Question 1

The use of various technologies to make the selling 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 networking.F) D) and E)
G) A) and D)

Question 2

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

Salespeople are a valuable source of inf...

Question 3

Salespeople called ________ typically answer simple questions,take orders,and complete transactions with customers.

Accepted Answer

A)  managers
B)  inside order takers
C)  directors
D)  outside order takers
E)  functional salespeopleF) A) and B)
G) A) and E)

Question 4

All of the following are sales presentation formats except which?

Accepted Answer

A)  cold calling format
B)  canned sales format
C)  formula selling format
D)  need-satisfaction format
E)  adaptive selling formatF) C) and E)
G) A) and C)

Question 5

The sales manager instructed the salesperson to " make at least 500 customer contacts between January 1 and July 1." The sales manager voiced a(n) ________ sales objective.

Accepted Answer

A)   output-related
B)   input-related
C)   behaviorally related
D)   comprehensive-related
E)   market-relatedF) B) and E)
G) A) and B)

Question 6

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) None of the above

Question 7

Which of the following statements should a salesperson use to postpone a prospect's objection?

Accepted Answer

A)  "I think I might be able to explain that better to you by showing you a diagram after we have looked at these specs."
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) A) and E)

Question 8

Figure 20-4
 
-Figure 20-4 above depicts the sales management process that involves three interrelated functions.Box A refers to

Accepted Answer

A)  sales plan implementation.
B)  salesforce determination.
C)  salesforce communication.
D)  sales plan formulation.
E)  salesforce evaluation.F) B) and C)
G) None of the above

Question 9

Quantitative assessments of sales performance may be based on input-related objectives set forth in the sales plan,such as those involving

Accepted Answer

A)  new sales,new lead generation,and customer billing.
B)  sales calls,selling expenses,and account management policies.
C)  selling expenses,profits generated,and account management policies.
D)  new lead generation,sales quotas,and sales increases over the previous evaluation period.
E)  recruitment,selection,and training of new sales representatives.F) A) and C)
G) B) and C)

Question 10

Figure 20-3
 
-As shown in Figure 20-3 above,Box F is the ________ stage in the personal selling process.

Accepted Answer

A)  approach
B)  close
C)  presentation
D)  prospecting
E)  follow-upF) D) and E)
G) A) and E)

Question 11

All of the following are behavioral measures that are used to evaluate salespeople except which?

Accepted Answer

A)  attitude
B)  product knowledge
C)  sales
D)  communication skills
E)  appearanceF) A) and B)
G) All of the above

Question 12

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

Accepted Answer

A)  Recruit and select the salesforce,train the salesforce,and compensate the salesforce.
B)  Develop account management policies,implement the account management policies,and evaluate the account management policies.
C)  Set objectives,organize the salesforce,and develop account management policies.
D)  Organize the salesforce,establish quantitative assessment,and implement follow-up.
E)  Organize the salesforce,set motivational sales quotas,and evaluate the individual members of the salesforce.F) A) and E)
G) C) and D)

Question 13

Sales management consists of three interrelated functions: ________,sales plan implementation,and salesforce evaluation.

Accepted Answer

A)  salesforce identification
B)  sales plan formulation
C)  salesforce communication
D)  salesforce size determination
E)  salesforce trainingF) C) and D)
G) B) and E)

Question 14

The practice of introducing a higher-end product solution than the one in question 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) C) and D)
G) B) and D)

Question 15

Toshiba America Medical Systems salespeople use ________ with capabilities to provide interactive presentations for their computerized tomography (CT) and magnetic resonance imaging (MRI) scanners.

Accepted Answer

A)  laptop computers
B)  tablet devices
C)  order processing software
D)  presentation software
E)  smartphonesF) A) and E)
G) C) and D)

Question 16

During a sales call,you respond to a customer's issue by saying courteously,"You're absolutely right,and I am going to make it my business to be sure that never happens again." Which method have you used to handle the customer's objection?

Accepted Answer

A)  postpone
B)  denial
C)  agree and neutralize
D)  ignore
E)  convertF) B) and C)
G) A) and E)

Question 17

Quantitative assessments of sales performance may be based on output-related measures,such as

Accepted Answer

A)  dollar or unit sales volume,last year/current year sales ratio,and new accounts generated.
B)  sales calls,selling expenses,and account management policies.
C)  selling expenses,profits generated,and emotional intelligence quotient.
D)  new lead generation,sales quotas,and sales increases over the previous evaluation period.
E)  recruitment,selection,and training of new sales representatives.F) A) and B)
G) None of the above

Question 18

A salesperson who is guided by the notion,"I try to sell customers all I can to convince them to buy,even if I think it is more than a wise customer should buy," has which type of orientation?

Accepted Answer

A)  sales
B)  cognitive
C)  emotional
D)  customer
E)  compensatoryF) B) and D)
G) A) and B)

Question 19

Inside order takers are also referred to as

Accepted Answer

A)  managers.
B)  wait staff.
C)  prospectors.
D)  salesclerks.
E)  missionary salespeople.F) None of the above
G) B) and E)

Question 20

Two selling styles associated with the need-satisfaction presentation format are

Accepted Answer

A)  adaptive selling and confrontational selling.
B)  adaptive selling and consultative selling.
C)  suggestive selling and canned selling.
D)  adaptive selling and suggestive selling.
E)  suggestive selling and consultative selling.F) A) and B)
G) B) and C)

Exam 20: Personal Selling and Sales Management

All of the following are sales presentation formats except which?

Correct Answer
verified

Quantitative assessments of sales performance may be based on input-related objectives set forth in the sales plan,such as those involving

Correct Answer
verified

Quantitative assessments of sales performance may be based on output-related measures,such 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

During a sales call,you respond to a customer's issue by saying courteously,"You're absolutely right,and I am going to make it my business to be sure that never happens again." Which method have you used to handle the customer's objection?

Correct Answer
verified

Salespeople called ________ typically answer simple questions,take orders,and complete transactions with customers.

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
Salespeople are a valuable source of inf...
View Answer

Which of the following statements should a salesperson use to postpone a prospect's objection?

Correct Answer
verified

The practice of introducing a higher-end product solution than the one in question during the sales process is referred to as

Correct Answer
verified

Inside order takers are also referred to as

Correct Answer
verified

Correct Answer
verified

A salesperson who is guided by the notion,"I try to sell customers all I can to convince them to buy,even if I think it is more than a wise customer should buy," has which type of orientation?

Correct Answer
verified

Two selling styles associated with the need-satisfaction presentation format are

Correct Answer
verified

The sales manager instructed the salesperson to " make at least 500 customer contacts between January 1 and July 1." The sales manager voiced a(n) ________ sales objective.

Correct Answer
verified

Figure 20-3 -As shown in Figure 20-3 above,Box F is the ________ stage in the personal selling process.

Correct Answer
verified

Sales management consists of three interrelated functions: ________,sales plan implementation,and salesforce evaluation.

Correct Answer
verified

All of the following are behavioral measures that are used to evaluate salespeople except which?

Correct Answer
verified

Toshiba America Medical Systems salespeople use ________ with capabilities to provide interactive presentations for their computerized tomography (CT) and magnetic resonance imaging (MRI) scanners.

Correct Answer
verified

The use of various technologies to make the selling function more effective and efficient is referred to as

Correct Answer
verified

Figure 20-4 -Figure 20-4 above depicts the sales management process that involves three interrelated functions.Box A refers to

Correct Answer
verified

Exam 20: Personal Selling and Sales Management

All of the following are sales presentation formats except which?

Correct AnswerverifiedShow Answer

Quantitative assessments of sales performance may be based on input-related objectives set forth in the sales plan,such as those involving

Correct AnswerverifiedShow Answer

Quantitative assessments of sales performance may be based on output-related measures,such 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

During a sales call,you respond to a customer's issue by saying courteously,"You're absolutely right,and I am going to make it my business to be sure that never happens again." Which method have you used to handle the customer's objection?

Correct AnswerverifiedShow Answer

Salespeople called ________ typically answer simple questions,take orders,and complete transactions with customers.

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 AnswerverifiedSalespeople are a valuable source of inf...View AnswerShow Answer

Which of the following statements should a salesperson use to postpone a prospect's objection?

Correct AnswerverifiedShow Answer

The practice of introducing a higher-end product solution than the one in question during the sales process is referred to as

Correct AnswerverifiedShow Answer

Inside order takers are also referred to as

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

A salesperson who is guided by the notion,"I try to sell customers all I can to convince them to buy,even if I think it is more than a wise customer should buy," has which type of orientation?

Correct AnswerverifiedShow Answer

Two selling styles associated with the need-satisfaction presentation format are

Correct AnswerverifiedShow Answer

The sales manager instructed the salesperson to " make at least 500 customer contacts between January 1 and July 1." The sales manager voiced a(n) ________ sales objective.

Correct AnswerverifiedShow Answer

Figure 20-3 -As shown in Figure 20-3 above,Box F is the ________ stage in the personal selling process.

Correct AnswerverifiedShow Answer

Sales management consists of three interrelated functions: ________,sales plan implementation,and salesforce evaluation.

Correct AnswerverifiedShow Answer

All of the following are behavioral measures that are used to evaluate salespeople except which?

Correct AnswerverifiedShow Answer

Toshiba America Medical Systems salespeople use ________ with capabilities to provide interactive presentations for their computerized tomography (CT) and magnetic resonance imaging (MRI) scanners.

Correct AnswerverifiedShow Answer

The use of various technologies to make the selling function more effective and efficient is referred to as

Correct AnswerverifiedShow Answer

Figure 20-4 -Figure 20-4 above depicts the sales management process that involves three interrelated functions.Box A refers to

Correct AnswerverifiedShow Answer

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified
Salespeople are a valuable source of inf...
View Answer

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified