Question 1

A selling format that assumes that given the appropriate prompts by a salesperson, the prospect will buy is referred to as a

Accepted Answer

A)  formula selling presentation.
B)  stimulus-response presentation.
C)  stimulus-satisfaction presentation.
D)  stimulus-selling presentation.
E)  persuasive sales presentation.F) B) and D)
G) None of the above

Question 2

The preapproach stage of the personal selling process is especially important in

Accepted Answer

A)  international sales.
B)  government sales.
C)  high technology product sales.
D)  high-ticket item sales.
E)  the sale of services.F) A) and C)
G) B) and E)

Question 3

The practice of using a group of professionals in selling to and servicing major customers is referred to as

Accepted Answer

A)  cooperative selling.
B)  missionary sales.
C)  sales engineering.
D)  team selling.
E)  partnership selling.F) B) and E)
G) B) and C)

Question 4

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 relationship of trust and 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 C)
G) D) and E)

Question 5

IBM has 30 information technology hardware and software specialists, business consultants, and engineers working at Charles Schwab, a large brokerage firm, all under the direction of a senior IBM sales executive. They are creating and managing a complex financial planning system that helps Schwab clients with their retirement planning. This is an example of

Accepted Answer

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

Question 6

About __________ percent of U.S. companies now include customer satisfaction as a behavioral measure of salesperson performance.

Accepted Answer

A)  30
B)  40
C)  50
D)  60
E)  70F) A) and B)
G) A) and C)

Question 7

The __________ is a common formula-based approach for determining the size of a salesforce.

Accepted Answer

A)  sales response function
B)  account management framework
C)  workhorse method
D)  salesforce allocation method
E)  workload methodF) B) and C)
G) C) and E)

Question 8

The sales process at Xerox typically follows the six stages of the personal selling process. During the fourth stage, as the presentation begins, the salesperson

Accepted Answer

A)  explains why competitor's products are inferior.
B)  summarizes relevant information about potential solutions.
C)  requests a meeting with the company gatekeeper.
D)  requests a meeting with the official buyer to determine the possibility of a sale.
E)  gets a signed document or confirmation of the sale.F) A) and B)
G) B) and E)

Question 9

List the four things that research suggests will produce a motivated salesperson.

Accepted Answer

A sales plan cannot be successfully impl...

Question 10

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

Question 11

About 60 percent of U.S. companies now include customer satisfaction as a(n)  __________ measure of salesperson performance.

Accepted Answer

A)  demonstrative
B)  sensitive
C)  cognitive
D)  emotional
E)  behavioralF) A) and E)
G) A) and D)

Question 12

In many societies outside the United States, considerable time is devoted to nonbusiness talk designed to establish a rapport between buyers and sellers. This occurs during the __________ stage of the personal selling process.

Accepted Answer

A)  close
B)  approach
C)  preapproach
D)  presentation
E)  prospectingF) B) and E)
G) A) and D)

Question 13

A job description is a written document that describes job relationships and requirements that characterize each sales position. Once established, the job description is then translated into a

Accepted Answer

A)  statement of job credentials.
B)  statement of emotional intelligence.
C)  statement of job qualifications.
D)  statement of job requirements.
E)  statement of job education.F) A) and B)
G) A) and C)

Exam 20: Personal Selling and Sales Management

Correct Answer
verified

In many societies outside the United States, considerable time is devoted to nonbusiness talk designed to establish a rapport between buyers and sellers. This occurs during the __________ stage of the personal selling process.

Correct Answer
verified

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

Correct Answer
verified

The preapproach stage of the personal selling process is especially important in

Correct Answer
verified

The __________ is a common formula-based approach for determining the size of a salesforce.

Correct Answer
verified

A selling format that assumes that given the appropriate prompts by a salesperson, the prospect will buy is referred to as a

Correct Answer
verified

The sales process at Xerox typically follows the six stages of the personal selling process. During the fourth stage, as the presentation begins, the salesperson

Correct Answer
verified

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

Correct Answer
verified

About __________ percent of U.S. companies now include customer satisfaction as a behavioral measure of salesperson performance.

Correct Answer
verified

A job description is a written document that describes job relationships and requirements that characterize each sales position. Once established, the job description is then translated into a

Correct Answer
verified

The practice of using a group of professionals in selling to and servicing major customers is referred to as

Correct Answer
verified

List the four things that research suggests will produce a motivated salesperson.

Correct Answer
verified
A sales plan cannot be successfully impl...
View Answer

About 60 percent of U.S. companies now include customer satisfaction as a(n) __________ measure of salesperson performance.

Correct Answer
verified

Exam 20: Personal Selling and Sales Management

Correct AnswerverifiedShow Answer

In many societies outside the United States, considerable time is devoted to nonbusiness talk designed to establish a rapport between buyers and sellers. This occurs during the __________ stage of the personal selling process.

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

The preapproach stage of the personal selling process is especially important in

Correct AnswerverifiedShow Answer

The __________ is a common formula-based approach for determining the size of a salesforce.

Correct AnswerverifiedShow Answer

A selling format that assumes that given the appropriate prompts by a salesperson, the prospect will buy is referred to as a

Correct AnswerverifiedShow Answer

The sales process at Xerox typically follows the six stages of the personal selling process. During the fourth stage, as the presentation begins, the salesperson

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

About __________ percent of U.S. companies now include customer satisfaction as a behavioral measure of salesperson performance.

Correct AnswerverifiedShow Answer

A job description is a written document that describes job relationships and requirements that characterize each sales position. Once established, the job description is then translated into a

Correct AnswerverifiedShow Answer

The practice of using a group of professionals in selling to and servicing major customers is referred to as

Correct AnswerverifiedShow Answer

List the four things that research suggests will produce a motivated salesperson.

Correct AnswerverifiedA sales plan cannot be successfully impl...View AnswerShow Answer

About 60 percent of U.S. companies now include customer satisfaction as a(n) __________ measure of salesperson performance.

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
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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

Correct Answer
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Correct Answer
verified
A sales plan cannot be successfully impl...
View Answer

Correct Answer
verified