Question 1

Sales is among the highest-paying careers for college graduates.

Accepted Answer

A) True 
 B)False

Question 2

Online sales training is used to replace the one-on-one interaction of on-the-job training for advanced selling skills.

Accepted Answer

A) True 
 B)False

Question 3

The sales process always proceeds through each of the five steps.

Accepted Answer

A) True 
 B)False

Question 4

Garrett is a sales rep for a line of golf equipment. He has been trying to get his sales manager to allow him to rent a booth at the upcoming PGA (Professional Golfers' Association) Show held every January in Orlando. Garrett is putting together a list of the benefits of displaying his company's products at the show. What benefits should his list include?

Accepted Answer

Garrett's list of benefits of trade show...

Question 5

The best way for sales managers to instill ethical behavior in the sales force is to

Accepted Answer

A)   provide extensive ethical training.
B)   use only straight salary and no commissions.
C)   employ a sales ethics forecaster.
D)   never use telemarketing.
E)   lead by example.F) B) and D)
G) A) and B)

Question 6

What is the advantage to the firm of paying salespeople based on straight commission?

Accepted Answer

Commission is a percentage of the sales ...

Question 7

On weekends, Everett often finds himself thinking about his customers and their problems. Sometimes Everett will figure out a potential solution and use his PDA to send it to his customer. What personal trait does Everett have that is important to sales success?

Accepted Answer

Everett is demonstra...

Question 8

In Arthur Miller's play, Death of a Salesman, Willie Loman portrays

Accepted Answer

A)   a leading example of an ethical salesman.
B)   the loneliness of a traveling salesman.
C)   the ruthlessness of a pushy salesman.
D)   the lifestyle and success of people in sales.
E)   the value salespeople provide to consumers.F) B) and D)
G) D) and E)

Question 9

Almost everyone is engaged in some form of selling.

Accepted Answer

A) True 
 B)False

Question 10

Johnny works at an electronics store. In addition to his salary, he receives 2 percent of the sales dollars he brings in each month. This extra 2 percent is called a

Accepted Answer

A)   commission.
B)   salary.
C)   bonus.
D)   reward.
E)   rebate.F) A) and E)
G) B) and C)

Question 11

Boris tells a colleague all about a major prospect Boris plans to call on in the next few days and asks the colleague to pretend to be a customer while he makes his sales presentation. Boris and his colleague are engaged in

Accepted Answer

A)   requalifying leads.
B)   approach dynamics.
C)   closing the sale.
D)   role playing.
E)   cold calling.F) D) and E)
G) C) and D)

Question 12

If your company hired you to make sales calls via the telephone, your company hired you to do

Accepted Answer

A)   telemarketing.
B)   trade shows.
C)   target marketing.
D)   test marketing.
E)   team selling.F) A) and D)
G) A) and B)

Question 13

One of the disadvantages associated with personal selling is that

Accepted Answer

A)   cold calling is easier than direct mail advertising.
B)   a salesperson often changes the message based on consumers' needs.
C)   it is expensive.
D)   it can be directed toward those customers with the highest potential.
E)   it is structured and finite.F) All of the above
G) B) and D)

Question 14

What kinds of ethical problems can be created by corporate sales policies?

Accepted Answer

Sales reps may be asked to sell a produc...

Question 15

Although a sales representative may skip a step in the personal selling process or might sometimes have to go back and repeat steps, there is a logic in the sequence. Which of the following would NOT be appropriate in the personal selling process?

Accepted Answer

A)   Before a salesperson can work through the preapproach, leads must be qualified.
B)   The customer's reservations must be addressed before closing the sale.
C)   Closing the sale is the final-and most satisfying-part of the process.
D)   Carefully working through the preapproach will make the next step-the sales presentation-more effective and efficient.
E)   Follow-up may include additional sales for the representative.F) A) and D)
G) B) and D)

Question 16

Explain the ethical and legal issues that may arise between a salesperson and the customer.

Accepted Answer

The salesperson must act legally and eth...

Question 17

Regina has made the same sales presentation twice a day for almost a month. At first, the presentation seemed to flow nicely but lately it has not seemed as effortless as it initially was. Regina might ask another sales rep to participate in __________ and critique her presentation.

Accepted Answer

A)   requalifying leads
B)   approach dynamics
C)   closing the sale
D)   role playing
E)   cold callingF) B) and C)
G) A) and E)

Question 18

Kyle is preparing for an important sales presentation. He knows that customers are more likely to ___________ during his presentation than during other stages of the selling process.

Accepted Answer

A)   be identified as qualified leads
B)   agree with everything he says
C)   raise objections
D)   offer advice
E)   return unacceptable merchandiseF) B) and E)
G) A) and D)

Question 19

__________ involves the planning, direction, and control of personal selling activities, including recruitment, selection, training, motivation, compensation, and evaluation of members of the sales force.

Accepted Answer

A)   Human resources management
B)   Integrated marketing communications management
C)   Sales management
D)   Marketing management
E)   Sales administrationF) A) and B)
G) A) and E)

Question 20

The attitudes that Ryan's customers develop after they have purchased his yearly lawn care service will become the basis for determining whether they renew each year. He needs to be ____________, quickly addressing any problems that occur.

Accepted Answer

A)   reliable
B)   responsive
C)   assuring
D)   empathic
E)   tangibleF) A) and D)
G) All of the above

Exam 19: Personal Selling and Sales Management

Correct Answer
verified
Garrett's list of benefits of trade show...
View Answer

What is the advantage to the firm of paying salespeople based on straight commission?

Correct Answer
verified
Commission is a percentage of the sales ...
View Answer

One of the disadvantages associated with personal selling is that

Correct Answer
verified

The best way for sales managers to instill ethical behavior in the sales force is to

Correct Answer
verified

On weekends, Everett often finds himself thinking about his customers and their problems. Sometimes Everett will figure out a potential solution and use his PDA to send it to his customer. What personal trait does Everett have that is important to sales success?

Correct Answer
verified
Everett is demonstra...
View Answer

Kyle is preparing for an important sales presentation. He knows that customers are more likely to ___________ during his presentation than during other stages of the selling process.

Correct Answer
verified

Almost everyone is engaged in some form of selling.

Correct Answer
verified

The sales process always proceeds through each of the five steps.

Correct Answer
verified

Boris tells a colleague all about a major prospect Boris plans to call on in the next few days and asks the colleague to pretend to be a customer while he makes his sales presentation. Boris and his colleague are engaged in

Correct Answer
verified

Sales is among the highest-paying careers for college graduates.

Correct Answer
verified

The attitudes that Ryan's customers develop after they have purchased his yearly lawn care service will become the basis for determining whether they renew each year. He needs to be ____________, quickly addressing any problems that occur.

Correct Answer
verified

Regina has made the same sales presentation twice a day for almost a month. At first, the presentation seemed to flow nicely but lately it has not seemed as effortless as it initially was. Regina might ask another sales rep to participate in __________ and critique her presentation.

Correct Answer
verified

Johnny works at an electronics store. In addition to his salary, he receives 2 percent of the sales dollars he brings in each month. This extra 2 percent is called a

Correct Answer
verified

__________ involves the planning, direction, and control of personal selling activities, including recruitment, selection, training, motivation, compensation, and evaluation of members of the sales force.

Correct Answer
verified

What kinds of ethical problems can be created by corporate sales policies?

Correct Answer
verified
Sales reps may be asked to sell a produc...
View Answer

Online sales training is used to replace the one-on-one interaction of on-the-job training for advanced selling skills.

Correct Answer
verified

In Arthur Miller's play, Death of a Salesman, Willie Loman portrays

Correct Answer
verified

Although a sales representative may skip a step in the personal selling process or might sometimes have to go back and repeat steps, there is a logic in the sequence. Which of the following would NOT be appropriate in the personal selling process?

Correct Answer
verified

Explain the ethical and legal issues that may arise between a salesperson and the customer.

Correct Answer
verified
The salesperson must act legally and eth...
View Answer

If your company hired you to make sales calls via the telephone, your company hired you to do

Correct Answer
verified

Exam 19: Personal Selling and Sales Management

Correct AnswerverifiedGarrett's list of benefits of trade show...View AnswerShow Answer

What is the advantage to the firm of paying salespeople based on straight commission?

Correct AnswerverifiedCommission is a percentage of the sales ...View AnswerShow Answer

One of the disadvantages associated with personal selling is that

Correct AnswerverifiedShow Answer

The best way for sales managers to instill ethical behavior in the sales force is to

Correct AnswerverifiedShow Answer

On weekends, Everett often finds himself thinking about his customers and their problems. Sometimes Everett will figure out a potential solution and use his PDA to send it to his customer. What personal trait does Everett have that is important to sales success?

Correct AnswerverifiedEverett is demonstra...View AnswerShow Answer

Kyle is preparing for an important sales presentation. He knows that customers are more likely to ___________ during his presentation than during other stages of the selling process.

Correct AnswerverifiedShow Answer

Almost everyone is engaged in some form of selling.

Correct AnswerverifiedShow Answer

The sales process always proceeds through each of the five steps.

Correct AnswerverifiedShow Answer

Boris tells a colleague all about a major prospect Boris plans to call on in the next few days and asks the colleague to pretend to be a customer while he makes his sales presentation. Boris and his colleague are engaged in

Correct AnswerverifiedShow Answer

Sales is among the highest-paying careers for college graduates.

Correct AnswerverifiedShow Answer

The attitudes that Ryan's customers develop after they have purchased his yearly lawn care service will become the basis for determining whether they renew each year. He needs to be ____________, quickly addressing any problems that occur.

Correct AnswerverifiedShow Answer

Regina has made the same sales presentation twice a day for almost a month. At first, the presentation seemed to flow nicely but lately it has not seemed as effortless as it initially was. Regina might ask another sales rep to participate in __________ and critique her presentation.

Correct AnswerverifiedShow Answer

Johnny works at an electronics store. In addition to his salary, he receives 2 percent of the sales dollars he brings in each month. This extra 2 percent is called a

Correct AnswerverifiedShow Answer

__________ involves the planning, direction, and control of personal selling activities, including recruitment, selection, training, motivation, compensation, and evaluation of members of the sales force.

Correct AnswerverifiedShow Answer

What kinds of ethical problems can be created by corporate sales policies?

Correct AnswerverifiedSales reps may be asked to sell a produc...View AnswerShow Answer

Online sales training is used to replace the one-on-one interaction of on-the-job training for advanced selling skills.

Correct AnswerverifiedShow Answer

In Arthur Miller's play, Death of a Salesman, Willie Loman portrays

Correct AnswerverifiedShow Answer

Although a sales representative may skip a step in the personal selling process or might sometimes have to go back and repeat steps, there is a logic in the sequence. Which of the following would NOT be appropriate in the personal selling process?

Correct AnswerverifiedShow Answer

Explain the ethical and legal issues that may arise between a salesperson and the customer.

Correct AnswerverifiedThe salesperson must act legally and eth...View AnswerShow Answer

If your company hired you to make sales calls via the telephone, your company hired you to do

Correct AnswerverifiedShow Answer

Correct Answer
verified
Garrett's list of benefits of trade show...
View Answer

Correct Answer
verified
Commission is a percentage of the sales ...
View Answer

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified
Everett is demonstra...
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
Sales reps may be asked to sell a produc...
View Answer

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified
The salesperson must act legally and eth...
View Answer

Correct Answer
verified