Question 1

Which type of salesforce training is the most popular type of training?

Accepted Answer

A)  individual instruction
B)  on-the-job training
C)  formal classes
D)  seminars taught by sales trainers
E)  computer-based trainingF) D) and E)
G) A) and B)

Question 2

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

Accepted Answer

A)  redirect the conversation
B)  defer to a supervisor
C)  agree and neutralize
D)  probe by asking additional questions
E)  distract by identifying competitor shortcomingsF) A) and D)
G) C) and D)

Question 3

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

Accepted Answer

A)  order taker
B)  order getter
C)  sales engineer
D)  missionary salesperson
E)  team sellingF) B) and D)
G) B) and C)

Question 4

As shown in Figure 20-3 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) C) and D)

Question 5

In the __________ stage of the personal selling process,the cultural setting is very important for international sales.

Accepted Answer

A)  presentation
B)  prospecting
C)  preapproach
D)  approach
E)  closeF) A) and B)
G) C) and D)

Question 6

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

Accepted Answer

A)  sales analysis
B)  formula selling
C)  adaptive selling
D)  consultative selling
E)  key account managementF) A) and D)
G) C) and E)

Question 7

All of the following are behavioral measures that are used to evaluate salespeople EXCEPT:

Accepted Answer

A)  attitude
B)  product knowledge
C)  sales
D)  communication skills
E)  appearanceF) A) and B)
G) A) and D)

Question 8

Which of the following statements describes a major drawback associated with a canned sales presentation?

Accepted Answer

A)  A canned sales presentation provides too little information to prospects.
B)  A canned sales presentation is difficult for inexperienced salespeople to use.
C)  A canned sales presentation allows little room for feedback from prospective customers.
D)  A canned sales presentation is too expensive and time consuming.
E)  A canned sales presentation lacks consistency.F) B) and D)
G) A) and E)

Question 9

Which of the following statements regarding order getters is MOST ACCURATE?

Accepted Answer

A)  Order getters often replenish a retailer's inventories.
B)  Order getters handle orders obtained on inbound telemarketing.
C)  Order getters require considerable product knowledge.
D)  Order getters typically process reorders for products already sold by the company.
E)  Order getter sales calls traditionally require the lowest financial investment from the firm.F) A) and B)
G) A) and E)

Question 10

Perhaps the greatest impact on salesforce communication is the application of __________ technology.

Accepted Answer

A)  Internet
B)  facsimile
C)  voice-mail
D)  smartphone
E)  web cameraF) C) and E)
G) B) and C)

Question 11

In the context of the personal selling process,excuses for not making a purchase commitment or decision are referred to as __________.

Accepted Answer

A)  rationalizations
B)  equivocations
C)  refusals
D)  objections
E)  qualificationsF) B) and D)
G) B) and E)

Question 12

Information from a __________ is used to write a job description.

Accepted Answer

A)  job analysis
B)  salesforce compensation plan
C)  sales plan
D)  sales performance audit
E)  personal performance planF) All of the above
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) All of the above
G) A) and B)

Question 14

A sales engineer is a

Accepted Answer

A)  salesperson who specializes in identifying,analyzing,and solving customer problems and brings know-how and technical expertise to the selling situation,but often does not actually sell products and services.
B)  salesperson who processes routine orders or reorders for products that are presold by the company.
C)  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.
D)  person on the selling team who is responsible for supervising his or her company's R&D expenditures.
E)  member of the sales support team who does not directly solicit orders but rather concentrates on performing promotional activities and introducing new products.F) A) and B)
G) A) and C)

Question 15

Planning the selling program and implementing and evaluating the personal selling effort of the firm is referred to as __________.

Accepted Answer

A)  relationship marketing
B)  team selling
C)  personal selling
D)  sales engineering
E)  sales managementF) C) and E)
G) None of the above

Question 16

MooreChem created a marketing dashboard for each of its sales representatives.These dashboards included seven measures-sales revenue,gross margin,selling expense,profit,average order size,new customers,and customer satisfaction.Each metric was gauged to show actual salesperson performance

Accepted Answer

A)  in terms of company rank.
B)  relative to the rest of the sales team.
C)  relative to target goals.
D)  plus expectations for the next two years.
E)  based upon previous years of experiences.F) A) and B)
G) A) and C)

Question 17

It is estimated that the average cost of an outbound telemarketing sales call on a business customer is about __________,versus $350 for a single field sales call.

Accepted Answer

A)  $10 to $15
B)  $15 to $20
C)  $20 to $25
D)  $30 to $40
E)  $40 to $50F) A) and E)
G) A) and D)

Question 18

Applied to recruiting and selecting salespeople,a __________ explains to whom a salesperson reports and how a salesperson interacts with other company personnel.

Accepted Answer

A)  job description
B)  sales plan
C)  job analysis
D)  sales performance audit
E)  personal performance planF) All of the above
G) A) and E)

Question 19

A representative from AT&T called Dr.Michaels after he switched to its new U-verse telephone system.The firm wanted to make certain he was satisfied and asked if he had any questions concerning his new service.This is an example of a __________ call.

