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Exam 18: Personal Selling and Sales Management

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Question 101

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An order getter is a:

A) salesperson who processes routine orders or reorders for products that are presold by the company.
B) salesperson who identifies prospective customers, provides customers with information, persuades customers to buy, closes sales, and follows up on a customer's use of a product or service.
C) person on the selling team who is responsible for obtaining qualified leads.
D) salesperson who specializes in identifying, analyzing, and solving customer problems, but who does not actually sell products and services.

E) B) and C)
F) A) and B)

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Question 102

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At which stage in the personal selling process would the salesperson ensure the customer is satisfied with the product?

A) urgency close
B) follow-up
C) assumptive close
D) final close

E) None of the above
F) B) and C)

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Question 103

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Xerox uses which compensation strategy?

Which of the following activities is NOT typically a responsibility of an order taker?

Which role below could also be described as an order getter?

Adjusting the presentation to the selling situation, such as knowing when to offer solutions and when to ask for more information, is referred to as:

As the sales manager, you tell your team: "Folks, this year's goal is $5 million in new business." The sales manager is:

TransWave International is a company that markets patented electronic sensors as an early warning device for locating potential problems with buried pipelines. TransWave sends an environmental expert, a safety engineer, a legal representative to explain new regulations enacted by the Canadian Office of Pipeline Safety, and an experienced Pipeline expert when it meets with a prospect. This is an example of how TransWave uses:

Suggestive selling is a type of:

When Joshua was hired to work for Bush Refrigeration Company he was told, "The sales training program is 18 weeks, and we'll pay you $750 per week during that time." While in training, the company used a __________to compensate Joshua for his time and effort.

An order taker is a:

CitiBank pays to have a business reply card bound into magazines adjacent to its advertisement. The ad asks people to return the card for more information on how a person can apply for a credit card. CitiBank is engaging in:

David receives an annual salary of $50,000 CDN plus 2 percent of everything he sells. David is on a:

When John tells his prospect that: "he should buy now, as we have a 72 hour sale on right now," he is trying a(n) :

Cisco often joins forces with their clients to develop and offer customized IT equipment that meet the needs of that client. This is an example of:

An insurance company is considering using independent sales agents who would receive 7 percent sales commission on sales or its own insurance salespeople who would receive 5 percent commission, salaries, and benefits. Additionally, with a company salesforce, sales administration costs would be incurred for a total fixed cost of $650,000 per year. At what level of sales would independent salespeople be less costly?

An effective sales plan objective should be:

Which form of compensation provides salespeople with the greatest incentive to make sales?

In addition to personal selling, Xerox uses all of the following techniques, except:

Missionary salespeople are: