Question 1

With a __________, a salesperson is paid a fixed fee per week, month, or year.

Accepted Answer

A)  sales response compensation plan
B)  combination compensation plan
C)  straight salary compensation plan
D)  straight commission compensation plan
E)  sales function compensation planF) None of the above
G) C) and E)

Question 2

Technologies used by salespeople to exchange data, text, and voice transmission are referred to as __________ technology.

Accepted Answer

A)  cellular
B)  broadband
C)  partnership
D)  business-to-business
E)  wide area networkF) B) and D)
G) A) and E)

Question 3

Doug Ames sells Mercedes Benz automobiles.While making his sales presentation to a newly qualified prospect, the prospect said, "Doug, I would really like to buy the car, but, you know, the price of the automobile is just too high." In order to answer the prospect's objection, Ames responded, "Sir, you are correct.The price of the Mercedes Benz automobile is high because of what you are getting for that price." Ames then proceeded to describe the quality of the materials used in the car, the high resale value of the car, the dependability, and the prestige associated with the Mercedes Benz.What technique did Ames use to handle the prospect's objection?

Accepted Answer

A)  the postpone technique
B)  the denial technique
C)  the agree and neutralize technique
D)  the accept the objection technique
E)  the acknowledge and convert techniqueF) B) and E)
G) A) and C)

Question 4

Relationship selling refers to

Accepted Answer

A)  the assignment of a single salesperson to a single customer throughout the course of the entire sale.
B)  the practice of building ties to customers based on a salesperson's attention and commitment to customer needs over time.
C)  a sales relationship that involves a face-to-face, person-to-person encounter rather than a sale made over the phone or at a checkout line.
D)  an exchange in which the customer is involved not simply in the final transaction but in the entire process from concept development to final sale.
E)  the practice of maintaining contact with a customer on a regularly scheduled basis following the initial sale of a product or service.F) C) and D)
G) B) and D)

Question 5

When Mulcahy became CEO, Xerox began a shift to a __________ that focused on helping customers solve their business problems rather than just placing more equipment in their office.

Accepted Answer

A)  multi-tiered sales system
B)  consultative selling model
C)  salesforce technology system
D)  product oriented sales model
E)  geographic organization sales modelF) A) and E)
G) A) and D)

Question 6

A method of selling in which a salesperson makes a telephone call or a visit is made to a prospective customer without a referral is called __________.

Accepted Answer

A)  team selling
B)  cold calling
C)  seminar selling
D)  formula selling
E)  conference sellingF) A) and C)
G) C) and D)

Question 7

When Margot called the toll-free number to order one dozen water lilies from the Van Ness Water Gardens, she was using __________.

Accepted Answer

A)  interactive marketing
B)  multichannel selling
C)  inbound telemarketing
D)  outbound telemarketing
E)  outbound videoconferencingF) A) and C)
G) C) and D)

Question 8

The objective at the __________ stage of the personal selling process is to convert a prospect into a customer by creating a desire for the product or service.

Accepted Answer

A)  presentation
B)  approach
C)  follow-up
D)  preapproach
E)  closeF) All of the above
G) A) and D)

Question 9

Alice Faulkner is a professional salesperson.She earns her living by selling advertising for The New York Times newspaper.In addition to selling advertising to her regular accounts, Alice is responsible for generating new advertising accounts for the newspaper.In order to fulfill her responsibilities, Faulkner works hard to make sure the potential customers she sells to are qualified prospects.How can Faulkner know if the prospects she is selling to are qualified prospects?

Accepted Answer

A)  Qualified prospects have an interest in buying display advertising in the paper.
B)  Qualified prospects have the money to buy display advertising in the paper.
C)  Qualified prospects have the authority to make the decision to buy the advertising.
D)  Qualified prospects have a need for the advertising, can afford to buy it, and have the authority to make the purchase decision.
E)  Qualified prospects read the newspaper daily and recognize that it is a good advertising medium.F) A) and D)
G) B) and D)

Question 10

Describe the need-satisfaction presentation format.In the answer include the two selling styles that are common with this format.

