Question 1

John is a salesperson and receives $2000 CDN a week,regardless of how much or how little he sells.This is an example of a:

Accepted Answer

A)  sales response compensation plan
B)  combination compensation plan
C)  straight salary compensation plan
D)  straight commission compensation planE) A) and C)
F) B) and D)

Question 2

When Tracy went to work as a new sales rep for Paradise Candles,she was told to use the following speech in her sales presentations: "Hello,Mr./Mrs.(customer name) ,my name is (your name here) .I'm calling for Paradise Candles.We carry the best wax-burning mechanical candles available in the commercial decorating industry." Paradise instructed Tracy to use:

Accepted Answer

A)  a formula selling presentation.
B)  a stimulus-response presentation.
C)  a needs-satisfaction presentation.
D)  suggestive selling.E) A) and B)
F) B) and C)

Question 3

Consultative selling:

Accepted Answer

A)  focuses on problem identification, where the salesperson serves as an expert on problem recognition and resolution.
B)  involves hiring sales experts or consultants to help an organization in its personal selling efforts.
C)  is the activity involved in team selling.
D)  emphasizes probing and listening by the salesperson to identify needs and interests of prospective buyers.E) A) and C)
F) B) and D)

Question 4

Which of the following statements should the 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)  "I think you have a point there; do you have any idea how we can improve that situation?"
C)  "That's completely misconstrued.It does have a shorter shelf life, but I would say it was an advantage because it never gets to stay on the shelf very long."
D)  "Where did you hear that? Your source must have erroneous information."E) B) and D)
F) C) and D)

Question 5

Research indicates that 25 percent of North American salespeople engaged in _____ selling consider it unethical to explicitly ask customers about competitor strategies such as pricing practices,product development efforts,and trade and promotion programs.

Accepted Answer

A)  order-taking
B)  business-to-business
C)  trial-close
D)  missionaryE) A) and C)
F) B) and C)

Question 6

A sales engineer is a(n) :

Accepted Answer

A)  salesperson who specializes in identifying, analyzing, and solving customer problems and brings know-how and technical expertise to the selling situation, but often does not actually sell products and services.
B)  salesperson who processes routine orders or reorders for products that are presold by the company.
C)  salesperson who identifies prospective customers, provides customers with information, persuades customers to buy, closes sales, and follows up on a customer's use of a product or service.
D)  person on the selling team who is responsible for supervising his or her company's R&D expenditures.E) A) and B)
F) A) and C)

Question 7

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

Accepted Answer

A)  approach
B)  presentation
C)  handling objections
D)  closingE) All of the above
F) C) and D)

Question 8

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

Accepted Answer

The answer of What are the three major roles of...

Question 9

Salespeople for Godiva Chocolates use Salesforce automation tools to help them service their customers faster.The computer technology will do all of the following except:

Accepted Answer

A)  process orders
B)  plan time allocation
C)  communicate with raw material suppliers
D)  communicate with other Godiva personnelE) B) and D)
F) A) and D)

Question 10

Discuss the ethics of salespeople asking their customers for information about such things as the pricing and promotion strategies of the salesperson's competitors.

Accepted Answer

The answer of Discuss the ethics of salespeople asking their...

Question 11

The sales approach that Xerox uses is:

Accepted Answer

A)  team selling
B)  consultative selling
C)  outbound selling
D)  adaptive sellingE) B) and D)
F) A) and D)

Question 12

During the presentation stage,a salesperson may encounter objections.What are the six basic types of objections,and how should they be handled?

Accepted Answer

The answer of During the presentation stage,a salesperson may encounter...

Question 13

The most frequently used type of compensation plan for salespeople is a:

Accepted Answer

A)  straight salary compensation plan.
B)  straight commission compensation plan.
C)  combination compensation plan.
D)  weighted compensation plan.E) A) and C)
F) All of the above

Question 14

Qualifications for order-getting sales positions often mirror the expectations of buyers and include each of the following EXCEPT:

Accepted Answer

A)  imagination and problem-solving ability.
B)  honesty.
C)  intimate product knowledge.
D)  familiarity with taking orders.E) B) and C)
F) A) and B)

Question 15

Compaq Computer Corporation shifted its entire Canadian salesforce into home offices and saved $10 million in staff salaries and office rent despite spending $8,000 to equip each home office with a notebook computer,fax/copier,cellular phone,two phone lines,and office furniture.Such decreased selling costs are among the benefits of:

Accepted Answer

A)  personal selling.
B)  direct marketing.
C)  salesforce automation.
D)  decentralization.E) B) and C)
F) A) and D)

