Question 1

When salespeople alter their sales messages and behaviors during a sales presentation or as they encounter different sales situations, they are using _____.

Accepted Answer

A)   value-based selling
B)   stimulus response selling
C)   mental states selling
D)   adaptive selling
E)   the formula approach to sellingF) A) and B)
G) B) and C)

Question 2

The independence of action traditionally enjoyed by salespeople is frequently a byproduct of decentralized sales operations in which salespeople live and work away from headquarters.

Accepted Answer

A) True 
 B)False

Question 3

_____ helps a salesperson to determine if a prospective customer should be targeted for further sales attention.

Accepted Answer

A)   Customer value
B)   Sales dialogue
C)   Inside sales
D)   Sales support
E)   Continued affirmationF) B) and E)
G) D) and E)

Question 4

Maria, a medical insurance agent, informs prospective customers about the potential health issues associated with current lifestyles. She successfully sells insurance policies by convincing them that a medical insurance offers financial assistance in case of an illness. In this scenario, Maria most likely uses the _____ approach to personal selling.

Accepted Answer

A)   stimulus response
B)   need satisfaction
C)   consultative
D)   mental states
E)   problem-solvingF) A) and D)
G) All of the above A

Question 5

Sean, a sales manager at Placit Store, is tasked with generating sales revenue, maintaining customer relationships, and performing sales support activities. This scenario illustrates the _____.

Accepted Answer

A)   combination sales job concept
B)   inside-sales operation
C)   job of technical support salespeople
D)   job of missionary salespeople
E)   job of pioneersF) B) and E)
G) A) and D)

Question 6

The sales process begins with:

Accepted Answer

A)   training the sales force.
B)   locating qualified prospective customers.
C)   planning the sales presentation.
D)   planning the sales dialogue.
E)   making an appointment to see a customer.F) All of the above
G) C) and D) B

Question 7

Who among the following are called farmers?

Accepted Answer

A)   Order-takers
B)   Order-getters
C)   Inside sales
D)   Pioneers
E)   DetailersF) A) and C)
G) A) and B)

Question 8

Which of the following approaches to personal selling forces a salesperson to plan the sales presentation prior to calling on a customer?

Accepted Answer

A)   Need satisfaction selling
B)   Mental states selling
C)   Problem-solving selling
D)   Consultative selling
E)   Adaptive sellingF) B) and D)
G) B) and E)

Question 9

In the context of consultative selling, salespeople play the role of a _____ when they support customers, even when an immediate sale is not expected.

Accepted Answer

A)   negotiation expert
B)   strategic orchestrator
C)   revenue producer
D)   long-term ally
E)   business consultantF) None of the above
G) All of the above

Question 10

The term _____ refers to the series of conversations between buyers and sellers that take place over time in an attempt to build relationships.

Accepted Answer

A)   sales advertising
B)   sales dialogue
C)   sales lead
D)   customer value
E)   economic stimulusF) C) and E)
G) C) and D)

Question 11

Salespeople play an important role in market research and in providing feedback to their firms because:

Accepted Answer

A)   they are trained through a widely accepted certification program in market research.
B)   they spend a lot of time in direct contact with their customers.
C)   the jobs of salespeople have a well-established routine that allows them to get a general idea of their customers .
D)   they are trained in providing feedback to their managers.
E)   salespeople are solely concerned with their firm's profitability in bottom-line terms .F) D) and E)
G) A) and B)

Question 12

Which of the following distinguishes personal selling from other forms of marketing communications such as advertising and public relations?

Accepted Answer

A)   The opportunity to react immediately to customer feedback during sales presentations
B)   The existence of a universal code of ethics for salespeople
C)   The ability to influence customers
D)   The lack of decision-making autonomy for salespeople
E)   The availability of a well-established routine for salespeopleF) A) and E)
G) None of the above A

Question 13

Unlike need satisfaction selling, stimulus response selling focuses on customers rather than on salespeople .

Accepted Answer

A) True 
 B)False

Question 14

It is imperative that salespeople are honest and candid with customers because of the increasing emphasis on:

Accepted Answer

A)   pushing products to customers and moving on.
B)   generating profits for the selling firm.
C)   maintaining long-term relationships with customers.
D)   abiding by the universal code of ethics for salespeople.
E)   using transaction-focused traditional selling.F) None of the above
G) B) and D)

Question 15

During a sales presentation on his company's new range of laptops and their specifications, Daniel was interrupted by a few members of the audience who informed him that they were unable understand the marketing and technical jargons used in the presentation. Daniel altered his message accordingly and adjusted the presentation so that everyone could understand his message. In this scenario, Daniel most likely used _____.

Accepted Answer

A)   adaptive selling
B)   mental states selling
C)   stimulus response selling
D)   consultative selling
E)   the formula approach to sellingF) A) and D)
G) B) and D)

Question 16

The three phases of the sales process are initiating, developing, and enhancing customer relationships.

Accepted Answer

A) True 
 B)False

Question 17

Which of the following is a key difference between trust-based relationship selling and transaction-focused traditional selling?

Accepted Answer

A)   In trust-based relationship selling, the customer is the primary focus, whereas in transaction-focused traditional selling, the salesperson is the primary focus.
B)   In trust-based relationship selling, the nature of communication is one-way, whereas in transaction-focused traditional selling, the nature of communication is two-way.
C)   In  trust-based relationship selling, the salesperson is isolated from the customer's decision-making process, whereas in transaction-focused traditional selling, the salesperson is actively involved in the customer's decision-making process.
D)   In trust-based relationship selling, the desired outcome is order volume, whereas in transaction-focused traditional selling, the desired outcome is mutual benefits.
E)   In trust-based relationship selling, the salesperson plays the role of making calls and closing sales, whereas in transaction-focused traditional selling, the salesperson plays the role of a business consultant.F) All of the above
G) A) and E)

Question 18

Which of the following statements is true of sales as a career?

Accepted Answer

A)   The demand for sales professionals is expected to decrease in the next five years.
B)   Sales as a profession does not offer much job security as salespeople spend a majority of their time on nonselling activities.
C)   Salespeople cannot switch industries easily, as different industries need different sales skills.
D)   Salespeople receive constant, immediate feedback on their job performance.
E)   Sales as a profession is monotonous, and salespeople have a well-established routine.F) A) and C)
G) A) and B)

Question 19

Sylvia, a young college graduate, is looking for a job as a sales professional because it offers her the opportunity to interact with customers from different ethnic groups. She is not interested in a traditional office job or any job that involves routine work. In the context of the features of sales jobs, Sylvia is attracted to the characteristic of _____.

Accepted Answer

A)   job security
B)   job variety
C)   independence
D)   high compensation
E)   immediate feedbackF) B) and C)
G) A) and B)

Question 20

In a fluctuating economy, salespeople make invaluable contributions by assisting in recovery cycles and by helping to sustain periods of relative prosperity.

Accepted Answer

A) True 
 B)False

Exam 1: Overview of Personal Selling

When salespeople alter their sales messages and behaviors during a sales presentation or as they encounter different sales situations, they are using _____.

Correct Answer
verified

The independence of action traditionally enjoyed by salespeople is frequently a byproduct of decentralized sales operations in which salespeople live and work away from headquarters.

Correct Answer
verified

_____ helps a salesperson to determine if a prospective customer should be targeted for further sales attention.

Correct Answer
verified

Correct Answer
verified
A

Sean, a sales manager at Placit Store, is tasked with generating sales revenue, maintaining customer relationships, and performing sales support activities. This scenario illustrates the _____.

Correct Answer
verified

The sales process begins with:

Correct Answer
verified
B

Who among the following are called farmers?

Correct Answer
verified

Which of the following approaches to personal selling forces a salesperson to plan the sales presentation prior to calling on a customer?

Correct Answer
verified

In the context of consultative selling, salespeople play the role of a _____ when they support customers, even when an immediate sale is not expected.

Correct Answer
verified

The term _____ refers to the series of conversations between buyers and sellers that take place over time in an attempt to build relationships.

Correct Answer
verified

Salespeople play an important role in market research and in providing feedback to their firms because:

Correct Answer
verified

Which of the following distinguishes personal selling from other forms of marketing communications such as advertising and public relations?

Correct Answer
verified
A

Unlike need satisfaction selling, stimulus response selling focuses on customers rather than on salespeople .

Correct Answer
verified

It is imperative that salespeople are honest and candid with customers because of the increasing emphasis on:

Correct Answer
verified

Correct Answer
verified

The three phases of the sales process are initiating, developing, and enhancing customer relationships.

Correct Answer
verified

Which of the following is a key difference between trust-based relationship selling and transaction-focused traditional selling?

Correct Answer
verified

Which of the following statements is true of sales as a career?

Correct Answer
verified

Correct Answer
verified

In a fluctuating economy, salespeople make invaluable contributions by assisting in recovery cycles and by helping to sustain periods of relative prosperity.

Correct Answer
verified

Exam 1: Overview of Personal Selling

When salespeople alter their sales messages and behaviors during a sales presentation or as they encounter different sales situations, they are using _____.

Correct AnswerverifiedShow Answer

The independence of action traditionally enjoyed by salespeople is frequently a byproduct of decentralized sales operations in which salespeople live and work away from headquarters.

Correct AnswerverifiedShow Answer

_____ helps a salesperson to determine if a prospective customer should be targeted for further sales attention.

Correct AnswerverifiedShow Answer

Correct AnswerverifiedA

Sean, a sales manager at Placit Store, is tasked with generating sales revenue, maintaining customer relationships, and performing sales support activities. This scenario illustrates the _____.

Correct AnswerverifiedShow Answer

The sales process begins with:

Correct AnswerverifiedB

Who among the following are called farmers?

Correct AnswerverifiedShow Answer

Which of the following approaches to personal selling forces a salesperson to plan the sales presentation prior to calling on a customer?

Correct AnswerverifiedShow Answer

In the context of consultative selling, salespeople play the role of a _____ when they support customers, even when an immediate sale is not expected.

Correct AnswerverifiedShow Answer

The term _____ refers to the series of conversations between buyers and sellers that take place over time in an attempt to build relationships.

Correct AnswerverifiedShow Answer

Salespeople play an important role in market research and in providing feedback to their firms because:

Correct AnswerverifiedShow Answer

Which of the following distinguishes personal selling from other forms of marketing communications such as advertising and public relations?

Correct AnswerverifiedA

Unlike need satisfaction selling, stimulus response selling focuses on customers rather than on salespeople .

Correct AnswerverifiedShow Answer

It is imperative that salespeople are honest and candid with customers because of the increasing emphasis on:

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

The three phases of the sales process are initiating, developing, and enhancing customer relationships.

Correct AnswerverifiedShow Answer

Which of the following is a key difference between trust-based relationship selling and transaction-focused traditional selling?

Correct AnswerverifiedShow Answer

Which of the following statements is true of sales as a career?

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

In a fluctuating economy, salespeople make invaluable contributions by assisting in recovery cycles and by helping to sustain periods of relative prosperity.

Correct AnswerverifiedShow Answer

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified
A

Correct Answer
verified

Correct Answer
verified
B

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified
A

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified