Question 1

Briefly explain the impact of technology on personal selling.

Accepted Answer

Answers will vary.E-business-that is,the...

Question 2

Unlike consumer-focused salespeople,business-focused salespeople

Accepted Answer

A)   require customers to come directly to a retail store.
B)   call on other companies to sell their products.
C)   shorten the sales process time.
D)   do not travel to customer locations.E) None of the above
F) All of the above

Question 3

LaPizza is a restaurant that recently implemented a new system to identify and gather information about its regular customers.It rewards these customers by giving them gift coupons and cash prizes.This practice is an example of _____.

Accepted Answer

A)   organizational optimization
B)   profit maximization
C)   total quality management
D)   customer relationship managementE) A) and B)
F) A) and C)

Question 4

Which term refers to developing product or service offerings customized for a customer segment and then pricing and communicating these offerings for the purpose of enhancing customer relationships?

Accepted Answer

A)   Transaction management
B)   Campaign management
C)   Sales Promotion
D)   Lead qualificationE) B) and D)
F) A) and C)

Question 5

Why do salespeople need to conduct thorough and continued follow-up with clients?

Accepted Answer

A)   Conducting post-sale follow-ups gives rise to cognitive dissonance.
B)   Customers today are more loyal toward brands and vendors than before.
C)   Most businesses depend on repeat sales,which depend on follow-up by the salesperson.
D)   Buyers look for the best deal when they experience good post-sale follow-up.E) A) and C)
F) A) and B)

Question 6

Which of the following refers to a purchase situation involving a personal,paid-for communication between two people in an attempt to influence each other?

Accepted Answer

A)   Personal selling
B)   Sales promotion
C)   Relationship selling
D)   Promotional sellingE) C) and D)
F) B) and D)

Question 7

A sales presentation is a written document that outlines how a company's product or service will meet or exceed the client's needs.

Accepted Answer

A) True 
 B)False

Question 8

Effective sales management begins with

Accepted Answer

A)   determining sales goals to be met by the salesforce.
B)   determining the most efficient structure for the sales force.
C)   specifying the sales force size.
D)   designing a compensation plan.E) All of the above
F) B) and C)

Question 9

Describe how the relationship selling model differs from traditional (or transactional)personal selling.

Accepted Answer

Answers will vary.Historically,marketing...

Question 10

In personal selling,costs of promoting a product or service can be controlled by

Accepted Answer

A)   promoting a product to both qualified and nonqualified prospects.
B)   promoting undifferentiated sales messages toward prospective consumers.
C)   purchasing advertising and sales promotion in large amounts.
D)   adjusting the size of the sales force in one-person increments.E) B) and C)
F) A) and D)

Question 11

Which of the following is NOT true of sales force compensation?

Accepted Answer

A)   Compensation needs to be competitive enough to attract and motivate the best salespeople.
B)   Companies and industries with lower levels of compensation have lower turnover rates.
C)   Recognition and rewards may help increase overall sales volume.
D)   Sales managers often offer rewards or incentives to motivate their sales force.E) B) and C)
F) A) and B)

Question 12

A sales manager's sole function is to maximize sales at a reasonable cost while also maximizing profits.

Accepted Answer

A) True 
 B)False

Question 13

Which statement is true of the developing and proposing solutions step in the personal selling process?

Accepted Answer

A)   Developing and proposing solutions is a step in the selling process that comes before the final purchase transaction.
B)   Customers are more likely to remember what salespeople say rather than how they present themselves in their sales presentation.
C)   Formal presentation is an ineffective tool to answering customer's needs.
D)   The quality of both the sales proposal and the sales presentation can make or break the sale.E) A) and D)
F) A) and C)

Question 14

Mandy's Inc.is a well-known supplier of industrial goods.While selling goods,it provides personalized benefits to each customer.It focuses on developing trust over time instead of transacting one-time sales.This is an example of _____ selling.

