Question 1

Sales representatives add value for customers by doing all of the following EXCEPT

Accepted Answer

A)   educating them about the firm's products.
B)   providing advice on solving business problems.
C)   saving them time.
D)   simplifying communication with the firm.
E)   reducing the firm's marketing costs.F) B) and E)
G) None of the above

Question 2

Effective salespeople anticipate and handle

Accepted Answer

A)   external environmental changes.
B)   corporate takeovers.
C)   buyers' reservations.
D)   role playing conflict.
E)   supply chain problems.F) D) and E)
G) A) and B)

Question 3

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 have been changing their approach due to the sales growth and increasing product complexity.Customer relationships are now being handled more and more by _______________,which is typical of firms experiencing this kind of growth.

Accepted Answer

A)   manufacturer's representatives
B)   brokers
C)   sales administrators
D)   junior sales reps
E)   selling teamsF) A) and C)
G) B) and D)

Question 4

______________ is a method of prospecting in which salespeople telephone or visit potential customers without appointments.

Accepted Answer

A)   Qualified lead calling
B)   Integrated sales support
C)   Relationship selling
D)   Cold calling
E)   Role reversal sellingF) None of the above
G) C) and D)

Question 5

Sue spends much of her time checking inventories,processing straight rebuys,and making sure that everything is going smoothly.Sue is primarily a(n)

Accepted Answer

A)   business development specialist.
B)   caretaker rep.
C)   order getter.
D)   order taker.
E)   sales support rep.F) None of the above
G) A) and E)

Question 6

Most beverage distributors have their delivery people act as the firm's sales representatives.The delivery people primarily function as

Accepted Answer

A)   order getters.
B)   order takers.
C)   sales support personnel.
D)   manufacturer's reps.
E)   telemarketers.F) None of the above
G) B) and D)

Question 7

___________________ involves the planning,direction,and control of personal selling activities,including recruitment,selection,training,motivation,compensation,and evaluation of members of the sales force.

Accepted Answer

A)   Human resources management
B)   Integrated marketing communications management
C)   Sales management
D)   Marketing management
E)   Sales administrationF) B) and C)
G) A) and D)

Question 8

Bridgette went to Gap ready to buy a new blouse,but was not sure which color or style she wanted.The sales representative,sensing Bridgette's buying mode,began with the _________________ stage of the selling process.

Accepted Answer

A)   generate leads
B)   preapproach
C)   closing the sale
D)   follow-up
E)   sales presentationF) B) and E)
G) None of the above

Question 9

One reason why B2B salespeople spend considerable time qualifying potential customers is because

Accepted Answer

A)   they want to have absolutely everything in order before approaching a potential customer.
B)   it can be costly to prepare and make a presentation to a business customer.
C)   too many business buyers at trade shows are really people from competing firms trying to obtain competitive information.
D)   independent agents get the best leads; the company sales representatives need to work harder.
E)   all of these.F) C) and D)
G) B) and E)

Question 10

Every Monday during the month of December,salespeople who had the highest sales the previous week participated in a balloon surprise,where each would receive a balloon containing either a $50 or a $100 bill.This short-term incentive is known as a

Accepted Answer

A)   sales contest.
B)   bonus.
C)   commission.
D)   salary.
E)   rebate.F) C) and E)
G) B) and E)

Question 11

The ______________ stage of the selling process offers a prime opportunity for salespeople to solidify customer relationships through great service quality.

Accepted Answer

A)   generating and qualifying leads
B)   follow-up
C)   sales presentation
D)   closing the sale
E)   preapproachF) B) and D)
G) B) and C)

Question 12

Telemarketing and cold calls have become less popular as sales tools because of all of the following reasons EXCEPT

Accepted Answer

A)   their success rate is low.
B)   they can be expensive.
C)   they are impacted by state and federal laws prohibiting them under certain conditions.
D)   during cold calls,the salesperson is not able to establish the customer's needs ahead of time.
E)   they require appointments,which takes time away from the actual selling of the product.F) B) and C)
G) A) and C)

Question 13

Each time an employee at an audio store makes a sale of $500 or more,the department manager awards a chocolate gold coin in recognition of the employee's accomplishment.This reward is known as a

Accepted Answer

A)   nonfinancial reward.
B)   financial reward.
C)   bonus.
D)   commission.
E)   salary increase.F) B) and C)
G) A) and E)

Question 14

Trade shows are a particularly good source of B2B sales leads because

Accepted Answer

A)   they are open to the general public.
B)   they are almost always sanctioned by the government.
C)   people who attend are interested in the products and services being offered.
D)   consumers tell retailers which shows to attend.
E)   they are an inexpensive way to generate leads.F) A) and B)
G) A) and C)

Question 15

Sales,profits,orders,and ratios are all _________ measures that can be used to evaluate sales representatives.

Accepted Answer

A)   subjective
B)   objective
C)   uncontrollable
D)   cooperative
E)   customer-relatedF) A) and D)
G) All of the above

Question 16

The attitudes that Ryan's customers develop after they have purchased his yearly lawn care service will become the basis for determining whether or not they renew each year.He needs to convey ____________,delivering the right services the right way.

Accepted Answer

A)   reliability
B)   responsiveness
C)   assurance
D)   empathy
E)   tangiblesF) B) and D)
G) B) and C)

Question 17

Trent is creating a sales force for his new hydrogen-powered vehicles company.What questions will Trent will need to address when creating a sales force?

Accepted Answer

Trent will first need to address the que...

Question 18

For a car salesperson,what are good ways of generating leads?

Accepted Answer

Answers will vary.For consumer...

Question 19

Yara has identified an attractive potential customer for her biodiesel 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

Accepted Answer

A)   evaluate alternative systems available from competitors to see which is best for the customer.
B)   send the customer a list of frequently mentioned objections and responses to each.
C)   decide if she wants to contact the customer.
D)   establish goals for meeting with the customer.
E)   call the customer and offer a first-time discount.F) D) and E)
G) C) and E)

Question 20

Explain the ethical and legal issues that may arise between a salesperson and the customer.

Accepted Answer

The salesperson must act legally and eth...

Exam 20: Personal Selling and Sales Management

For a car salesperson,what are good ways of generating leads?

Correct Answer
verified
Answers will vary.For consumer...
View Answer

Sue spends much of her time checking inventories,processing straight rebuys,and making sure that everything is going smoothly.Sue is primarily a(n)

Correct Answer
verified

Effective salespeople anticipate and handle

Correct Answer
verified

Most beverage distributors have their delivery people act as the firm's sales representatives.The delivery people primarily function as

Correct Answer
verified

The ______________ stage of the selling process offers a prime opportunity for salespeople to solidify customer relationships through great service quality.

Correct Answer
verified

One reason why B2B salespeople spend considerable time qualifying potential customers is because

Correct Answer
verified

Explain the ethical and legal issues that may arise between a salesperson and the customer.

Correct Answer
verified
The salesperson must act legally and eth...
View Answer

The attitudes that Ryan's customers develop after they have purchased his yearly lawn care service will become the basis for determining whether or not they renew each year.He needs to convey ____________,delivering the right services the right way.

Correct Answer
verified

Trade shows are a particularly good source of B2B sales leads because

Correct Answer
verified

Yara has identified an attractive potential customer for her biodiesel 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

Correct Answer
verified

Telemarketing and cold calls have become less popular as sales tools because of all of the following reasons EXCEPT

Correct Answer
verified

Trent is creating a sales force for his new hydrogen-powered vehicles company.What questions will Trent will need to address when creating a sales force?

Correct Answer
verified
Trent will first need to address the que...
View Answer

Every Monday during the month of December,salespeople who had the highest sales the previous week participated in a balloon surprise,where each would receive a balloon containing either a $50 or a $100 bill.This short-term incentive is known as a

Correct Answer
verified

Each time an employee at an audio store makes a sale of $500 or more,the department manager awards a chocolate gold coin in recognition of the employee's accomplishment.This reward is known as a

Correct Answer
verified

___________________ involves the planning,direction,and control of personal selling activities,including recruitment,selection,training,motivation,compensation,and evaluation of members of the sales force.

Correct Answer
verified

Sales,profits,orders,and ratios are all _________ measures that can be used to evaluate sales representatives.

Correct Answer
verified

Bridgette went to Gap ready to buy a new blouse,but was not sure which color or style she wanted.The sales representative,sensing Bridgette's buying mode,began with the _________________ stage of the selling process.

Correct Answer
verified

Sales representatives add value for customers by doing all of the following EXCEPT

Correct Answer
verified

______________ is a method of prospecting in which salespeople telephone or visit potential customers without appointments.

Correct Answer
verified

Correct Answer
verified

Exam 20: Personal Selling and Sales Management

For a car salesperson,what are good ways of generating leads?

Correct AnswerverifiedAnswers will vary.For consumer...View AnswerShow Answer

Sue spends much of her time checking inventories,processing straight rebuys,and making sure that everything is going smoothly.Sue is primarily a(n)

Correct AnswerverifiedShow Answer

Effective salespeople anticipate and handle

Correct AnswerverifiedShow Answer

Most beverage distributors have their delivery people act as the firm's sales representatives.The delivery people primarily function as

Correct AnswerverifiedShow Answer

The ______________ stage of the selling process offers a prime opportunity for salespeople to solidify customer relationships through great service quality.

Correct AnswerverifiedShow Answer

One reason why B2B salespeople spend considerable time qualifying potential customers is because

Correct AnswerverifiedShow Answer

Explain the ethical and legal issues that may arise between a salesperson and the customer.

Correct AnswerverifiedThe salesperson must act legally and eth...View AnswerShow Answer

The attitudes that Ryan's customers develop after they have purchased his yearly lawn care service will become the basis for determining whether or not they renew each year.He needs to convey ____________,delivering the right services the right way.

Correct AnswerverifiedShow Answer

Trade shows are a particularly good source of B2B sales leads because

Correct AnswerverifiedShow Answer

Yara has identified an attractive potential customer for her biodiesel 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

Correct AnswerverifiedShow Answer

Telemarketing and cold calls have become less popular as sales tools because of all of the following reasons EXCEPT

Correct AnswerverifiedShow Answer

Trent is creating a sales force for his new hydrogen-powered vehicles company.What questions will Trent will need to address when creating a sales force?

Correct AnswerverifiedTrent will first need to address the que...View AnswerShow Answer

Every Monday during the month of December,salespeople who had the highest sales the previous week participated in a balloon surprise,where each would receive a balloon containing either a $50 or a $100 bill.This short-term incentive is known as a

Correct AnswerverifiedShow Answer

Each time an employee at an audio store makes a sale of $500 or more,the department manager awards a chocolate gold coin in recognition of the employee's accomplishment.This reward is known as a

Correct AnswerverifiedShow Answer

___________________ involves the planning,direction,and control of personal selling activities,including recruitment,selection,training,motivation,compensation,and evaluation of members of the sales force.

Correct AnswerverifiedShow Answer

Sales,profits,orders,and ratios are all _________ measures that can be used to evaluate sales representatives.

Correct AnswerverifiedShow Answer

Bridgette went to Gap ready to buy a new blouse,but was not sure which color or style she wanted.The sales representative,sensing Bridgette's buying mode,began with the _________________ stage of the selling process.

Correct AnswerverifiedShow Answer

Sales representatives add value for customers by doing all of the following EXCEPT

Correct AnswerverifiedShow Answer

______________ is a method of prospecting in which salespeople telephone or visit potential customers without appointments.

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

Correct Answer
verified
Answers will vary.For consumer...
View Answer

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified
The salesperson must act legally and eth...
View Answer

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified
Trent will first need to address the que...
View Answer

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified