Question 1

Which is the simplest form of salesforce organizational structure?

Accepted Answer

A)  profit
B)  customer
C)  product
D)  geographical
E)  marketF) A) and C)
G) A) and B)

Question 2

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

Accepted Answer

A)  sales plan implementation
B)  salesforce evaluation
C)  salesforce determination
D)  salesforce communication
E)  sales plan formulationF) None of the above
G) A) and E)

Question 3

At Xerox there is a passion for winning that provides a key incentive for sales reps. Xerox has a recognition program called the __________ where the top performers are awarded a five-day trip to one of the top resorts in the world.

Accepted Answer

A)  President's Club
B)  Keener's Club
C)  Prestige Club
D)  Triumph Club
E)  Kudos ClubF) A) and E)
G) A) and D)

Question 4

The most basic of the three sales management functions is

Accepted Answer

A)  sales plan analysis.
B)  sales plan formulation.
C)  setting sales plan objectives.
D)  sales plan evaluation.
E)  sales plan implementation.F) A) and E)
G) B) and E)

Question 5

A salesperson who is guided by the idea, "I try to align customers who have problems with products that will help them solve their problems," has which type of orientation?

Accepted Answer

A)  sales
B)  cognitive
C)  emotional
D)  customer
E)  compensatoryF) A) and B)
G) A) and C)

Question 6

The car salesman was overheard having the following conversation with a prospective customer: "What type of driving do you do?"; "How many people will you usually have riding in your car?"; and "Maybe you should look at vans instead of sedans." From this information, the car salesman was using a

Accepted Answer

A)  stimulus-response presentation.
B)  formula selling presentation.
C)  need-satisfaction presentation.
D)  persuasive selling presentation.
E)  canned sales presentation.F) A) and B)
G) None of the above

Question 7

According to Lindsey Smith of GE Healthcare, all of the following are necessary skills to be successful in serving her customers EXCEPT:

Accepted Answer

A)  having an MBA degree.
B)  strategic thinking.
C)  product knowledge.
D)  communication.
E)  analytical.F) C) and D)
G) C) and E)

Question 8

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 E)
G) A) and B)

Question 9

During the sales presentation, a prospect interrupted and said, "Wait a minute. This looks like it's going to cost too much." The salesperson responded, "I think you'll be delighted with how relatively inexpensive this program is. I'll address the subject of price in just a moment." Which objection-handling technique has the salesperson used?

Accepted Answer

A)  acknowledge and convert the objection
B)  postpone
C)  agree and neutralize
D)  denial
E)  ignore the objectionF) A) and E)
G) None of the above

Question 10

What are the three types of prospects?

Accepted Answer

A)  leads, referrals, and buyers
B)  leads, prospects, and qualified prospects
C)  cold, warm, and hot
D)  awareness, trial, and adoption
E)  primary leads, secondary leads, and final leadsF) A) and E)
G) A) and D)

Question 11

Which of the following statements describes the major difference between a prospect and a qualified prospect?

Accepted Answer

A)  Prospects are more likely than qualified prospects to become customers.
B)  During the sales presentation, prospects are more likely to raise objections than qualified prospects.
C)  There are generally more qualified prospects than prospects.
D)  Qualified prospects have not only the need or desire for your product, but also the ability and authority to purchase it.
E)  A qualified prospect has purchased your product in the past and a prospect has not.F) None of the above
G) C) and D)

Question 12

A sales technique whereby complementary products are presented to a customer after the customer has demonstrated a desire and willingness to purchase a particular product is referred to as a __________.

Accepted Answer

A)  formula selling presentation
B)  stimulus-response presentation
C)  stimulus-satisfaction presentation
D)  stimulus-selling presentation
E)  suggestive sellingF) B) and C)
G) A) and B)

Question 13

The closing stage in the selling process involves obtaining a purchase commitment from the prospect. This stage is the most important and the most difficult because the salesperson must determine when the prospect is ready to buy. Telltale signals indicating a readiness to buy include

Accepted Answer

A)  body language, statements, and questions.
B)  questions, financial negotiation, and counteroffers.
C)  negotiations, questions, and requests for assurance.
D)  eye contact, confirmatory phone calls, and requests for assurance.
E)  questions, statements, and financial negotiations.F) D) and E)
G) C) and D)

Question 14

John Whitaker works for American Greetings. His job description includes the following responsibilities: (1)  stock and arrange point-of-purchase displays of present customers - 60 percent of his work week and (2)  receive orders from customers and complete the transactions - 40 percent of his work week. Whitaker is primarily engaged in which type of selling?

Accepted Answer

A)  outside order taking
B)  relationship selling
C)  inside order taking
D)  outside order getting
E)  missionary salesF) All of the above
G) A) and E)

Question 15

The sales process at Xerox typically follows the six stages of the personal selling process. During the first stage, Xerox identifies potential clients through __________.

Accepted Answer

A)  responses to advertising, referrals, and telephone calls
B)  sending their salesforce to visit competitors' customers
C)  sending their salesforce to visit former customers to win them back
D)  an agreement with local repair shops that supply customer information in exchange for the right to carry Xerox products in their stores
E)  selling printer paper with the Xerox watermark to create brand awarenessF) C) and D)
G) A) and B)

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 B)
G) B) and E)

Question 17

The three commonly used compensation plans are:

Accepted Answer

A)  incremental salary, input-based commission, and output-based commission.
B)  straight salary, straight commission, and graded-scale competitive pay.
C)  percentage of sales, percentage of profits, and straight salary.
D)  straight salary, straight commission, and a combination of salary and commission.
E)  straight commission, percentage of market share, and a combination of salary and commission.F) A) and C)
G) C) and D)

Question 18

What are the three major roles of personal selling in a firm's overall marketing effort?