Accepted Answer

A)   price-based
B)   relationship
C)   discount
D)   persuasiveE) A) and B)
F) A) and C)

Question 15

Cold calling is a process of finding out about potential clients from friends,business contacts,coworkers,acquaintances,and fellow members in professional and civic organizations.

Accepted Answer

A) True 
 B)False

Question 16

Which of the following occurs when a customer and a company representative exchange information and develop learning relationships?

Accepted Answer

A)   Transactional selling
B)   An intervention
C)   Customer profiling
D)   An interactionE) C) and D)
F) None of the above

Question 17

The point at which a customer and a company representative exchange information and develop learning relationships is called __________.

Accepted Answer

A)   interaction
B)   knowledge exchange
C)   knowledge management
D)   touch pointsE) None of the above
F) B) and D)

Question 18

The prevailing view of personal selling is mostly concerned with making one-time sales and then moving on to the next prospect.

Accepted Answer

A) True 
 B)False

Question 19

Personal selling provides a brief and precise explanation of the product.

Accepted Answer

A) True 
 B)False

Question 20

When customers try to pit suppliers against each other to drive down the price of the product,the salesperson should offer an initial discount and then raise the price later on.

Accepted Answer

A) True 
 B)False

Exam 17: Personal Selling and Sales Management

Which term refers to developing product or service offerings customized for a customer segment and then pricing and communicating these offerings for the purpose of enhancing customer relationships?

Correct AnswerverifiedShow Answer

In personal selling,costs of promoting a product or service can be controlled by

Correct AnswerverifiedShow Answer

Which of the following occurs when a customer and a company representative exchange information and develop learning relationships?

Correct AnswerverifiedShow Answer

Briefly explain the impact of technology on personal selling.

Correct AnswerverifiedAnswers will vary.E-business-that is,the...View AnswerShow Answer

A sales manager's sole function is to maximize sales at a reasonable cost while also maximizing profits.

Correct AnswerverifiedShow Answer

A sales presentation is a written document that outlines how a company's product or service will meet or exceed the client's needs.

Correct AnswerverifiedShow Answer

Effective sales management begins with

Correct AnswerverifiedShow Answer

The prevailing view of personal selling is mostly concerned with making one-time sales and then moving on to the next prospect.

Correct AnswerverifiedShow Answer

Which statement is true of the developing and proposing solutions step in the personal selling process?

Correct AnswerverifiedShow Answer

Cold calling is a process of finding out about potential clients from friends,business contacts,coworkers,acquaintances,and fellow members in professional and civic organizations.

Correct AnswerverifiedShow Answer

Which of the following refers to a purchase situation involving a personal,paid-for communication between two people in an attempt to influence each other?

Correct AnswerverifiedShow Answer

Which of the following is NOT true of sales force compensation?

Correct AnswerverifiedShow Answer

Mandy's Inc.is a well-known supplier of industrial goods.While selling goods,it provides personalized benefits to each customer.It focuses on developing trust over time instead of transacting one-time sales.This is an example of _____ selling.

Correct AnswerverifiedShow Answer

Why do salespeople need to conduct thorough and continued follow-up with clients?

Correct AnswerverifiedShow Answer

When customers try to pit suppliers against each other to drive down the price of the product,the salesperson should offer an initial discount and then raise the price later on.

Correct AnswerverifiedShow Answer

Unlike consumer-focused salespeople,business-focused salespeople

Correct AnswerverifiedShow Answer

LaPizza is a restaurant that recently implemented a new system to identify and gather information about its regular customers.It rewards these customers by giving them gift coupons and cash prizes.This practice is an example of _____.

Correct AnswerverifiedShow Answer

The point at which a customer and a company representative exchange information and develop learning relationships is called __________.

Correct AnswerverifiedShow Answer

Personal selling provides a brief and precise explanation of the product.

Correct AnswerverifiedShow Answer

Describe how the relationship selling model differs from traditional (or transactional)personal selling.

Correct AnswerverifiedAnswers will vary.Historically,marketing...View AnswerShow Answer

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Answers will vary.Historically,marketing...
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