Question 1

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 2

With a __________,a salesperson's earnings are directly tied to sales or profits generated.

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 E)
G) A) and D)

Question 3

An advantage of a geographical sales organization is that it

Accepted Answer

A)  is more effective and provides specialized customer support.
B)  minimizes travel time,expenses,and duplication of selling effort.
C)  has smaller costs for sales calls.
D)  reduces the number of salespersons in the salesforce.
E)  requires fewer sales managers.F) C) and D)
G) B) and C)

Question 4

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 E)
G) A) and B)

Question 5

Which of the following statements should a salesperson use to agree with and neutralize an 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) A) and E)
G) B) and D)

Question 6

At the __________ stage in the personal selling process,a salesperson gains a prospect's attention,stimulates interest,and builds the foundation for the sales presentation itself.

Accepted Answer

A)  approach
B)  prospecting
C)  preapproach
D)  qualifying
E)  trial closeF) A) and B)
G) A) and E)

Question 7

With a __________,a salesperson is paid a specified salary plus a commission on sales or profits generated.

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) C) and D)
G) B) and C)

Question 8

Which of the following statements regarding cold canvassing is most accurate?

Accepted Answer

A)  Currently,there are no federal regulations regarding cold canvassing.
B)  Generally,only 1 in 100 cold canvass calls results in a sale,so it is only effective for costly items.
C)  Cold calling is the most common type of sales prospecting in Asia and Latin America.
D)  About 75 percent of U.S.consumers consider cold canvassing an intrusion on their privacy.
E)  The Telephone Consumer Protection Act not only protects citizens,it also ensures the rights of telemarketers to call anyone listed in a public directory,whether they choose to be called or not.F) A) and B)
G) D) and E)

Question 9

What assumption does the stimulus-response presentation format make?

Accepted Answer

The stimulus-response presentation forma...

Question 10

Harry goes to the local Staples store to purchase a laptop computer.He asks many questions to 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 sellingF) A) and D)
G) A) and E)

Question 11

Which type of sales personnel concentrates on performing promotional activities but generally do not solicit actual sales orders?

Accepted Answer

A)  missionary salespeople
B)  sales engineers
C)  outside order getters
D)  inside order getters
E)  outbound telemarketersF) B) and D)
G) A) and E)

Question 12

A salesperson who processes routine orders or reorders for products that were already sold by the company is referred to as a(n) __________.

Accepted Answer

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

Question 13

The personal selling process encompasses __________ distinct selling stages.

Accepted Answer

A)  3
B)  4
C)  5
D)  6
E)  7F) A) and E)
G) C) and D)

Question 14

There are five dimensions to emotional intelligence: __________;self-awareness;the ability to manage one's emotions and impulses;empathy;and social skills.

Accepted Answer

A)  the ability to read body language
B)  sense of humor
C)  self-motivation
D)  the ability to be positive
E)  a need to be in controlF) A) and B)
G) A) and C)

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,of course,create and sustain value for their customers.

Accepted Answer

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

Question 16

As shown in Figure 20-3 above,"D" is the__________ stage in the personal selling process.

Accepted Answer

A)  follow-up
B)  prospecting
C)  presentation
D)  preapproach
E)  approachF) A) and B)
G) B) and E)

Question 17

Personal selling include all of the following modes of communication EXCEPT:

Accepted Answer

A)  video teleconferencing.
B)  Internet-enabled links between buyers and sellers.
C)  a face-to-face encounter.
D)  over the telephone.
E)  social networks such as Facebook.F) B) and E)
G) A) and C)

Question 18

On a recent shopping excursion at a local Target store,Jim Krause went from aisle to aisle selecting the products he needed.He bought a variety of products,including shampoo,toothpaste,a green plant for his office,and several pairs of socks.Interestingly,the only salesperson Krause encountered was the person at the checkout counter.The checkout person at Target is an example of a(n) __________.

Accepted Answer

A)  inside order getter
B)  outside order getter
C)  sales associate
D)  inside order taker
E)  outside order takerF) C) and D)
G) D) and E)

Question 19

In many societies outside the United States,considerable time is devoted to nonbusiness talk designed to establish a rapport between buyers and sellers.This occurs during the __________ stage of the personal selling process.

Accepted Answer

A)  close
B)  approach
C)  preapproach
D)  presentation
E)  prospectingF) B) and E)
G) A) and D)

Question 20

The sales process at Xerox typically follows the six stages of the personal selling process.During the fifth stage,the salesperson engages in __________ (gets a signed document or a firm confirmation of the sale) .

