Question 1

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

Question 2

selling format that consists of information that must be provided in an accurate,thorough,and step-by-step manner to inform the prospect is referred to as a__________.

Accepted Answer

A)   traditional hard sell
B)   formula selling presentation
C)   stimulus-response presentation
D)   needs-satisfaction presentation
E)   straight rebuy sales-pitchF) B) and C)
G) C) and D)

Question 3

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

Accepted Answer

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

Question 4

salesperson at Toshiba America Medical Systems uses a laptop computer with built-in DVD capabilities to provide interactive presentations for their computerized tomography (CT) and magnetic resonance imaging (MRI) scanners.With it,the customer sees elaborate three-dimensional animations,high-resolution scans,and video clips of the company's products in operation as well as narrated testimonials from satisfied customers.Such technological capabilities have made it effective both for sales presentations and for training salespeople.This is an example of the use of ___________.

Accepted Answer

A)   specialized order takers
B)   sales management principles
C)   customer relationship management
D)   salesforce technology
E)   account management policiesF) A) and E)
G) C) and E)

Question 5

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 customer feedback.
D)   A canned sales presentation is too expensive and time consuming.
E)   A canned sales presentation lacks consistency.F) A) and D)
G) A) and C)

Question 6

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 C)
G) D) and E)

Question 7

Which type of sales personnel concentrates on performing promotional activities but generally does not solicit actual sales orders?

Accepted Answer

A)   missionary salespeople
B)   sales engineers
C)   outside order getters
D)   inside order getters
E)   outbound telemarketersF) A) and B)
G) A) and C)

Question 8

straight commission compensation plan is well-suited to sales positions in which __________.

Accepted Answer

A)   nonselling activities are minimal
B)   there is lively competition in the industry
C)   no technological background is necessary
D)   most salespeople are working towards management positions
E)   extensive nonselling activities are essential for closing a saleF) A) and E)
G) A) and D)

Question 9

practice of building ties to customers based on a salesperson's attention and commitment to customer needs over time is referred to as __________.

Accepted Answer

A)   order processing
B)   order taking
C)   customer value creation
D)   relationship selling
E)   partnership sellingF) All of the above
G) A) and B)

Question 10

Which type of salesperson would routinely be involved in an industrial straight rebuy situation?

Accepted Answer

A)   an outside order taker
B)   an order getter
C)   a missionary salesperson
D)   a sales engineer
E)   an inside order takerF) A) and B)
G) B) and E)

Question 11

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) All of the above
G) B) and C)

Question 12

Jason called the toll-free number to order two children's books from the Chinaberry catalog,the firm was using __________.

Accepted Answer

A)   social networking
B)   interactive marketing
C)   multichannel selling
D)   inbound telemarketing
E)   outbound telemarketingF) None of the above
G) A) and D)

Question 13

____________ gives its outstanding salespeople some unconventional rewards that include new pink Cadillacs and jewelry.

Accepted Answer

A)   The Home Shopping Network
B)   General Motors
C)   Tupperware
D)   World Book Encyclopedia
E)   Mary Kay CosmeticsF) A) and E)
G) A) and C)

Question 14

search for and qualification of potential customers during the personal selling process is referred to as the __________ stage.

Accepted Answer

A)   prospecting
B)   customer mining
C)   lead initiation
D)   cold calling
E)   gleaningF) A) and B)
G) A) and C)

Question 15

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

Accepted Answer

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

Question 16

Formulating the sales plan involves three tasks: (1) __________; (2) organizing the salesforce; and (3) developing account management policies.

Accepted Answer

A)   hiring sales reps
B)   developing the sales plan
C)   establishing the budget
D)   setting objectives
E)   identifying qualified leadsF) A) and C)
G) None of the above

Question 17

most basic of the three sales management functions is __________.

