Question 1

Team selling would most likely be used by a company that sells

Accepted Answer

A)   file cabinets.
B)   washing machines.
C)   dining room tables.
D)   four-wheel drive sports utility vehicle (SUVs) .
E)   automated industrial milling machines.F) A) and D)
G) B) and E)

Question 2

Russ Berry Co. is a company that makes gifts and collectibles. When its southeastern sales representative is driving through a community on her way to make a sales call, she looks for small independent florists and gift shops. When she finds a retailer she knows is not carrying Russ products, she stops and makes a sales call. The company's sales rep uses ________ to find its prospects.

Accepted Answer

A)   stimulus-response selling
B)   order taking
C)   cold canvassing
D)   formula selling
E)   telemarketingF) A) and B)
G) B) and E)

Question 3

Figure 18-4
-Consider Figure 18-4 above, which is an account management policy grid that groups customers according to the level of opportunity and the firm's competitive sales position. Box A represents which account management policy?

Accepted Answer

A)   accounts that the firm should consider replacing personal calls with telephone sales or direct mail to service accounts
B)   accounts that should emphasize a heavy sales organization position or shift resources to other accounts if a stronger sales organization position is impossible
C)   accounts that offer a good opportunity because they have high potential and the sales organization has a strong position
D)   accounts that should receive a high level of sales calls and service to retain and possibly build accounts
E)   accounts that should receive moderate level of sales and service to maintain current position of sales organizationF) C) and E)
G) A) and B)

Question 4

An urgency 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)   making an exchange of money or other unit of value.
D)   quickly committing the prospect by making references to the time limits of the purchase.
E)   asking the prospect to make choices concerning delivery, warranty, or financing terms.F) A) and E)
G) D) and E)

Question 5

At which stage of the personal selling process would a salesperson obtain a purchase commitment from the prospect?

Accepted Answer

A)   approach
B)   presentation
C)   closing
D)   follow-up
E)   saleF) B) and E)
G) C) and E)

Question 6

The use of various technologies to make the selling function more effective and efficient is referred to as

Accepted Answer

A)   automated selling.
B)   direct selling.
C)   sales force automation.
D)   sales force computerization.
E)   sales force networking.F) B) and D)
G) B) and C)

Question 7

Sellers view a solution as a customized and integrated combination of products and services for meeting a customer's business needs. Buyers think of a solution to a business problem as one that meets their requirements, is designed to uniquely solve their problem, can be implemented, and

Accepted Answer

A)   ensures follow-up.
B)   can be evaluated.
C)   is financially equitable.
D)   is ethical.
E)   is sustainable.F) C) and D)
G) A) and B)

Question 8

All of the following tactics are used to generate leads except which?

Accepted Answer

A)   cold canvassing
B)   suggestive selling
C)   toll-free numbers
D)   coupons
E)   trade showsF) A) and D)
G) C) and D)

Question 9

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 10

In the personal selling process, the stage that includes making certain the customer's purchase has been properly delivered and installed and difficulties experienced with the use of the item are addressed is referred to as the ________ stage.

Accepted Answer

A)   urgency close
B)   follow-up
C)   assumptive close
D)   presentation
E)   postpurchase evaluationF) A) and D)
G) A) and C)

Question 11

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 salespeople to visit competitors' customers.
C)   sending salespeople 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 awareness.F) A) and B)
G) A) and C)

Question 12

Sales force automation is typically applied to all of the following except which?

Accepted Answer

A)   product and sales training
B)   communication between sales manager and her sales force
C)   proposal generation
D)   account development and analysis
E)   order processingF) A) and B)
G) None of the above

Question 13

A selling format that assumes that given the appropriate prompts by a salesperson, the prospect will buy is referred to as a

Accepted Answer

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

Question 14

Inside order takers are also referred to as

Accepted Answer

A)   managers.
B)   wait staff.
C)   prospectors.
D)   salesclerks.
E)   missionary salespeople.F) A) and B)
G) A) and D)

Question 15

Today, ________ percent of companies employ cross-functional teams of professionals to work with customers to improve relationships, find better ways of doing things, and create and sustain value for their customers.

Accepted Answer

A)   15
B)   20
C)   45
D)   75
E)   90F) B) and E)
G) A) and C)

Question 16

Sales support personnel who do not directly solicit orders but rather concentrate on performing promotional activities and introducing new products are referred to as

Accepted Answer

A)   inside order takers.
B)   missionary salespeople.
C)   outside order getters.
D)   sales engineers.
E)   outbound telemarketers.F) B) and D)
G) B) and C)

Question 17

The sales plan is put into practice through the tasks associated with sales plan implementation. Identify the three major tasks involved in implementing a sales plan.

Accepted Answer

Three major tasks involved in ...

Question 18

Federal regulations contain provisions that allow consumers to avoid being called at any time through the ________ and impose 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) B) and E)
G) A) and B)

Question 19

According to Lindsey Smith of GE Healthcare, all of the following are necessary skills to be successful in serving her customers except which?

Accepted Answer

A)   an MBA degree
B)   strategic thinking
C)   product knowledge
D)   communication skills
E)   analytical thinkingF) B) and E)
G) A) and C)

Question 20

________ consists of processes and technologies that supply customers with information about postsale activities, including installation, repair, replacement, and replenishment, and technical expertise pertaining to products.

Accepted Answer

A)   Time management software
B)   Customer service and support automation
C)   Sales force automation
D)   Warranty software
E)   Marketing automationF) C) and E)
G) All of the above

Exam 18: Personal Selling and Sales Management

The sales plan is put into practice through the tasks associated with sales plan implementation. Identify the three major tasks involved in implementing a sales plan.

Correct Answer
verified
Three major tasks involved in ...
View Answer

A selling format that assumes that given the appropriate prompts by a salesperson, the prospect will buy is referred to as a

Correct Answer
verified

Figure 18-4 -Consider Figure 18-4 above, which is an account management policy grid that groups customers according to the level of opportunity and the firm's competitive sales position. Box A represents which account management policy?

Correct Answer
verified

Today, ________ percent of companies employ cross-functional teams of professionals to work with customers to improve relationships, find better ways of doing things, and create and sustain value for their customers.

Correct Answer
verified

An urgency close refers to

Correct Answer
verified

Sales force automation is typically applied to all of the following except which?

Correct Answer
verified

Inside order takers are also referred to as

Correct Answer
verified

Team selling would most likely be used by a company that sells

Correct Answer
verified

According to Lindsey Smith of GE Healthcare, all of the following are necessary skills to be successful in serving her customers except which?

Correct Answer
verified

Sellers view a solution as a customized and integrated combination of products and services for meeting a customer's business needs. Buyers think of a solution to a business problem as one that meets their requirements, is designed to uniquely solve their problem, can be implemented, and

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

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

Correct Answer
verified

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

Correct Answer
verified

The use of various technologies to make the selling function more effective and efficient is referred to as

Correct Answer
verified

All of the following tactics are used to generate leads except which?

Correct Answer
verified

________ consists of processes and technologies that supply customers with information about postsale activities, including installation, repair, replacement, and replenishment, and technical expertise pertaining to products.

Correct Answer
verified

At which stage of the personal selling process would a salesperson obtain a purchase commitment from the prospect?

Correct Answer
verified

In the personal selling process, the stage that includes making certain the customer's purchase has been properly delivered and installed and difficulties experienced with the use of the item are addressed is referred to as the ________ stage.

Correct Answer
verified

Sales support personnel who do not directly solicit orders but rather concentrate on performing promotional activities and introducing new products are referred to as

Correct Answer
verified

Exam 18: Personal Selling and Sales Management

The sales plan is put into practice through the tasks associated with sales plan implementation. Identify the three major tasks involved in implementing a sales plan.

Correct AnswerverifiedThree major tasks involved in ...View AnswerShow Answer

A selling format that assumes that given the appropriate prompts by a salesperson, the prospect will buy is referred to as a

Correct AnswerverifiedShow Answer

Figure 18-4 -Consider Figure 18-4 above, which is an account management policy grid that groups customers according to the level of opportunity and the firm's competitive sales position. Box A represents which account management policy?

Correct AnswerverifiedShow Answer

Today, ________ percent of companies employ cross-functional teams of professionals to work with customers to improve relationships, find better ways of doing things, and create and sustain value for their customers.

Correct AnswerverifiedShow Answer

An urgency close refers to

Correct AnswerverifiedShow Answer

Sales force automation is typically applied to all of the following except which?

Correct AnswerverifiedShow Answer

Inside order takers are also referred to as

Correct AnswerverifiedShow Answer

Team selling would most likely be used by a company that sells

Correct AnswerverifiedShow Answer

According to Lindsey Smith of GE Healthcare, all of the following are necessary skills to be successful in serving her customers except which?

Correct AnswerverifiedShow Answer

Sellers view a solution as a customized and integrated combination of products and services for meeting a customer's business needs. Buyers think of a solution to a business problem as one that meets their requirements, is designed to uniquely solve their problem, can be implemented, and

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

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

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

The use of various technologies to make the selling function more effective and efficient is referred to as

Correct AnswerverifiedShow Answer

All of the following tactics are used to generate leads except which?

Correct AnswerverifiedShow Answer

________ consists of processes and technologies that supply customers with information about postsale activities, including installation, repair, replacement, and replenishment, and technical expertise pertaining to products.

Correct AnswerverifiedShow Answer

At which stage of the personal selling process would a salesperson obtain a purchase commitment from the prospect?

Correct AnswerverifiedShow Answer

In the personal selling process, the stage that includes making certain the customer's purchase has been properly delivered and installed and difficulties experienced with the use of the item are addressed is referred to as the ________ stage.

Correct AnswerverifiedShow Answer

Sales support personnel who do not directly solicit orders but rather concentrate on performing promotional activities and introducing new products are referred to as

Correct AnswerverifiedShow Answer

Correct Answer
verified
Three major tasks involved in ...
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
verified

Correct Answer
verified

Correct Answer
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Correct Answer
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Correct Answer
verified

Correct Answer
verified

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

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

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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