Question 1

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) None of the above
G) A) and B)

Question 2

Consultative selling is very prominent in

Accepted Answer

A)   business-to-business marketing.
B)   business-to-government marketing.
C)   consumer-to-consumer marketing.
D)   consumer-to-business marketing.
E)   consumer-to-government marketing.F) A) and B)
G) A) and C)

Question 3

The personal selling process begins with the ________ stage and ends with the ________ stage.

Accepted Answer

A)   preapproach; close
B)   preapproach; presentation
C)   prospecting; close
D)   prospecting; follow-up
E)   approach; closeF) A) and B)
G) C) and E)

Question 4

Which of these is one of three types of personal selling?

Accepted Answer

A)   consumer targeting
B)   order processing
C)   lead generation
D)   order getting
E)   suggestive sellingF) A) and B)
G) A) and E)

Question 5

An office memo read, "Sales representatives from Kansas, Nebraska, Iowa, and Missouri will now report to the Midwest regional manager." It would appear the company that issued the memo uses a ________ sales organization for its salesforce.

Accepted Answer

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

Question 6

Which of these statements regarding the role of salespeople is most accurate?

Accepted Answer

A)   Salespeople have little say in a company's account management policies.
B)   Salespeople truly know their customers and therefore are the best resource for segmenting and selecting target markets.
C)   Salespeople are the most highly trained of all a firm's employees and therefore have the greatest job security.
D)   Salespeople create customer value by providing follow-through after the sale.
E)   Salespeople are traditionally given greater authority than other company employees and therefore can offer customers the best financial terms for their purchases.F) A) and B)
G) A) and E)

Question 7

What are the three types of prospects in personal selling?

Accepted Answer

A)   leads, prospects, and buyers
B)   leads, prospects, and qualified prospects
C)   cold, warm, and hot
D)   awareness, trial, and adoption
E)   primary leads, secondary leads, and final leadsF) A) and E)
G) A) and B)

Question 8

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

Accepted Answer

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

Question 9

When using an account management policy grid, an account would receive a high level of sales calls if the account opportunity level assessment is

Accepted Answer

A)   high and the sales organization has a weak competitive position.
B)   low and the sales organization has a strong competitive position.
C)   high and there is a likelihood that a strong competitive position can be achieved.
D)   low and the sales organization has a low competitive position.
E)   high and the sales organization has strong competitive position.F) All of the above
G) A) and E)

Question 10

ABB is a Swiss-based manufacturer of industrial equipment with annual sales of $30 billion. At one time, ABB had a salesforce 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 salesforce was organized by

Accepted Answer

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

Question 11

In the personal selling process, a telemarketer for a life insurance firm who calls and asks the head of the household, "If you were to die tomorrow, would your family be cared for?" is engaged in

Accepted Answer

A)   stimulus-response selling.
B)   closing the sale.
C)   prospecting.
D)   order taking.
E)   creating a preapproach.F) A) and B)
G) D) and E)

Question 12

Personal selling may play a dominant role in a firm's marketing program, especially if it

Accepted Answer

A)   sells convenience goods.
B)   has been unsuccessful with digital marketing.
C)   uses a push marketing strategy.
D)   has many standardized offerings.
E)   prefers below-market pricing strategies for its products.F) A) and E)
G) A) and D)

Question 13

At which stage in the personal selling process would the salesperson obtain further information about the prospect and decide on the best method of contact?

Accepted Answer

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

Question 14

The salesperson's objective is to obtain a purchase commitment from the prospect and create a customer during which stage in the personal selling process?

Accepted Answer

A)   preapproach
B)   close
C)   follow-up
D)   approach
E)   presentationF) A) and B)
G) A) and C)

Question 15

Relationship selling refers to

Accepted Answer

A)   the assignment of a single salesperson to a single customer throughout the entire sales process.
B)   suppliers and sellers combining their expertise and resources to create customized solutions, committing to joint planning and sharing of customer, competitive, and company information.
C)   the practice of building ties to customers based on a salesperson's attention and commitment to customer needs over time.
D)   the practice of using an entire team of professionals in selling to and servicing key customers.
E)   the practice of maintaining contact with a customer on a regularly scheduled basis following the initial sale of a product or service.F) A) and E)
G) D) and E)

Question 16

Which type of salesforce training is the most popular type of training?

Accepted Answer

A)   individual instruction
B)   on-the-job training
C)   formal classes
D)   seminars taught by sales trainers
E)   computer-based trainingF) B) and C)
G) A) and C)

Question 17

The personal selling process is

Accepted Answer

A)   the activities that begin with the prospecting of potential leads to the final closing of a sale.
B)   the three sales activities that include identifying a customer with an unfilled need, identifying a product or service that could satisfy that need, and initiating a formalized exchange or sale.
C)   the formalized sales protocol used by a company's salesforce to ensure a consistent quality sales presentation.
D)   the sales activities occurring before, during, and after the sale itself, consisting of six stages: prospecting, preapproach, approach, presentation, close, and follow-up.
E)   the sequential steps taken to close a sale including finalizing product benefits, arranging for distribution, and obtaining payment.F) A) and B)
G) B) and E)

Question 18

An important component of the salesforce training at Cascade Maverik is ________, including participating in sales calls and presentations with senior salespeople.