Accepted Answer

The need-satisfaction presentation forma...

Question 11

Representative from AT&T called Dr.Michaels after he switched to their new U-verse system.They wanted to make certain he was satisfied and asked if he had any questions concerning his new service.This is an example of a __________ call.

Accepted Answer

A)  assumptive
B)  preemptive
C)  follow-up
D)  prospecting
E)  courtesy managementF) C) and D)
G) A) and C)

Question 12

The tasks involved in managing personal selling include setting objectives; organizing the salesforce; recruiting, selecting, training, and compensating salespeople; and

Accepted Answer

A)  evaluating the performance of individual salespeople.
B)  identifying potential target markets.
C)  using customer 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.F) B) and D)
G) B) and C)

Question 13

A statement describing what is to be achieved and where and how the selling effort of salespeople is to be deployed is known as a(n)  __________.

Accepted Answer

A)  sales plan
B)  sales protocol
C)  workload plan
D)  sales assessment
E)  salesforce evaluationF) A) and D)
G) B) and C)

Question 14

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 are referred to as

Accepted Answer

A)  executive management
B)  territorial management
C)  account management
D)  customer-based management
E)  sales-response managementF) A) and B)
G) A) and C)

Question 15

The sales manager told the salesperson, "Your goal is to increase sales volume for the second quarter 5 percent over the sales volume of the first quarter." The sales manager used a __________ sales objective.

Accepted Answer

A)  output-related
B)  market-related
C)  input-related
D)  behavior-related
E)  cold-call relatedF) B) and D)
G) B) and C)

Question 16

The use of toll-free telephone numbers that customers call to obtain information about products and make purchases is referred to as __________.

Accepted Answer

A)  inbound telemarketing
B)  outbound telemarketing
C)  outbound videoconferencing
D)  interactive marketing
E)  multichannel sellingF) C) and D)
G) A) and D)

Question 17

During the presentation stage, a salesperson may encounter objections.What are the six basic types of objections, and how should they be handled?

Accepted Answer

Objections are excuses for not making a ...

Question 18

DuPont assigned chemists, sales and marketing executives, and regulatory specialists to create an herbicide for corn growers that recorded sales of $57 million in its first year.This type of sales approach is referred to as __________.

Accepted Answer

A)  adaptive selling
B)  missionary selling
C)  personal selling
D)  team selling
E)  formula sellingF) A) and B)
G) B) and C)

Question 19

Which type of salesforce training is the most popular type of training?

Accepted Answer

A)  formal classes
B)  on-the-job training
C)  individual instruction
D)  computer-based training
E)  seminars taught by sales trainersF) None of the above
G) B) and E)

Question 20

In a __________, the salesperson tries one appeal after another, hoping to hit the right button.

Accepted Answer

A)  formula selling presentation
B)  persuasive sales presentation
C)  stimulus-response presentation
D)  stimulus-satisfaction presentation
E)  stimulus-selling presentationF) D) and E)
G) A) and B)

Exam 17: Personal Selling and Sales Management

When Mulcahy became CEO, Xerox began a shift to a __________ that focused on helping customers solve their business problems rather than just placing more equipment in their office.

Correct Answer
verified

Describe the need-satisfaction presentation format.In the answer include the two selling styles that are common with this format.

Correct Answer
verified
The need-satisfaction presentation forma...
View Answer

In a __________, the salesperson tries one appeal after another, hoping to hit the right button.

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

The objective at the __________ stage of the personal selling process is to convert a prospect into a customer by creating a desire for the product or service.

Correct Answer
verified

The tasks involved in managing personal selling include setting objectives; organizing the salesforce; recruiting, selecting, training, and compensating salespeople; and

Correct Answer
verified

When Margot called the toll-free number to order one dozen water lilies from the Van Ness Water Gardens, she was using __________.

Correct Answer
verified

Technologies used by salespeople to exchange data, text, and voice transmission are referred to as __________ technology.

Correct Answer
verified

Which type of salesforce training is the most popular type of training?

Correct Answer
verified

A statement describing what is to be achieved and where and how the selling effort of salespeople is to be deployed is known as a(n) __________.

