Question 1

Which of the following tasks are involved in the sales plan formulation stage of the sales management process?

Accepted Answer

A)  recruiting and selecting the salesforce,training the salesforce,and compensating the salesforce
B)  developing account management policies,implementing the account management policies,and evaluating the account management policies
C)  setting sales objectives,organizing the salesforce,and developing account management policies
D)  organizing the salesforce,establishing quantitative assessment,and implementing follow-up
E)  organizing the salesforce,setting motivational sales quotas,and evaluating the individual members of the salesforceF) None of the above
G) A) and B)

Question 2

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 B)
G) A) and C)

Question 3

Information from a __________ is used to write a job description.

Accepted Answer

A)  job analysis
B)  salesforce compensation plan
C)  sales plan
D)  sales performance audit
E)  personal performance planF) B) and E)
G) D) and E)

Question 4

A __________ explains: (1) to whom a salesperson reports; (2) how a salesperson interacts with other company personnel; (3) the customers to be called on; (4) the specific activities to be carried out; (5) the physical and mental demands of the job; and (6) the types of products and services to be sold.

Accepted Answer

A)  sales plan
B)  job analysis
C)  sales performance audit
D)  job description
E)  personal performance planF) B) and E)
G) A) and C)

Question 5

Davidson-Uphoff & Company sells ironware accessories for home and garden to retailers.The salespeople for this company are trained to ask probing questions such as,"What are the decorating trends in this region?" and "What are you doing to take advantage of this trend?" This company trains its salespeople to develop a sales presentation style that emphasizes the needs and wants of its retailers.Once key needs have been uncovered,the salesperson is taught to tailor his or her sales presentation so that the retailer can see why he or she should carry Davidson-Uphoff products.Davidson-Uphoff's salespeople are learning the __________ selling format.

Accepted Answer

A)  need-satisfaction
B)  formula
C)  stimulus-response
D)  creative
E)  problem resolutionF) C) and D)
G) B) and D)

Question 6

Which form of personal selling has the lowest requirement for problem solving?

Accepted Answer

A)  order taker
B)  order getter
C)  sales engineer
D)  missionary salesperson
E)  team sellingF) B) and E)
G) C) and E)

Question 7

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

Accepted Answer

A)  sales plan formulation
B)  salesforce evaluation
C)  salesforce determination
D)  salesforce communication
E)  sales plan implementationF) D) and E)
G) B) and E)

Question 8

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

Accepted Answer

A)  communication skills
B)  customer service satisfaction ratings
C)  number of new customers
D)  selling skills
E)  product knowledgeF) A) and B)
G) A) and C)

Question 9

A policy that specifies whom salespeople should contact,what kinds of selling and customer service activities should be engaged in,and how these activities should be carried out are referred to as

Accepted Answer

A)  sales response management policies.
B)  territorial management policies.
C)  account management policies.
D)  customer management policies.
E)  salesforce management policies.F) A) and B)
G) All of the above

Question 10

Which is the simplest form of salesforce organizational structure?

Accepted Answer

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

Question 11

Which salesforce structure is the simplest form of organization?

Accepted Answer

A)  profit
B)  customer
C)  product
D)  market
E)  geographicalF) None of the above
G) A) and E)

Question 12

The name of a person who may be a possible customer is referred to as a __________.

Accepted Answer

A)  check list
B)  cold call
C)  lead
D)  prospect
E)  qualified prospectF) A) and E)
G) A) and D)

Question 13

The most frequently used type of compensation plan for salespeople is a __________.

Accepted Answer

A)  straight salary compensation plan
B)  straight commission compensation plan
C)  combination compensation plan
D)  weighted compensation plan
E)  market share compensation planF) A) and B)
G) A) and C)

Question 14

Another name for cold calling is

Accepted Answer

A)  cold canvassing.
B)  telemarketing.
C)  hot canvassing.
D)  sales managed selling.
E)  trial close selling.F) B) and C)
G) A) and B)

Question 15

The search for and qualification of potential customers during the personal selling process is referred to as __________.

