Question 1

Describe the need-satisfaction presentation format. In the answer, include the two selling styles that are common with this format.

Accepted Answer

The need-satisfaction presentation forma...

Question 2

Another name for cold calling is

Accepted Answer

A)  cold canvassing.
B)  telemarketing.
C)  merchant campaigning.
D)  sales managed selling.
E)  trial close selling.F) A) and C)
G) A) and B)

Question 3

What are the six stages of the personal selling process? What is the objective of each stage?

Accepted Answer

The personal selling process consists of...

Question 4

The sales process at Xerox typically follows the six stages of the personal selling process. During the third stage, a Xerox sales representative approaches the prospect and suggests __________.

Accepted Answer

A)  several product alternatives
B)  several solutions to perceived problems the salesforce has identified
C)  different pricing options
D)  a meeting and presentation
E)  a visit to corporate headquarters for a complete tour of the facilitiesF) A) and D)
G) C) and E)

Question 5

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 qualificationsF) C) and D)
G) C) and E)

Question 6

Information from a __________ is used to write a job description.

Accepted Answer

A)  job analysis
B)  salesforce compensation plan
C)  sales plan
D)  sales performance audit
E)  personal performance planF) C) and D)
G) B) and C)

Question 7

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

Accepted Answer

A)  32 percent
B)  41 percent
C)  48 percent
D)  53 percent
E)  55 percentF) A) and B)
G) C) and D)

Question 8

A third type of sales objective is __________, which is typically specific for each salesperson and includes his or her product knowledge, customer service, and selling and communication skills.

Accepted Answer

A)  output-related
B)  input-related
C)  profit-related
D)  expertise-related
E)  behaviorally-relatedF) A) and B)
G) A) and C)

Question 9

Salespeople for Timex watches use their laptop computers to process orders, plan time allocations, forecast sales, and communicate with Timex personnel and customers. The use of __________ helps the Timex salesforce provide customer service.

Accepted Answer

A)  time management software
B)  order processing software
C)  technology
D)  proposal generation software
E)  WebEx softwareF) B) and E)
G) C) and D)

Question 10

The advantage of a product sales organization is that

Accepted Answer

A)  salespeople can develop expertise with technical characteristics, applications, and selling methods associated with a particular product or family of products.
B)  the number of salespersons in the salesforce can be reduced.
C)  there is a lower cost for sales calls since this method is chosen for products that inherently have little or no product variation.
D)  it significantly minimizes travel time, expenses, and duplication of selling effort from one territory to another.
E)  fewer sales managers are required since the salesforce is paid strictly on commission.F) B) and C)
G) B) and D)

Question 11

All of the following are output-related sales objectives EXCEPT:

Accepted Answer

A)  unit sales
B)  profit
C)  number of new customers
D)  number of sales calls
E)  dollar salesF) D) and E)
G) None of the above

Question 12

The search for and qualification of potential customers during the personal selling process is referred to as __________.

Accepted Answer

A)  prospecting
B)  customer mining
C)  lead initiation
D)  cold calling
E)  gleaningF) A) and B)
G) C) and D)

Question 13

Major 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 serviceF) D) and E)
G) B) and D)

Question 14

The use of computer, information, communication, and Internet technology to make the sales function more effective and efficient is referred to as __________.

Accepted Answer

A)  automated selling
B)  direct selling
C)  salesforce automation
D)  salesforce computerization
E)  salesforce networkingF) A) and C)
G) D) and E)

Question 15

A __________ explains: (1)  to whom a salesperson reports; (2)  how a salesperson interacts with other company personnel; (3)  the customers to be called on; (4)  the specific activities to be carried out; (5)  the physical and mental demands of the job; and (6)  the types of products and services to be sold.

Accepted Answer

A)  sales plan
B)  job analysis
C)  sales performance audit
D)  job description
E)  personal performance planF) B) and C)
G) A) and B)

Question 16

Which of the following tasks are involved in the sales plan 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, and evaluating the account management policies
C)  setting sales objectives, organizing the salesforce, and developing account management policies
D)  organizing the salesforce, establishing quantitative assessment, and implementing follow-up
E)  organizing the salesforce, setting motivational sales quotas, and evaluating the individual members of the salesforceF) A) and B)
G) A) and C)

Question 17

There are six commonly used techniques to deal with objections: acknowledge and convert the objection; postpone; agree and neutralize; __________; denial; and ignore the objection.