Correct Answer
verified

DuPont assigned chemists, sales and marketing executives, and regulatory specialists to create an herbicide for corn growers that recorded sales of $57 million in its first year.This type of sales approach is referred to as __________.

Correct Answer
verified

During the presentation stage, a salesperson may encounter objections.What are the six basic types of objections, and how should they be handled?

Correct Answer
verified
Objections are excuses for not making a ...
View Answer

With a __________, a salesperson is paid a fixed fee per week, month, or year.

Correct Answer
verified

A method of selling in which a salesperson makes a telephone call or a visit is made to a prospective customer without a referral is called __________.

Correct Answer
verified

Relationship selling refers to

Correct Answer
verified

The sales manager told the salesperson, "Your goal is to increase sales volume for the second quarter 5 percent over the sales volume of the first quarter." The sales manager used a __________ sales objective.

Correct Answer
verified

The use of toll-free telephone numbers that customers call to obtain information about products and make purchases 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 are referred to as

Correct Answer
verified

Representative from AT&T called Dr.Michaels after he switched to their new U-verse system.They wanted to make certain he was satisfied and asked if he had any questions concerning his new service.This is an example of a __________ call.

Correct Answer
verified

Exam 17: Personal Selling and Sales Management

When Mulcahy became CEO, Xerox began a shift to a __________ that focused on helping customers solve their business problems rather than just placing more equipment in their office.

Correct AnswerverifiedShow Answer

Describe the need-satisfaction presentation format.In the answer include the two selling styles that are common with this format.

Correct AnswerverifiedThe need-satisfaction presentation forma...View AnswerShow Answer

In a __________, the salesperson tries one appeal after another, hoping to hit the right button.

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

The objective at the __________ stage of the personal selling process is to convert a prospect into a customer by creating a desire for the product or service.

Correct AnswerverifiedShow Answer

The tasks involved in managing personal selling include setting objectives; organizing the salesforce; recruiting, selecting, training, and compensating salespeople; and

Correct AnswerverifiedShow Answer

When Margot called the toll-free number to order one dozen water lilies from the Van Ness Water Gardens, she was using __________.

Correct AnswerverifiedShow Answer

Technologies used by salespeople to exchange data, text, and voice transmission are referred to as __________ technology.

Correct AnswerverifiedShow Answer

Which type of salesforce training is the most popular type of training?

Correct AnswerverifiedShow Answer

A statement describing what is to be achieved and where and how the selling effort of salespeople is to be deployed is known as a(n) __________.

Correct AnswerverifiedShow Answer

DuPont assigned chemists, sales and marketing executives, and regulatory specialists to create an herbicide for corn growers that recorded sales of $57 million in its first year.This type of sales approach is referred to as __________.

Correct AnswerverifiedShow Answer

During the presentation stage, a salesperson may encounter objections.What are the six basic types of objections, and how should they be handled?

Correct AnswerverifiedObjections are excuses for not making a ...View AnswerShow Answer

With a __________, a salesperson is paid a fixed fee per week, month, or year.

Correct AnswerverifiedShow Answer

A method of selling in which a salesperson makes a telephone call or a visit is made to a prospective customer without a referral is called __________.

Correct AnswerverifiedShow Answer

Relationship selling refers to

Correct AnswerverifiedShow Answer

The sales manager told the salesperson, "Your goal is to increase sales volume for the second quarter 5 percent over the sales volume of the first quarter." The sales manager used a __________ sales objective.

Correct AnswerverifiedShow Answer

The use of toll-free telephone numbers that customers call to obtain information about products and make purchases 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 are referred to as

Correct AnswerverifiedShow Answer

Representative from AT&T called Dr.Michaels after he switched to their new U-verse system.They wanted to make certain he was satisfied and asked if he had any questions concerning his new service.This is an example of a __________ call.

Correct AnswerverifiedShow Answer

Correct Answer
verified

Correct Answer
verified
The need-satisfaction presentation forma...
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

Correct Answer
verified
Objections are excuses for not making a ...
View Answer

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
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Correct Answer
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