Question 1

Lindsey Smith's task in Molecular Imaging Products at GE Healthcare is to

Accepted Answer

A)   simplify sales presentations for technical products.
B)   increase the importance of the advertising element of the company's promotion mix.
C)   develop a team of professionals in selling to and servicing key customers.
D)   create value in customer relationships by emphasizing the company's product innovations, solutions, and service.
E)   establish brand recognition for Molecular Imaging Products as distinct from GE Healthcare.F) A) and D)
G) C) and D)

Question 2

Sales research and practice show that knowledge of the customer and sales situation are key ingredients for

Accepted Answer

A)   personal selling.
B)   team selling.
C)   formula selling.
D)   adaptive selling.
E)   missionary selling.F) B) and D)
G) D) and E)

Question 3

A sales organization practice whereby a different sales force calls on each separate type of buyer or market channel is referred to as a

Accepted Answer

A)   multi-reseller organization.
B)   geographical organization.
C)   customer sales organization.
D)   product/service sales organization.
E)   multilevel marketing organization.F) A) and D)
G) C) and D)

Question 4

At the end of her sales presentation,the salesperson asks,"Do you want to make monthly payments of $75 with a 10 percent down payment or would you prefer to write a check for the full amount today? " She has just made

Accepted Answer

A)   an assumptive close.
B)   a consultative close.
C)   a proactive close.
D)   an urgency close.
E)   an adaptive close.F) A) and E)
G) B) and D)

Question 5

After completing an 18-week sales training program,Joshua was told,"You will be paid 4 percent on net dollar volume up to $10 million.Sales in excess of $10 million command a rate of 6 percent." The company Joshua works for is using a __________ for him after completing the sales training program.

Accepted Answer

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

Question 6

The Xerox sales force is divided into four _________ organizations.

Accepted Answer

A)   product
B)   geographic
C)   customer
D)   market
E)   product life cycleF) D) and E)
G) A) and B)

Question 7

A need-satisfaction presentation is a format that

Accepted Answer

A)   uses computer, information, communication, and Internet technologies to make the sales presentation more effectively and efficiently.
B)   consists of information that must be provided in an accurate, thorough, and step-by-step manner to inform the prospect.
C)   assumes that given the appropriate stimulus by a salesperson, the prospect will buy.
D)   emphasizes probing and listening by the salesperson to identify needs and interests of prospective buyers.
E)   builds ties to customers based on a salesperson's attention and commitment to customer needs.F) A) and E)
G) A) and B)

Question 8

Harry goes to the local Staples store to purchase a laptop computer.He asks many questions of the salesclerk,compares various models on display,and decides on the Sony Vaio.The salesperson then recommends to Harry that he should purchase an extended warranty service contract for the computer.This is an example of

Accepted Answer

A)   inquiry selling.
B)   formula selling.
C)   method selling.
D)   suggestive selling.
E)   need-satisfaction selling.F) D) and E)
G) B) and D)

Question 9

Figure 17-3 
-Figure 17-3 depicts the sales management process that involves three interrelated functions.Box A refers to

Accepted Answer

A)   sales plan implementation.
B)   sales force determination.
C)   sales force communication.
D)   sales plan formulation.
E)   sales force evaluation.F) A) and E)
G) None of the above

Question 10

An effective sales plan objective should be

Accepted Answer

A)   general, measurable, and flexible.
B)   profitable, subjective, and measurable.
C)   precise, profitable, and flexible.
D)   precise, measurable, and time specific.
E)   general, flexible, and profitable.F) B) and E)
G) A) and B)

Question 11

Which of the following statements should a salesperson use to accept the 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. Customers haven't mentioned that as a problem-why do you think it might be? "
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) A) and E)
G) All of the above

Question 12

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

Accepted Answer

Personal selling serves three major role...

Question 13

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

Question 14

Figure 17-2

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

Accepted Answer

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

Question 15

ABB is a Swiss-based manufacturer of industrial equipment with annual sales of $30 billion.At one time,ABB had a sales force that sold only generators,one that sold only boilers,another that sold only transformers,and so forth.Each of its salespeople was an expert on the items he or she sold.Its sales force was organized by

Accepted Answer

A)   workload.
B)   customer.
C)   geography.
D)   product.
E)   size.F) C) and E)
G) A) and E)

Question 16

When Margot called the toll-free number to order one dozen water lilies from Van Ness Water Gardens,the firm was using

Accepted Answer

A)   interactive marketing.
B)   multichannel selling.
C)   inbound telemarketing.
D)   outbound telemarketing.
E)   social networking.F) None of the above
G) All of the above

Question 17

Formulating the sales plan involves three tasks: setting objectives,organizing the sales force,and

Accepted Answer

A)   hiring sales reps.
B)   developing the marketing plan.
C)   establishing the budget.
D)   developing account management policies.
E)   identifying qualified leads.F) A) and C)
G) B) and E)

Question 18

During the __________ stage of personal selling,a salesperson would learn if her prospect liked to talk about sports before getting down to business or preferred not to waste time with idle chatter.

Accepted Answer

A)   prospecting
B)   preapproach
C)   approach
D)   presentation
E)   closingF) None of the above
G) A) and D)

Question 19

The ability to understand one's own emotions and the emotions of people with whom one interacts on a daily basis is referred to as

Accepted Answer

A)   empathetic intelligence.
B)   emotional empathy.
C)   emotional intelligence.
D)   subliminal intelligence.
E)   cognitive empathy.F) C) and D)
G) A) and C)

Question 20

Which of the following is one of three major presentation formats used in the personal selling process?

Accepted Answer

A)   cold calling format
B)   formula selling format
C)   stimulus-satisfaction format
D)   stimulus-selling format
E)   persuasive sales formatF) A) and B)
G) A) and C)

Exam 17: Personal Selling and Sales Management

The Xerox sales force is divided into four _________ organizations.

Correct Answer
verified

Sales research and practice show that knowledge of the customer and sales situation are key ingredients for

Correct Answer
verified

After completing an 18-week sales training program,Joshua was told,"You will be paid 4 percent on net dollar volume up to $10 million.Sales in excess of $10 million command a rate of 6 percent." The company Joshua works for is using a __________ for him after completing the sales training program.

Correct Answer
verified

Correct Answer
verified

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

Correct Answer
verified

During the __________ stage of personal selling,a salesperson would learn if her prospect liked to talk about sports before getting down to business or preferred not to waste time with idle chatter.

Correct Answer
verified

A sales organization practice whereby a different sales force calls on each separate type of buyer or market channel is referred to as a

Correct Answer
verified

Formulating the sales plan involves three tasks: setting objectives,organizing the sales force,and

Correct Answer
verified

Correct Answer
verified

An effective sales plan objective should be

Correct Answer
verified

When Margot called the toll-free number to order one dozen water lilies from Van Ness Water Gardens,the firm was using

Correct Answer
verified

Which of the following is one of three major presentation formats used in the personal selling process?

Correct Answer
verified

At the end of her sales presentation,the salesperson asks,"Do you want to make monthly payments of $75 with a 10 percent down payment or would you prefer to write a check for the full amount today? " She has just made

Correct Answer
verified

Lindsey Smith's task in Molecular Imaging Products at GE Healthcare is to

Correct Answer
verified

The ability to understand one's own emotions and the emotions of people with whom one interacts on a daily basis is referred to as

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

Which of the following statements should a salesperson use to accept the objection?

Correct Answer
verified

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

Correct Answer
verified
Personal selling serves three major role...
View Answer

Figure 17-3 -Figure 17-3 depicts the sales management process that involves three interrelated functions.Box A refers to

Correct Answer
verified

A need-satisfaction presentation is a format that

Correct Answer
verified

Exam 17: Personal Selling and Sales Management

The Xerox sales force is divided into four _________ organizations.

Correct AnswerverifiedShow Answer

Sales research and practice show that knowledge of the customer and sales situation are key ingredients for

Correct AnswerverifiedShow Answer

After completing an 18-week sales training program,Joshua was told,"You will be paid 4 percent on net dollar volume up to $10 million.Sales in excess of $10 million command a rate of 6 percent." The company Joshua works for is using a __________ for him after completing the sales training program.

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

During the __________ stage of personal selling,a salesperson would learn if her prospect liked to talk about sports before getting down to business or preferred not to waste time with idle chatter.

Correct AnswerverifiedShow Answer

A sales organization practice whereby a different sales force calls on each separate type of buyer or market channel is referred to as a

Correct AnswerverifiedShow Answer

Formulating the sales plan involves three tasks: setting objectives,organizing the sales force,and

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

An effective sales plan objective should be

Correct AnswerverifiedShow Answer

When Margot called the toll-free number to order one dozen water lilies from Van Ness Water Gardens,the firm was using

Correct AnswerverifiedShow Answer

Which of the following is one of three major presentation formats used in the personal selling process?

Correct AnswerverifiedShow Answer

At the end of her sales presentation,the salesperson asks,"Do you want to make monthly payments of $75 with a 10 percent down payment or would you prefer to write a check for the full amount today? " She has just made

Correct AnswerverifiedShow Answer

Lindsey Smith's task in Molecular Imaging Products at GE Healthcare is to

Correct AnswerverifiedShow Answer

The ability to understand one's own emotions and the emotions of people with whom one interacts on a daily basis is referred to as

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

Which of the following statements should a salesperson use to accept the objection?

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedPersonal selling serves three major role...View AnswerShow Answer

Figure 17-3 -Figure 17-3 depicts the sales management process that involves three interrelated functions.Box A refers to

Correct AnswerverifiedShow Answer

A need-satisfaction presentation is a format that

Correct AnswerverifiedShow Answer

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Correct Answer
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Personal selling serves three major role...
View Answer

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Correct Answer
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