Question 1

White Chemical Company is examining its selling strategy and one of the issues it believes needs attention is the role its sales staff has in undertaking sales support (non-selling) activities; yet it wants to keep the salespeople directed towards increasing sales for the next year. If you did NOT know which plan it presently uses, what advice would you give?

Accepted Answer

A)  Provide year-end bonuses to reward the salesforce personnel who perform the best.
B)  Give a raise to every salesperson as a motivating tool.
C)  Provide a base salary and a commission on sales generated.
D)  Offer straight salaries and give raises if the sales go up.E) All of the above
F) A) and C)

Question 2

Discuss the ethics of salespeople asking their customers for information about such things as the pricing and promotion strategies of the salesperson's competitors.

Accepted Answer

Research indicates that 25 percent of North American salespeople engaged in
business-to-business selling consider the practice of asking for competitive information unethic The Japanese consider the practice to be more unethical than Americans. It can be argued that i want to survive in a competitive marketplace you have to know what your competitors are
doing so you can outmaneuver them and/or outsmart them. Few generals have won battles   by ignoring military intelligence about the enemy. However, some salespeople and some
companies are not faced with significant competitive pressures, in which case it is easy to ignore the competition and hope to succeed simply by doing the best they can for their
customers and their firms.

Question 3

"Add 100 new customers per month" is an example of setting a __________objective.

Accepted Answer

A)  product knowledge
B)  sales expenses
C)  number of sales calls
D)  dollar or unit sales volumeE) C) and D)
F) B) and C) D

Question 4

A significantly lower cost per sales call (in the range of $20 to $25) and little or no field expense accounts for_________ has widespread appeal.

Accepted Answer

A)  missionary selling
B)  sales engineering
C)  inbound telemarketing
D)  outbound telemarketingE) A) and C)
F) B) and C)

Question 5

John is a salesperson for Ford vehicles in charge of large corporate leased accounts (such as car rental agencies) . He stops in to see his contact at Suncor Energy, one of his large corporate accounts, once every two months and often lets his contact test drive a new car for free to keep him interested and develop a strong personal bond. John is likely focused on which aspect of selling?

Accepted Answer

A)  Order processing
B)  Customer value creation
C)  Order taking
D)  Relationship sellingE) A) and B)
F) None of the above

Question 6

Sales management is most accurately defined as the:

Accepted Answer

A)  planning of the selling program and implementing and controlling of the personal selling effort of the firm.
B)  allocation of funds for promotion and advertising.
C)  recruiting, hiring or firing, and training of a company's salesforce.
D)  segmentation and selection of target markets to be addressed by a company's salesforce.E) B) and D)
F) All of the above

Question 7

For every sale, Michael gets 10 percent of the total purchase amount. This is his only form of compensation. This is referred to as a:

Accepted Answer

A)  sales response compensation plan
B)  straight commission compensation plan
C)  combination compensation plan
D)  straight sales compensation planE) A) and B)
F) A) and C)

Question 8

Describe how Twitter can be used effectively in the sales process.

Accepted Answer

The answer of Describe how Twitter can be used effectively...

Question 9

The increasing importance of nurturing long-term and widespread relationships with customers has led many firms to adopt a selling approach, which uses several professionals to make a sale and win a contract. This approach is called:

Accepted Answer

A)  cooperative selling.
B)  missionary selling.
C)  team selling.
D)  account management.E) All of the above
F) B) and D)

Question 10

Salesforce CRM is an example of a technology that is designed to make the sales function more effective and efficient. Salesforce would be considered a__________tool.

Accepted Answer

A)  field computerization
B)  salesforce automation
C)  commercial hacking
D)  decentralizationE) A) and D)
F) B) and D)

Question 11

Lindsey Smith's success rests on the following four pillars: (1) a commitment to creating value for clients, (2) seek to serve clients as a trusted consultant, (3) reinforce the company's competitive advantage, and (4) _________.

Accepted Answer

A)  provide training and demonstrations
B)  regard challenges as opportunities
C)  analyze information on the market, customers, and competitors
D)  create and execute solutions that enhance relationshipsE) A) and C)
F) None of the above

Question 12

Many retail clerks are:

Accepted Answer

A)  sales engineers
B)  outside order takers
C)  inside order takers
D)  order gettersE) B) and D)
F) A) and D)

Question 13

Which form of personal selling has the lowest requirement for problem solving?

Accepted Answer

A)  missionary salesperson
B)  sales engineer
C)  order getter
D)  order takerE) B) and C)
F) C) and D)

Question 14

When Tracy went to work as a new sales rep for Paradise Candles, she was told to use the following speech in her sales presentations: "Hello, Mr./Mrs. (customer name) , my name is (your name here) . I'm calling for Paradise Candles. We carry the best wax-burning mechanical candles available in the commercial decorating industry." Paradise instructed Tracy to use:

Accepted Answer

A)  suggestive selling.
B)  a formula selling presentation.
C)  a stimulus-response presentation.
D)  a needs-satisfaction presentation.E) A) and B)
F) B) and C) B

Question 15

Which type of personal selling presentation is the most consistent with the marketing concept?

Accepted Answer

A)  formula selling presentation
B)  need-satisfaction presentation
C)  straight rebuy presentation
D)  stimulus-response presentationE) None of the above
F) B) and C)

Question 16

Which type of salesperson would routinely be involved in an industrial straight rebuy situation?

