Question 1

In many societies outside the United States,considerable time is devoted to nonbusiness talk designed to establish a rapport between buyers and sellers.This occurs during the __________ stage of the personal selling process.

Accepted Answer

A)  close
B)  approach
C)  preapproach
D)  presentation
E)  prospectingF) C) and D)
G) A) and B)

Question 2

Explain the difference between the stimulus-response presentation format and the formula selling presentation format.

Accepted Answer

The stimulus-response presentation forma...

Question 3

All of the following tactics are used to generate leads EXCEPT:

Accepted Answer

A)  cold canvassing
B)  suggestive selling
C)  toll-free numbers
D)  coupons
E)  trade showsF) B) and E)
G) A) and E)

Question 4

-Consider the Personal Selling Process Photo A shown above.Exchanging business cards in Asia is done according to the customs and norms of the country or region.This protocol is considered important during which stage of the personal selling process?

Accepted Answer

A)  presentation
B)  follow-up
C)  preapproach
D)  close
E)  approachF) B) and E)
G) B) and C)

Question 5

Harry goes to the local Staples store to purchase a laptop computer.He asks many questions to the salesclerk,compares various models on display,and decides on the Sony Vaio.The salesperson then recommends to Harry that he should purchase an extended warranty service contract for the computer.This is an example of

Accepted Answer

A)  inquiry selling
B)  formula selling
C)  method selling
D)  suggestive selling
E)  need-satisfaction sellingF) C) and E)
G) A) and E)

Question 6

The disadvantage of product sales organization is

Accepted Answer

A)  it increases the number of salespersons in the salesforce since most product sales organizations are based around standard rebuys.
B)  there is a larger cost for sales since this method is chosen for products that inherently have little or no product variation.
C)  significantly maximizes travel time,expenses,and duplication of selling effort from one territory to another.
D)  increases the requirement for more sales managers since the salesforce is paid strictly on commission,which acts as a significant self-motivator.
E)  produces high administration costs and duplication of selling effort because two company salespeople may call on the same customer.F) A) and E)
G) None of the above

Question 7

Research indicates that there are four key factors involved with salesforce motivation: (1) a clear job description; (2) effective management practices; (3) __________; and (4) proper compensation,incentives,or rewards.

Accepted Answer

A)  an opportunity for professional growth
B)  a personal need for achievement
C)  constructive criticism
D)  adequate time for bookkeeping and paperwork
E)  a moderate degree of competitive spirit within a teamF) A) and C)
G) A) and D)

Question 8

According to Lindsey Smith of GE Healthcare,all of the following are necessary skills to be successful in serving her customers EXCEPT:

Accepted Answer

A)  having an MBA degree.
B)  strategic thinking.
C)  product knowledge.
D)  communication.
E)  analytical.F) D) and E)
G) All of the above

Question 9

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 automationF) A) and C)
G) A) and B)

Question 10

A waitress at a Chili's restaurant uses a __________ when she asks a family if "they have any room left for dessert."

Accepted Answer

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

Question 11

Which of the following statements regarding the role of salespeople is most accurate?

Accepted Answer

A)  Salespeople can identify creative solutions to customer problems.
B)  Salespeople have little say in a company's account management policies.
C)  Salespeople truly know their customers and therefore are the best resource for segmenting and selecting target markets.
D)  Salespeople are the most highly trained of all a firm's employees and therefore have the greatest job security.
E)  Salespeople are traditionally given greater authority than other company employees and therefore can offer customers the best financial terms for their purchases.F) A) and E)
G) D) and E)

Question 12

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) D) and E)
G) C) and E)

Question 13

Research indicates that there are four key factors involved with salesforce motivation: (1) __________; (2) effective sales management practices; (3) a personal need for achievement; and (4) proper compensation,incentives,or rewards.

Accepted Answer

A)  a clear job description
B)  constructive criticism
C)  an opportunity for professional growth
D)  a moderate degree of competitive spirit within a team
E)  adequate time for bookkeeping and paperworkF) A) and B)
G) All of the above

Question 14

An urgency close refers to

Accepted Answer

A)  asking the prospect to make a decision on some aspect of the purchase.
B)  allowing the prospect to use or lease the item on a limited temporary basis before making a final commitment of purchase.
C)  making an exchange of money or other unit of value.
D)  quickly committing the prospect by making references to the time limits of the purchase.
E)  asking the prospect to make choices concerning delivery,warranty,or financing terms.F) C) and D)
G) A) and B)

Question 15

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) All of the above
G) A) and E)

Question 16

A sales technique whereby complementary products are presented to a customer after the customer has demonstrated a desire and willingness to purchase a particular product is referred to as a __________.

Accepted Answer

A)  formula selling presentation
B)  stimulus-response presentation
C)  stimulus-satisfaction presentation
D)  stimulus-selling presentation
E)  suggestive sellingF) C) and D)
G) B) and D)

Question 17

Consultative selling style is very prominent in

Accepted Answer

A)  business-to-business marketing.
B)  business-to-government marketing.
C)  consumer-to-consumer marketing.
D)  consumer-to-business marketing.
E)  consumer-to-government marketing.F) A) and D)
G) A) and E)

Question 18

The final stage in the personal selling process is referred to as __________.