Accepted Answer

A)  prospecting
B)  customer mining
C)  lead initiation
D)  cold calling
E)  gleaningF) A) and B)
G) C) and E)

Question 16

Federal regulations contain provisions that allow consumers to avoid being called at any time through the __________,and imposes fines for violations.

Accepted Answer

A)  Do Not Disturb Registry
B)  Do Not Call Registry
C)  Do Not Interrupt Registry
D)  Do Not Infringe Registry
E)  Do Not Agitate RegistryF) A) and B)
G) B) and E)

Question 17

Although firms may differ in the specifics of how salespeople are managed,the sales management process has many similarities across firms.Briefly describe the three interrelated functions of the sales management process.

Accepted Answer

Sales management consists of three inter...

Question 18

-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) C) and E)

Question 19

Personal selling begins with the __________ stage.

Accepted Answer

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

Question 20

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)  learning the customer's needs to maintain a long-term relationship of trust and respect.
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 purchase.F) A) and B)
G) None of the above

Exam 17: Personal Selling and Sales Management

Correct Answer
verified

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

Correct Answer
verified

The name of a person who may be a possible customer is referred to as a __________.

Correct Answer
verified

Federal regulations contain provisions that allow consumers to avoid being called at any time through the __________,and imposes fines for violations.

Correct Answer
verified

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

Correct Answer
verified

Correct Answer
verified

Which is the simplest form of salesforce organizational structure?

Correct Answer
verified

Although firms may differ in the specifics of how salespeople are managed,the sales management process has many similarities across firms.Briefly describe the three interrelated functions of the sales management process.

Correct Answer
verified
Sales management consists of three inter...
View Answer

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

Correct Answer
verified

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

Correct Answer
verified

Information from a __________ is used to write a job description.

Correct Answer
verified

Which form of personal selling has the lowest requirement for problem solving?

Correct Answer
verified

Which salesforce structure is the simplest form of organization?

Correct Answer
verified

A policy that specifies whom salespeople should contact,what kinds of selling and customer service activities should be engaged in,and how these activities should be carried out are referred to as

Correct Answer
verified

The search for and qualification of potential customers during the personal selling process is referred to as __________.

Correct Answer
verified

Another name for cold calling is

Correct Answer
verified

The most frequently used type of compensation plan for salespeople is a __________.

Correct Answer
verified

Personal selling begins with the __________ stage.

Correct Answer
verified

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

Correct Answer
verified

Which of the following tasks are involved in the sales plan formulation stage of the sales management process?

Correct Answer
verified

Exam 17: Personal Selling and Sales Management

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

The name of a person who may be a possible customer is referred to as a __________.

Correct AnswerverifiedShow Answer

Federal regulations contain provisions that allow consumers to avoid being called at any time through the __________,and imposes fines for violations.

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

Which is the simplest form of salesforce organizational structure?

Correct AnswerverifiedShow Answer

Although firms may differ in the specifics of how salespeople are managed,the sales management process has many similarities across firms.Briefly describe the three interrelated functions of the sales management process.

Correct AnswerverifiedSales management consists of three inter...View AnswerShow Answer

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

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

Information from a __________ is used to write a job description.

Correct AnswerverifiedShow Answer

Which form of personal selling has the lowest requirement for problem solving?

Correct AnswerverifiedShow Answer

Which salesforce structure is the simplest form of organization?

Correct AnswerverifiedShow Answer

A policy that specifies whom salespeople should contact,what kinds of selling and customer service activities should be engaged in,and how these activities should be carried out are referred to as

Correct AnswerverifiedShow Answer

The search for and qualification of potential customers during the personal selling process is referred to as __________.

Correct AnswerverifiedShow Answer

Another name for cold calling is

Correct AnswerverifiedShow Answer

The most frequently used type of compensation plan for salespeople is a __________.

Correct AnswerverifiedShow Answer

Personal selling begins with the __________ stage.

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

Which of the following tasks are involved in the sales plan formulation stage of the sales management process?

Correct AnswerverifiedShow Answer

Correct Answer
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Correct Answer
verified
Sales management consists of three inter...
View Answer

Correct Answer
verified

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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