Question 1

-As shown in Figure 17-2 above,"D" is the__________ stage in the personal selling process.

Accepted Answer

A)  follow-up
B)  prospecting
C)  presentation
D)  preapproach
E)  approachF) None of the above
G) D) and E)

Question 2

Which of the following statements regarding order getters is most accurate?

Accepted Answer

A)  Order getters often replenish a retailer's inventories.
B)  Order getters handle orders obtained on inbound telemarketing
C)  Order getters typically process reorders for products already sold by the company.
D)  Order getter sales calls traditionally require the lowest financial investment from the firm.
E)  Order getter sales calls traditionally require the greatest financial investment from the firm.F) A) and D)
G) C) and E)

Question 3

Account management policies refer to policies that

Accepted Answer

A)  specify how salespeople will be compensated and how sales performance will be evaluated.
B)  specify which products or services will be offered to which consumers,through which outlets,and at what price.
C)  specify the organizational structure of the salesforce and set the sales goals for both individual sales representatives and the salesforce as a whole.
D)  specify whom salespeople should contact,what kinds of selling and customer service activities should be engaged in,and how these activities should be carried out.
E)  determine the sales quotas for the upcoming year based upon past sales performance and current estimates of demand.F) C) and D)
G) None of the above

Question 4

A straight commission compensation plan is one

Accepted Answer

A)  that assigns the same commission percentage regardless of a product's value,number sold,or difficulty level of the sales effort.
B)  in which a salesperson is paid a specified salary plus a commission and/or bonus on sales generated.
C)  that determines fair and equitable compensation that includes a weighted system for different types of items or different sized territories.
D)  in which the salesperson is paid a fixed amount per week,month,or year.
E)  in which a salesperson's earnings are directly tied to the sales or profits he or she generates.F) A) and B)
G) C) and E)

Question 5

When using an account management policy grid,an account would replace personal calls with telemarketing or direct mail if the account opportunity level assessment is

Accepted Answer

A)  high,and the sales organization has a strong competitive position.
B)  low,and the sales organization has a strong competitive position.
C)  high,and there is a likelihood that a strong competitive position can be achieved.
D)  low,and the sales organization has a low competitive position.
E)  high,and the sales organization has strong competitive position.F) B) and D)
G) A) and C)

Question 6

Which of the following statements should a salesperson use to acknowledge and convert the prospect's objection into a reason for buying?

Accepted Answer

A)  "I think I might be able to explain that better to you after showing you this diagram."
B)  "Yes,you're right,it is lighter but that is done intentionally to make your work easier."
C)  "That's true.It does have a shorter shelf life,but that really hasn't been a problem.It is so popular it never stays on the shelf that long anyway."
D)  "Where did you hear that? Your source must have erroneous information."
E)  "As I was saying,…."F) C) and E)
G) A) and D)

Question 7

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) B) and E)
G) A) and D)

Question 8

Inside order takers are also referred to as __________.

Accepted Answer

A)  managers
B)  directors
C)  missionaries
D)  salesclerks
E)  go-gettersF) A) and D)
G) A) and C)

Question 9

The personal selling process refers to

Accepted Answer

A)  the activities that begin with the prospecting of potential leads to the final closing of a sale.
B)  the three sales activities that include identifying a customer with an unfilled need,identifying a product or service that could satisfy that need,and initiating a formalized exchange or sale.
C)  the formalized sales protocol used by a company's salesforce to ensure a consistent quality sales presentation.
D)  the sales activities occurring before,during,and after the sale itself,consisting of six stages: prospecting,preapproach,approach,presentation,close,and follow-up.
E)  the sequential steps taken to close a sale including finalizing product benefits,arranging for distribution,and obtaining payment.F) C) and E)
G) C) and D)

Question 10

A job analysis refers to

Accepted Answer

A)  a thorough evaluation of a salesperson's performance based upon both input and output objectives.
B)  a detailed assessment to determine what occurred at which stage in the selling process that prevented a qualified lead from being converted into a sale.
C)  a study of a particular sales position,including how the job is to be performed and the tasks that make up the job.
D)  a protocol used to assign relative weights to various aspects of the selling process to create an individualized compensation plan.
E)  a written document that describes the job relationships and requirements that characterize each sales position.F) C) and D)
G) B) and E)

Question 11

Which type of sales presentation would be best suited for an inexperienced,less knowledgeable salesperson?

Accepted Answer

A)  need-satisfaction presentation
B)  stimulus-response presentation
C)  cold canvassing
D)  canned sales presentation
E)  directed selling presentationF) None of the above
G) B) and C)

Question 12

-As shown in Figure 17-2 above,"A" is the__________ stage in the personal selling process.

Accepted Answer

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

Question 13

An assumptive close refers to

Accepted Answer

A)  asking the prospect to make a decision on some aspect of the purchase.
B)  allowing the prospect to use or lease the item on a limited temporary basis before making a final commitment of purchase.
C)  committing the prospect quickly by making references to the time limits of the purchase.
D)  making an exchange of money or other unit of value.
E)  asking the prospect to make choices concerning delivery,warranty,or financing terms.F) D) and E)
G) C) and E)

Question 14

In a __________,the salesperson tries one appeal after another,hoping to "hit the right button."

Accepted Answer

A)  formula selling presentation
B)  persuasive sales presentation
C)  stimulus-satisfaction presentation
D)  stimulus-response presentation
E)  stimulus-selling presentationF) A) and D)
G) A) and C)

Question 15

All of the following are output-related sales objectives EXCEPT:

Accepted Answer

A)  unit sales
B)  profit
C)  number of new customers
D)  number of sales calls
E)  dollar salesF) All of the above
G) A) and E)

Question 16

Which of the following statements should a salesperson use as a denial response to a prospect's objection?

