Question 1

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)   sales plus compensation plan
D)   modified commission compensation plan
E)   market share compensation planF) A) and D)
G) A) and E)

Question 2

Which type of salesperson would routinely be involved in an industrial straight rebuy situation?

Accepted Answer

A)   an order taker
B)   an order getter
C)   a missionary salesperson
D)   a sales engineer
E)   an outbound telemarketerF) A) and B)
G) B) and C)

Question 3

The salesperson's objective is to gather information and decide how to approach the prospect during which stage in the personnel selling process?

Accepted Answer

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

Question 4

Two selling styles associated with the need-satisfaction presentation format are

Accepted Answer

A)   adaptive selling and confrontational selling.
B)   adaptive selling and consultative selling.
C)   suggestive selling and canned selling.
D)   adaptive selling and suggestive selling.
E)   suggestive selling and consultative selling.F) B) and E)
G) B) and D)

Question 5

In a ________, the salesperson tries one appeal after another, hoping to "hit the right button."

Accepted Answer

A)   formula selling presentation
B)   persuasive sales presentation
C)   categorical-satisfaction presentation
D)   stimulus-response presentation
E)   progressive-selling presentationF) D) and E)
G) A) and C)

Question 6

A statement describing what is to be achieved and where and how the selling effort of salespeople is to be deployed is known as a

Accepted Answer

A)   sales plan.
B)   sales force framework.
C)   sales protocol.
D)   selling work order.
E)   sales assessment.F) C) and D)
G) A) and B)

Question 7

Which type of sales force 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) C) and D)

Question 8

Which of the following is one of the five dimensions of emotional intelligence?

Accepted Answer

A)   honesty
B)   sense of humor
C)   empathy
D)   the ability to be positive
E)   a need to be in controlF) B) and D)
G) A) and E)

Question 9

Adaptive selling is a presentation format that

Accepted Answer

A)   emphasizes probing and listening by the salesperson to identify needs and interests of prospective buyers.
B)   focuses on problem identification, where the salesperson serves as an expert on problem recognition and resolution.
C)   consists of information that must be provided in an accurate, thorough, and step-by-step manner to inform the prospect.
D)   assumes that given the appropriate stimulus by a salesperson, the prospect will buy.
E)   involves adjusting the presentation to fit the selling situation, such as knowing when to offer solutions and when to ask for more information.F) B) and C)
G) B) and E)

Question 10

Which type of sales personnel concentrates on performing promotional activities but generally does 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 B)

Question 11

All of the following are aspects of a job description for a salesperson except which?

Accepted Answer

A)   the physical and mental demands of the job
B)   the customers to be called on
C)   the types of products and services to be sold
D)   to whom a salesperson reports
E)   effective communication and listening skillsF) A) and B)
G) A) and C)

Question 12

Which of the following statements regarding order getters is most accurate?

Accepted Answer

A)   Order getting involves a high degree of creativity.
B)   Order getters often replenish a retailer's inventories.
C)   Order getters handle orders obtained on inbound telemarketing.
D)   Order getters typically process reorders for products already sold by the company.
E)   Order getter sales calls traditionally require the lowest financial investment from the firm.F) A) and B)
G) C) and E)

Question 13

When a salesperson in the Apple store asks, "Will that be charge or cash?" he has executed which stage of the personal selling process?

Accepted Answer

A)   closing
B)   approach
C)   presentation
D)   handling objections
E)   follow-upF) None of the above
G) All of the above

Question 14

Which of the following 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) C) and E)
G) A) and B)

Question 15

The primary way in which relationship selling creates customer value is by

Accepted Answer

A)   assigning a single sales representative to a single customer.
B)   maintaining a long-term connection involving trust and mutual respect.
C)   guaranteeing fair and equitable prices for each client regardless of the size of the purchase.
D)   providing cumulative discounts based on customer loyalty and the length of the customer relationship.
E)   guaranteeing fair and equitable sales practices for each customer regardless of the frequency of the purchase.F) A) and D)
G) A) and C)

Question 16

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

Accepted Answer

A)   Recruit and select the sales force, train the sales force, and compensate the sales force.
B)   Develop account management policies, implement the account management policies, and evaluate the account management policies.
C)   Set objectives, organize the sales force, and develop account management policies.
D)   Organize the sales force, establish quantitative assessment, and implement follow-up.
E)   Organize the sales force, set motivational sales quotas, and evaluate the individual members of the sales force.F) C) and D)
G) A) and B)

Question 17

Sales force automation is the use of ________ to make the sales function more efficient and effective.

Accepted Answer

A)   avatars
B)   emotional intelligence
C)   account management policies
D)   technology
E)   suggestive selling techniquesF) B) and E)
G) C) and E)

Question 18

The salesperson's objective is to search for and qualify potential customers during which stage in the personnel selling process?

Accepted Answer

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

Question 19

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

Accepted Answer

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

Question 20

An order getter is

Accepted Answer

A)   a salesperson who specializes in identifying, analyzing, and solving customer problems, but who does not actually sell products and services.
B)   a salesperson who processes routine orders or reorders for products that are presold by the outbound telemarketers.
C)   a salesperson who sells in a conventional sense and identifies prospective customers, provides customers with information, persuades customers to buy, closes sales, and follows up on customers' use of a product or service.
D)   a person on the selling team who is responsible for obtaining qualified leads.
E)   a member of the sales support team who does not directly solicit orders but rather concentrates on performing promotional activities and introducing new products.F) B) and E)
G) D) and E)

Exam 18: Personal Selling and Sales Management

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

Correct AnswerverifiedShow Answer

The salesperson's objective is to search for and qualify potential customers during which stage in the personnel selling process?

Correct AnswerverifiedShow Answer

The primary way in which relationship selling creates customer value is by

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

In a ________, the salesperson tries one appeal after another, hoping to "hit the right button."

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

A statement describing what is to be achieved and where and how the selling effort of salespeople is to be deployed is known as a

Correct AnswerverifiedShow Answer

Which type of salesperson would routinely be involved in an industrial straight rebuy situation?

Correct AnswerverifiedShow Answer

When a salesperson in the Apple store asks, "Will that be charge or cash?" he has executed which stage of the personal selling process?

Correct AnswerverifiedShow Answer

Which of the following is one of the five dimensions of emotional intelligence?

Correct AnswerverifiedShow Answer

An order getter is

Correct AnswerverifiedShow Answer

Which type of sales force training is the most popular type of training?

Correct AnswerverifiedShow Answer

The salesperson's objective is to gather information and decide how to approach the prospect during which stage in the personnel selling process?

Correct AnswerverifiedShow Answer

Sales force automation is the use of ________ to make the sales function more efficient and effective.

Correct AnswerverifiedShow Answer

All of the following are aspects of a job description for a salesperson except which?

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

Adaptive selling is a presentation format that

Correct AnswerverifiedShow Answer

Which of the following statements regarding order getters is most accurate?

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

Two selling styles associated with the need-satisfaction presentation format are

Correct AnswerverifiedShow Answer

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