Accepted Answer

A)  assumptive
B)  preemptive
C)  follow-up
D)  prospecting
E)  courtesyF) D) and E)
G) B) and C)

Question 20

Davidson-Uphoff & Company sells ironware accessories for home and garden to retailers.The salespeople for this company are trained to ask probing questions such as,"What are the decorating trends in this region?" and "What are you doing to take advantage of this trend?" This company trains its salespeople to develop a sales presentation style that emphasizes the needs and wants of its retailers.Once key needs have been uncovered,the salesperson is taught to tailor his or her sales presentation so that the retailer can see why he or she should carry Davidson-Uphoff products.Davidson-Uphoff's salespeople are learning the __________ selling format.

Accepted Answer

A)  need-satisfaction
B)  formula
C)  stimulus-response
D)  creative
E)  problem resolutionF) A) and E)
G) C) and D)

Exam 20: Personal Selling and Sales Management

Which type of salesforce training is the most popular type of training?

Correct Answer
verified

As shown in Figure 20-3 above,"E" is the__________ stage in the personal selling process.

Correct Answer
verified

Planning the selling program and implementing and evaluating the personal selling effort of the firm is referred to as __________.

Correct Answer
verified

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
verified

In the __________ stage of the personal selling process,the cultural setting is very important for international sales.

Correct Answer
verified

All of the following are behavioral measures that are used to evaluate salespeople EXCEPT:

Correct Answer
verified

MooreChem created a marketing dashboard for each of its sales representatives.These dashboards included seven measures-sales revenue,gross margin,selling expense,profit,average order size,new customers,and customer satisfaction.Each metric was gauged to show actual salesperson performance

Correct Answer
verified

Information from a __________ is used to write a job description.

Correct Answer
verified

A sales engineer is a

Correct Answer
verified

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

Correct Answer
verified

Correct Answer
verified

Which of the following statements describes a major drawback associated with a canned sales presentation?

Correct Answer
verified

Which of the following statements regarding order getters is MOST ACCURATE?

Correct Answer
verified

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

Correct Answer
verified

It is estimated that the average cost of an outbound telemarketing sales call on a business customer is about __________,versus $350 for a single field sales call.

Correct Answer
verified

A representative from AT&T called Dr.Michaels after he switched to its new U-verse telephone system.The firm wanted to make certain he was satisfied and asked if he had any questions concerning his new service.This is an example of a __________ call.

Correct Answer
verified

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

Correct Answer
verified

In the context of the personal selling process,excuses for not making a purchase commitment or decision are referred to as __________.

Correct Answer
verified

Applied to recruiting and selecting salespeople,a __________ explains to whom a salesperson reports and how a salesperson interacts with other company personnel.

Correct Answer
verified

Perhaps the greatest impact on salesforce communication is the application of __________ technology.

Correct Answer
verified

Exam 20: Personal Selling and Sales Management

Which type of salesforce training is the most popular type of training?

Correct AnswerverifiedShow Answer

As shown in Figure 20-3 above,"E" is the__________ stage in the personal selling process.

Correct AnswerverifiedShow Answer

Planning the selling program and implementing and evaluating the personal selling effort of the firm is referred to as __________.

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

In the __________ stage of the personal selling process,the cultural setting is very important for international sales.

Correct AnswerverifiedShow Answer

All of the following are behavioral measures that are used to evaluate salespeople EXCEPT:

Correct AnswerverifiedShow Answer

MooreChem created a marketing dashboard for each of its sales representatives.These dashboards included seven measures-sales revenue,gross margin,selling expense,profit,average order size,new customers,and customer satisfaction.Each metric was gauged to show actual salesperson performance

Correct AnswerverifiedShow Answer

Information from a __________ is used to write a job description.

Correct AnswerverifiedShow Answer

A sales engineer is a

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

Which of the following statements describes a major drawback associated with a canned sales presentation?

Correct AnswerverifiedShow Answer

Which of the following statements regarding order getters is MOST ACCURATE?

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

It is estimated that the average cost of an outbound telemarketing sales call on a business customer is about __________,versus $350 for a single field sales call.

Correct AnswerverifiedShow Answer

A representative from AT&T called Dr.Michaels after he switched to its new U-verse telephone system.The firm wanted to make certain he was satisfied and asked if he had any questions concerning his new service.This is an example of a __________ call.

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

In the context of the personal selling process,excuses for not making a purchase commitment or decision are referred to as __________.

Correct AnswerverifiedShow Answer

Applied to recruiting and selecting salespeople,a __________ explains to whom a salesperson reports and how a salesperson interacts with other company personnel.

Correct AnswerverifiedShow Answer

Perhaps the greatest impact on salesforce communication is the application of __________ technology.

Correct AnswerverifiedShow Answer

Correct Answer
verified

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