Question 1

The reason information supplied through publicity is usually considered to be more credible than information supplied by a salesperson is:

Accepted Answer

A)  salespeople are considered unethical.
B)  the information is communicated by sources perceived to be independent.
C)  information communicated by salespeople can be changed to fit the situation.
D)  publicity costs more than personal selling.
E)  organizations have more control over when information is disseminated through publicity.F) A) and B)
G) A) and C) B

Question 2

Which of the following is NOT one of the aspects of emotional intelligence?

Accepted Answer

A)  knowing one's own feelings and emotions as they are experienced
B)  controlling one's emotions to avoid acting impulsively
C)  controlling customer's emotions to avoid conflict
D)  recognizing customer's emotions
E)  using one's emotions to interact effectively with customersF) D) and E)
G) A) and D)

Question 3

Because Pam sells oil-drilling equipment for Oil Field Technologies, and Harold is a salesperson at Dillard's department store, Harold will most likely earn more per year than Pam.

Accepted Answer

A) True 
 B)False

Question 4

Jerry was Zip's Business Services top salesperson. He often sold as much as the rest of the sales staff. After many years, he left for a better offer with a competing firm. Many of Zip's customers moved with Jerry. This illustrates in relationship marketing that:

Accepted Answer

A)  companies control the flow of sales.
B)  customers prefer loyal salespeople.
C)  customers often have greater loyalty to salespeople than to the firms they represent.
D)  companies need to pay salespeople more commission.
E)  customers are unpredictable, requiring sales organizations to adjust strategies as environmental factors alter the marketing landscape.F) B) and D)
G) A) and B)

Question 5

European customers place more emphasis on the rapport developed with a salesperson, whereas U.S. firms look more at the size and reputation of the salesperson's company.

Accepted Answer

A) True 
 B)False

Question 6

Chapter 1 includes a cartoon showing a salesman selling refrigerators to Eskimos. What does this cartoon convey about selling?

Accepted Answer

The cartoon illustrates the common perception of salespeople as fast-talking, non-listening, pushy people who do not care about the needs of their customers and are only interested in making the sale. Selling is a profession but does suffer from an image problem. The cartoon also illustrates transaction rather than relationship selling.

Question 7

The Frito-Lay salesperson who drives a truck to a store, checks the store's stock of Frito-Lay products, determines what the store needs and gets the manager's permission to place that stock in the store is a ________________ salesperson.

Accepted Answer

A)  production
B)  inside
C)  missionary
D)  manufacturer's industry service representative
E)  fieldF) A) and D)
G) A) and C)

Question 8

When LeAnn called on a long-time customer, she realized that the man was upset and took the time to listen to his problem. She was able to sympathize with the customer's recent loss of a pet by using her:

Accepted Answer

A)  emotional intelligence.
B)  adaptive learning.
C)  environmental awareness.
D)  generative learning.
E)  behavioral intelligence.F) A) and B)
G) B) and D)

Question 9

Manufacturers' agents:

Accepted Answer

A)  actually take ownership of the products they sell.
B)  are independent businesspeople.
C)  are paid a monthly fee for their services.
D)  typically call on people who may influence a sale and not those who actually place the order.
E)  are accurately described by all of theseF) B) and E)
G) A) and B)

Question 10

Frederica sells products to businesses which are purchased infrequently and usually involve a group making the purchase decision. Frederica sells:

Accepted Answer

A)  capital goods.
B)  MRO supplies.
C)  services.
D)  retail products.
E)  none of theseF) A) and C)
G) A) and B)

Question 11

In the opening profile, Lauren Bearden states, "building trust is the key to earning the right to act as a consultant to clients, which brings value and differentiates a salesperson among the competition."

Accepted Answer

A) True 
 B)False

Question 12

Which ability was Bernice demonstrating when she realized that her long-time customer needed to discuss problems with a hospitalized son rather than listen to her new sales presentation?

Accepted Answer

Emotional ...

