Question 1

Explain the difference between order takers and order getters.

Accepted Answer

Order takers process routine orders or r...

Question 2

In a ________,the United States,or even the globe,is divided into regions and each region is divided into districts or territories.

Accepted Answer

A)  product/service sales organization
B)  customer sales organization
C)  geographic sales organization
D)  demographic sales organization
E)  NAICS sales organizationF) B) and E)
G) All of the above

Question 3

Two features of successful ________ are the availability of "live chat" opportunities and the ability to provide a single source for customer problem solving.

Accepted Answer

A)  time management software
B)  customer service and support automation
C)  sales force automation
D)  warranty software
E)  marketing automationF) All of the above
G) C) and D)

Question 4

The practice of proposing related or complementary products and services during the sales process is referred to as

Accepted Answer

A)  adaptive selling.
B)  cross-selling.
C)  formula selling.
D)  upselling.
E)  relationship selling.F) A) and B)
G) A) and C)

Question 5

Which of the following statements describes a major drawback associated with a canned sales presentation?

Accepted Answer

A)  A canned sales presentation provides too little information to prospects.
B)  A canned sales presentation is difficult for inexperienced salespeople to use.
C)  A canned sales presentation allows little room for feedback from prospective customers.
D)  A canned sales presentation is too expensive and time consuming.
E)  A canned sales presentation lacks consistency.F) C) and D)
G) All of the above

Question 6

Organizing a selling organization includes answering all of the following questions except which?

Accepted Answer

A)  Should the firm use independent agents such as manufacturer's representatives?
B)  How many company salespeople should be employed?
C)  Should the salespeople be organized according to geography,customer type,or offering?
D)  Should the firm use its own salesforce?
E)  How should the salesforce be compensated?F) B) and D)
G) All of the above

Question 7

Behavioral measures used to evaluate salespeople include assessments of a salesperson's ________,attention to customers,product knowledge,selling and communication skills,appearance,and professional demeanor.

Accepted Answer

A)  attitude
B)  sales level
C)  intelligence
D)  personal values
E)  personal ethicsF) A) and B)
G) A) and C)

Question 8

Personal selling can use all of the following modes of communication except which?

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 FacebookF) B) and E)
G) C) and E)

Question 9

Partnership selling is sometimes referred to as

Accepted Answer

A)  enterprise selling.
B)  transactional selling.
C)  strategic selling.
D)  creative selling.
E)  synergistic selling.F) A) and C)
G) B) and C)

Question 10

It is estimated that the average cost of an outbound telemarketing sales call on a business customer is about ________,versus $500 for a single field sales call.

Accepted Answer

A)  $10 to $15
B)  $15 to $20
C)  $20 to $25
D)  $40 to $50
E)  $60 to $70F) A) and B)
G) A) and C)

Question 11

Explain the difference between personal selling and sales management.

Accepted Answer

Personal selling involves the two-way fl...

Question 12

A disadvantage of a customer sales organization is

Accepted Answer

A)  the need to assign just one salesperson to local,regional,national,and global territories.
B)  an increased need for multilingual salespeople.
C)  the smaller number of qualified sales managers.
D)  the need for close teamwork among a diverse salesforce.
E)  higher administrative costs and some duplication of selling effort.F) A) and C)
G) C) and E)

Question 13

Relationship selling refers to

Accepted Answer

A)  the assignment of a single salesperson to a single customer throughout the entire sales process.
B)  when suppliers and sellers combine their expertise and resources to create customized solutions;commit to joint planning;and share customer,competitive,and company information for their mutual benefit,and ultimately the customer.
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) B) and D)
G) B) and E)

Question 14

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

Question 15

In personal selling,the customer who wants or needs the product is referred to as a

Accepted Answer

A)  hot lead.
B)  cold call.
C)  lead.
D)  prospect.
E)  qualified prospect.F) A) and B)
G) A) and C)

Question 16

What percentage of a sales representative's time is spent selling?

Accepted Answer

A)  22 percent
B)  36 percent
C)  48 percent
D)  59 percent
E)  73 percentF) B) and C)
G) C) and E)

Question 17

The aptitudes,knowledge,skills,and a variety of behavioral characteristics considered necessary to perform a job successfully are contained in a statement of job

Accepted Answer

A)  credentials.
B)  training.
C)  education.
D)  experience.
E)  qualifications.F) B) and D)
G) A) and B)

Question 18

Salesperson Performance Tracking Marketing Dashboard at MooreChem
 
-Consider the Marketing Dashboard above,which includes metrics for salesperson performance tracking for MooreChem.As a MooreChem sales manager,you note that one of your salespeople has exceeded his sales target but is well below his profit goal.The best explanation for this performance is

Accepted Answer

A)  the salesperson has not made enough sales calls.
B)  the salesperson is selling too many high margin products.
C)  the salesperson's sales quota is too low.
D)  the salesperson is selling too many low margin products.
E)  the salesperson's sales quota is too high.F) A) and E)
G) B) and C)

Question 19

Which of the following statements should a salesperson use to acknowledge and convert the prospect's objection into a reason for buying?

