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Exam 20: Personal Selling and Sales Management

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Question 111

Multiple Choice

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What would most likely occur at the preapproach stage in a business selling situation?

A) The order getter would make initial contact with the order taker.
B) The search for and qualification of prospects would begin.
C) The initial meeting would transpire and business would be concluded.
D) A decision would be made concerning whether the sale was to be a straight rebuy, a modified rebuy, or a new buy.
E) The buying role of the prospect, important buying criteria, and the prospect's receptivity to a presentation would be determined.

F) B) and E)
G) All of the above

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Question 112

Multiple Choice

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When a salesperson in the Apple store asks, "Will that be charge or cash?" he has executed which stage of the personal selling process?

A) closing
B) approach
C) presentation
D) handling objections
E) follow-up

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

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Question 113

Multiple Choice

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Which of the following statements about salesforce training is most accurate?

The most frequently used type of compensation plan for salespeople is a

Which type of sales presentation would be best suited for an inexperienced, less knowledgeable salesperson?

Personal selling requires the __________ flow of communication between a buyer and a seller, often in a face-to-face encounter, designed to influence a person's or a group's purchase decision.

Which of the following statements should a salesperson use to agree with and neutralize an objection?

At Xerox there is a passion for winning that provides a key incentive for sales reps. Xerox has a recognition program called the __________ where the top performers are awarded a five-day trip to one of the top resorts in the world.

Quantitative assessments of sales performance may be based on output-related measures, such as

The ability to understand one's own emotions and the emotions of people with whom one interacts on a daily basis is referred to as

Procter & Gamble uses teams of marketing, sales, advertising, computer systems, and supply chain personnel to work with its major retailers, such as Walmart, to identify ways to develop, promote, and deliver products. This type of sales approach is called

Sales support personnel who do not directly solicit orders but rather concentrate on performing promotional activities and introducing new products are referred to as

In conference selling,

The sales process at Xerox typically follows the six stages of the personal selling process. During the third stage, a Xerox sales representative approaches the prospect and suggests

About 60 percent of U.S. companies now include __________ as a behavioral measure of salesperson performance.

When using an account management policy grid, an account would replace personal calls with telemarketing or direct mail if the account opportunity level assessment is

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

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 sold only boilers, another that sold only transformers, and so forth. Each of its salespeople was an expert on the items he or she sold. Its salesforce was organized by

Davidson-Uphoff & Co. sells ironware accessories for home and garden to retailers. When its salesperson told the prospect, "For this week only, we will pay all the shipping costs for new customers," the salesperson was using

There are three major tasks involved in the implementation stage of the sales management process: salesforce motivation and compensation, salesforce training, and