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Exam 18: Personal Selling and Sales Management

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Question 71

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In Arthur Miller's play,Death of a Salesman,Willie Loman portrays:

A) a leading example of an ethical salesman.
B) the loneliness of an aging traveling salesman.
C) the ruthlessness of a pushy salesman.
D) the lifestyle and success of people in sales.
E) the value salespeople provide to consumers.

F) B) and E)
G) B) and D)

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Question 72

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What are some of the key functions performed by sales management?

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Sales management involves the planning,d...

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Question 73

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Evelyn knows that prospective customers are likely to raise reservations about price and quality.She needs to convince customers that her products represent:

Geraldine is in NEC's sales training program.She will probably be taught that in order to be successful,all a salesperson needs to do is ask questions.

The attitudes that Ryan's customers develop after they have purchased his yearly lawn care service will become the basis for determining whether they renew each year.He needs to convey __________,consistently well-maintained yards with neat,professional personnel.

Sally has been having a difficult time working with a particular buyer while using the Personal Selling Process,and she has asked her manager,Chris,for some ideas about how to close the sale effectively.Chris asks her a number of questions to help sort out the difficulties.Which of the following questions would Chris be LEAST likely to ask?

The __________ stage in the personal selling process corresponds to the need recognition stage in the B2B buying process.

Brent is preparing for an initial sales trip to Guatemala.He is hoping to find leads for his company's textile manufacturing equipment.Which of the following would likely be the best source of leads for Brent?

Yara has identified an attractive potential customer for her bio-diesel home power system.She knows the customer is concerned about the environment and has considerable financial resources.The customer is also a respected leader among wealthy environmentalists in the area.Next Yara will:

Tabatha sells office networking systems.She is putting together a sales presentation for a new customer.What advice would you give Tabatha about making her sales presentation?

Miles worked selling products to industrial users,and he spent most of his time working on customers' new buy and modified rebuy situations.Miles was primarily a(n) __________.

When a plumbing contractor drove up to Bill's house in a brand new Mercedes,Bill decided this person would be too high-priced even before the plumbing contractor offered his bid.Bill made the mistake of:

Effective salespeople anticipate and handle:

Studies have found that customers are typically ready to make a purchase decision well before salespeople attempt to close the sale.Salespeople can learn when to close the sale by:

David's firm had grown steadily and the products and systems had become more and more complicated.He had been a star representative and had personally serviced and developed all his accounts.In the past year or so,David and his sales colleagues were changing their approach due to the sales growth and increasing product complexity.Customer relationships were now being handled more and more by __________,which was typical of firms experiencing this kind of growth.

Thanh is starting a career in selling,but he eventually wants to become a senior manager.A selling career may help Thanh to achieve that goal by providing:

The __________ stage in the personal selling process corresponds to RFP stage in the B2B buying process.

Kathleen has found out everything she can about a newly qualified lead.She has practiced making her sales presentation and has determined what goals she has for the first meeting.Kathleen has finished the __________ stage of the selling process.

How can sales representatives save time for customers?

Warren is debating between spending the money needed to hire a sales force and using advertising and promotion to sell his products.What benefits of hiring a sales force will Warren weigh in his decision?