Question 1

A good salesperson perceives objections as a hindrance to the purchase decision.

Accepted Answer

A) True 
 B)False

Question 2

In the selling process, which of the following statements is true of developing and proposing solutions?

Accepted Answer

A)  The immediate step after presenting the sales proposal is the final purchase transaction.
B)  Often, customers are more likely to remember what salespeople say than how they present themselves.
C)  It is better to depend on a formal presentation than on a salesperson's ability to handle customer objections.
D)  The quality of both the sales proposal and the presentation can make or break the sale.E) A) and B)
F) A) and C)

Question 3

Which of the following is part of defining the sales goal of a company?

Accepted Answer

A)  Assigning quotas to salespeople
B)  Evaluating the sales force
C)  Training new salespeople
D)  Designing the sales force structureE) B) and C)
F) None of the above

Question 4

Personal selling is more important than advertising and sales promotion if the products being sold:

Accepted Answer

A)  are standardized.
B)  have many consumers.
C)  have a low value.
D)  are technically complex.E) B) and C)
F) None of the above

Question 5

In the selling process, which of the following is true of the needs assessment of prospective clients by salespeople?

Accepted Answer

A)  It should be carried out when the salesperson is developing the sales proposal.
B)  It requires the salesperson be aware of regulation and legislation that affect the industry.
C)  It ignores the impact of competition on the demand of the product being sold.
D)  It does not give a comprehensive result for instances where relationship selling is used.E) A) and B)
F) B) and C)

Question 6

_____ occurs when a customer and a company representative exchange information and develop learning relationships.

Accepted Answer

A)  Traditional selling
B)  An intervention
C)  Customer profiling
D)  An interactionE) A) and B)
F) B) and D)

Question 7

Mandy's Inc. is a well-known supplier of industrial goods. While selling goods, it provides personalized benefits to each customer. It focuses on developing trust over time instead of one-time sales. This is an example of _____.

Accepted Answer

A)  price-based selling
B)  relationship selling
C)  discount selling
D)  persuasive sellingE) A) and B)
F) C) and D)

Question 8

Glenda, a sales representative for Revo Appliances Inc., had to deliver a presentation on her company's latest offering: an innovative food processor. Her target clients were senior managers and chefs from a reputed restaurant. After her presentation, Glenda faced tough objections from her clients who were skeptical about the product's necessity and usefulness. As a good salesperson, how should Glenda respond to this situation?

Accepted Answer

A)  She must ignore the specifications of the product's competing products.
B)  She must offer a steep introductory discount and increase the price later.
C)  She must suggest to her company the use of testimonials as a sales strategy rather than personal selling.
D)  She must consider the objections as a legitimate part of the purchase decision.E) A) and B)
F) B) and D)

Question 9

Which of the following statements is true of traditional selling?

Accepted Answer

A)  It allows ample time for a detailed follow-up with customers after a sale.
B)  It results in more win-win transactions for salespeople than relationship selling.
C)  Minimal effort is placed on asking questions to identify customer needs.
D)  High emphasis is placed on matching customers' needs and wants to the benefits of the product.E) All of the above
F) A) and B)

Question 10

Differentiate between traditional personal selling and relationship selling.

Accepted Answer

Answers will vary. Traditional personal ...

Question 11

_____ is the ultimate goal of a new trend in marketing that focuses on understanding consumers as individuals instead of as part of a group.

Accepted Answer

A)  Organizational optimization
B)  Profit maximization
C)  Total quality management
D)  Customer relationship managementE) All of the above
F) A) and B)

Question 12

Which of the following is a combination of sales automation and Internet technology that some marketers are using in an effort to enhance customer satisfaction and bring in more business?

Accepted Answer

A)  The preapproach model
B)  The attribution model
C)  Geolocation home automation
D)  Automated e-mail follow-up marketingE) All of the above
F) B) and C)

Question 13

Point-of-sale interaction is a touch point in stores or information kiosks that uses software to enable customers to easily provide information about themselves without feeling violated.

Accepted Answer

A) True 
 B)False

Question 14

Briefly explain the impact of technology on personal selling.

Accepted Answer

Answers will vary. E-business-buying, se...

Question 15

While recruiting the sales force, sales managers prefer salespeople who:

Accepted Answer

A)  often avoid getting involved in unlikely sales.
B)  get their point across confidently without being overbearing or aggressive.
C)  ensure that there is no negotiation during the process of closing a sale.
D)  are transaction oriented rather than relationship oriented.E) None of the above
F) A) and C)

Question 16

A sales presentation is a written document or professional presentation that outlines how a company's product or service will meet or exceed the client's needs.

Accepted Answer

A) True 
 B)False

Question 17

_____ describes the ''homework'' that must be done by a salesperson before he or she contacts a prospect.

Accepted Answer

A)  Prequalification
B)  Preapproach
C)  Networking
D)  Cold callingE) A) and C)
F) A) and B)

Question 18

Which of the following makes it necessary for salespeople to conduct a thorough and continued follow-up with the clients?

Accepted Answer

A)  Conducting post-sales follow-up gives rise to cognitive dissonance.
B)  In present times, customers are more loyal toward brands and vendors now than before.
C)  Most businesses depend on repeat sales, which depend on follow-up by the salesperson.
D)  Buyers are more inclined to look for the best deal when they experience good post-sale follow-up.E) A) and D)
F) B) and C)

Question 19

Maggie's Apparel Inc. manufactures apparel for men and women. It calls on other retailers to sell its products. The salespeople at Maggie's Apparel also travel to its customers' locations to finalize sales deals. In this scenario, the salespeople at Maggie's Apparel are _____.

Accepted Answer

A)  business-focused salespeople
B)  consumer-focused salespeople
C)  opinion leaders
D)  late adoptersE) A) and B)
F) C) and D)

Question 20

A sales manager's only job is to maximize sales at a reasonable cost while also maximizing profits.

Accepted Answer

A) True 
 B)False

Exam 17: Personal Selling and Sales Management

Correct Answer
verified

_____ occurs when a customer and a company representative exchange information and develop learning relationships.

Correct Answer
verified

A sales manager's only job is to maximize sales at a reasonable cost while also maximizing profits.

Correct Answer
verified

Point-of-sale interaction is a touch point in stores or information kiosks that uses software to enable customers to easily provide information about themselves without feeling violated.

Correct Answer
verified

A sales presentation is a written document or professional presentation that outlines how a company's product or service will meet or exceed the client's needs.

Correct Answer
verified

Maggie's Apparel Inc. manufactures apparel for men and women. It calls on other retailers to sell its products. The salespeople at Maggie's Apparel also travel to its customers' locations to finalize sales deals. In this scenario, the salespeople at Maggie's Apparel are _____.

Correct Answer
verified

Which of the following is a combination of sales automation and Internet technology that some marketers are using in an effort to enhance customer satisfaction and bring in more business?

Correct Answer
verified

In the selling process, which of the following statements is true of developing and proposing solutions?

Correct Answer
verified

Which of the following makes it necessary for salespeople to conduct a thorough and continued follow-up with the clients?

Correct Answer
verified

Which of the following is part of defining the sales goal of a company?

Correct Answer
verified

Differentiate between traditional personal selling and relationship selling.

Correct Answer
verified
Answers will vary. Traditional personal ...
View Answer

In the selling process, which of the following is true of the needs assessment of prospective clients by salespeople?

Correct Answer
verified

Mandy's Inc. is a well-known supplier of industrial goods. While selling goods, it provides personalized benefits to each customer. It focuses on developing trust over time instead of one-time sales. This is an example of _____.

Correct Answer
verified

A good salesperson perceives objections as a hindrance to the purchase decision.

Correct Answer
verified

Briefly explain the impact of technology on personal selling.

Correct Answer
verified
Answers will vary. E-business-buying, se...
View Answer

_____ is the ultimate goal of a new trend in marketing that focuses on understanding consumers as individuals instead of as part of a group.

Correct Answer
verified

Personal selling is more important than advertising and sales promotion if the products being sold:

Correct Answer
verified

_____ describes the ''homework'' that must be done by a salesperson before he or she contacts a prospect.

Correct Answer
verified

While recruiting the sales force, sales managers prefer salespeople who:

Correct Answer
verified

Which of the following statements is true of traditional selling?

Correct Answer
verified

Exam 17: Personal Selling and Sales Management

Correct AnswerverifiedShow Answer

_____ occurs when a customer and a company representative exchange information and develop learning relationships.

Correct AnswerverifiedShow Answer

A sales manager's only job is to maximize sales at a reasonable cost while also maximizing profits.

Correct AnswerverifiedShow Answer

Point-of-sale interaction is a touch point in stores or information kiosks that uses software to enable customers to easily provide information about themselves without feeling violated.

Correct AnswerverifiedShow Answer

A sales presentation is a written document or professional presentation that outlines how a company's product or service will meet or exceed the client's needs.

Correct AnswerverifiedShow Answer

Maggie's Apparel Inc. manufactures apparel for men and women. It calls on other retailers to sell its products. The salespeople at Maggie's Apparel also travel to its customers' locations to finalize sales deals. In this scenario, the salespeople at Maggie's Apparel are _____.

Correct AnswerverifiedShow Answer

Which of the following is a combination of sales automation and Internet technology that some marketers are using in an effort to enhance customer satisfaction and bring in more business?

Correct AnswerverifiedShow Answer

In the selling process, which of the following statements is true of developing and proposing solutions?

Correct AnswerverifiedShow Answer

Which of the following makes it necessary for salespeople to conduct a thorough and continued follow-up with the clients?

Correct AnswerverifiedShow Answer

Which of the following is part of defining the sales goal of a company?

Correct AnswerverifiedShow Answer

Differentiate between traditional personal selling and relationship selling.

Correct AnswerverifiedAnswers will vary. Traditional personal ...View AnswerShow Answer

In the selling process, which of the following is true of the needs assessment of prospective clients by salespeople?

Correct AnswerverifiedShow Answer

Mandy's Inc. is a well-known supplier of industrial goods. While selling goods, it provides personalized benefits to each customer. It focuses on developing trust over time instead of one-time sales. This is an example of _____.

Correct AnswerverifiedShow Answer

A good salesperson perceives objections as a hindrance to the purchase decision.

Correct AnswerverifiedShow Answer

Briefly explain the impact of technology on personal selling.

Correct AnswerverifiedAnswers will vary. E-business-buying, se...View AnswerShow Answer

_____ is the ultimate goal of a new trend in marketing that focuses on understanding consumers as individuals instead of as part of a group.

Correct AnswerverifiedShow Answer

Personal selling is more important than advertising and sales promotion if the products being sold:

Correct AnswerverifiedShow Answer

_____ describes the ''homework'' that must be done by a salesperson before he or she contacts a prospect.

Correct AnswerverifiedShow Answer

While recruiting the sales force, sales managers prefer salespeople who:

Correct AnswerverifiedShow Answer

Which of the following statements is true of traditional selling?

Correct AnswerverifiedShow Answer

Correct Answer
verified

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
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified
Answers will vary. Traditional personal ...
View Answer

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified
Answers will vary. E-business-buying, se...
View Answer

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
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