Accepted Answer

A)   sales plan analysis
B)   sales plan formulation
C)   sales plan objective
D)   sales plan evaluation
E)   sales plan implementationF) All of the above
G) C) and D)

Question 18

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

Accepted Answer

A)   approach
B)   preapproach
C)   presentation
D)   prospecting
E)   follow-upF) A) and B)
G) A) and E)

Question 19

percentage of a sales representative's time is spent selling?

Accepted Answer

A)   32 percent
B)   41 percent
C)   48 percent
D)   53 percent
E)   55 percentF) All of the above
G) C) and E)

Question 20

__________ contains specific goals assigned to a salesperson,sales team,branch sales office,or sales district for a stated time period.

Accepted Answer

A)   sales call report
B)   selling expense report
C)   sales quota
D)   last year/current year sales ratio report
E)   salesforce planF) A) and B)
G) All of the above

Exam 20: Personal Selling and Sales Management

search for and qualification of potential customers during the personal selling process is referred to as the __________ stage.

Correct Answer
verified

practice of building ties to customers based on a salesperson's attention and commitment to customer needs over time is referred to as __________.

Correct Answer
verified

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

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

Correct Answer
verified

Which type of salesperson would routinely be involved in an industrial straight rebuy situation?

Correct Answer
verified

Which type of sales personnel concentrates on performing promotional activities but generally does not solicit actual sales orders?

Correct Answer
verified

__________ contains specific goals assigned to a salesperson,sales team,branch sales office,or sales district for a stated time period.

Correct Answer
verified

Correct Answer
verified

most basic of the three sales management functions is __________.

Correct Answer
verified

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

Correct Answer
verified

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

Correct Answer
verified

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

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

Correct Answer
verified

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

Correct Answer
verified

selling format that consists of information that must be provided in an accurate,thorough,and step-by-step manner to inform the prospect is referred to as a__________.

Correct Answer
verified

percentage of a sales representative's time is spent selling?

Correct Answer
verified

Formulating the sales plan involves three tasks: (1) __________; (2) organizing the salesforce; and (3) developing account management policies.

Correct Answer
verified

straight commission compensation plan is well-suited to sales positions in which __________.

Correct Answer
verified

Jason called the toll-free number to order two children's books from the Chinaberry catalog,the firm was using __________.

Correct Answer
verified

____________ gives its outstanding salespeople some unconventional rewards that include new pink Cadillacs and jewelry.

Correct Answer
verified

Exam 20: Personal Selling and Sales Management

search for and qualification of potential customers during the personal selling process is referred to as the __________ stage.

Correct AnswerverifiedShow Answer

practice of building ties to customers based on a salesperson's attention and commitment to customer needs over time is referred to as __________.

Correct AnswerverifiedShow Answer

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

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

Correct AnswerverifiedShow Answer

Which type of salesperson would routinely be involved in an industrial straight rebuy situation?

Correct AnswerverifiedShow Answer

Which type of sales personnel concentrates on performing promotional activities but generally does not solicit actual sales orders?

Correct AnswerverifiedShow Answer

__________ contains specific goals assigned to a salesperson,sales team,branch sales office,or sales district for a stated time period.

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

most basic of the three sales management functions is __________.

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

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

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

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

selling format that consists of information that must be provided in an accurate,thorough,and step-by-step manner to inform the prospect is referred to as a__________.

Correct AnswerverifiedShow Answer

percentage of a sales representative's time is spent selling?

Correct AnswerverifiedShow Answer

Formulating the sales plan involves three tasks: (1) __________; (2) organizing the salesforce; and (3) developing account management policies.

Correct AnswerverifiedShow Answer

straight commission compensation plan is well-suited to sales positions in which __________.

Correct AnswerverifiedShow Answer

Jason called the toll-free number to order two children's books from the Chinaberry catalog,the firm was using __________.

Correct AnswerverifiedShow Answer

____________ gives its outstanding salespeople some unconventional rewards that include new pink Cadillacs and jewelry.

Correct AnswerverifiedShow Answer

Correct Answer
verified

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