Question 1

An effective sales plan objective should be

Accepted Answer

A)  general, measurable, and flexible.
B)  profitable, subjective, and measurable.
C)  precise, profitable, and flexible.
D)  precise, measurable, and time specific.
E)  general, flexible, and profitable.F) B) and D)
G) A) and C)

Question 2

Three major presentation formats exist: (1)  stimulus-response format; (2)  __________; and (3)  need-satisfaction format.

Accepted Answer

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

Question 3

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

Accepted Answer

A)  Order getters often replenish a retailer's inventories.
B)  Order getters handle orders obtained on inbound telemarketing.
C)  Order getters require considerable product knowledge.
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 D)
G) B) and D)

Question 4

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

Accepted Answer

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

Question 5

Explain the difference between order takers and order getters.

Accepted Answer

Order takers process routine orders or r...

Question 6

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)  $30 to $40
E)  $40 to $50F) B) and E)
G) A) and E)

Question 7

A common approach for determining the size of an organization's salesforce is the workload method, which integrates the number of customers served, call frequency, call length, and available selling time to arrive at a figure for the salesforce size. The workload method formula is as follows:

Accepted Answer

<img  loading="lazy" src="/assets/images/blured-textbook.svg" class="d-inline m-1" alt="blured image" width="139" height="30"> where NS = Number of salespeople; NC = ...

Question 8

The ________________ format assumes that given the appropriate stimulus by a salesperson, the prospect will buy. With this format the salesperson tries one appeal after another, hoping to hit the right button.

Accepted Answer

A)  formula selling presentation
B)  stimulus-reply presentation
C)  stimulus-satisfaction presentation
D)  stimulus-selling presentation
E)  stimulus-response presentationF) B) and C)
G) B) and E)

Question 9

There are __________ genetic markers correlated with a salesperson's predisposition or willingness to interact with customers and learn about their problems in order to meet their needs.

Accepted Answer

A)  six
B)  two
C)  three
D)  four
E)  fiveF) A) and E)
G) A) and D)

Question 10

A __________ contains specific goals assigned to a salesperson, sales team, branch sales office, or sales district for a stated time period.

Accepted Answer

A)  sales call report
B)  selling expense report
C)  sales quota
D)  sales audit report
E)  salesforce planF) A) and B)
G) A) and C)

Question 11

Which of the following statements should a 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)  "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 12

Explain the difference between relationship selling and partnership selling.

Accepted Answer

Relationship selling is the practice of ...

Question 13

A break-even chart for comparing independent agents and a company salesforce includes __________ and __________.

Accepted Answer

A)  selling costs; sales revenues in dollars
B)  sales profits; percentage of market share
C)  salary compensation; commission compensation
D)  calls made; sales made
E)  number of independent agents; number of company salesforce personnelF) C) and D)
G) A) and B)

Question 14

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

Accepted Answer

A)  The most preferred compensation plan among salespeople is the straight commission plan.
B)  Nonmonetary rewards are not very effective as salesforce motivators.
C)  New recruits are often more productive than seasoned professionals.
D)  Ineffective practices often lead to costly salesforce turnovers.
E)  The expense of training a new salesperson, including the cost of lost sales, is still lower than having to use a salary plus commission plan.F) None of the above
G) B) and D)

Question 15

Three major presentation formats exist: (1)  stimulus-response format; (2)  formula selling format; and (3)  __________.

Accepted Answer

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

Question 16

Personal selling begins with the __________ stage.

Accepted Answer

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

Question 17

Key account management refers to

Accepted Answer

A)  the assignment of a single salesperson to a single customer throughout the course of the entire sale.
B)  the practice of assigning the highest performing salesperson to the clients with the most profitable accounts.
C)  the practice of using team selling to focus on important customers so as to build mutually beneficial, long-term, cooperative relationships.
D)  a sales relationship that involves a face-to-face, person-to-person encounter rather than a sale made through extranets.
E)  the practice of occasionally making contact with a customer on a sporadic basis following the initial sale of a product or service.F) C) and D)
G) B) and C)

Question 18

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

Accepted Answer

Personal selling serves three major role...

Question 19

Trial 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)  committing the prospect quickly by making references to the time limits of the purchase.
D)  making an exchange of money or other unit of value.
E)  asking the prospect to make choices concerning delivery, warranty, or financing terms.F) A) and B)
G) C) and D)

Question 20

Broadly speaking, there are three types of personal selling: _________, order getting, and customer sales support.

Accepted Answer

A)  consumer getting
B)  order processing
C)  online telemarketing
D)  order taking
E)  suggestive sellingF) B) and D)
G) D) and E)

Exam 20: Personal Selling and Sales Management

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

Correct AnswerverifiedShow Answer

Broadly speaking, there are three types of personal selling: _________, order getting, and customer sales support.

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

The ________________ format assumes that given the appropriate stimulus by a salesperson, the prospect will buy. With this format the salesperson tries one appeal after another, hoping to hit the right button.

Correct AnswerverifiedShow Answer

A break-even chart for comparing independent agents and a company salesforce includes __________ and __________.

Correct AnswerverifiedShow Answer

Trial close refers to

Correct AnswerverifiedShow Answer

Explain the difference between order takers and order getters.

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

Key account management refers to

Correct AnswerverifiedShow Answer

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

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

Explain the difference between relationship selling and partnership selling.

Correct AnswerverifiedRelationship selling is the practice of ...View AnswerShow Answer

Three major presentation formats exist: (1) stimulus-response format; (2) __________; and (3) need-satisfaction format.

Correct AnswerverifiedShow Answer

A common approach for determining the size of an organization's salesforce is the workload method, which integrates the number of customers served, call frequency, call length, and available selling time to arrive at a figure for the salesforce size. The workload method formula is as follows:

Correct Answerverified where NS = Number of salespeople; NC = ...View AnswerShow Answer

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

Correct AnswerverifiedShow Answer

An effective sales plan objective should be

Correct AnswerverifiedShow Answer

Three major presentation formats exist: (1) stimulus-response format; (2) formula selling format; and (3) __________.

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedPersonal selling serves three major role...View AnswerShow Answer

Personal selling begins with the __________ stage.

Correct AnswerverifiedShow Answer

A __________ contains specific goals assigned to a salesperson, sales team, branch sales office, or sales district for a stated time period.

Correct AnswerverifiedShow Answer

There are __________ genetic markers correlated with a salesperson's predisposition or willingness to interact with customers and learn about their problems in order to meet their needs.

Correct AnswerverifiedShow Answer

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A break-even chart for comparing independent agents and a company salesforce includes and .

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Order takers process routine orders or r...
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Relationship selling is the practice of ...
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where NS = Number of salespeople; NC = ...
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Personal selling serves three major role...
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