Accepted Answer

A)  presentation
B)  assumptive close
C)  trial close
D)  urgency close
E)  follow-upF) C) and D)
G) C) and E)

Question 19

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

Accepted Answer

A)  canned sales
B)  formula selling
C)  persuasive selling
D)  need-satisfaction
E)  stimulus-responseF) A) and C)
G) B) and C)

Question 20

Lindsey Smith's task in Molecular Imaging Products at GE Healthcare is to

Accepted Answer

A)  simplify sales presentations for technical products.
B)  increase the importance of the advertising element of the company's promotion mix.
C)  develop a team of professionals in selling to and servicing key customers.
D)  create value in customer relationships by emphasizing the company's product innovations,solutions,and service.
E)  establish brand recognition for Molecular Imaging Products as distinct from GE Healthcare.F) A) and B)
G) None of the above

Exam 17: Personal Selling and Sales Management

The disadvantage of product sales organization is

Correct Answer
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Correct Answer
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Lindsey Smith's task in Molecular Imaging Products at GE Healthcare is to

Correct Answer
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Research indicates that there are four key factors involved with salesforce motivation: (1) __________; (2) effective sales management practices; (3) a personal need for achievement; and (4) proper compensation,incentives,or rewards.

Correct Answer
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A waitress at a Chili's restaurant uses a __________ when she asks a family if "they have any room left for dessert."

Correct Answer
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According to Lindsey Smith of GE Healthcare,all of the following are necessary skills to be successful in serving her customers EXCEPT:

Correct Answer
verified

Explain the difference between the stimulus-response presentation format and the formula selling presentation format.

Correct Answer
verified
The stimulus-response presentation forma...
View Answer

All of the following tactics are used to generate leads EXCEPT:

Correct Answer
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Which of the following statements regarding the role of salespeople is most accurate?

Correct Answer
verified

Consultative selling style is very prominent in

Correct Answer
verified

Correct Answer
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-Consider the Personal Selling Process Photo A shown above.Exchanging business cards in Asia is done according to the customs and norms of the country or region.This protocol is considered important during which stage of the personal selling process?

Correct Answer
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SFA is an acronym for __________.

Correct Answer
verified

In many societies outside the United States,considerable time is devoted to nonbusiness talk designed to establish a rapport between buyers and sellers.This occurs during the __________ stage of the personal selling process.

Correct Answer
verified

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

Correct Answer
verified

An urgency close refers to

Correct Answer
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The final stage in the personal selling process is referred to as __________.

Correct Answer
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A sales technique whereby complementary products are presented to a customer after the customer has demonstrated a desire and willingness to purchase a particular product is referred to as a __________.

Correct Answer
verified

Research indicates that there are four key factors involved with salesforce motivation: (1) a clear job description; (2) effective management practices; (3) __________; and (4) proper compensation,incentives,or rewards.

Correct Answer
verified

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

Correct Answer
verified

Exam 17: Personal Selling and Sales Management

The disadvantage of product sales organization is

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

Lindsey Smith's task in Molecular Imaging Products at GE Healthcare is to

Correct AnswerverifiedShow Answer

Research indicates that there are four key factors involved with salesforce motivation: (1) __________; (2) effective sales management practices; (3) a personal need for achievement; and (4) proper compensation,incentives,or rewards.

Correct AnswerverifiedShow Answer

A waitress at a Chili's restaurant uses a __________ when she asks a family if "they have any room left for dessert."

Correct AnswerverifiedShow Answer

According to Lindsey Smith of GE Healthcare,all of the following are necessary skills to be successful in serving her customers EXCEPT:

Correct AnswerverifiedShow Answer

Explain the difference between the stimulus-response presentation format and the formula selling presentation format.

Correct AnswerverifiedThe stimulus-response presentation forma...View AnswerShow Answer

All of the following tactics are used to generate leads EXCEPT:

Correct AnswerverifiedShow Answer

Which of the following statements regarding the role of salespeople is most accurate?

Correct AnswerverifiedShow Answer

Consultative selling style is very prominent in

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

-Consider the Personal Selling Process Photo A shown above.Exchanging business cards in Asia is done according to the customs and norms of the country or region.This protocol is considered important during which stage of the personal selling process?

Correct AnswerverifiedShow Answer

SFA is an acronym for __________.

Correct AnswerverifiedShow Answer

In many societies outside the United States,considerable time is devoted to nonbusiness talk designed to establish a rapport between buyers and sellers.This occurs during the __________ stage of the personal selling process.

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

An urgency close refers to

Correct AnswerverifiedShow Answer

The final stage in the personal selling process is referred to as __________.

Correct AnswerverifiedShow Answer

A sales technique whereby complementary products are presented to a customer after the customer has demonstrated a desire and willingness to purchase a particular product is referred to as a __________.

Correct AnswerverifiedShow Answer

Research indicates that there are four key factors involved with salesforce motivation: (1) a clear job description; (2) effective management practices; (3) __________; and (4) proper compensation,incentives,or rewards.

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

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The stimulus-response presentation forma...
View Answer

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