Do Not Call Registry
C)   Do Not Interrupt Registry
D)   Do Not Infringe Registry
E)   Do Not Agitate RegistryF) D) and E)
G) A) and B)

Question 8

A Frito-Lay salesperson who is taking inventory of available Doritos and Tostitos products at a supermarket is considered an

Accepted Answer

A)   inside order taker.
B)   interactive order taker.
C)   outside order taker.
D)   inventory clerk.
E)   outside order getter.F) A) and B)
G) A) and E)

Question 9

All of these are types of sales objectives exceptwhich?

Accepted Answer

A)   input-related
B)   employer-related
C)   competitor-related
D)   behaviorally related
E)   output-relatedF) C) and D)
G) None of the above

Question 10

What would most likely occur at the preapproach stage in a business selling situation?

Accepted Answer

A)   The order getter would make initial contact with the order taker.
B)   The search for and qualification of prospects would begin.
C)   The initial meeting would transpire and business would be concluded.
D)   A decision would be made concerning whether the sale would be a straight rebuy, a modified rebuy, or a new buy.
E)   The prospect's buying role, important buying criteria, and receptivity to a presentation would be determined.F) A) and E)
G) A) and D)

Question 11

All of these are output-related measures used in quantitative assessments of sales performance exceptwhich?

Accepted Answer

A)   new accounts generated
B)   dollar or unit sales volume
C)   sales of specific products
D)   selling expense related to sales made
E)   current sales ratioF) None of the above
G) A) and E)

Question 12

Davidson-Uphoff & Co. sells ironware accessories for home and garden to retailers. The salespeople for this company are trained to ask probing questions such as, "What are the decorating trends in this region?" and "What are you doing to take advantage of this trend?" Once key ideas have been uncovered, the salesperson is taught to tailor his or her sales presentation so that the retailer can see why he or she should carry Davidson-Uphoff products. Davidson-Uphoff's salespeople are learning the ________ selling format.

Accepted Answer

A)   need-satisfaction
B)   formula
C)   stimulus-response
D)   creative
E)   problem resolutionF) B) and D)
G) B) and C)

Question 13

Two types of order takers exist. ________ visit customers and replenish inventory stocks of resellers, whereas ________ typically answer simple questions, take orders, and complete transactions with customers.

Accepted Answer

A)   Inside order takers; outside order getters
B)   Inside order takers; outside sales clerks
C)   Outside order takers; inside order takers
D)   Salesclerks; inbound telemarketers
E)   Inside order getters; outside order takersF) All of the above
G) C) and D)

Question 14

Research suggest that proper compensation, incentives, or rewards are necessary to product a motivated sales person, along with several other factors including which of these?

Accepted Answer

A)   an opportunity for leadership experience
B)   a personal need for achievement
C)   constructive criticism
D)   adequate time for bookkeeping and paperwork
E)   a moderate degree of competitive spirit within a teamF) B) and C)
G) A) and C)

Question 15

At the end of her sales presentation, the salesperson asks, "Do you want to make monthly payments of $75 with a 10 percent down payment or would you prefer to write a check for the full amount today?" She has just made

Accepted Answer

A)   an assumptive close.
B)   a consultative close.
C)   a proactive close.
D)   an urgency close.
E)   an adaptive close.F) D) and E)
G) B) and C)

Question 16

An effective sales plan objective should be

Accepted Answer

A)   general, measurable, and flexible.
B)   profitable, subjective, and measurable.
C)   precise, profitable, and flexible.
D)   precise, measurable, and time specific.
E)   general, flexible, and profitable.F) C) and D)
G) A) and B)

Question 17

There are ________ genetic markers correlated with a salesperson's predisposition or willingness to interact with customers and learn about their problems in order to meet their needs.

Accepted Answer

A)   six
B)   two
C)   three
D)   four
E)   fiveF) None of the above
G) A) and B)

Question 18

During the ________ stage of the personal selling process, a sales representative at Cascade Maverik must check with the purchasing coach or athletic director to see whether the equipment is meeting his or her expectations.

Accepted Answer

A)   closing
B)   presenting
C)   approaching
D)   prospecting
E)   follow-upF) C) and D)
G) A) and E)

Question 19

Which of these statements about salesforce training is most accurate?

Accepted Answer

A)   The training of sales managers is both expensive and extensive, unlike the training of salespeople, which is relatively inexpensive.
B)   A major flaw in the sales industry is a lack of employer-sponsored training.
C)   Sales ability is instinctive; it cannot be taught.
D)   Salesforce training is an ongoing process that affects both new and seasoned salespeople.
E)   A limitation of sales training is that it is too narrowly focused on "making the sale" rather than learning new business skills.F) A) and B)
G) A) and C)

Question 20

During the ________ stage of personal selling, a salesperson would learn if her prospect liked to talk about sports before getting down to business or preferred not to waste time with idle chatter.

Accepted Answer

A)   prospecting
B)   preapproach
C)   approach
D)   presentation
E)   closingF) A) and D)
G) C) and E)

Exam 21: Implementing Interactive and Multi-Channel Marketing

An effective sales plan objective should be

Correct Answer
verified

A sales organization practice whereby a different salesforce calls on each separate type of buyer or market channel is referred to as a

Correct Answer
verified

Federal regulations contain provisions that allow consumers to avoid being called at any time for sales purposes through the ________ and impose fines for violations.

Correct Answer
verified

Which of these statements about salesforce training is most accurate?

Correct Answer
verified

Correct Answer
verified

All of these are types of sales objectives exceptwhich?

Correct Answer
verified

With ________, problem solutions are not simply a matter of choosing from an array of existing products or services. Rather, novel solutions often arise, thereby creating unique value for the customer.

Correct Answer
verified

There are ________ genetic markers correlated with a salesperson's predisposition or willingness to interact with customers and learn about their problems in order to meet their needs.

Correct Answer
verified

Figure 21-3 -As shown in Figure 21-3 above, Box A is the ________ stage in the personal selling process.

Correct Answer
verified

Explain the role of missionary salespeople and sales engineers in the selling process.

Correct Answer
verified
Missionary salespeople do not directly s...
View Answer

At the end of her sales presentation, the salesperson asks, "Do you want to make monthly payments of $75 with a 10 percent down payment or would you prefer to write a check for the full amount today?" She has just made

Correct Answer
verified

During the ________ stage of personal selling, a salesperson would learn if her prospect liked to talk about sports before getting down to business or preferred not to waste time with idle chatter.

Correct Answer
verified

Research suggest that proper compensation, incentives, or rewards are necessary to product a motivated sales person, along with several other factors including which of these?

Correct Answer
verified

Exchanging business cards in Asia must be done with respect, according to the customs and norms of the country or region. This protocol is considered important during which stage of the personal selling process?

Correct Answer
verified

A Frito-Lay salesperson who is taking inventory of available Doritos and Tostitos products at a supermarket is considered an

Correct Answer
verified

During the ________ stage of the personal selling process, a sales representative at Cascade Maverik must check with the purchasing coach or athletic director to see whether the equipment is meeting his or her expectations.

Correct Answer
verified

All of these are output-related measures used in quantitative assessments of sales performance exceptwhich?

Correct Answer
verified

In the ________ stage of the personal selling process, the cultural setting is very important for international sales as it may dictate a length of time for establishing a rapport.

Correct Answer
verified

Two types of order takers exist. visit customers and replenish inventory stocks of resellers, whereas typically answer simple questions, take orders, and complete transactions with customers.

Correct Answer
verified

What would most likely occur at the preapproach stage in a business selling situation?

Correct Answer
verified

Exam 21: Implementing Interactive and Multi-Channel Marketing

An effective sales plan objective should be

Correct AnswerverifiedShow Answer

A sales organization practice whereby a different salesforce calls on each separate type of buyer or market channel is referred to as a

Correct AnswerverifiedShow Answer

Federal regulations contain provisions that allow consumers to avoid being called at any time for sales purposes through the ________ and impose fines for violations.

Correct AnswerverifiedShow Answer

Which of these statements about salesforce training is most accurate?

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

All of these are types of sales objectives exceptwhich?

Correct AnswerverifiedShow Answer

With ________, problem solutions are not simply a matter of choosing from an array of existing products or services. Rather, novel solutions often arise, thereby creating unique value for the customer.

Correct AnswerverifiedShow Answer

There are ________ genetic markers correlated with a salesperson's predisposition or willingness to interact with customers and learn about their problems in order to meet their needs.

Correct AnswerverifiedShow Answer

Figure 21-3 -As shown in Figure 21-3 above, Box A is the ________ stage in the personal selling process.

Correct AnswerverifiedShow Answer

Explain the role of missionary salespeople and sales engineers in the selling process.

Correct AnswerverifiedMissionary salespeople do not directly s...View AnswerShow Answer

At the end of her sales presentation, the salesperson asks, "Do you want to make monthly payments of $75 with a 10 percent down payment or would you prefer to write a check for the full amount today?" She has just made

Correct AnswerverifiedShow Answer

During the ________ stage of personal selling, a salesperson would learn if her prospect liked to talk about sports before getting down to business or preferred not to waste time with idle chatter.

Correct AnswerverifiedShow Answer

Research suggest that proper compensation, incentives, or rewards are necessary to product a motivated sales person, along with several other factors including which of these?

Correct AnswerverifiedShow Answer

Exchanging business cards in Asia must be done with respect, according to the customs and norms of the country or region. This protocol is considered important during which stage of the personal selling process?

Correct AnswerverifiedShow Answer

A Frito-Lay salesperson who is taking inventory of available Doritos and Tostitos products at a supermarket is considered an

Correct AnswerverifiedShow Answer

During the ________ stage of the personal selling process, a sales representative at Cascade Maverik must check with the purchasing coach or athletic director to see whether the equipment is meeting his or her expectations.

Correct AnswerverifiedShow Answer

All of these are output-related measures used in quantitative assessments of sales performance exceptwhich?

Correct AnswerverifiedShow Answer

In the ________ stage of the personal selling process, the cultural setting is very important for international sales as it may dictate a length of time for establishing a rapport.

Correct AnswerverifiedShow Answer

Two types of order takers exist. ________ visit customers and replenish inventory stocks of resellers, whereas ________ typically answer simple questions, take orders, and complete transactions with customers.

Correct AnswerverifiedShow Answer

What would most likely occur at the preapproach stage in a business selling situation?

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
verified
Missionary salespeople do not directly s...
View Answer

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
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Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Two types of order takers exist. visit customers and replenish inventory stocks of resellers, whereas typically answer simple questions, take orders, and complete transactions with customers.

Correct Answer
verified

Correct Answer
verified