Accepted Answer

A)  redirect the conversation
B)  defer to a supervisor
C)  probe by asking additional questions
D)  accept the objection
E)  distract by identifying competitor shortcomingsF) None of the above
G) C) and D)

Question 18

The personal selling process refers to

Accepted Answer

A)  the activities that begin with the prospecting of potential leads to the final closing of a sale.
B)  the three sales activities that include identifying a customer with an unfilled need, identifying a product or service that could satisfy that need, and initiating a formalized exchange or sale.
C)  the formalized sales protocol used by a company's salesforce to ensure a consistent quality sales presentation.
D)  the sales activities occurring before, during, and after the sale itself, consisting of six stages: prospecting, preapproach, approach, presentation, close, and follow-up.
E)  the sequential steps taken to close a sale including finalizing product benefits, arranging for distribution, and obtaining payment.F) None of the above
G) C) and D)

Question 19

Salesforce 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) A) and B)
G) B) and E)

Question 20

Russ Berry Company is a company that makes gifts and collectibles. When its southeastern sales representative is driving through a community on her way to make a sales call, she looks for small independent florists and gift shops. When she finds a retailer whom she knows is not carrying Russ products, she stops and makes a sales call. The company's sales rep uses __________ to find its prospects.

Accepted Answer

A)  stimulus-response selling
B)  order taking
C)  cold canvassing
D)  formula selling
E)  telemarketingF) B) and D)
G) A) and C)

Exam 17: Personal Selling and Sales Management

The sales process at Xerox typically follows the six stages of the personal selling process. During the third stage, a Xerox sales representative approaches the prospect and suggests __________.

Correct Answer
verified

Major account management refers to

Correct Answer
verified

Salesforce automation is the use of __________ to make the sales function more efficient and effective.

Correct Answer
verified

Describe the need-satisfaction presentation format. In the answer, include the two selling styles that are common with this format.

Correct Answer
verified
The need-satisfaction presentation forma...
View Answer

The use of computer, information, communication, and Internet technology to make the sales function more effective and efficient is referred to as __________.

Correct Answer
verified

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

Correct Answer
verified

Correct Answer
verified

All of the following are output-related sales objectives EXCEPT:

Correct Answer
verified

There are six commonly used techniques to deal with objections: acknowledge and convert the objection; postpone; agree and neutralize; __________; denial; and ignore the objection.

Correct Answer
verified

What are the six stages of the personal selling process? What is the objective of each stage?

Correct Answer
verified
The personal selling process consists of...
View Answer

Correct Answer
verified

Salespeople for Timex watches use their laptop computers to process orders, plan time allocations, forecast sales, and communicate with Timex personnel and customers. The use of __________ helps the Timex salesforce provide customer service.

Correct Answer
verified

The search for and qualification of potential customers during the personal selling process is referred to as __________.

Correct Answer
verified

A third type of sales objective is __________, which is typically specific for each salesperson and includes his or her product knowledge, customer service, and selling and communication skills.

Correct Answer
verified

The advantage of a product sales organization is that

Correct Answer
verified

Information from a __________ is used to write a job description.

Correct Answer
verified

Another name for cold calling is

Correct Answer
verified

The personal selling process refers to

Correct Answer
verified

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

Correct Answer
verified

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

Correct Answer
verified

Exam 17: Personal Selling and Sales Management

The sales process at Xerox typically follows the six stages of the personal selling process. During the third stage, a Xerox sales representative approaches the prospect and suggests __________.

Correct AnswerverifiedShow Answer

Major account management refers to

Correct AnswerverifiedShow Answer

Salesforce automation is the use of __________ to make the sales function more efficient and effective.

Correct AnswerverifiedShow Answer

Describe the need-satisfaction presentation format. In the answer, include the two selling styles that are common with this format.

Correct AnswerverifiedThe need-satisfaction presentation forma...View AnswerShow Answer

The use of computer, information, communication, and Internet technology to make the sales function more effective and efficient is referred to as __________.

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

All of the following are output-related sales objectives EXCEPT:

Correct AnswerverifiedShow Answer

There are six commonly used techniques to deal with objections: acknowledge and convert the objection; postpone; agree and neutralize; __________; denial; and ignore the objection.

Correct AnswerverifiedShow Answer

What are the six stages of the personal selling process? What is the objective of each stage?

Correct AnswerverifiedThe personal selling process consists of...View AnswerShow Answer

Correct AnswerverifiedShow Answer

Salespeople for Timex watches use their laptop computers to process orders, plan time allocations, forecast sales, and communicate with Timex personnel and customers. The use of __________ helps the Timex salesforce provide customer service.

Correct AnswerverifiedShow Answer

The search for and qualification of potential customers during the personal selling process is referred to as __________.

Correct AnswerverifiedShow Answer

A third type of sales objective is __________, which is typically specific for each salesperson and includes his or her product knowledge, customer service, and selling and communication skills.

Correct AnswerverifiedShow Answer

The advantage of a product sales organization is that

Correct AnswerverifiedShow Answer

Information from a __________ is used to write a job description.

Correct AnswerverifiedShow Answer

Another name for cold calling is

Correct AnswerverifiedShow Answer

The personal selling process 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

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

Correct AnswerverifiedShow Answer

Correct Answer
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Correct Answer
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Correct Answer
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Correct Answer
verified
The need-satisfaction presentation forma...
View 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
verified

Correct Answer
verified
The personal selling process consists of...
View 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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