Accepted Answer

A)   administrative
B)   on-the-job
C)   computer-based
D)   corporate office-based
E)   role play-based.F) C) and E)
G) D) and E)

Question 19

The salesperson's objective is to begin converting a prospect into a customer by creating a desire for the product or service during which stage in the personal selling process?

Accepted Answer

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

Question 20

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)   salesforce automation.
D)   salesforce computerization.
E)   salesforce networking.F) B) and E)
G) A) and C)

Exam 21: Implementing Interactive and Multi-Channel Marketing

An urgency close refers to

Correct Answer
verified

An important component of the salesforce training at Cascade Maverik is ________, including participating in sales calls and presentations with senior salespeople.

Correct Answer
verified

Which of these statements regarding the role of salespeople is most accurate?

Correct Answer
verified

Consultative selling is very prominent in

Correct Answer
verified

An office memo read, "Sales representatives from Kansas, Nebraska, Iowa, and Missouri will now report to the Midwest regional manager." It would appear the company that issued the memo uses a ________ sales organization for its salesforce.

Correct Answer
verified

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

Correct Answer
verified

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

Correct Answer
verified

The salesperson's objective is to begin converting a prospect into a customer by creating a desire for the product or service during which stage in the personal selling process?

Correct Answer
verified

Which of these is one of three types of personal selling?

Correct Answer
verified

The personal selling process is

Correct Answer
verified

In the personal selling process, a telemarketer for a life insurance firm who calls and asks the head of the household, "If you were to die tomorrow, would your family be cared for?" is engaged in

Correct Answer
verified

Personal selling may play a dominant role in a firm's marketing program, especially if it

Correct Answer
verified

Relationship selling refers to

Correct Answer
verified

Correct Answer
verified

Which type of salesforce training is the most popular type of training?

Correct Answer
verified

When using an account management policy grid, an account would receive a high level of sales calls if the account opportunity level assessment is

Correct Answer
verified

At which stage in the personal selling process would the salesperson obtain further information about the prospect and decide on the best method of contact?

Correct Answer
verified

The salesperson's objective is to obtain a purchase commitment from the prospect and create a customer during which stage in the personal selling process?

Correct Answer
verified

What are the three types of prospects in personal selling?

Correct Answer
verified

The personal selling process begins with the stage and ends with the stage.

Correct Answer
verified

Exam 21: Implementing Interactive and Multi-Channel Marketing

An urgency close refers to

Correct AnswerverifiedShow Answer

An important component of the salesforce training at Cascade Maverik is ________, including participating in sales calls and presentations with senior salespeople.

Correct AnswerverifiedShow Answer

Which of these statements regarding the role of salespeople is most accurate?

Correct AnswerverifiedShow Answer

Consultative selling is very prominent in

Correct AnswerverifiedShow Answer

An office memo read, "Sales representatives from Kansas, Nebraska, Iowa, and Missouri will now report to the Midwest regional manager." It would appear the company that issued the memo uses a ________ sales organization for its salesforce.

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

The salesperson's objective is to begin converting a prospect into a customer by creating a desire for the product or service during which stage in the personal selling process?

Correct AnswerverifiedShow Answer

Which of these is one of three types of personal selling?

Correct AnswerverifiedShow Answer

The personal selling process is

Correct AnswerverifiedShow Answer

In the personal selling process, a telemarketer for a life insurance firm who calls and asks the head of the household, "If you were to die tomorrow, would your family be cared for?" is engaged in

Correct AnswerverifiedShow Answer

Personal selling may play a dominant role in a firm's marketing program, especially if it

Correct AnswerverifiedShow Answer

Relationship selling refers to

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

Which type of salesforce training is the most popular type of training?

Correct AnswerverifiedShow Answer

When using an account management policy grid, an account would receive a high level of sales calls if the account opportunity level assessment is

Correct AnswerverifiedShow Answer

At which stage in the personal selling process would the salesperson obtain further information about the prospect and decide on the best method of contact?

Correct AnswerverifiedShow Answer

The salesperson's objective is to obtain a purchase commitment from the prospect and create a customer during which stage in the personal selling process?

Correct AnswerverifiedShow Answer

What are the three types of prospects in personal selling?

Correct AnswerverifiedShow Answer

The personal selling process begins with the ________ stage and ends with the ________ stage.

Correct AnswerverifiedShow Answer

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The personal selling process begins with the stage and ends with the stage.

Correct Answer
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