Question 16

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

Accepted Answer

A)  recruiting and selecting the salesforce, training the salesforce, and compensating the salesforce
B)  developing account management policies, implementing the account management policies, correcting the account management policies
C)  setting sales objectives, organizing the salesforce, and developing account management policies
D)  organizing the salesforce, quantitative assessment, and follow-upE) C) and D)
F) A) and B)

Question 17

Partnership selling is sometimes called:

Accepted Answer

A)  enterprise selling.
B)  strategic pairing.
C)  creative selling.
D)  synergistic marketing.E) B) and C)
F) A) and B)

Question 18

Adjusting the presentation to the selling situation,such as knowing when to offer solutions and when to ask for more information,is referred to as:

Accepted Answer

A)  Suggestive selling
B)  Relationship selling
C)  Adaptive selling
D)  Consultative sellingE) B) and D)
F) None of the above

Question 19

Which type of personal selling presentation is the most consistent with the marketing concept?

Accepted Answer

A)  stimulus-response presentation
B)  formula selling presentation
C)  need-satisfaction presentation
D)  straight rebuy presentationE) All of the above
F) B) and D)

Question 20

Which of the following statements regarding sales compensation plans is most accurate?

Accepted Answer

A)  The most preferred compensation plan among sales people is the straight commission plan.
B)  Ineffective practices often lead to costly salesforce turnovers.
C)  Non-monetary rewards are not very effective as salesforce motivators.
D)  New recruits are often more productive than seasoned professionals.E) All of the above
F) A) and C)

Exam 18: Personal Selling and Sales Management

Salespeople for Godiva Chocolates use Salesforce automation tools to help them service their customers faster.The computer technology will do all of the following except:

Correct Answer
verified

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

Correct Answer
verified

Discuss the ethics of salespeople asking their customers for information about such things as the pricing and promotion strategies of the salesperson's competitors.

Correct Answer
verified

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

Correct Answer
verified

John is a salesperson and receives $2000 CDN a week,regardless of how much or how little he sells.This is an example of a:

Correct Answer
verified

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

Correct Answer
verified

Consultative selling:

Correct Answer
verified

The most frequently used type of compensation plan for salespeople is a:

Correct Answer
verified

The sales approach that Xerox uses is:

Correct Answer
verified

During the presentation stage,a salesperson may encounter objections.What are the six basic types of objections,and how should they be handled?

Correct Answer
verified

Qualifications for order-getting sales positions often mirror the expectations of buyers and include each of the following EXCEPT:

Correct Answer
verified

Adjusting the presentation to the selling situation,such as knowing when to offer solutions and when to ask for more information,is referred to as:

Correct Answer
verified

Research indicates that 25 percent of North American salespeople engaged in _____ selling consider it unethical to explicitly ask customers about competitor strategies such as pricing practices,product development efforts,and trade and promotion programs.

Correct Answer
verified

Which type of personal selling presentation is the most consistent with the marketing concept?

Correct Answer
verified

Correct Answer
verified

Which of the following statements regarding sales compensation plans is most accurate?

Correct Answer
verified

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

Correct Answer
verified

Partnership selling is sometimes called:

Correct Answer
verified

Correct Answer
verified

A sales engineer is a(n) :

Correct Answer
verified

Exam 18: Personal Selling and Sales Management

Salespeople for Godiva Chocolates use Salesforce automation tools to help them service their customers faster.The computer technology will do all of the following except:

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

Discuss the ethics of salespeople asking their customers for information about such things as the pricing and promotion strategies of the salesperson's competitors.

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

John is a salesperson and receives $2000 CDN a week,regardless of how much or how little he sells.This is an example of a:

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

Consultative selling:

Correct AnswerverifiedShow Answer

The most frequently used type of compensation plan for salespeople is a:

Correct AnswerverifiedShow Answer

The sales approach that Xerox uses is:

Correct AnswerverifiedShow Answer

During the presentation stage,a salesperson may encounter objections.What are the six basic types of objections,and how should they be handled?

Correct AnswerverifiedShow Answer

Qualifications for order-getting sales positions often mirror the expectations of buyers and include each of the following EXCEPT:

Correct AnswerverifiedShow Answer

Adjusting the presentation to the selling situation,such as knowing when to offer solutions and when to ask for more information,is referred to as:

Correct AnswerverifiedShow Answer

Research indicates that 25 percent of North American salespeople engaged in _____ selling consider it unethical to explicitly ask customers about competitor strategies such as pricing practices,product development efforts,and trade and promotion programs.

Correct AnswerverifiedShow Answer

Which type of personal selling presentation is the most consistent with the marketing concept?

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

Which of the following statements regarding sales compensation plans is most accurate?

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

Partnership selling is sometimes called:

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

A sales engineer is a(n) :

Correct AnswerverifiedShow Answer

Correct Answer
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