Accepted Answer

A)  a sales engineer
B)  an order taker
C)  a missionary salesperson
D)  an outside order getterE) A) and B)
F) A) and C)

Question 17

Argue for or against the following statement: "The future of sales will be mobile and fully automated."

Accepted Answer

The answer of Argue for or against the following statement:...

Question 18

At which stage in the personal selling process would the salesperson obtain further information on the prospect and decide on the best method of approach?

Accepted Answer

A)  prospecting
B)  approach
C)  presentation
D)  preapproac hE) B) and C)
F) A) and D)

Question 19

A waitress at a Cracker Barrel restaurant is using _ they have left any room for dessert.___________ when she asks a family if

Accepted Answer

A)  method selling
B)  formula selling
C)  inquiry selling
D)  suggestive sellingE) B) and C)
F) A) and C)

Question 20

Which of the following statements should the salesperson use to accept the objection?

Accepted Answer

A)  "I think you have a point there; do you have any idea how we can improve that situation?"
B)  "I think I might be able to explain that better to you after showing you this diagram."
C)  "That's completely misconstrued. It does have a shorter shelf life, but I would say it was an advantage because it never gets to stay on the shelf very long."
D)  "Where did you hear that? Your source must have erroneous information."E) B) and C)
F) None of the above

Exam 18: Personal Selling and Sales Management

Correct Answer
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Discuss the ethics of salespeople asking their customers for information about such things as the pricing and promotion strategies of the salesperson's competitors.

"Add 100 new customers per month" is an example of setting a __________objective.

Correct Answer
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D

A significantly lower cost per sales call (in the range of $20 to $25) and little or no field expense accounts for_________ has widespread appeal.

Correct Answer
verified

Correct Answer
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Sales management is most accurately defined as the:

Correct Answer
verified

For every sale, Michael gets 10 percent of the total purchase amount. This is his only form of compensation. This is referred to as a:

Correct Answer
verified

Describe how Twitter can be used effectively in the sales process.

Correct Answer
verified

The increasing importance of nurturing long-term and widespread relationships with customers has led many firms to adopt a selling approach, which uses several professionals to make a sale and win a contract. This approach is called:

Correct Answer
verified

Salesforce CRM is an example of a technology that is designed to make the sales function more effective and efficient. Salesforce would be considered a__________tool.

Correct Answer
verified

Lindsey Smith's success rests on the following four pillars: (1) a commitment to creating value for clients, (2) seek to serve clients as a trusted consultant, (3) reinforce the company's competitive advantage, and (4) _________.

Correct Answer
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Many retail clerks are:

Correct Answer
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Which form of personal selling has the lowest requirement for problem solving?

Correct Answer
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Correct Answer
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B

Which type of personal selling presentation is the most consistent with the marketing concept?

Correct Answer
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Which type of salesperson would routinely be involved in an industrial straight rebuy situation?

Correct Answer
verified

Argue for or against the following statement: "The future of sales will be mobile and fully automated."

Correct Answer
verified

At which stage in the personal selling process would the salesperson obtain further information on the prospect and decide on the best method of approach?

Correct Answer
verified

A waitress at a Cracker Barrel restaurant is using _ they have left any room for dessert.___________ when she asks a family if

Correct Answer
verified

Which of the following statements should the salesperson use to accept the objection?

Correct Answer
verified

Exam 18: Personal Selling and Sales Management

Correct AnswerverifiedShow Answer

Discuss the ethics of salespeople asking their customers for information about such things as the pricing and promotion strategies of the salesperson's competitors.

"Add 100 new customers per month" is an example of setting a __________objective.

Correct AnswerverifiedD

A significantly lower cost per sales call (in the range of $20 to $25) and little or no field expense accounts for_________ has widespread appeal.

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

Sales management is most accurately defined as the:

Correct AnswerverifiedShow Answer

For every sale, Michael gets 10 percent of the total purchase amount. This is his only form of compensation. This is referred to as a:

Correct AnswerverifiedShow Answer

Describe how Twitter can be used effectively in the sales process.

Correct AnswerverifiedShow Answer

The increasing importance of nurturing long-term and widespread relationships with customers has led many firms to adopt a selling approach, which uses several professionals to make a sale and win a contract. This approach is called:

Correct AnswerverifiedShow Answer

Salesforce CRM is an example of a technology that is designed to make the sales function more effective and efficient. Salesforce would be considered a__________tool.

Correct AnswerverifiedShow Answer

Lindsey Smith's success rests on the following four pillars: (1) a commitment to creating value for clients, (2) seek to serve clients as a trusted consultant, (3) reinforce the company's competitive advantage, and (4) _________.

Correct AnswerverifiedShow Answer

Many retail clerks are:

Correct AnswerverifiedShow Answer

Which form of personal selling has the lowest requirement for problem solving?

Correct AnswerverifiedShow Answer

Correct AnswerverifiedB

Which type of personal selling presentation is the most consistent with the marketing concept?

Correct AnswerverifiedShow Answer

Which type of salesperson would routinely be involved in an industrial straight rebuy situation?

Correct AnswerverifiedShow Answer

Argue for or against the following statement: "The future of sales will be mobile and fully automated."

Correct AnswerverifiedShow Answer

At which stage in the personal selling process would the salesperson obtain further information on the prospect and decide on the best method of approach?

Correct AnswerverifiedShow Answer

A waitress at a Cracker Barrel restaurant is using _ they have left any room for dessert.___________ when she asks a family if

Correct AnswerverifiedShow Answer

Which of the following statements should the salesperson use to accept the objection?

Correct AnswerverifiedShow Answer

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D

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B

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