Accepted Answer

Personal selling serves three major role...

Question 19

Which of the following statements regarding salesforce compensation plans is most accurate?

Accepted Answer

A)  The most preferred compensation plan among sales people is the straight commission plan.
B)  Nonmonetary rewards are not very effective as salesforce motivators.
C)  New recruits are often more productive than seasoned professionals.
D)  Ineffective practices often lead to costly salesforce turnovers.
E)  The expense of training a new salesperson, including the cost of lost sales, is still lower than having to use a salary plus commission plan.F) C) and D)
G) A) and D)

Question 20

An order taker refers to a

Accepted Answer

A)  salesperson who specializes in identifying, analyzing, and solving customer problems, but who does not actually sell products and services.
B)  salesperson who processes routine orders or reorders for products that were already sold by the company.
C)  salesperson who identifies prospective customers, provides them with information, persuades them to buy, closes sales, and follows up on their use of a product or service.
D)  a person on the selling team who is responsible for obtaining qualified leads.
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) B) and D)
G) A) and B)

Exam 17: Personal Selling and Sales Management

A sales technique whereby complementary products are presented to a customer after the customer has demonstrated a desire and willingness to purchase a particular product is referred to as a __________.

Correct Answer
verified

The sales process at Xerox typically follows the six stages of the personal selling process. During the first stage, Xerox identifies potential clients through __________.

Correct Answer
verified

Which is the simplest form of salesforce organizational structure?

Correct Answer
verified

The most basic of the three sales management functions is

Correct Answer
verified

What are the three types of prospects?

Correct Answer
verified

The three commonly used compensation plans are:

Correct Answer
verified

Correct Answer
verified

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

Correct Answer
verified

An order taker refers to a

Correct Answer
verified

The closing stage in the selling process involves obtaining a purchase commitment from the prospect. This stage is the most important and the most difficult because the salesperson must determine when the prospect is ready to buy. Telltale signals indicating a readiness to buy include

Correct Answer
verified

The car salesman was overheard having the following conversation with a prospective customer: "What type of driving do you do?"; "How many people will you usually have riding in your car?"; and "Maybe you should look at vans instead of sedans." From this information, the car salesman was using a

Correct Answer
verified

Which of the following statements describes the major difference between a prospect and a qualified prospect?

Correct Answer
verified

At Xerox there is a passion for winning that provides a key incentive for sales reps. Xerox has a recognition program called the __________ where the top performers are awarded a five-day trip to one of the top resorts in the world.

Correct Answer
verified

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

Correct Answer
verified

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

Correct Answer
verified

A salesperson who is guided by the idea, "I try to align customers who have problems with products that will help them solve their problems," has which type of orientation?

Correct Answer
verified

Correct Answer
verified

According to Lindsey Smith of GE Healthcare, all of the following are necessary skills to be successful in serving her customers EXCEPT:

Correct Answer
verified

What are the three major roles of personal selling in a firm's overall marketing effort?

Correct Answer
verified
Personal selling serves three major role...
View Answer

Which of the following statements regarding salesforce compensation plans is most accurate?

Correct Answer
verified

Exam 17: Personal Selling and Sales Management

A sales technique whereby complementary products are presented to a customer after the customer has demonstrated a desire and willingness to purchase a particular product is referred to as a __________.

Correct AnswerverifiedShow Answer

The sales process at Xerox typically follows the six stages of the personal selling process. During the first stage, Xerox identifies potential clients through __________.

Correct AnswerverifiedShow Answer

Which is the simplest form of salesforce organizational structure?

Correct AnswerverifiedShow Answer

The most basic of the three sales management functions is

Correct AnswerverifiedShow Answer

What are the three types of prospects?

Correct AnswerverifiedShow Answer

The three commonly used compensation plans are:

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

An order taker refers to a

Correct AnswerverifiedShow Answer

The closing stage in the selling process involves obtaining a purchase commitment from the prospect. This stage is the most important and the most difficult because the salesperson must determine when the prospect is ready to buy. Telltale signals indicating a readiness to buy include

Correct AnswerverifiedShow Answer

The car salesman was overheard having the following conversation with a prospective customer: "What type of driving do you do?"; "How many people will you usually have riding in your car?"; and "Maybe you should look at vans instead of sedans." From this information, the car salesman was using a

Correct AnswerverifiedShow Answer

Which of the following statements describes the major difference between a prospect and a qualified prospect?

Correct AnswerverifiedShow Answer

At Xerox there is a passion for winning that provides a key incentive for sales reps. Xerox has a recognition program called the __________ where the top performers are awarded a five-day trip to one of the top resorts in the world.

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

A salesperson who is guided by the idea, "I try to align customers who have problems with products that will help them solve their problems," has which type of orientation?

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

According to Lindsey Smith of GE Healthcare, all of the following are necessary skills to be successful in serving her customers EXCEPT:

Correct AnswerverifiedShow Answer

What are the three major roles of personal selling in a firm's overall marketing effort?

Correct AnswerverifiedPersonal selling serves three major role...View AnswerShow Answer

Which of the following statements regarding salesforce compensation plans is most accurate?

Correct AnswerverifiedShow Answer

Correct Answer
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Correct Answer
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Correct Answer
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Correct Answer
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Correct Answer
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Correct Answer
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Correct Answer
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Correct Answer
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Correct Answer
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Correct Answer
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Correct Answer
verified

Correct Answer
verified

Correct Answer
verified
Personal selling serves three major role...
View Answer

Correct Answer
verified