Question 1

When 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 telemarketing.F) A) and B)
G) A) and C)

Question 2

Sales management consists of three interrelated functions: (1)  __________, (2)  sales plan implementation, and (3)  salesforce evaluation.

Accepted Answer

A)  salesforce compensation
B)  sales plan formulation
C)  salesforce communication
D)  salesforce size determination
E)  salesforce trainingF) B) and D)
G) C) and E)

Question 3

Consultative selling is very prominent in

Accepted Answer

A)  business-to-business marketing.
B)  business-to-government marketing.
C)  consumer-to-consumer marketing.
D)  consumer-to-business marketing.
E)  consumer-to-government marketing.F) C) and D)
G) A) and E)

Question 4

The primary responsibility of order takers is to

Accepted Answer

A)  "preach" the benefits of a new product or service to a customer rather than close the sale.
B)  build market share in a sales territory.
C)  convince a customer from a competitor to switch to the firm's product or brand.
D)  preserve ongoing relationships with existing customers and maintain sales.
E)  create a sense of goodwill not only to the brand but also to the entire product mix of the firm.F) A) and D)
G) B) and C)

Question 5

During the __________ stage of personal selling, a salesperson would learn if her prospect liked to talk about sports before getting down to business or preferred not to waste time with idle chatter.

Accepted Answer

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

Question 6

All of the following tactics are used to generate leads except

Accepted Answer

A)  cold canvassing.
B)  suggestive selling.
C)  toll-free numbers.
D)  coupons.
E)  trade shows.F) A) and D)
G) B) and E)

Question 7

Lindsey Smith's selling success is due in large part to her

Accepted Answer

A)  developing relationships with CEOs and CFOs.
B)  using a team of sales personnel, technical specialists, and health care professionals in selling to and servicing key customers.
C)  continually reinforcing GE Healthcare's competitive advantage.
D)  simplifying sales presentations for technical products.
E)  staying on top of marketing trends for business-to-business selling.F) All of the above
G) B) and D)

Question 8

A Frito-Lay salesperson who is taking inventory of available Doritos and Tostitos products at a supermarket is an

Accepted Answer

A)  inside order taker.
B)  interactive order taker.
C)  outside order taker.
D)  inventory clerk.
E)  outside order getter.F) None of the above
G) A) and B)

Question 9

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) C) and E)
G) None of the above

Question 10

One of the first sales management decisions a firm must make is whether the company should build its own salesforce or hire independent agents such as manufacturers' representatives. Abacus Designs sells high-end furniture to retailers and needs to make this decision. Independent agents would receive a 5 percent commission on sales while a company salesforce would receive a 3 percent commission, salaries, and benefits. In addition, with company salespeople, sales administration costs would be incurred for a total fixed cost of $500,000 per year. At what sales level would independent salespeople be less costly?

Accepted Answer

The decision to use company salespeople ...

Question 11

Identifying the buying role of the prospect would be typically done at the __________ stage of the personal selling process.

Accepted Answer

A)  prospecting
B)  preapproach
C)  approach
D)  presentation
E)  closingF) A) and E)
G) None of the above

Question 12

Sellers view a solution as a customized and integrated combination of products and services for meeting a customer's business needs. Buyers think of a solution to a business problem as one that meets their requirements, is designed to uniquely solve their problem, can be implemented, and

Accepted Answer

A)  ensures follow-up.
B)  can be evaluated.
C)  is financially equitable.
D)  is ethical.
E)  is sustainable.F) A) and C)
G) A) and B)

Question 13

An advantage of the straight salary compensation plan is that it

Accepted Answer

A)  provides an incentive to expand sales volume.
B)  can be easily adapted to changes in the economy.
C)  doesn't include non-selling activities that take time away from selling.
D)  allows salaries to be lower.
E)  is easy to administer.F) A) and D)
G) B) and C)

Question 14

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) None of the above
G) A) and C)

Question 15

It is estimated that the average cost of a single field sales call on a business customer is about __________, factoring in salespeople compensation, benefits, and travel-and-entertainment expenses.

Accepted Answer

A)  $150
B)  $250
C)  $300
D)  $500
E)  $400F) A) and D)
G) B) and C)

Question 16

Sales management refers to

Accepted Answer

A)  the planning of the selling program and the implementing and evaluating of the personal selling effort of the firm.
B)  the process of allocating funds for direct selling.
C)  only the recruiting, hiring, and training of a company's salesforce.
D)  the segmentation and selection of target markets to be addressed by a company's salesforce.
E)  the two-way flow of communication between a buyer and seller, often in a face-to-face encounter, designed to influence a person's or group's purchase decision.F) B) and D)
G) D) and E)

Question 17

Facsimile, e-mail, and voice mail are common __________ technologies salespeople use today.

Accepted Answer

A)  tablet device
B)  communication
C)  cutting-edge
D)  computer
E)  social mediaF) C) and D)
G) All of the above

Question 18

Many firms such as Xerox use a cross-functional sales practice known as

Accepted Answer

A)  collaborative selling.
B)  team selling.
C)  cooperative selling.
D)  account selling.
E)  formula selling.F) A) and D)
G) A) and C)

Question 19

The advantage of a product sales organization is that

Accepted Answer

A)  salespeople can develop expertise with technical characteristics, applications, and selling methods associated with a particular product or family of products.
B)  the number of salespersons in the salesforce can be reduced.
C)  there is a lower cost for sales calls since this method is chosen for products that inherently have little or no product variation.
D)  it significantly minimizes travel time, expenses, and duplication of selling effort from one territory to another.
E)  fewer sales managers are required since the salesforce is paid strictly on commission.F) B) and E)
G) A) and D)

Question 20

FedEx uses sales personnel, carrier management specialists, and engineering and administrative executives who continually find ways to improve the technology of shipping goods across town and around the world. This type of sales approach is called

Accepted Answer

A)  team selling.
B)  formula selling.
C)  partnership selling.
D)  missionary selling.
E)  order taking.F) A) and D)
G) C) and D)

Exam 20: Personal Selling and Sales Management

FedEx uses sales personnel, carrier management specialists, and engineering and administrative executives who continually find ways to improve the technology of shipping goods across town and around the world. This type of sales approach is called

Correct Answer
verified

A Frito-Lay salesperson who is taking inventory of available Doritos and Tostitos products at a supermarket is an

Correct Answer
verified

Consultative selling is very prominent in

Correct Answer
verified

Sellers view a solution as a customized and integrated combination of products and services for meeting a customer's business needs. Buyers think of a solution to a business problem as one that meets their requirements, is designed to uniquely solve their problem, can be implemented, and

Correct Answer
verified

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

Correct Answer
verified

All of the following tactics are used to generate leads except

Correct Answer
verified

Sales management refers to

Correct Answer
verified

It is estimated that the average cost of a single field sales call on a business customer is about __________, factoring in salespeople compensation, benefits, and travel-and-entertainment expenses.

Correct Answer
verified

An advantage of the straight salary compensation plan is that it

Correct Answer
verified

Lindsey Smith's selling success is due in large part to her

Correct Answer
verified

Sales management consists of three interrelated functions: (1) __________, (2) sales plan implementation, and (3) salesforce evaluation.

Correct Answer
verified

Identifying the buying role of the prospect would be typically done at the __________ stage of the personal selling process.

Correct Answer
verified

Many firms such as Xerox use a cross-functional sales practice known as

Correct Answer
verified

Correct Answer
verified
The decision to use company salespeople ...
View Answer

The advantage of a product sales organization is that

Correct Answer
verified

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

Correct Answer
verified

During the __________ stage of personal selling, a salesperson would learn if her prospect liked to talk about sports before getting down to business or preferred not to waste time with idle chatter.

Correct Answer
verified

Facsimile, e-mail, and voice mail are common __________ technologies salespeople use today.

Correct Answer
verified

The primary responsibility of order takers is to

Correct Answer
verified

Correct Answer
verified

Exam 20: Personal Selling and Sales Management

FedEx uses sales personnel, carrier management specialists, and engineering and administrative executives who continually find ways to improve the technology of shipping goods across town and around the world. This type of sales approach is called

Correct AnswerverifiedShow Answer

A Frito-Lay salesperson who is taking inventory of available Doritos and Tostitos products at a supermarket is an

Correct AnswerverifiedShow Answer

Consultative selling is very prominent in

Correct AnswerverifiedShow Answer

Sellers view a solution as a customized and integrated combination of products and services for meeting a customer's business needs. Buyers think of a solution to a business problem as one that meets their requirements, is designed to uniquely solve their problem, can be implemented, and

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

All of the following tactics are used to generate leads except

Correct AnswerverifiedShow Answer

Sales management refers to

Correct AnswerverifiedShow Answer

It is estimated that the average cost of a single field sales call on a business customer is about __________, factoring in salespeople compensation, benefits, and travel-and-entertainment expenses.

Correct AnswerverifiedShow Answer

An advantage of the straight salary compensation plan is that it

Correct AnswerverifiedShow Answer

Lindsey Smith's selling success is due in large part to her

Correct AnswerverifiedShow Answer

Sales management consists of three interrelated functions: (1) __________, (2) sales plan implementation, and (3) salesforce evaluation.

Correct AnswerverifiedShow Answer

Identifying the buying role of the prospect would be typically done at the __________ stage of the personal selling process.

Correct AnswerverifiedShow Answer

Many firms such as Xerox use a cross-functional sales practice known as

Correct AnswerverifiedShow Answer

Correct AnswerverifiedThe decision to use company salespeople ...View AnswerShow Answer

The advantage of a product sales organization is that

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

During the __________ stage of personal selling, a salesperson would learn if her prospect liked to talk about sports before getting down to business or preferred not to waste time with idle chatter.

Correct AnswerverifiedShow Answer

Facsimile, e-mail, and voice mail are common __________ technologies salespeople use today.

Correct AnswerverifiedShow Answer

The primary responsibility of order takers is to

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

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The decision to use company salespeople ...
View Answer

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