Question 1

A (n)  __________ is a salesperson who provides physicians, nurses, and other medical professionals with pertinent information about drugs to support the overall sales effort.

Accepted Answer

A)   hunter
B)   pioneer
C)   order-taker
D)   detailer
E)   merchandiserF) None of the above
G) B) and E)

Question 2

Sales-support personnel are generally involved in the direct solicitation of purchase orders.

Accepted Answer

A) True 
 B)False

Question 3

According to the trust-based relationship selling process framework, "assessing value and relationship performance " is a part of which component of the framework?

Accepted Answer

A)   Selling foundations
B)   Selling strategy based on customer needs and value
C)   Initiating customer relationships
D)   Developing customer relationships
E)   Enhancing customer relationshipsF) B) and D)
G) None of the above

Question 4

Which of the following is not one of the characteristics of trust-based relationship selling?

Accepted Answer

A)   Seeks to maximize outcomes of individual transactions.
B)   Focuses on customer needs.
C)   Seeks to earn customer trust.
D)   Relies on questioning and listening to establish dialogue with customers.
E)   Involves two-way collaborative communication between buyers and sellers.F) A) and B)
G) B) and E)

Question 5

Salespeople's trustworthiness and overall reputation is easily shared within buyers' networks of professional acquaintances.

Accepted Answer

A) True 
 B)False

Question 6

All of the following are negative aspects of the mental states approach to personal selling EXCEPT

Accepted Answer

A)   It is largely a one-way presentation with the salesperson doing most of the talking.
B)   It requires that salespeople listen carefully to the customer to determine what stage they are in.
C)   Tailoring of the presentation is based on mental states rather than customer needs.
D)   It is not customer oriented.
E)   It may be difficult to determine in which stage a customer resides.F) B) and D)
G) B) and E)

Question 7

In their role as a communications agent, salespeople do all of the following EXCEPT

Accepted Answer

A)   serve as a communications link between customers and their employers.
B)   provide product and marketplace information to customers.
C)   report back to their company on competitive activity.
D)   report back to their company on buyer preferences and ideas for new products.
E)   stimulate sales cycles and help customers reach buying decisions.F) All of the above
G) A) and E)

Question 8

With transaction selling, salespeople focus on long-term relationships with customers rather than maximizing the outcomes of individual transactions.

Accepted Answer

A) True 
 B)False

Question 9

____________ is a method in which salespeople furnish the stimuli (words and actions)  to produce the desired response (a customer purchase) .

Accepted Answer

A)   Stimulus response selling
B)   Mental states selling
C)   Need satisfaction selling
D)   Problem solving selling
E)   Continued acclamationF) All of the above
G) None of the above

Question 10

Need for more customer-oriented selling is a (an)

Accepted Answer

A)   complexity issue.
B)   adaptability issue.
C)   collaboration issue.
D)   commitment issue.
E)   accountability issue.F) A) and E)
G) A) and C)

Question 11

Transactional selling focuses more on one-way sales presentations.

Accepted Answer

A) True 
 B)False

Question 12

____________ involves doing what you say you will do.

Accepted Answer

A)   Competence
B)   Dependability
C)   Candor
D)   Customer comparability
E)   Customer orientationF) C) and D)
G) A) and C)

Question 13

To be successful at trust building, research indicates that salespeople should demonstrate all of the following characteristics EXCEPT

Accepted Answer

A)   salesperson orientation.
B)   competence.
C)   dependability.
D)   honesty.
E)   compatibility.F) None of the above
G) B) and D)

Question 14

Order-takers are actively involved in adding new customers.

Accepted Answer

A) True 
 B)False

Question 15

Which of the following is not considered a common sales dialogue?

Accepted Answer

A)   Assessing the prospective customer's situation and buying processes.
B)   Speaking with competitors about potential customers.
C)   Confirming the prospective customer's strategic priorities.
D)   Negotiating an agreement to do business.
E)   Building customer value by providing additional opportunities.F) D) and E)
G) A) and C)

Question 16

To be effective, the problem solving approach typically requires that salespeople clearly illustrate the significance of the existing problem.

Accepted Answer

A) True 
 B)False

Question 17

Salespeople who focus on gaining new customers are sometimes referred to as

Accepted Answer

A)   order-takers
B)   missionary salespeople
C)   detailers
D)   merchandisers
E)   pioneersF) B) and E)
G) C) and E)

Question 18

Sales professionalism has not been widely embraced.

Accepted Answer

A) True 
 B)False

Question 19

Selling helps prepare individuals for management positions.

Accepted Answer

A) True 
 B)False

Question 20

Which of the following personal selling approaches focuses most on the buyer's needs and strategic priorities?

Accepted Answer

A)   Stimulus response
B)   Need satisfaction
C)   Mental states
D)   Consultative selling
E)   Problem solvingF) C) and D)
G) B) and E)

Exam 1: Overview of Personal Selling

Which of the following is not one of the characteristics of trust-based relationship selling?

Correct AnswerverifiedShow Answer

Which of the following personal selling approaches focuses most on the buyer's needs and strategic priorities?

Correct AnswerverifiedShow Answer

____________ involves doing what you say you will do.

Correct AnswerverifiedShow Answer

Transactional selling focuses more on one-way sales presentations.

Correct AnswerverifiedShow Answer

With transaction selling, salespeople focus on long-term relationships with customers rather than maximizing the outcomes of individual transactions.

Correct AnswerverifiedShow Answer

Need for more customer-oriented selling is a (an)

Correct AnswerverifiedShow Answer

All of the following are negative aspects of the mental states approach to personal selling EXCEPT

Correct AnswerverifiedShow Answer

Selling helps prepare individuals for management positions.

Correct AnswerverifiedShow Answer

According to the trust-based relationship selling process framework, "assessing value and relationship performance " is a part of which component of the framework?

Correct AnswerverifiedShow Answer

In their role as a communications agent, salespeople do all of the following EXCEPT

Correct AnswerverifiedShow Answer

____________ is a method in which salespeople furnish the stimuli (words and actions) to produce the desired response (a customer purchase) .

Correct AnswerverifiedShow Answer

Sales-support personnel are generally involved in the direct solicitation of purchase orders.

Correct AnswerverifiedShow Answer

Salespeople's trustworthiness and overall reputation is easily shared within buyers' networks of professional acquaintances.

Correct AnswerverifiedShow Answer

To be successful at trust building, research indicates that salespeople should demonstrate all of the following characteristics EXCEPT

Correct AnswerverifiedShow Answer

Order-takers are actively involved in adding new customers.

Correct AnswerverifiedShow Answer

A (n) __________ is a salesperson who provides physicians, nurses, and other medical professionals with pertinent information about drugs to support the overall sales effort.

Correct AnswerverifiedShow Answer

Sales professionalism has not been widely embraced.

Correct AnswerverifiedShow Answer

Which of the following is not considered a common sales dialogue?

Correct AnswerverifiedShow Answer

Salespeople who focus on gaining new customers are sometimes referred to as

Correct AnswerverifiedShow Answer

To be effective, the problem solving approach typically requires that salespeople clearly illustrate the significance of the existing problem.

Correct AnswerverifiedShow 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

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified