Question 1

A salesclerk at L. L. Bean uses ________ when he asks a customer if she also needs a pair of hiking socks with the purchase of her mountaineering boots.

Accepted Answer

A)   a stimulus-response presentation
B)   a transactional sales presentation
C)   need-satisfaction selling
D)   consultative selling
E)   formula sellingF) C) and D)
G) A) and B)

Question 2

Which of the following is a task involved in managing personal selling?

Accepted Answer

A)   identifying potential target markets
B)   setting objectives
C)   using sales force input to make product modifications
D)   maintaining open communications between sales representatives and all other stakeholders
E)   designing new promotional campaigns for the purpose of generating new salesF) A) and D)
G) B) and E)

Question 3

The sales process at Xerox typically follows the six stages of the personal selling process. During the fifth stage, the salesperson engages in ________ (gets a signed document or a firm confirmation of the sale) .

Accepted Answer

A)   a soft close
B)   an interrogative close
C)   an urgency close
D)   an action close
E)   a conditional closeF) D) and E)
G) A) and C)

Question 4

At which stage in the personal selling process would a salesperson ask the customer whether he or she is satisfied with the product?

Accepted Answer

A)   assumptive close
B)   final close
C)   urgency close
D)   follow-up
E)   postpurchase evaluationF) B) and E)
G) B) and D)

Question 5

Which of the following is one of three major presentation formats used in the personal selling process?

Accepted Answer

A)   cold calling format
B)   need-satisfaction format
C)   formula-response format
D)   stimulus-selling format
E)   persuasive sales formatF) All of the above
G) D) and E)

Question 6

With a ________, a salesperson's earnings are directly tied to sales or profits generated.

Accepted Answer

A)   sales response compensation plan
B)   combination compensation plan
C)   straight sales compensation plan
D)   straight commission compensation plan
E)   market share compensation planF) B) and D)
G) A) and E)

Question 7

What percentage of a sales representative's time is spent selling?

Accepted Answer

A)   12 percent
B)   36 percent
C)   58 percent
D)   73 percent
E)   92 percentF) C) and D)
G) B) and D)

Question 8

Applied to recruiting and selecting salespeople, a ________ includes to whom a salesperson reports, how he or she interacts with other company personnel, and the customers to be called on.

Accepted Answer

A)   job description
B)   sales plan
C)   job analysis
D)   sales performance audit
E)   personal performance planF) A) and E)
G) A) and C)

Question 9

A disadvantage of a customer sales organization is

Accepted Answer

A)   the need to assign just one salesperson to local, regional, national, and global territories.
B)   an increased need for multilingual salespeople.
C)   the smaller number of qualified sales managers.
D)   the need for close teamwork among a diverse sales force.
E)   higher administrative costs and some duplication of selling effort.F) B) and E)
G) All of the above

Question 10

All of the following are output-related measures used in quantitative assessments of sales performance except which?

Accepted Answer

A)   new accounts generated
B)   dollar or unit sales volume
C)   sales of specific products
D)   selling expense related to sales made
E)   current sales ratioF) D) and E)
G) B) and E)

Question 11

FloNetwork, Inc., is a company that has developed automation solutions for electronic marketing. Its software is able to handle all aspects of permission marketing-based campaigns from list generation and email deployment to real-time tracking and in-depth analysis. To sell its system, the company conducts educational programs targeted to the technical staff in a prospective customer's information technology (IT)  department to discuss recent technological developments with the product. In this situation, FloNetwork uses

Accepted Answer

A)   partnership selling.
B)   seminar selling.
C)   conference selling.
D)   sales engineers.
E)   formula selling.F) C) and E)
G) A) and E)

Question 12

Davidson-Uphoff & Co. sells ironware accessories for home and garden to retailers. The salespeople for this company are trained to ask probing questions such as, "What are the decorating trends in this region?" and "What are you doing to take advantage of this trend?" Once key ideas have been uncovered, the salesperson is taught to tailor his or her sales presentation so that the retailer can see why he or she should carry Davidson-Uphoff products. Davidson-Uphoff's salespeople are learning the ________ selling format.

Accepted Answer

A)   need-satisfaction
B)   formula
C)   stimulus-response
D)   creative
E)   problem resolutionF) A) and B)
G) A) and C)

Question 13

A need-satisfaction presentation is a format that

Accepted Answer

A)   uses computer, information, communication, and Internet technologies to make the sales presentation more effectively and efficiently.
B)   consists of information that must be provided in an accurate, thorough, and step-by-step manner to inform the prospect.
C)   assumes that given the appropriate stimulus by a salesperson, the prospect will buy.
D)   emphasizes probing and listening by the salesperson to identify needs and interests of prospective buyers.
E)   builds ties to customers based on a salesperson's attention and commitment to customer needs.F) C) and E)
G) B) and E)

Question 14

The car salesman asked you a few questions when you first arrived to the lot: "What type of driving do you do?" and "How many people will you usually have riding in your car?" and then suggested, "Maybe you should look at crossovers instead of sedans." Here, the car salesman was using a

Accepted Answer

A)   stimulus-response presentation.
B)   formula selling presentation.
C)   need-satisfaction presentation.
D)   persuasive selling presentation.
E)   canned sales presentation.F) A) and B)
G) All of the above

Question 15

Explain what occurs during the closing stage of the selling process and list the three types of close.

Accepted Answer

The closing stage in the selling process...

Question 16

Formulating the sales plan involves three tasks: setting objectives, organizing the sales force, and

Accepted Answer

A)   hiring sales reps.
B)   developing the marketing plan.
C)   establishing the budget.
D)   developing account management policies.
E)   identifying qualified leads.F) A) and E)
G) A) and C)

Question 17

SFA is an acronym for

Accepted Answer

A)   sales force automation.
B)   sales factory automation.
C)   sales flexible automation.
D)   sales functional automation.
E)   sales frequency automation.F) B) and C)
G) A) and C)

Question 18

Which of the following statements regarding order getters is most accurate?

Accepted Answer

A)   Order getters often replenish a retailer's inventories.
B)   Order getters handle orders obtained on inbound telemarketing.
C)   Order getters require considerable product knowledge.
D)   Order getters typically process reorders for products already sold by the company.
E)   Order getter sales calls traditionally require the lowest financial investment from the firm.F) B) and C)
G) A) and B)

Question 19

During the sales presentation, the prospect interrupted the salesperson's presentation and said, "Wait a minute. This looks like it's going to cost too much." The salesperson responded, "I think you'll be delighted with how relatively inexpensive this program is. I'll address the subject of price in just a moment." Which objection-handling technique has the salesperson used?

Accepted Answer

A)   acknowledge and convert the objection
B)   postpone
C)   agree and neutralize
D)   denial
E)   ignore the objectionF) A) and E)
G) C) and D)

Question 20

As a salesperson asks questions about a prospect's transportation system, the prospect says, "What I really want is reliable transportation at the lowest price I can get." The salesperson stops asking questions and pulls out a comparative price list that shows her company's transportation is the lowest priced and most reliable on the market. The salesperson has engaged in

Accepted Answer

A)   adaptive selling.
B)   suggestive selling.
C)   formula selling.
D)   consultative selling.
E)   relationship selling.F) A) and E)
G) C) and D)

Exam 18: Personal Selling and Sales Management

Correct Answer
verified

The sales process at Xerox typically follows the six stages of the personal selling process. During the fifth stage, the salesperson engages in ________ (gets a signed document or a firm confirmation of the sale) .

Correct Answer
verified

All of the following are output-related measures used in quantitative assessments of sales performance except which?

Correct Answer
verified

Correct Answer
verified

At which stage in the personal selling process would a salesperson ask the customer whether he or she is satisfied with the product?

Correct Answer
verified

Which of the following is one of three major presentation formats used in the personal selling process?

Correct Answer
verified

With a ________, a salesperson's earnings are directly tied to sales or profits generated.

Correct Answer
verified

A salesclerk at L. L. Bean uses ________ when he asks a customer if she also needs a pair of hiking socks with the purchase of her mountaineering boots.

Correct Answer
verified

A disadvantage of a customer sales organization is

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

A need-satisfaction presentation is a format that

Correct Answer
verified

What percentage of a sales representative's time is spent selling?

Correct Answer
verified

SFA is an acronym for

Correct Answer
verified

Applied to recruiting and selecting salespeople, a ________ includes to whom a salesperson reports, how he or she interacts with other company personnel, and the customers to be called on.

Correct Answer
verified

Which of the following statements regarding order getters is most accurate?

Correct Answer
verified

Formulating the sales plan involves three tasks: setting objectives, organizing the sales force, and

Correct Answer
verified

The car salesman asked you a few questions when you first arrived to the lot: "What type of driving do you do?" and "How many people will you usually have riding in your car?" and then suggested, "Maybe you should look at crossovers instead of sedans." Here, the car salesman was using a

Correct Answer
verified

Which of the following is a task involved in managing personal selling?

Correct Answer
verified

Explain what occurs during the closing stage of the selling process and list the three types of close.

Correct Answer
verified
The closing stage in the selling process...
View Answer

Exam 18: Personal Selling and Sales Management

Correct AnswerverifiedShow Answer

The sales process at Xerox typically follows the six stages of the personal selling process. During the fifth stage, the salesperson engages in ________ (gets a signed document or a firm confirmation of the sale) .

Correct AnswerverifiedShow Answer

All of the following are output-related measures used in quantitative assessments of sales performance except which?

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

At which stage in the personal selling process would a salesperson ask the customer whether he or she is satisfied with the product?

Correct AnswerverifiedShow Answer

Which of the following is one of three major presentation formats used in the personal selling process?

Correct AnswerverifiedShow Answer

With a ________, a salesperson's earnings are directly tied to sales or profits generated.

Correct AnswerverifiedShow Answer

A salesclerk at L. L. Bean uses ________ when he asks a customer if she also needs a pair of hiking socks with the purchase of her mountaineering boots.

Correct AnswerverifiedShow Answer

A disadvantage of a customer sales organization is

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

A need-satisfaction presentation is a format that

Correct AnswerverifiedShow Answer

What percentage of a sales representative's time is spent selling?

Correct AnswerverifiedShow Answer

SFA is an acronym for

Correct AnswerverifiedShow Answer

Applied to recruiting and selecting salespeople, a ________ includes to whom a salesperson reports, how he or she interacts with other company personnel, and the customers to be called on.

Correct AnswerverifiedShow Answer

Which of the following statements regarding order getters is most accurate?

Correct AnswerverifiedShow Answer

Formulating the sales plan involves three tasks: setting objectives, organizing the sales force, and

Correct AnswerverifiedShow Answer

The car salesman asked you a few questions when you first arrived to the lot: "What type of driving do you do?" and "How many people will you usually have riding in your car?" and then suggested, "Maybe you should look at crossovers instead of sedans." Here, the car salesman was using a

Correct AnswerverifiedShow Answer

Which of the following is a task involved in managing personal selling?

Correct AnswerverifiedShow Answer

Explain what occurs during the closing stage of the selling process and list the three types of close.

Correct AnswerverifiedThe closing stage in the selling process...View AnswerShow Answer

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Correct Answer
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The closing stage in the selling process...
View Answer