Question 1

During the prospecting stage of personal selling, a salesperson might be encouraged to do all of the following EXCEPT:

Accepted Answer

A)  try to find out the customers' important buying criteria.
B)  use cold canvassing approach.
C)  develop a better set of qualifying criteria.
D)  look for more lead-generating sources.E) A) and B)
F) All of the above

Question 2

Whitepapers can be effectively shared using Twitter by:

Accepted Answer

A)  using Direct Message
B)  using a #hashtag
C)  linking individuals to a corporate website to download the whitepaper
D)  using the @ symbol when connecting with a leadE) C) and D)
F) A) and D)

Question 3

A selling format that assumes a presentation consists of information that must be provided in an accurate, thorough, and step-by-step manner to inform the prospect is called a:

Accepted Answer

A)  needs-satisfaction presentation.
B)  hard sell.
C)  stimulus-response presentation.
D)  formula selling presentation.E) A) and D)
F) All of the above

Question 4

John is a salesperson and receives $2000 CDN a week, regardless of how much or how little he sells. This is an example of a:

Accepted Answer

A)  straight salary compensation plan
B)  straight commission compensation plan
C)  sales response compensation plan
D)  combination compensation planE) B) and D)
F) C) and D)

Question 5

A variation of the customer organization structure is:

Accepted Answer

A)  Adaptive selling
B)  Formula selling
C)  Key account management
D)  Sales managementE) A) and B)
F) A) and C)

Question 6

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

Accepted Answer

A)  developing account management policies, implementing the account management policies, correcting the account management policies
B)  organizing the salesforce, quantitative assessment, and follow-up
C)  setting sales objectives, organizing the salesforce, and developing account management policies
D)  recruiting and selecting the salesforce, training the salesforce, and compensating the salesforceE) B) and C)
F) B) and D)

Question 7

With more purchasing being completed by females, companies are starting to focus on:

Accepted Answer

A)  gender-sensitive training
B)  advertising to focus on male purchasers
C)  sex-intelligence training
D)  advertising to focus on female purchasersE) B) and C)
F) All of the above

Question 8

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

Accepted Answer

The answer of What are the three major roles of...

Question 9

Which of the following is NOT a variable used in the workload method of determining salesforce size?

Accepted Answer

A)  average yearly salary
B)  average amount of selling time available per year
C)  number of customers
D)  length of an average callE) A) and C)
F) B) and C)

Question 10

Emotional intelligence has five dimensions. They are self-motivation, self-awareness, the ability to manage one's emotions and impulses, empathy, and:

Accepted Answer

A)  social skills.
B)  personal hygiene.
C)  personal habits.
D)  the ability to psychoanalyze others.E) A) and C)
F) All of the above

Question 11

Figure 18-3
 
-As shown in Figure 18-3, stage "A" in the personal selling process is the ________ stage.

Accepted Answer

A)  approach
B)  presentation
C)  preapproac h
D)  prospectingE) None of the above
F) A) and D)

Question 12

Two types of team selling are:

Accepted Answer

A)  cross-functional teams and cross-hierarchical teams.
B)  conference selling and seminar selling.
C)  augmented selling and integrated selling.
D)  enterprise partnerships and strategic alliances.E) A) and B)
F) A) and C)

Question 13

What occurs during the closing stage of the selling process? List the three types of close discussed in the text.

Accepted Answer

The answer of What occurs during the closing stage of...

Question 14

A sales plan is a:

Accepted Answer

A)  method of determining a fair and equitable compensation plan that considers more than simply sales revenue; it includes a weighted system for different types of items or different sized territories to cover.
B)  statement describing what is to be achieved and where and how the selling effort of salespeople is to be deployed.
C)  formula-based method for determining the size of a salesforce that integrates the number of customers served, call frequency, call length, and available selling time to arrive at a salesforce size figure.
D)  method of identifying the target market that most closely meets the special skills of the salesforce.E) A) and C)
F) B) and D)

Question 15

Before the salespeople for Ascom Timeplex, Inc., set out to make a sales call, they use their laptop computers to dial into the company's database. There, the salespeople can retrieve the latest price lists, engineering and configuring notes for each customer, and status reports on previous orders. The laptops can also be used to send customer orders to Ascom Timeplex headquarters in New Jersey__________ helps make the Ascom Timeplex salespeople more efficient and more effective.

Accepted Answer

A)  Decentralization
B)  Salesforce automation
C)  A combination compensation plan
D)  Field computerizationE) All of the above
F) A) and B)

Question 16

Personal selling serves_________ major role(s) in a firm's overall marketing effort.

Accepted Answer

A)  one
B)  two
C)  three
D)  fourE) B) and C)
F) A) and B)

Question 17

Define personal selling. Define sales management.

Accepted Answer

The answer of Define personal selling. Define sales management....

Question 18

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)  formula
B)  stimulus-response
C)  creative
D)  need-satisfactionE) A) and D)
F) A) and C)

Question 19

Bombardier makes corporate jets and its strategy involves streamlining production activities, maintaining its reputation for quality, and reducing its costs. It has developed the Continental, an airplane assembled from just a dozen large component parts. All parts are supplied by carefully chosen independent companies that share the development costs and market risk with Bombardier as part of being its suppliers. To sell sub-assemblies to Bombardier, the salespeople for its supplier companies used:

Accepted Answer

A)  customer value creation.
B)  order processing.
C)  relationship selling.
D)  order taking.E) B) and D)
F) B) and C)

Question 20

Bell Canada sends several employees to meet with one of their largest potential clients to discuss their current problems and the opportunities of switching to Bell. Bell is using which approach?

Accepted Answer

A)  Team selling
B)  Outbound telemarketing
C)  Conference selling
D)  Seminar sellingE) C) and D)
F) A) and D)

Exam 18: Personal Selling and Sales Management

Bell Canada sends several employees to meet with one of their largest potential clients to discuss their current problems and the opportunities of switching to Bell. Bell is using which approach?

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

Correct Answer
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Correct Answer
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Emotional intelligence has five dimensions. They are self-motivation, self-awareness, the ability to manage one's emotions and impulses, empathy, and:

Correct Answer
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Which of the following is NOT a variable used in the workload method of determining salesforce size?

Correct Answer
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Whitepapers can be effectively shared using Twitter by:

Correct Answer
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Correct Answer
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Correct Answer
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Define personal selling. Define sales management.

Correct Answer
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Two types of team selling are:

Correct Answer
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With more purchasing being completed by females, companies are starting to focus on:

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

Correct Answer
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Figure 18-3 -As shown in Figure 18-3, stage "A" in the personal selling process is the ________ stage.

Correct Answer
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A variation of the customer organization structure is:

Correct Answer
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A selling format that assumes a presentation consists of information that must be provided in an accurate, thorough, and step-by-step manner to inform the prospect is called a:

Correct Answer
verified

A sales plan is a:

Correct Answer
verified

Personal selling serves_________ major role(s) in a firm's overall marketing effort.

Correct Answer
verified

During the prospecting stage of personal selling, a salesperson might be encouraged to do all of the following EXCEPT:

Correct Answer
verified

John is a salesperson and receives $2000 CDN a week, regardless of how much or how little he sells. This is an example of a:

Correct Answer
verified

What occurs during the closing stage of the selling process? List the three types of close discussed in the text.

Correct Answer
verified

Exam 18: Personal Selling and Sales Management

Bell Canada sends several employees to meet with one of their largest potential clients to discuss their current problems and the opportunities of switching to Bell. Bell is using which approach?

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

Emotional intelligence has five dimensions. They are self-motivation, self-awareness, the ability to manage one's emotions and impulses, empathy, and:

Correct AnswerverifiedShow Answer

Which of the following is NOT a variable used in the workload method of determining salesforce size?

Correct AnswerverifiedShow Answer

Whitepapers can be effectively shared using Twitter by:

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

Define personal selling. Define sales management.

Correct AnswerverifiedShow Answer

Two types of team selling are:

Correct AnswerverifiedShow Answer

With more purchasing being completed by females, companies are starting to focus on:

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

Figure 18-3 -As shown in Figure 18-3, stage "A" in the personal selling process is the ________ stage.

Correct AnswerverifiedShow Answer

A variation of the customer organization structure is:

Correct AnswerverifiedShow Answer

A selling format that assumes a presentation consists of information that must be provided in an accurate, thorough, and step-by-step manner to inform the prospect is called a:

Correct AnswerverifiedShow Answer

A sales plan is a:

Correct AnswerverifiedShow Answer

Personal selling serves_________ major role(s) in a firm's overall marketing effort.

Correct AnswerverifiedShow Answer

During the prospecting stage of personal selling, a salesperson might be encouraged to do all of the following EXCEPT:

Correct AnswerverifiedShow Answer

John is a salesperson and receives $2000 CDN a week, regardless of how much or how little he sells. This is an example of a:

Correct AnswerverifiedShow Answer

What occurs during the closing stage of the selling process? List the three types of close discussed in the text.

Correct AnswerverifiedShow Answer

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