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Exam 17: Personal Selling and Sales Management

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Question 131

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As a sales manager you note that one of your salespeople has exceeded his sales target but is well below his profit goal.The best explanation for this performance is

A) the salesperson has not been working as hard as he should have.
B) the salesperson is selling too many high margin products.
C) the salesperson is selling too many low margin products.
D) the size of the salesperson's submitted orders is too small.
E) the size of the salesperson's submitted orders is too large.

F) A) and B)
G) A) and C)

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Question 132

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Davidson-Uphoff & Company 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 a(n) __________.

A) reactive close
B) urgency close
C) assumption close
D) consultative close
E) definitive close

F) C) and D)
G) A) and C)

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Question 133

Multiple Choice

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Consultative selling style is very prominent in

The use of teams of sales, service, and often technical personnel who work with purchasing, manufacturing, engineering, logistics, and financial executives in customer organizations is referred to as __________.

Excuses for not making a purchase commitment or decision are referred to as __________.

When after completing an 18-week sales training program, Joshua was told, "You will be paid 4 percent on net dollar volume up to $10 million.Sales in excess of $10 million command a rate of 6 percent." The company Joshua works for is using a __________ for him after he completes his sales training program.

The ___________ format, which emphasizes problem solving and customer solutions, is the most consistent with the marketing concept and relationship building.

FIGURE 17-3 -As shown in Figure 17-3 above, stage "A" in the personal selling process is the __________ stage.

Research shows that the cost and effort to obtain repeat sales from a satisfied customer is roughly __________ of that necessary to gain a sale from a new customer.

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

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

Salesforce automation is the use of_________ to make the sales function more efficient and effective.

If an individual wants the product, can afford to buy it, and is the decision maker, this individual is referred to as a(n) __________.

The sales force is divided into four geographic organizations: North America, Europe, Global Accounts, and Developing Markets.Within each geographic area, the majority of Xerox products and services are typically sold through its

Hewlett-Packard recently shifted its entire U.S.salesforce into home offices and saved millions in staff salaries and office rent despite the expense of equipping each home office with a notebook computer, fax/copier, cellular phone, two phone lines, and office furniture.Such decreased selling costs are among the benefits of __________.

FIGURE 17-6 -Figure 17-6 above depicts the sales management process which involves three interrelated functions.Cell "C" refers to

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 __________.

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

When using an account management policy grid, an account would typically be assigned a light personal selling call frequency if it has a

There are six commonly used techniques to deal with objections: acknowledge and convert the objection, postpone, agree and neutralize, accept the objection, denial, and __________.