Question 1

Adaptive selling refers to a presentation format that

Accepted Answer

A)  emphasizes probing and listening by the salesperson to identify needs and interests of prospective buyers.
B)  focuses on problem identification, where the salesperson serves as an expert on problem recognition and resolution.
C)  consists of information that must be provided in an accurate, thorough, and step-by-step manner to inform the prospect.
D)  assumes that given the appropriate stimulus by a salesperson, the prospect will buy.
E)  involves adjusting the presentation to fit the selling situation, such as knowing when to offer solutions and when to ask for more information.F) All of the above
G) A) and D)

Question 2

All of the following are behavioral measures that are used to evaluate salespeople EXCEPT:

Accepted Answer

A)  attitude
B)  product knowledge
C)  sales
D)  communication skills
E)  appearanceF) A) and D)
G) A) and E)

Question 3

A geographical sales organization would NOT be the best structure if

Accepted Answer

A)  a firm is trying to reduce duplication of selling effort.
B)  a firm is trying to minimize travel time.
C)  a firm's products or customers require specialized knowledge.
D)  different buyers have similar needs.
E)  there is a need to increase the number of salespersons in the salesforceF) B) and C)
G) A) and C)

Question 4

All of the following are forms of sales automation EXCEPT:

Accepted Answer

A)  sales training.
B)  memos from a sales manager to her salesforce.
C)  sales presentations.
D)  account analysis.
E)  order processing.F) B) and E)
G) None of the above

Question 5

An advantage of a geographical sales organization is that it

Accepted Answer

A)  is more effective and provides specialized customer support.
B)  minimizes travel time, expenses, and duplication of selling effort.
C)  has smaller costs for sales calls.
D)  reduces the number of salespersons in the salesforce.
E)  requires fewer sales managers.F) A) and B)
G) D) and E)

Question 6

The practice of using team selling to focus on important customers so as to build mutually beneficial, long-term, cooperative relationships is referred to as __________.

Accepted Answer

A)  major account management
B)  relationship marketing
C)  relationship selling
D)  customer account management
E)  needs-satisfaction sellingF) All of the above
G) B) and D)

Question 7

-Consider the Marketing Dashboard above, which includes metrics for salesperson performance tracking for MooreChem. As a MooreChem sales manager, you note that one of your salespeople has exceeded his sales target but is well below his profit goal. The best explanation for this performance is

Accepted Answer

A)  the salesperson has not been working hard enough.
B)  the salesperson is selling too many high margin products.
C)  the salesperson's sales quota is too low.
D)  the salesperson is selling too many low margin products.
E)  the salesperson's sales quota is too high.F) A) and B)
G) A) and C)

Question 8

-As shown in Figure 17-2 above, F is the __________ stage in the personal selling process.

Accepted Answer

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

Question 9

Consultative selling refers to a presentation format that

Accepted Answer

A)  emphasizes probing and listening by the salesperson to identify needs and interests of prospective buyers.
B)  focuses on problem identification, where the salesperson serves as an expert on problem recognition and resolution.
C)  consists of information that must be provided in an accurate, thorough, and step-by-step manner to inform the prospect.
D)  assumes that given the appropriate stimulus by a salesperson, the prospect will buy.
E)  involves adjusting the presentation to fit the selling situation, such as knowing when to offer solutions and when to ask for more information.F) A) and E)
G) B) and E)

Question 10

The Xerox sales force is divided into four geographic organizations: North America, Europe, Global Accounts, and Developing Markets. Within each geographic area, the majority of Xerox products and services are typically sold through its

Accepted Answer

A)  distributors.
B)  indirect salesforce.
C)  order takers.
D)  direct salesforce.
E)  telemarketers.F) A) and E)
G) B) and E)

Question 11

The __________ is a selling format that emphasizes probing and listening by the salesperson to identify needs and interests of prospective buyers.

Accepted Answer

A)  formula selling presentation
B)  stimulus-response presentation
C)  marketing concept presentation
D)  relationship selling presentation
E)  need-satisfaction presentationF) B) and E)
G) B) and D)

Question 12

Explain what occurs during the closing stage of the selling process and list the three types of close.

Accepted Answer

The closing stage in the selling process...

Question 13

The disadvantage of product sales organization is

Accepted Answer

A)  it increases the number of salespersons in the salesforce since most product sales organizations are based around standard rebuys.
B)  there is a larger cost for sales since this method is chosen for products that inherently have little or no product variation.
C)  significantly maximizes travel time, expenses, and duplication of selling effort from one territory to another.
D)  increases the requirement for more sales managers since the salesforce is paid strictly on commission, which acts as a significant self-motivator.
E)  produces high administration costs and duplication of selling effort because two company salespeople may call on the same customer.F) A) and E)
G) C) and D)

Question 14

-As shown in Figure 17-2 above, C is the __________ stage in the personal selling process.

Accepted Answer

A)  approach
B)  close
C)  follow-up
D)  prospecting
E)  preapproachF) B) and D)
G) A) and B)

Question 15

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 nonselling activities that take time away from selling.
D)  allows salaries to be lower.
E)  is easy to administer.F) A) and B)
G) A) and E)

Question 16

The personal selling process encompasses __________ distinct selling stages.

Accepted Answer

A)  3
B)  4
C)  5
D)  6
E)  7F) B) and C)
G) C) and D)

Question 17

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

Accepted Answer

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

Question 18

If the salesperson's objective is to begin converting a prospect into a customer by creating a desire for the product or service, what is the name of this stage in the personnel selling process?

Accepted Answer

A)  approach
B)  preapproach
C)  presentation
D)  prospecting
E)  follow-upF) B) and E)
G) All of the above

Question 19

The primary way in which relationship selling creates customer value is by

Accepted Answer

A)  assigning a single sales representative to a single customer.
B)  maintaining a long-term relationship that allows for tailoring of solutions.
C)  guaranteeing fair and equitable prices for each client regardless of the size of the purchase.
D)  providing cumulative discounts based on customer loyalty and the length of the customer relationship.
E)  guaranteeing fair and equitable sales practices for each customer regardless of the frequency of the purchaseF) B) and D)
G) A) and B)

Question 20

Quantitative assessments of sales performance may be based on output-related measures, such as

Accepted Answer

A)  dollar or unit sales volume, last year/current year sales ratio, and new accounts generated.
B)  sales calls, selling expenses, and account management policies.
C)  selling expenses, profits generated, and emotional intelligence quotient.
D)  new lead generation, sales quotas, and sales increases over the previous evaluation period.
E)  recruitment, selection, and training of new sales representatives.F) A) and E)
G) B) and D)

Exam 17: Personal Selling and Sales Management

The primary way in which relationship selling creates customer value is by

Correct AnswerverifiedShow Answer

The __________ is a selling format that emphasizes probing and listening by the salesperson to identify needs and interests of prospective buyers.

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

A geographical sales organization would NOT be the best structure if

Correct AnswerverifiedShow Answer

The Xerox sales force is divided into four geographic organizations: North America, Europe, Global Accounts, and Developing Markets. Within each geographic area, the majority of Xerox products and services are typically sold through its

Correct AnswerverifiedShow Answer

An advantage of the straight salary compensation plan is that it

Correct AnswerverifiedShow Answer

Adaptive selling refers to a presentation format that

Correct AnswerverifiedShow Answer

The practice of using team selling to focus on important customers so as to build mutually beneficial, long-term, cooperative relationships is referred to as __________.

Correct AnswerverifiedShow Answer

The disadvantage of product sales organization is

Correct AnswerverifiedShow Answer

All of the following are behavioral measures that are used to evaluate salespeople EXCEPT:

Correct AnswerverifiedShow Answer

Consultative selling refers to a presentation format that

Correct AnswerverifiedShow Answer

-As shown in Figure 17-2 above, F is the __________ stage in the personal selling process.

Correct AnswerverifiedShow Answer

-As shown in Figure 17-2 above, C is the __________ stage in the personal selling process.

Correct AnswerverifiedShow Answer

Quantitative assessments of sales performance may be based on output-related measures, such as

Correct AnswerverifiedShow Answer

The personal selling process encompasses __________ distinct selling stages.

Correct AnswerverifiedShow Answer

Explain what occurs during the closing stage of the selling process and list the three types of close.

Correct AnswerverifiedThe closing stage in the selling process...View AnswerShow Answer

An advantage of a geographical sales organization is that it

Correct AnswerverifiedShow Answer

-Consider the Marketing Dashboard above, which includes metrics for salesperson performance tracking for MooreChem. As a MooreChem sales manager, you note that one of your salespeople has exceeded his sales target but is well below his profit goal. The best explanation for this performance is

Correct AnswerverifiedShow Answer

All of the following are forms of sales automation EXCEPT:

Correct AnswerverifiedShow Answer

If the salesperson's objective is to begin converting a prospect into a customer by creating a desire for the product or service, what is the name of this stage in the personnel selling process?

Correct AnswerverifiedShow Answer

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The closing stage in the selling process...
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