Question 1

Recent research indicates that a salesperson's __________ to be customer-oriented exists.

Accepted Answer

A)  VALS profile
B)  country of origin
C)  genetic predisposition
D)  education
E)  social classF) All of the above
G) D) and E) C

Question 2

All of the following are elements in a statement of job qualifications for an for order-getting salesperson EXCEPT:

Accepted Answer

A)  the physical and mental demands of the job.
B)  the customers to be called on.
C)  the types of products and services to be sold.
D)  to whom a salesperson reports.
E)  effective communication and listening skills.F) D) and E)
G) C) and D)

Question 3

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

Accepted Answer

A)  "I think I might be able to explain that better to you after showing you this diagram."
B)  "Yes, you're right, it is lighter but that is done intentionally to make your work easier."
C)  "That's true. It does have a shorter shelf life, but that really hasn't been a problem. It is so popular it never stays on the shelf that long anyway."
D)  "Where did you hear that? Your source must have erroneous information."
E)  "As I was saying, …."F) A) and E)
G) D) and E)

Question 4

Which of the following statements should a salesperson use to acknowledge and convert the prospect's objection into a reason for buying?

Accepted Answer

A)  "I think I might be able to explain that better to you after showing you this diagram."
B)  "Yes, you're right, it is lighter but that is done intentionally to make your work easier."
C)  "That's true. It does have a shorter shelf life, but that really hasn't been a problem. It is so popular it never stays on the shelf that long anyway."
D)  "Where did you hear that? Your source must have erroneous information."
E)  "As I was saying, …."F) All of the above
G) A) and B)

Question 5

-Figure 17-3 above depicts the sales management process that involves three interrelated functions. C refers to __________.

Accepted Answer

A)  sales plan formulation
B)  salesforce evaluation
C)  salesforce determination
D)  salesforce communication
E)  sales plan implementationF) C) and E)
G) A) and E)

Question 6

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 E)
G) B) and E)

Question 7

A method of selling in which a salesperson makes a telephone call or a visit to a prospective customer without a referral is called __________.

Accepted Answer

A)  team selling
B)  cold calling
C)  active canvassing
D)  formula selling
E)  telemarketingF) B) and C)
G) A) and E)

Question 8

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 completing the sales training program.

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

Question 9

-As shown in Figure 17-2 above, E is the __________ stage in the personal selling process.

Accepted Answer

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

Question 10

Three closing techniques are used when a salesperson believes a buyer is about ready to make a purchase. They are __________ closes.

Accepted Answer

A)  assumptive, trial, and presumptive
B)  trial, assumptive, and urgency
C)  presumptive, trial, and final
D)  trial, final, and urgency
E)  assumptive, presumptive, and finalF) A) and B)
G) A) and C)

Question 11

Which of the following statements should a salesperson use as a denial response to a prospect's objection?

Accepted Answer

A)  "I think I might be able to explain that better to you after showing you this diagram."
B)  "Yes, you're right, it is lighter but that is done intentionally to make your work easier."
C)  "That's true. It does have a shorter shelf life, but that really hasn't been a problem. It is so popular it never stays on the shelf that long anyway."
D)  "Where did you hear that? Your source must have erroneous information."
E)  "As I was saying, …."F) All of the above
G) A) and E)

Question 12

Marilyn called the Butterball toll-free hotline to learn how to prepare her Thanksgiving turkey and dressing. This telephone number is an example of __________.

Accepted Answer

A)  interactive marketing
B)  multichannel selling
C)  outbound telemarketing
D)  social networking
E)  inbound telemarketingF) B) and D)
G) A) and B)

Question 13

All of the following are aspects of a job description for a salesperson EXCEPT:

Accepted Answer

A)  the physical and mental demands of the job.
B)  the customers to be called on.
C)  the types of products and services to be sold.
D)  to whom a salesperson reports.
E)  effective communication and listening skills.F) A) and D)
G) A) and B)

Question 14

Which salesforce organizational structure is best when there are many different consumer types with many different or specialized needs?

Accepted Answer

A)  NAICS
B)  customer
C)  product
D)  geographical
E)  mass customerizationF) B) and D)
G) A) and D)

Question 15

What assumption does the stimulus-response presentation format make?

Accepted Answer

The stimulus-response presentation forma...

Question 16

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) A) and C)
G) B) and E)

Question 17

Russ Berry Company sells stuffed animals and holiday gifts. When its salesperson asks a retailer, "Do you want to order the two dozen assorted bears or two dozen white-only bears?", he has executed which stage of the selling process?

Accepted Answer

A)  approach
B)  presentation
C)  handling objections
D)  closing
E)  follow-upF) B) and C)
G) D) and E)

Question 18

Aspects of __________ policies might include which individuals in a buying organization should be contacted, the amount of sales and service effort that different customers should receive, and the kinds of information salespeople should collect before or during a sales call.

Accepted Answer

A)  sales response management
B)  account management
C)  key account management
D)  customer management
E)  prospect managementF) A) and B)
G) A) and C) B

Question 19

What are the keys to effective need-satisfaction presentations?

Accepted Answer

The need-satisfaction format of sales pr...

Question 20

Asking the prospect to make a decision on some aspect of the purchase is referred to as a(n)  __________ close.

Accepted Answer

A)  urgency
B)  preemptory
C)  presumptive
D)  trial
E)  finalF) A) and B)
G) C) and D)

Exam 17: Personal Selling and Sales Management

Recent research indicates that a salesperson's __________ to be customer-oriented exists.

Correct Answer
verified
C

All of the following are elements in a statement of job qualifications for an for order-getting salesperson EXCEPT:

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

Correct Answer
verified

Which of the following statements should a salesperson use to acknowledge and convert the prospect's objection into a reason for buying?

Correct Answer
verified

-Figure 17-3 above depicts the sales management process that involves three interrelated functions. C refers to __________.

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

A method of selling in which a salesperson makes a telephone call or a visit to a prospective customer without a referral is called __________.

Correct Answer
verified

Correct Answer
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D

-As shown in Figure 17-2 above, E is the __________ stage in the personal selling process.

Correct Answer
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Three closing techniques are used when a salesperson believes a buyer is about ready to make a purchase. They are __________ closes.

Correct Answer
verified

Which of the following statements should a salesperson use as a denial response to a prospect's objection?

Correct Answer
verified

Marilyn called the Butterball toll-free hotline to learn how to prepare her Thanksgiving turkey and dressing. This telephone number is an example of __________.

Correct Answer
verified

All of the following are aspects of a job description for a salesperson EXCEPT:

Correct Answer
verified

Which salesforce organizational structure is best when there are many different consumer types with many different or specialized needs?

Correct Answer
verified

What assumption does the stimulus-response presentation format make?

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

An urgency close refers to

Correct Answer
verified

Russ Berry Company sells stuffed animals and holiday gifts. When its salesperson asks a retailer, "Do you want to order the two dozen assorted bears or two dozen white-only bears?", he has executed which stage of the selling process?

Correct Answer
verified

Aspects of __________ policies might include which individuals in a buying organization should be contacted, the amount of sales and service effort that different customers should receive, and the kinds of information salespeople should collect before or during a sales call.

Correct Answer
verified
B

What are the keys to effective need-satisfaction presentations?

Correct Answer
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The need-satisfaction format of sales pr...
View Answer

Asking the prospect to make a decision on some aspect of the purchase is referred to as a(n) __________ close.

Correct Answer
verified

Exam 17: Personal Selling and Sales Management

Recent research indicates that a salesperson's __________ to be customer-oriented exists.

Correct AnswerverifiedC

All of the following are elements in a statement of job qualifications for an for order-getting salesperson EXCEPT:

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

Which of the following statements should a salesperson use to acknowledge and convert the prospect's objection into a reason for buying?

Correct AnswerverifiedShow Answer

-Figure 17-3 above depicts the sales management process that involves three interrelated functions. C refers to __________.

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

A method of selling in which a salesperson makes a telephone call or a visit to a prospective customer without a referral is called __________.

Correct AnswerverifiedShow Answer

Correct AnswerverifiedD

-As shown in Figure 17-2 above, E is the __________ stage in the personal selling process.

Correct AnswerverifiedShow Answer

Three closing techniques are used when a salesperson believes a buyer is about ready to make a purchase. They are __________ closes.

Correct AnswerverifiedShow Answer

Which of the following statements should a salesperson use as a denial response to a prospect's objection?

Correct AnswerverifiedShow Answer

Marilyn called the Butterball toll-free hotline to learn how to prepare her Thanksgiving turkey and dressing. This telephone number is an example of __________.

Correct AnswerverifiedShow Answer

All of the following are aspects of a job description for a salesperson EXCEPT:

Correct AnswerverifiedShow Answer

Which salesforce organizational structure is best when there are many different consumer types with many different or specialized needs?

Correct AnswerverifiedShow Answer

What assumption does the stimulus-response presentation format make?

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

An urgency close refers to

Correct AnswerverifiedShow Answer

Russ Berry Company sells stuffed animals and holiday gifts. When its salesperson asks a retailer, "Do you want to order the two dozen assorted bears or two dozen white-only bears?", he has executed which stage of the selling process?

Correct AnswerverifiedShow Answer

Aspects of __________ policies might include which individuals in a buying organization should be contacted, the amount of sales and service effort that different customers should receive, and the kinds of information salespeople should collect before or during a sales call.

Correct AnswerverifiedB

What are the keys to effective need-satisfaction presentations?

Correct AnswerverifiedThe need-satisfaction format of sales pr...View AnswerShow Answer

Asking the prospect to make a decision on some aspect of the purchase is referred to as a(n) __________ close.

Correct AnswerverifiedShow Answer

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C

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D

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

Correct Answer
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B

Correct Answer
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The need-satisfaction format of sales pr...
View Answer

Correct Answer
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