Question 1

Which of the following is NOT an advantage of personal selling?

Accepted Answer

A)   Personal selling provides a detailed explanation or demonstration of the product.
B)   Costs can be controlled by adjusting the size of the sales force.
C)   Personal selling is considerably more effective than other forms of promotion in obtaining a sale and gaining a satisfied customer.
D)   Personal selling is not as effective as other forms of sales promotion.E) None of the above
F) B) and C)

Question 2

Which of the following best defines the term "touch points"?

Accepted Answer

A)   Storage of customer information in a central location that is accessible to all company departments
B)   The points where a salesman exchanges information with the company and the company doesn't take interest.
C)   Areas of a business where customers have contact with the company and data might be gathered
D)   Customized product or service offerings for different customer segmentsE) A) and B)
F) A) and C)

Question 3

Unlike advertising and sales promotion,in personal selling,responses are provided only to the questions and objections that the copywriter thinks are important to customers.

Accepted Answer

A) True 
 B)False

Question 4

Which of the following is a sales practice that involves building,maintaining,and enhancing interactions with customers to develop long-term satisfaction through mutually beneficial partnerships?

Accepted Answer

A)   Price-based selling
B)   Adaptive selling
C)   Stimulus-response selling
D)   Relationship sellingE) A) and D)
F) B) and D)

Question 5

Which of the following is a combination of sales automation and Internet technology that some marketers use to enhance customer satisfaction and bring in more business?

Accepted Answer

A)   The preapproach model
B)   The attribution model
C)   Needs assessment
D)   Automated e-mail follow-up marketingE) B) and C)
F) B) and D)

Question 6

Which of the following is among the responsibilities of a sales manager?

Accepted Answer

A)   Recruiting and training the sales force,but its evaluation is done by the human resources department
B)   Evaluating the sales force,but not determining its structure
C)   Determining the sales force structure,but not its evaluation
D)   Recruiting,training,motivating,and evaluating the sales forceE) A) and B)
F) B) and C)

Question 7

Discuss the lead qualification step of sales process and different ways in which leads are qualified.

Accepted Answer

Answers will vary.When a prospect shows ...

Question 8

Which of the following is NOT true of relationship selling?

Accepted Answer

A)   It emphasizes making a one-time sale.
B)   It focuses on building mutual trust between the buyer and seller.
C)   Its end result is loyal customers.
D)   Its strategy is often less expensive than continuously marketing products.E) A) and C)
F) B) and D)

Question 9

The ability to place oneself in someone else's shoes,which enables salespeople to understand the client's situation,is called ________.

Accepted Answer

A)   assertiveness
B)   ego strength
C)   risk taking
D)   empathyE) A) and D)
F) B) and D)

Question 10

Which of the following statements is true of negotiation?

Accepted Answer

A)   It plays an important role in the closing of the sale.
B)   It is effective when price is used as a negotiation tool.
C)   Salespeople increase the perceived value of a product when they quickly accept a client's price negotiation.
D)   It is a formal meeting where salespeople present sales proposals.E) None of the above
F) B) and D)

Question 11

Which term refers to a form of lead generation in which the salesperson approaches potential buyers without any prior knowledge of the prospects' needs or financial status?

Accepted Answer

A)   Cold calling
B)   Referral
C)   Networking
D)   Lead qualificationE) None of the above
F) B) and C)

Question 12

Which of the following is involved in defining the sales goals of the salesforce?

Accepted Answer

A)   Assigning quotas to salespeople
B)   Evaluating the effectiveness of a sales representative
C)   Training new salespeople
D)   Designing the sales force structureE) None of the above
F) All of the above

Question 13

The process by which customer information is centralized and shared to enhance the relationship between customers and the organization is called ___________ management.

Accepted Answer

A)   knowledge
B)   customer relationship
C)   sales force
D)   organizationalE) A) and B)
F) C) and D)

Question 14

A sales manager at a consumer durable goods manufacturing firm instructs his new salesperson,Rita,that she must identify ten potential customers and sell five flat screen televisions per week.This directive from the sales manager is referred to as Rita's _____.

Accepted Answer

A)   referrals
B)   sales leads
C)   quota
D)   touch pointsE) C) and D)
F) A) and B)

Question 15

Relationship selling is more often used in selling consumer goods.

Accepted Answer

A) True 
 B)False

Question 16

Determining sales goals is part of effective sales management.A statement of a salesperson's sales goals,usually based on sales volume,is called a(n) _________.

Accepted Answer

A)   quota
B)   referral
C)   sales plan
D)   offerE) A) and D)
F) All of the above

Question 17

A salesperson's responsibilities usually end with making the sale and placing the order.

Accepted Answer

A) True 
 B)False

Question 18

The assertion that "great salespeople should have strong,healthy self-esteem and the ability to bounce back from rejection" describes which trait that is desirable in applicants for sales position?

Accepted Answer

A)   Ego strength
B)   Risk takers
C)   Assertiveness
D)   EmpathyE) B) and C)
F) A) and D)

Question 19

A process of finding out about potential clients from friends,business contacts,coworkers,acquaintances,and fellow members in professional and civic organizations is called _____________.

Accepted Answer

A)   referrals
B)   networking
C)   cold calling
D)   lead qualificationE) B) and C)
F) A) and D)

Question 20

A term that describes a company that customizes its products and services based on data generated through interactions between the customer and the company would be described as being ______.

Accepted Answer

A)   customer-centric
B)   employee-centric
C)   business-centric
D)   organization-centricE) B) and C)
F) A) and D)

Exam 17: Personal Selling and Sales Management

Unlike advertising and sales promotion,in personal selling,responses are provided only to the questions and objections that the copywriter thinks are important to customers.

Correct AnswerverifiedShow Answer

The process by which customer information is centralized and shared to enhance the relationship between customers and the organization is called ___________ management.

Correct AnswerverifiedShow Answer

Which of the following is a combination of sales automation and Internet technology that some marketers use to enhance customer satisfaction and bring in more business?

Correct AnswerverifiedShow Answer

Determining sales goals is part of effective sales management.A statement of a salesperson's sales goals,usually based on sales volume,is called a(n) _________.

Correct AnswerverifiedShow Answer

A sales manager at a consumer durable goods manufacturing firm instructs his new salesperson,Rita,that she must identify ten potential customers and sell five flat screen televisions per week.This directive from the sales manager is referred to as Rita's _____.

Correct AnswerverifiedShow Answer

Which of the following is involved in defining the sales goals of the salesforce?

Correct AnswerverifiedShow Answer

A salesperson's responsibilities usually end with making the sale and placing the order.

Correct AnswerverifiedShow Answer

Which of the following is among the responsibilities of a sales manager?

Correct AnswerverifiedShow Answer

Which of the following is a sales practice that involves building,maintaining,and enhancing interactions with customers to develop long-term satisfaction through mutually beneficial partnerships?

Correct AnswerverifiedShow Answer

Which of the following statements is true of negotiation?

Correct AnswerverifiedShow Answer

A process of finding out about potential clients from friends,business contacts,coworkers,acquaintances,and fellow members in professional and civic organizations is called _____________.

Correct AnswerverifiedShow Answer

Which of the following is NOT true of relationship selling?

Correct AnswerverifiedShow Answer

The ability to place oneself in someone else's shoes,which enables salespeople to understand the client's situation,is called ________.

Correct AnswerverifiedShow Answer

Discuss the lead qualification step of sales process and different ways in which leads are qualified.

Correct AnswerverifiedAnswers will vary.When a prospect shows ...View AnswerShow Answer

Which of the following best defines the term "touch points"?

Correct AnswerverifiedShow Answer

Which of the following is NOT an advantage of personal selling?

Correct AnswerverifiedShow Answer

Which term refers to a form of lead generation in which the salesperson approaches potential buyers without any prior knowledge of the prospects' needs or financial status?

Correct AnswerverifiedShow Answer

Relationship selling is more often used in selling consumer goods.

Correct AnswerverifiedShow Answer

The assertion that "great salespeople should have strong,healthy self-esteem and the ability to bounce back from rejection" describes which trait that is desirable in applicants for sales position?

Correct AnswerverifiedShow Answer

A term that describes a company that customizes its products and services based on data generated through interactions between the customer and the company would be described as being ______.

Correct AnswerverifiedShow Answer

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Answers will vary.When a prospect shows ...
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