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) C) and E)

Question 20

It is estimated that the average cost of a single field sales call on a business customer is about ________,factoring in salespeople's compensation,benefits,and travel-and-entertainment expenses.

Accepted Answer

A)  $150
B)  $250
C)  $325
D)  $400
E)  $500F) B) and D)
G) A) and B)

Exam 20: Personal Selling and Sales Management

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

Correct Answer
verified

Personal selling can use all of the following modes of communication except which?

Correct Answer
verified

In personal selling,the customer who wants or needs the product is referred to as a

Correct Answer
verified

Which of the following statements should a salesperson use to acknowledge and convert the prospect's objection into a reason for buying?

Correct Answer
verified

Relationship selling refers to

Correct Answer
verified

In a ________,the United States,or even the globe,is divided into regions and each region is divided into districts or territories.

Correct Answer
verified

Two features of successful ________ are the availability of "live chat" opportunities and the ability to provide a single source for customer problem solving.

Correct Answer
verified

Explain the difference between order takers and order getters.

Correct Answer
verified
Order takers process routine orders or r...
View Answer

Which of the following statements describes a major drawback associated with a canned sales presentation?

Correct Answer
verified

The aptitudes,knowledge,skills,and a variety of behavioral characteristics considered necessary to perform a job successfully are contained in a statement of job

Correct Answer
verified

It is estimated that the average cost of an outbound telemarketing sales call on a business customer is about ________,versus $500 for a single field sales call.

Correct Answer
verified

The practice of proposing related or complementary products and services during the sales process is referred to as

Correct Answer
verified

What percentage of a sales representative's time is spent selling?

Correct Answer
verified

Organizing a selling organization includes answering all of the following questions except which?

Correct Answer
verified

A disadvantage of a customer sales organization is

Correct Answer
verified

Behavioral measures used to evaluate salespeople include assessments of a salesperson's ________,attention to customers,product knowledge,selling and communication skills,appearance,and professional demeanor.

Correct Answer
verified

It is estimated that the average cost of a single field sales call on a business customer is about ________,factoring in salespeople's compensation,benefits,and travel-and-entertainment expenses.

Correct Answer
verified

Partnership selling is sometimes referred to as

Correct Answer
verified

Explain the difference between personal selling and sales management.

Correct Answer
verified
Personal selling involves the two-way fl...
View Answer

Correct Answer
verified

Exam 20: Personal Selling and Sales Management

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

Correct AnswerverifiedShow Answer

Personal selling can use all of the following modes of communication except which?

Correct AnswerverifiedShow Answer

In personal selling,the customer who wants or needs the product is referred to as a

Correct AnswerverifiedShow Answer

Which of the following statements should a salesperson use to acknowledge and convert the prospect's objection into a reason for buying?

Correct AnswerverifiedShow Answer

Relationship selling refers to

Correct AnswerverifiedShow Answer

In a ________,the United States,or even the globe,is divided into regions and each region is divided into districts or territories.

Correct AnswerverifiedShow Answer

Two features of successful ________ are the availability of "live chat" opportunities and the ability to provide a single source for customer problem solving.

Correct AnswerverifiedShow Answer

Explain the difference between order takers and order getters.

Correct AnswerverifiedOrder takers process routine orders or r...View AnswerShow Answer

Which of the following statements describes a major drawback associated with a canned sales presentation?

Correct AnswerverifiedShow Answer

The aptitudes,knowledge,skills,and a variety of behavioral characteristics considered necessary to perform a job successfully are contained in a statement of job

Correct AnswerverifiedShow Answer

It is estimated that the average cost of an outbound telemarketing sales call on a business customer is about ________,versus $500 for a single field sales call.

Correct AnswerverifiedShow Answer

The practice of proposing related or complementary products and services during the sales process is referred to as

Correct AnswerverifiedShow Answer

What percentage of a sales representative's time is spent selling?

Correct AnswerverifiedShow Answer

Organizing a selling organization includes answering all of the following questions except which?

Correct AnswerverifiedShow Answer

A disadvantage of a customer sales organization is

Correct AnswerverifiedShow Answer

Behavioral measures used to evaluate salespeople include assessments of a salesperson's ________,attention to customers,product knowledge,selling and communication skills,appearance,and professional demeanor.

Correct AnswerverifiedShow Answer

It is estimated that the average cost of a single field sales call on a business customer is about ________,factoring in salespeople's compensation,benefits,and travel-and-entertainment expenses.

Correct AnswerverifiedShow Answer

Partnership selling is sometimes referred to as

Correct AnswerverifiedShow Answer

Explain the difference between personal selling and sales management.

Correct AnswerverifiedPersonal selling involves the two-way fl...View AnswerShow Answer

Correct AnswerverifiedShow Answer

Correct Answer
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Correct Answer
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Correct Answer
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Correct Answer
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Correct Answer
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Correct Answer
verified
Order takers process routine orders or r...
View Answer

Correct Answer
verified

Correct Answer
verified

Correct Answer
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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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Correct Answer
verified
Personal selling involves the two-way fl...
View Answer

Correct Answer
verified