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Exam 18: Personal Selling and Sales Management

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Question 111

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Canam Canada specializes in the fabrication of steel joists, joist girders, and steel deck for use in commercial construction. Canam Canada offers value-added engineering support, architectural flexibility, and customized solutions and services. Canam Canada uses team selling that focus on important customers to build mutually beneficially, long-term relationships. Teams include sales, service, and technical personnel to work exclusively with assigned customers. Canam's sales force practices are an example of

A) unique account management.
B) key account management.
C) specialty account management.
D) one-of-a-kind account management.
E) consultative account management.

F) A) and E)
G) A) and B)

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Question 112

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Research indicates that 25 percent of U.S. salespeople engaged in business-to-business selling consider it ________ to explicitly ask customers about competitors' strategies such as pricing practices, product development efforts, and trade and promotion programs.

A) essential
B) ineffective
C) unethical
D) counterproductive
E) impolite

F) A) and E)
G) A) and D)

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Question 113

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A job description is a written document that describes job relationships and requirements that characterize each sales position. Once established, the job description is then translated into a statement of job

In the ________ stage of the personal selling process, the first impression is critical.

The practice of using team selling to focus on important customers so as to build mutually beneficial, long-term, cooperative relationships is referred to as

DuPont assigned chemists, sales and marketing executives, and regulatory specialists to create and sell an herbicide for corn growers that recorded sales of $57 million in its first year. This type of sales approach is referred to as

A memorized, standardized message conveyed to every prospect is referred to as a

The two-way flow of communication between a buyer and seller, often in a face-to-face encounter, designed to influence the purchase decision of a person or group is referred to as

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

What are the six stages of the personal selling process? What is the objective of each stage?

Policies that specify who salespeople should contact, what kinds of selling and customer service activities should be engaged in, and how these activities should be carried out are referred to as

Account management policies

With a ________, a salesperson is paid a fixed fee per week, month, or year.

Aspects of ________ policies might include which individuals in a buying organization should be contacted, the amount of sales and service effort that different customers should receive, and the kinds of information salespeople should collect before or during a sales call.

Figure 18-3 -Figure 18-3 above depicts the sales management process that involves three interrelated functions. Box A refers to

An office memo read, "Sales representatives from Kansas, Nebraska, Iowa, and Missouri will now report to the Midwest regional manager." It would appear the company that issued the memo uses a ________ sales organization for its sales force.

There are ________ genetic markers correlated with a salesperson's predisposition or willingness to interact with customers and learn about their problems in order to meet their needs.

Doug Ames sells Mercedes-Benz automobiles. While making his sales presentation to a newly qualified prospect, the prospect said, "Doug, I would really like to buy the car, but you know, the price of the automobile is just too high." In order to answer the prospect's objection, Ames responded, "Sir, you are correct. The price of the Mercedes-Benz automobile is high because of what you are getting for that price." Ames then proceeded to describe the quality of the materials used in the car, the high resale value of the car, and the dependability and prestige associated with the Mercedes-Benz brand. What technique did Ames use to handle the prospect's objection?

Mark wanted to make some extra money, so he went door-to-door in his neighborhood asking residents if they had any small jobs that they could hire him to perform. Mark had no idea of whether anyone had work for him, so he picked the houses randomly and knocked on the doors to see if anyone was home and perhaps interested in his services. In terms of the personal selling process, Mark was engaged in

What are the three types of prospects in personal selling?