Question 1

Which term refers to a process that describes the "homework" that must be done by a salesperson before he or she contacts a prospect?

Accepted Answer

A)   Needs assessment
B)   Preapproach
C)   Lead qualification
D)   NetworkingE) A) and B)
F) A) and C)

Question 2

Which of the following terms refers to a meeting in which the salesperson offers a sales proposal to a prospective buyer?

Accepted Answer

A)   Sales proposal
B)   Sales presentation
C)   Sales offer
D)   NegotiationE) C) and D)
F) A) and D)

Question 3

Which statement is true of traditional selling?

Accepted Answer

A)   It allows ample time for a detailed follow-up with customers after a sale.
B)   It results in more win-win transactions for salespeople than relationship selling.
C)   Minimal effort is placed on asking questions to identify customer needs.
D)   High emphasis is placed on matching customers' needs and wants to the benefits of the product.E) A) and B)
F) B) and C)

Question 4

Which of the following statements is true of prequalification systems?

Accepted Answer

A)   They free sales representatives from the time-consuming task of following up on leads to determine need,buying power,and receptiveness.
B)   They describe the "homework" that must be done by a salesperson before contacting the prospect.
C)   They use friends,business contacts,coworkers,acquaintances,and fellow members in professional and civic organizations to identify potential clients.
D)   They determine a customer's specific needs and wants and the range of options the customer has for satisfying them.E) All of the above
F) B) and D)

Question 5

Because the salesperson usually has multiple opportunities to present solutions to his or her clients in personal selling,the quality of the sales proposal and the presentation are not critical in making the sale.

Accepted Answer

A) True 
 B)False

Question 6

Robust,a leading industrial manufacturer,has developed a new air conditioner with high cooling capacity.To identify potential clients who will be interested in the new product,the company has sent out pamphlets to many firms along with its contact details for anyone interested.This scenario illustrates _____.

Accepted Answer

A)   a needs assessment
B)   lead generation
C)   a sales presentation
D)   knowledge managementE) B) and C)
F) B) and D)

Question 7

As part of the needs assessment,the consultative salesperson must know everything about __________.

Accepted Answer

A)   customers and their needs,but not necessarily the product or service
B)   the product or service,but not necessarily the competition and potential impact
C)   competitors' companies and products,but not necessarily the customers and their needs
D)   customers and their needs,the product or service being sold,and the product's competitionE) All of the above
F) A) and B)

Question 8

Lead qualification is the identification of the firms and people most likely to buy the seller's offerings.

Accepted Answer

A) True 
 B)False

Question 9

Personal selling should be directed toward all prospects-qualified and unqualified.

Accepted Answer

A) True 
 B)False

Question 10

Manchester Classics manufactures apparel for men and women.It calls on other retailers to sell its products.Members of its sales team travel to their customers' locations to finalize sales deals.In this scenario,the team at Manchester Classics is comprised of _____.

Accepted Answer

A)   business-focused salespeople
B)   consumer-focused salespeople
C)   opinion leaders
D)   late adoptersE) A) and B)
F) None of the above

Question 11

Which of the following statements is true of lead qualification?

Accepted Answer

A)   It refers to a process in which a salesperson approaches potential buyers without any prior knowledge of the prospects' needs or financial status.
B)   It refers to using friends,business contacts,coworkers,acquaintances,and fellow members in professional and civic organizations to identify potential clients.
C)   It refers to a process that describes the "homework" that must be done by a salesperson before he or she contacts a prospect.
D)   It refers to determining the recognized need,buying power,and receptivity and accessibility of a sales prospect.E) B) and D)
F) All of the above

Question 12

In the selling process,which of the following is true of a salesperson's conducting the needs assessment of prospective clients?

Accepted Answer

A)   It should be carried out by the salesperson during development of the sales proposal.
B)   It requires the salesperson to be aware of regulations and legislation that affect the industry.
C)   It does not include the impact of competition on the demand for the product that is being sold.
D)   The salesperson in relationship selling does not need to conduct a needs assessment.E) B) and D)
F) B) and C)

Question 13

Which of the following describes the kind of candidates sales managers look for when recruiting sales force candidates?

Accepted Answer

A)   A sense of urgency without exhibiting competitiveness
B)   An impotent ego but capable of understanding complex concepts
C)   Competitiveness without exhibiting risk-taking behavior
D)   Assertiveness,as well as creativity and empathyE) B) and C)
F) C) and D)

Question 14

A current sales practice that involves building,maintaining,and enhancing interactions with customers in order to develop long-term satisfaction through mutually beneficial partnerships is called _____________ selling.

Accepted Answer

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

Question 15

Point-of-sale interaction is a touch point in stores or information kiosks that uses software to enable customers to easily provide information about themselves without feeling violated.

Accepted Answer

A) True 
 B)False

Exam 17: Personal Selling and Sales Management

Which of the following statements is true of prequalification systems?

Correct Answer
verified

Which of the following statements is true of lead qualification?

Correct Answer
verified

In the selling process,which of the following is true of a salesperson's conducting the needs assessment of prospective clients?

Correct Answer
verified

Because the salesperson usually has multiple opportunities to present solutions to his or her clients in personal selling,the quality of the sales proposal and the presentation are not critical in making the sale.

Correct Answer
verified

A current sales practice that involves building,maintaining,and enhancing interactions with customers in order to develop long-term satisfaction through mutually beneficial partnerships is called _____________ selling.

Correct Answer
verified

Lead qualification is the identification of the firms and people most likely to buy the seller's offerings.

Correct Answer
verified

Which statement is true of traditional selling?

Correct Answer
verified

Which of the following terms refers to a meeting in which the salesperson offers a sales proposal to a prospective buyer?

Correct Answer
verified

Which of the following describes the kind of candidates sales managers look for when recruiting sales force candidates?

Correct Answer
verified

Manchester Classics manufactures apparel for men and women.It calls on other retailers to sell its products.Members of its sales team travel to their customers' locations to finalize sales deals.In this scenario,the team at Manchester Classics is comprised of _____.

Correct Answer
verified

Personal selling should be directed toward all prospects-qualified and unqualified.

Correct Answer
verified

Correct Answer
verified

Which term refers to a process that describes the "homework" that must be done by a salesperson before he or she contacts a prospect?

Correct Answer
verified

Point-of-sale interaction is a touch point in stores or information kiosks that uses software to enable customers to easily provide information about themselves without feeling violated.

Correct Answer
verified

As part of the needs assessment,the consultative salesperson must know everything about __________.

Correct Answer
verified

Exam 17: Personal Selling and Sales Management

Which of the following statements is true of prequalification systems?

Correct AnswerverifiedShow Answer

Which of the following statements is true of lead qualification?

Correct AnswerverifiedShow Answer

In the selling process,which of the following is true of a salesperson's conducting the needs assessment of prospective clients?

Correct AnswerverifiedShow Answer

Because the salesperson usually has multiple opportunities to present solutions to his or her clients in personal selling,the quality of the sales proposal and the presentation are not critical in making the sale.

Correct AnswerverifiedShow Answer

A current sales practice that involves building,maintaining,and enhancing interactions with customers in order to develop long-term satisfaction through mutually beneficial partnerships is called _____________ selling.

Correct AnswerverifiedShow Answer

Lead qualification is the identification of the firms and people most likely to buy the seller's offerings.

Correct AnswerverifiedShow Answer

Which statement is true of traditional selling?

Correct AnswerverifiedShow Answer

Which of the following terms refers to a meeting in which the salesperson offers a sales proposal to a prospective buyer?

Correct AnswerverifiedShow Answer

Which of the following describes the kind of candidates sales managers look for when recruiting sales force candidates?

Correct AnswerverifiedShow Answer

Manchester Classics manufactures apparel for men and women.It calls on other retailers to sell its products.Members of its sales team travel to their customers' locations to finalize sales deals.In this scenario,the team at Manchester Classics is comprised of _____.

Correct AnswerverifiedShow Answer

Personal selling should be directed toward all prospects-qualified and unqualified.

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

Which term refers to a process that describes the "homework" that must be done by a salesperson before he or she contacts a prospect?

Correct AnswerverifiedShow Answer

Point-of-sale interaction is a touch point in stores or information kiosks that uses software to enable customers to easily provide information about themselves without feeling violated.

Correct AnswerverifiedShow Answer

As part of the needs assessment,the consultative salesperson must know everything about __________.

Correct AnswerverifiedShow Answer

Correct Answer
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