Question 13

Gwen is considering how to sell her new product. She is considering Internet sales, hiring sales reps, using a manufacturer's rep, and several other options. Gwen is considering her:

Accepted Answer

A)  multi-channel mission.
B)  go-to-market strategies.
C)  customer-centric circle.
D)  lifetime marketing value.
E)  emotional versus intellectual challenge.F) D) and E)
G) C) and D)

Question 14

_____ is the ability to effectively understand and use one's own emotions and the emotions of people with whom one interacts.

Accepted Answer

A)  Emotional intelligence
B)  Adaptive learning
C)  Environmental awareness
D)  Generative learning
E)  Behavioral intelligenceF) A) and C)
G) A) and E)

Question 15

As a sales job category, what tasks do missionary salespeople perform?

Accepted Answer

Missionary salespeople promote; they do not sell.

Question 16

As a missionary salesperson, Joshua represents a large drug manufacturer and calls on physicians to explain the benefits to them of prescribing his firm's products for their patients.

Accepted Answer

A) True 
 B)False

Question 17

Respond to the statement, "salespeople are just order takers."

Accepted Answer

Most successful salespeople are more tha...

Question 18

One of the advantages of personal selling as compared to advertising is:

Accepted Answer

A)  salespeople can be so closely supervised.
B)  salespeople can become very persuasive since they give an identical sales presentation to so many different people.
C)  salespeople can rely on puffery.
D)  salespeople can change their message if they find their customers are losing interest.
E)  salespeople are accurately described by all of theseF) All of the above
G) A) and C)

Question 19

A firm's products move from the manufacturer to the final user through a series of institutions called a production network.

Accepted Answer

A) True 
 B)False

Question 20

What is the role of missionary salespeople?

Accepted Answer

Missionary salespeop...

Exam 1: Selling and Sales-People

The reason information supplied through publicity is usually considered to be more credible than information supplied by a salesperson is:

Correct Answer
verified
B

Which of the following is NOT one of the aspects of emotional intelligence?

Correct Answer
verified

Because Pam sells oil-drilling equipment for Oil Field Technologies, and Harold is a salesperson at Dillard's department store, Harold will most likely earn more per year than Pam.

Correct Answer
verified

Jerry was Zip's Business Services top salesperson. He often sold as much as the rest of the sales staff. After many years, he left for a better offer with a competing firm. Many of Zip's customers moved with Jerry. This illustrates in relationship marketing that:

Correct Answer
verified

European customers place more emphasis on the rapport developed with a salesperson, whereas U.S. firms look more at the size and reputation of the salesperson's company.

Correct Answer
verified

Chapter 1 includes a cartoon showing a salesman selling refrigerators to Eskimos. What does this cartoon convey about selling?

The Frito-Lay salesperson who drives a truck to a store, checks the store's stock of Frito-Lay products, determines what the store needs and gets the manager's permission to place that stock in the store is a ________________ salesperson.

Correct Answer
verified

When LeAnn called on a long-time customer, she realized that the man was upset and took the time to listen to his problem. She was able to sympathize with the customer's recent loss of a pet by using her:

Correct Answer
verified

Manufacturers' agents:

Correct Answer
verified

Frederica sells products to businesses which are purchased infrequently and usually involve a group making the purchase decision. Frederica sells:

Correct Answer
verified

In the opening profile, Lauren Bearden states, "building trust is the key to earning the right to act as a consultant to clients, which brings value and differentiates a salesperson among the competition."

Correct Answer
verified

Which ability was Bernice demonstrating when she realized that her long-time customer needed to discuss problems with a hospitalized son rather than listen to her new sales presentation?

Correct Answer
verified
Emotional ...
View Answer

Gwen is considering how to sell her new product. She is considering Internet sales, hiring sales reps, using a manufacturer's rep, and several other options. Gwen is considering her:

Correct Answer
verified

_____ is the ability to effectively understand and use one's own emotions and the emotions of people with whom one interacts.

Correct Answer
verified

As a sales job category, what tasks do missionary salespeople perform?

Correct Answer
verified
Missionary salespeople promote; they do not sell.

As a missionary salesperson, Joshua represents a large drug manufacturer and calls on physicians to explain the benefits to them of prescribing his firm's products for their patients.

Correct Answer
verified

Respond to the statement, "salespeople are just order takers."

Correct Answer
verified
Most successful salespeople are more tha...
View Answer

One of the advantages of personal selling as compared to advertising is:

Correct Answer
verified

A firm's products move from the manufacturer to the final user through a series of institutions called a production network.

Correct Answer
verified

What is the role of missionary salespeople?

Correct Answer
verified
Missionary salespeop...
View Answer

Exam 1: Selling and Sales-People

The reason information supplied through publicity is usually considered to be more credible than information supplied by a salesperson is:

Correct AnswerverifiedB

Which of the following is NOT one of the aspects of emotional intelligence?

Correct AnswerverifiedShow Answer

Because Pam sells oil-drilling equipment for Oil Field Technologies, and Harold is a salesperson at Dillard's department store, Harold will most likely earn more per year than Pam.

Correct AnswerverifiedShow Answer

Jerry was Zip's Business Services top salesperson. He often sold as much as the rest of the sales staff. After many years, he left for a better offer with a competing firm. Many of Zip's customers moved with Jerry. This illustrates in relationship marketing that:

Correct AnswerverifiedShow Answer

European customers place more emphasis on the rapport developed with a salesperson, whereas U.S. firms look more at the size and reputation of the salesperson's company.

Correct AnswerverifiedShow Answer

Chapter 1 includes a cartoon showing a salesman selling refrigerators to Eskimos. What does this cartoon convey about selling?

The Frito-Lay salesperson who drives a truck to a store, checks the store's stock of Frito-Lay products, determines what the store needs and gets the manager's permission to place that stock in the store is a ________________ salesperson.

Correct AnswerverifiedShow Answer

When LeAnn called on a long-time customer, she realized that the man was upset and took the time to listen to his problem. She was able to sympathize with the customer's recent loss of a pet by using her:

Correct AnswerverifiedShow Answer

Manufacturers' agents:

Correct AnswerverifiedShow Answer

Frederica sells products to businesses which are purchased infrequently and usually involve a group making the purchase decision. Frederica sells:

Correct AnswerverifiedShow Answer

In the opening profile, Lauren Bearden states, "building trust is the key to earning the right to act as a consultant to clients, which brings value and differentiates a salesperson among the competition."

Correct AnswerverifiedShow Answer

Which ability was Bernice demonstrating when she realized that her long-time customer needed to discuss problems with a hospitalized son rather than listen to her new sales presentation?

Correct AnswerverifiedEmotional ...View AnswerShow Answer

Gwen is considering how to sell her new product. She is considering Internet sales, hiring sales reps, using a manufacturer's rep, and several other options. Gwen is considering her:

Correct AnswerverifiedShow Answer

_____ is the ability to effectively understand and use one's own emotions and the emotions of people with whom one interacts.

Correct AnswerverifiedShow Answer

As a sales job category, what tasks do missionary salespeople perform?

Correct AnswerverifiedMissionary salespeople promote; they do not sell.

As a missionary salesperson, Joshua represents a large drug manufacturer and calls on physicians to explain the benefits to them of prescribing his firm's products for their patients.

Correct AnswerverifiedShow Answer

Respond to the statement, "salespeople are just order takers."

Correct AnswerverifiedMost successful salespeople are more tha...View AnswerShow Answer

One of the advantages of personal selling as compared to advertising is:

Correct AnswerverifiedShow Answer

A firm's products move from the manufacturer to the final user through a series of institutions called a production network.

Correct AnswerverifiedShow Answer

What is the role of missionary salespeople?

Correct AnswerverifiedMissionary salespeop...View AnswerShow Answer

Correct Answer
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B

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
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Emotional ...
View Answer

Correct Answer
verified

Correct Answer
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Correct Answer
verified
Missionary salespeople promote; they do not sell.

Correct Answer
verified

Correct Answer
verified
Most successful salespeople are more tha...
View Answer

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified
Missionary salespeop...
View Answer