Accepted Answer

A)  "I think I might be able to explain that better to you after showing you this diagram."
B)  "Yes,you're right,it is lighter but that is done intentionally to make your work easier."
C)  "That's true.It does have a shorter shelf life,but that really hasn't been a problem.It is so popular it never stays on the shelf that long anyway."
D)  "Where did you hear that? Your source must have erroneous information."
E)  "As I was saying,…."F) B) and E)
G) C) and D)

Question 17

The sales process at Xerox typically follows the six stages of the personal selling process.During the second stage,the salesforce prepares for a presentation by

Accepted Answer

A)  having a cross-functional team conference before each customer encounter.
B)  preparing state of the art presentations about the newest Xerox printer technologies.
C)  familiarizing themselves with the potential client and its document needs.
D)  secretly visiting the client as a "mystery shopper" to uncover any potential problems of which the firm may be unaware.
E)  role-playing different possible scenarios that might occur during the actual sales presentation.F) B) and D)
G) A) and E)

Question 18

A 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) A) and D)
G) A) and C)

Question 19

Research indicates that there are four key factors involved with salesforce motivation: (1) a clear job description; (2) __________; (3) a personal need for achievement; and (4) proper compensation,incentives,or rewards.

Accepted Answer

A)  an opportunity for professional growth
B)  a moderate degree of competitive spirit within a team
C)  effective sales management practices
D)  constructive criticism
E)  adequate time for bookkeeping and paperworkF) A) and B)
G) B) and D)

Question 20

Mark wanted to make some extra money,so he went door-to-door in his neighborhood asking residents if they had any small jobs that they could hire him to perform.Mark had no idea of whether anyone had any jobs for him,so he picked the houses randomly and knocked on the doors to see if anyone was home and perhaps interested in his services.In terms of the personal selling process,Mark was engaged in __________ when he knocked on a door.

Accepted Answer

A)  stimulus-response selling
B)  "handshaking"
C)  cold canvassing
D)  closing
E)  traffic generationF) A) and B)
G) C) and D)

Exam 17: Personal Selling and Sales Management

-As shown in Figure 17-2 above,"D" is the__________ stage in the personal selling process.

Correct Answer
verified

In a __________,the salesperson tries one appeal after another,hoping to "hit the right button."

Correct Answer
verified

The personal selling process refers to

Correct Answer
verified

A job analysis refers to

Correct Answer
verified

Which of the following statements regarding order getters is most accurate?

Correct Answer
verified

A 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

All of the following are output-related sales objectives EXCEPT:

Correct Answer
verified

Which type of sales presentation would be best suited for an inexperienced,less knowledgeable salesperson?

Correct Answer
verified

-As shown in Figure 17-2 above,"A" is the__________ stage in the personal selling process.

Correct Answer
verified

Research indicates that there are four key factors involved with salesforce motivation: (1) a clear job description; (2) __________; (3) a personal need for achievement; and (4) proper compensation,incentives,or rewards.

Correct Answer
verified

Account management policies refer to policies that

Correct Answer
verified

Inside order takers are also referred to as __________.

Correct Answer
verified

An assumptive close refers to

Correct Answer
verified

Which of the following statements should a salesperson use to acknowledge and convert the prospect's objection into a reason for buying?

Correct Answer
verified

A straight commission compensation plan is one

Correct Answer
verified

When using an account management policy grid,an account would replace personal calls with telemarketing or direct mail if the account opportunity level assessment is

Correct Answer
verified

Which of the following statements should a salesperson use as a denial response to a prospect's objection?

Correct Answer
verified

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

The sales process at Xerox typically follows the six stages of the personal selling process.During the second stage,the salesforce prepares for a presentation by

Correct Answer
verified

Exam 17: Personal Selling and Sales Management

-As shown in Figure 17-2 above,"D" is the__________ stage in the personal selling process.

Correct AnswerverifiedShow Answer

In a __________,the salesperson tries one appeal after another,hoping to "hit the right button."

Correct AnswerverifiedShow Answer

The personal selling process refers to

Correct AnswerverifiedShow Answer

A job analysis refers to

Correct AnswerverifiedShow Answer

Which of the following statements regarding order getters is most accurate?

Correct AnswerverifiedShow Answer

A 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

All of the following are output-related sales objectives EXCEPT:

Correct AnswerverifiedShow Answer

Which type of sales presentation would be best suited for an inexperienced,less knowledgeable salesperson?

Correct AnswerverifiedShow Answer

-As shown in Figure 17-2 above,"A" is the__________ stage in the personal selling process.

Correct AnswerverifiedShow Answer

Research indicates that there are four key factors involved with salesforce motivation: (1) a clear job description; (2) __________; (3) a personal need for achievement; and (4) proper compensation,incentives,or rewards.

Correct AnswerverifiedShow Answer

Account management policies refer to policies that

Correct AnswerverifiedShow Answer

Inside order takers are also referred to as __________.

Correct AnswerverifiedShow Answer

An assumptive close refers to

Correct AnswerverifiedShow Answer

Which of the following statements should a salesperson use to acknowledge and convert the prospect's objection into a reason for buying?

Correct AnswerverifiedShow Answer

A straight commission compensation plan is one

Correct AnswerverifiedShow Answer

When using an account management policy grid,an account would replace personal calls with telemarketing or direct mail if the account opportunity level assessment is

Correct AnswerverifiedShow Answer

Which of the following statements should a salesperson use as a denial response to a prospect's objection?

Correct AnswerverifiedShow Answer

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

The sales process at Xerox typically follows the six stages of the personal selling process.During the second stage,the salesforce prepares for a presentation by

Correct AnswerverifiedShow Answer

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