Question 1

In the personal selling process, a telemarketer who calls and asks the head of the household, "If you were to die tomorrow, would your family be cared for?" is engaged in:

Accepted Answer

A)  prospecting.
B)  closing the sale.
C)  order taking.
D)  stimulus-response selling.E) A) and B)
F) None of the above

Question 2

What are the keys to effective need-satisfaction presentations?

Accepted Answer

The answer of What are the keys to effective need-satisfaction...

Question 3

What would occur at the preapproach stage in an industrial selling situation?

Accepted Answer

A)  The order getter would make initial contact with the order taker.
B)  The initial meeting would occur and business would be discussed.
C)  The buying role of the prospect, important buying criteria, and the prospect's receptivity to a presentation would be determined.
D)  The search for and qualification of prospects.E) None of the above
F) A) and D)

Question 4

Diamond Line is a distributor of everything a florist needs to create a beautiful arrangement except the flowers. It sells to 10,000 flower and gift shops and 3,000 supermarkets nationwide. Each florist is called on four times a month, and each
Supermarket is called on twice a month. A sales call to a florist takes one hour, and a sales call to a supermarket takes two hours of selling time. An average salesperson
Spends 1,000 hours per year making sales calls. Calculate the number of salespeople Diamond Line needs to cover its account base.

Accepted Answer

A)  262
B)  312
C)  52
D)  624E) A) and C)
F) All of the above

Question 5

Salespeople called outside order takers visit customers and _________as retailers and wholesalers.

Accepted Answer

A)  replenish inventory stocks
B)  survey the technical problems
C)  investigate materials handling procedures
D)  identify targets of opportunityE) A) and B)
F) All of the above

Question 6

Team selling would most likely be used when a company is selling a:

Accepted Answer

A)  dining room table.
B)  numerically-controlled milling machine.
C)  washing machine.
D)  four-wheel drive sports utility vehicle (SUV) .E) B) and D)
F) B) and C)

Question 7

Alvin Whitaker has just been hired by Snapple, a New York-based marketer of flavoured beverages. The firm wants Whitaker to call on supermarkets, gas stations, convenience stores, and other grocery-type outlets in the Toronto area where
Consumers purchase point-of-sale beverages. Included in his job description are the
Following responsibilities: (1) stock and arrange point-of-purchase displays of present customers - 60 percent of his work week; and (2) receive orders from customers and complete the transactions - 40 percent of his work week. What form of personal selling is Whitaker engaged in?

Accepted Answer

A)  order getting
B)  inside order taking
C)  outside order taking
D)  relationship sellingE) B) and C)
F) C) and D)

Question 8

Who is likely to deliver 10 cases of Diet Pepsi to a Mack's Milk store when they see they are running low?

Accepted Answer

A)  internal order taker
B)  external order taker
C)  delivery person
D)  outside order takerE) None of the above
F) A) and B)

Question 9

What are the six stages of the personal selling process? What is the objective of each stage?

Accepted Answer

The answer of What are the six stages of the...

Question 10

Safety expert Larry Shipiner works for TransWave International, a company that markets patented electronic sensors as an early warning device for locating potential
Problems with buried pipelines. Shipiner discusses pipeline safety issues with gas, oil, and water companies and explains new federal regulations on pipeline maintenance.
He determines what potential safety problems exist, but he does not solicit orders - that is done by a sales team that designs a warning system to meet the specifications of the buyer. Shipiner is an example of a(n) :

Accepted Answer

A)  inside order taker.
B)  sales support tech.
C)  sales engineer.
D)  sales manager.E) None of the above
F) A) and C)

Question 11

Salesforce is a tool that can be used in:

Accepted Answer

A)  Relationship marketing
B)  Personal selling
C)  Sales management
D)  Team sellingE) B) and C)
F) B) and D)

Question 12

All of the following are expert suggestions to use Twitter as a sales tool except:

Accepted Answer

A)  Find prospects and leads with search filters
B)  Be personal
C)  Complete a profile and Twitter Page
D)  Do not use hashtags as research shows consumers find them annoyingE) C) and D)
F) B) and C)

Question 13

Salespeople for Godiva Chocolates use Salesforce automation tools to help them service their customers faster. The computer technology will do all of the following except:

Accepted Answer

A)  plan time allocation
B)  communicate with raw material suppliers
C)  communicate with other Godiva personnel
D)  process ordersE) B) and C)
F) None of the above

Question 14

Which of the following statements should the salesperson use to postpone a prospect's objection?

Accepted Answer

A)  "Yes, you're right, it is lighter, but that is done intentionally to make your work easier."
B)  "Where did you hear that? Your source must have erroneous information."
C)  "I think I might be able to explain that better to you after showing you this diagram."
D)  "That's true. It does have a shorter shelf life, but that hasn't really been a problem. It is so popular it never gets to stay on the shelf that long anyway."E) B) and C)
F) A) and C)

Question 15

A combination compensation plan is a compensation plan:

Accepted Answer

A)  in which a salesperson is paid a specified salary plus a commission on sales or profits he or she generates.
B)  in which the salesperson is paid a fixed amount per week, month, or year.
C)  for determining fair and equitable compensation that a includes weighted system for different types of items or different sized territories.
D)  that assigns the same percentage of commission regardless of a product's size or value, frequency of sale, or difficulty level of sales effort.E) A) and C)
F) A) and B)

Question 16

All of the following are components of a job description for a salesperson, except:

Accepted Answer

A)  compensation plan
B)  the customers to be called on
C)  how a salesperson interacts with other employees
D)  to whom the salesperson reportsE) A) and B)
F) All of the above

Question 17

A straight commission compensation plan is a compensation plan:

Accepted Answer

A)  for determining fair and equitable compensation that includes a weighted system for different types of items or different sized territories.
B)  that assigns the same percentage of commission regardless of a product's size or value, frequency of sale, or difficulty level of sales effort.
C)  in which a salesperson is paid a specified salary plus a commission and/or bonus on sales or profits he or she generates.
D)  in which a salesperson's earnings are directly tied to the sales or profits he or she generates.E) None of the above
F) C) and D)

Question 18

Asking a potential car purchaser whether they would like it: "in blue or green" is an example of a(n) :

Accepted Answer

A)  alternative close
B)  trial close
C)  assumptive close
D)  option closeE) B) and D)
F) C) and D)

Question 19

Which process consists of the following six stages: prospecting, preapproach, approach, presentation, close, and follow-up?

Accepted Answer

A)  The strategic marketing process
B)  The consumer purchase decision process
C)  The personal selling process
D)  The product marketing processE) C) and D)
F) B) and C)

Question 20

Alex is conducting a presentation with a new prospect who speaks quietly and prefers to use his hands when describing what they need. When Alex begins to mirror this prospect, he is demonstrating:

Accepted Answer

A)  subliminal intelligence.
B)  emotional empathy.
C)  empathetic intelligence.
D)  emotional intelligence.E) A) and B)
F) A) and C)

Exam 18: Personal Selling and Sales Management

Which of the following statements should the salesperson use to postpone a prospect's objection?

Correct Answer
verified

Salespeople called outside order takers visit customers and _________as retailers and wholesalers.

Correct Answer
verified

All of the following are components of a job description for a salesperson, except:

Correct Answer
verified

Asking a potential car purchaser whether they would like it: "in blue or green" is an example of a(n) :

Correct Answer
verified

Correct Answer
verified

Salesforce is a tool that can be used in:

Correct Answer
verified

Alex is conducting a presentation with a new prospect who speaks quietly and prefers to use his hands when describing what they need. When Alex begins to mirror this prospect, he is demonstrating:

Correct Answer
verified

What are the six stages of the personal selling process? What is the objective of each stage?

Correct Answer
verified

A straight commission compensation plan is a compensation plan:

Correct Answer
verified

In the personal selling process, a telemarketer who calls and asks the head of the household, "If you were to die tomorrow, would your family be cared for?" is engaged in:

Correct Answer
verified

Salespeople for Godiva Chocolates use Salesforce automation tools to help them service their customers faster. The computer technology will do all of the following except:

Correct Answer
verified

What are the keys to effective need-satisfaction presentations?

Correct Answer
verified

Who is likely to deliver 10 cases of Diet Pepsi to a Mack's Milk store when they see they are running low?

Correct Answer
verified

Team selling would most likely be used when a company is selling a:

Correct Answer
verified

Which process consists of the following six stages: prospecting, preapproach, approach, presentation, close, and follow-up?

Correct Answer
verified

A combination compensation plan is a compensation plan:

Correct Answer
verified

What would occur at the preapproach stage in an industrial selling situation?

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

All of the following are expert suggestions to use Twitter as a sales tool except:

Correct Answer
verified

Exam 18: Personal Selling and Sales Management

Which of the following statements should the salesperson use to postpone a prospect's objection?

Correct AnswerverifiedShow Answer

Salespeople called outside order takers visit customers and _________as retailers and wholesalers.

Correct AnswerverifiedShow Answer

All of the following are components of a job description for a salesperson, except:

Correct AnswerverifiedShow Answer

Asking a potential car purchaser whether they would like it: "in blue or green" is an example of a(n) :

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

Salesforce is a tool that can be used in:

Correct AnswerverifiedShow Answer

Alex is conducting a presentation with a new prospect who speaks quietly and prefers to use his hands when describing what they need. When Alex begins to mirror this prospect, he is demonstrating:

Correct AnswerverifiedShow Answer

What are the six stages of the personal selling process? What is the objective of each stage?

Correct AnswerverifiedShow Answer

A straight commission compensation plan is a compensation plan:

Correct AnswerverifiedShow Answer

In the personal selling process, a telemarketer who calls and asks the head of the household, "If you were to die tomorrow, would your family be cared for?" is engaged in:

Correct AnswerverifiedShow Answer

Salespeople for Godiva Chocolates use Salesforce automation tools to help them service their customers faster. The computer technology will do all of the following except:

Correct AnswerverifiedShow Answer

What are the keys to effective need-satisfaction presentations?

Correct AnswerverifiedShow Answer

Who is likely to deliver 10 cases of Diet Pepsi to a Mack's Milk store when they see they are running low?

Correct AnswerverifiedShow Answer

Team selling would most likely be used when a company is selling a:

Correct AnswerverifiedShow Answer

Which process consists of the following six stages: prospecting, preapproach, approach, presentation, close, and follow-up?

Correct AnswerverifiedShow Answer

A combination compensation plan is a compensation plan:

Correct AnswerverifiedShow Answer

What would occur at the preapproach stage in an industrial selling situation?

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

All of the following are expert suggestions to use Twitter as a sales tool except:

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