Accepted Answer

A)  a soft close
B)  a interrogative close
C)  an urgency close
D)  an action close
E)  a conditional closeF) B) and E)
G) B) and D)

Exam 20: Personal Selling and Sales Management

The sales process at Xerox typically follows the six stages of the personal selling process.During the fifth stage,the salesperson engages in __________ (gets a signed document or a firm confirmation of the sale) .

Correct Answer
verified

In many societies outside the United States,considerable time is devoted to nonbusiness talk designed to establish a rapport between buyers and sellers.This occurs during the __________ stage of the personal selling process.

Correct Answer
verified

Which of the following statements regarding cold canvassing is most accurate?

Correct Answer
verified

Which of the following statements should a salesperson use to agree with and neutralize an objection?

Correct Answer
verified

Personal selling include all of the following modes of communication EXCEPT:

Correct Answer
verified

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

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

At the __________ stage in the personal selling process,a salesperson gains a prospect's attention,stimulates interest,and builds the foundation for the sales presentation itself.

Correct Answer
verified

A salesperson who processes routine orders or reorders for products that were already sold by the company is referred to as a(n) __________.

Correct Answer
verified

As shown in Figure 20-3 above,"D" is the__________ stage in the personal selling process.

Correct Answer
verified

With a __________,a salesperson is paid a specified salary plus a commission on sales or profits generated.

Correct Answer
verified

An advantage of a geographical sales organization is that it

Correct Answer
verified

Correct Answer
verified

What assumption does the stimulus-response presentation format make?

Correct Answer
verified
The stimulus-response presentation forma...
View 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,of course,create and sustain value for their customers.

Correct Answer
verified

Which type of sales personnel concentrates on performing promotional activities but generally do not solicit actual sales orders?

Correct Answer
verified

The personal selling process encompasses __________ distinct selling stages.

Correct Answer
verified

With a __________,a salesperson's earnings are directly tied to sales or profits generated.

Correct Answer
verified

There are five dimensions to emotional intelligence: __________;self-awareness;the ability to manage one's emotions and impulses;empathy;and social skills.

Correct Answer
verified

Correct Answer
verified

Exam 20: Personal Selling and Sales Management

The sales process at Xerox typically follows the six stages of the personal selling process.During the fifth stage,the salesperson engages in __________ (gets a signed document or a firm confirmation of the sale) .

Correct AnswerverifiedShow Answer

In many societies outside the United States,considerable time is devoted to nonbusiness talk designed to establish a rapport between buyers and sellers.This occurs during the __________ stage of the personal selling process.

Correct AnswerverifiedShow Answer

Which of the following statements regarding cold canvassing is most accurate?

Correct AnswerverifiedShow Answer

Which of the following statements should a salesperson use to agree with and neutralize an objection?

Correct AnswerverifiedShow Answer

Personal selling include all of the following modes of communication EXCEPT:

Correct AnswerverifiedShow Answer

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

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

At the __________ stage in the personal selling process,a salesperson gains a prospect's attention,stimulates interest,and builds the foundation for the sales presentation itself.

Correct AnswerverifiedShow Answer

A salesperson who processes routine orders or reorders for products that were already sold by the company is referred to as a(n) __________.

Correct AnswerverifiedShow Answer

As shown in Figure 20-3 above,"D" is the__________ stage in the personal selling process.

Correct AnswerverifiedShow Answer

With a __________,a salesperson is paid a specified salary plus a commission on sales or profits generated.

Correct AnswerverifiedShow Answer

An advantage of a geographical sales organization is that it

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

What assumption does the stimulus-response presentation format make?

Correct AnswerverifiedThe stimulus-response presentation forma...View AnswerShow 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,of course,create and sustain value for their customers.

Correct AnswerverifiedShow Answer

Which type of sales personnel concentrates on performing promotional activities but generally do not solicit actual sales orders?

Correct AnswerverifiedShow Answer

The personal selling process encompasses __________ distinct selling stages.

Correct AnswerverifiedShow Answer

With a __________,a salesperson's earnings are directly tied to sales or profits generated.

Correct AnswerverifiedShow Answer

There are five dimensions to emotional intelligence: __________;self-awareness;the ability to manage one's emotions and impulses;empathy;and social skills.

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

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
verified

Correct Answer
verified

Correct Answer
verified
The stimulus-response presentation forma...
View Answer

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified