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Exam 18: Personal Selling and Sales Management

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Question 1

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Excuses for not making a purchase commitment or decision are called:

A) rationalizations.
B) constraints.
C) objections.
D) refusals.

E) A) and D)
F) B) and C)

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Question 2

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At which stage in the personal selling process will a salesperson likely search a list titled: "Top paper using companies in Canada,2014."?

A) prospecting
B) preapproach
C) introduction
D) initial canvassing

E) A) and B)
F) A) and D)

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Question 3

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An insurance company is considering using independent sales agents who would receive 7 percent sales commission on sales or its own insurance salespeople who would receive 5 percent commission,salaries,and benefits.Additionally,with a company salesforce,sales administration costs would be incurred for a total fixed cost of $650,000 per year.At what level of sales would independent salespeople be less costly?

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?

The three major tasks involved in the implementation stage of the sales management process are:

Two types of team selling are:

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:

SRC Refrigeration sells refrigerated display cases for flowers.When its salesperson asks a retailer,"Do you want to order the two-door model 350F or the Model 719F with the single door?" he has executed which stage of the selling process?

Sales management is most accurately defined as the:

Describe orders takers and order getters.How do they differ from each other?

Compare and contrast each of the four account management policies that could be implemented based on account opportunity level and competitive position of the sales organization.

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.

At which stage in the personal selling process would the salesperson ensure the customer is satisfied with the product?

TransWave International is a company that markets patented electronic sensors as an early warning device for locating potential problems with buried pipelines.TransWave sends an environmental expert,a safety engineer,a legal representative to explain new regulations enacted by the Canadian Office of Pipeline Safety,and an experienced pipeline expert when it meets with a prospect.This is an example of how TransWave uses:

What would occur at the preapproach stage in an industrial selling situation?

What occurs during the closing stage of the selling process? List the three types of close discussed in the text.

David receives an annual salary of $50,000 CDN plus 2 percent of everything he sells.David is on a:

Whitepapers can be effectively shared using Twitter by:

ABB is a Swiss-based manufacturer of industrial equipment with annual sales of $30 billion.At one time,ABB had a salesforce that sold only generators,one that only sold boilers,another that only sold transformers,and so forth.Each of its salespeople was an expert on the items he or she sold.Its salesforce was organized by:

The face-to-face activity that occurs when you go to a car dealer and speak with a representative is likely: