Question 1

As a result of implementing Access,Toyota's gender intelligence salesperson training program,both _______________ have increased.

Accepted Answer

A)  market share and customer satisfaction
B)  market share and customer confusion
C)  customer satisfaction and customer questions
D)  customer confusion and customer questionsE) A) and B)
F) A) and D)

Question 2

Define personal selling.Define sales management.

Accepted Answer

The answer of Define personal selling.Define sales management....

Question 3

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 4

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

Accepted Answer

A)  to whom the salesperson reports
B)  how a salesperson interacts with other employees
C)  the customers to be called on
D)  compensation planE) None of the above
F) A) and B)

Question 5

John is a salesperson for Ford vehicles in charge of large corporate leased accounts (such as car rental agencies) .He stops in to see his contact at Suncor Energy,one of his large corporate accounts,once every two months and often lets his contact test drive a new car for free to keep him interested and develop a strong personal bond.John is likely focused on which aspect of selling?

Accepted Answer

A)  Order processing
B)  Order taking
C)  Customer value creation
D)  Relationship sellingE) B) and D)
F) A) and D)

Question 6

Which of the following statements describes the major difference between a prospect and a qualified prospect?

Accepted Answer

A)  Prospects are more likely than qualified prospects to become customers.
B)  During the sales presentation, prospects are more likely to raise objections than qualified prospects.
C)  There are far more qualified prospects than prospects.
D)  Qualified prospects have not only the need or desire for your product, but they have the ability and authority to purchase it; prospects are missing either ability, or the authority to purchase.E) None of the above
F) B) and C)

Question 7

During the sales presentation,the prospect interrupted the salesperson's presentation and said,"Wait a minute; this looks like it's going to cost too much." The salesperson responded,"I think you'll be delighted with how relatively inexpensive this program is.I'll address the subject of price in just a moment." Which objection-handling technique has the salesperson used?

Accepted Answer

A)  Acknowledge and convert the objection.
B)  Postpone.
C)  Agree and neutralize.
D)  Denial.E) A) and D)
F) A) and C)

Question 8

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

Accepted Answer

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

Question 9

Salespeople called outside order takers visit customers and __________ of resellers,such as retailers and wholesalers.

Accepted Answer

A)  survey the technical problems
B)  identify targets of opportunity
C)  replenish inventory stocks
D)  investigate materials handling proceduresE) B) and D)
F) A) and D)

Question 10

Which of the following activities is NOT typically a responsibility of an order taker?

Accepted Answer

A)  processing of routine orders
B)  replenishing inventory of resellers
C)  soliciting new accounts
D)  answering simple questionsE) A) and D)
F) B) and D)

Question 11

Linda attributes her success to:

Accepted Answer

A)  having a great product
B)  working for a well-known company
C)  using technology to sell
D)  really understanding her customer's needsE) A) and C)
F) C) and D)

Question 12

Which salesforce organizational structure minimizes travel time,expenses,and duplication of effort?

Accepted Answer

A)  management
B)  customer
C)  product
D)  geographicalE) B) and C)
F) A) and B)

Question 13

The wise and ethical use of technology by salespeople is helping to build long-term relationships with their customers.This reinforces the _____________ era of marketing.

Accepted Answer

A)  marketing era orientation
B)  selling orientation
C)  product orientation
D)  customer experience managementE) B) and D)
F) None of the above

Question 14

The office memo read,"Sales representatives from British Columbia,Alberta,Manitoba and Saskatchewan will report directly to the regional manager." From this information,it would appear the company that issued the memo uses ______ organization for its salesforce.

Accepted Answer

A)  profit
B)  customer
C)  product
D)  geographicalE) B) and C)
F) A) and B)

Question 15

Frito-Lay salespeople call on supermarkets,neighbourhood grocery stores,and other establishments to ensure that the company's line of snack products is in adequate supply.This illustrates:

Accepted Answer

A)  order taking
B)  order getting
C)  missionary selling
D)  sales engineeringE) A) and B)
F) B) and D)

Question 16

Which of the following statements describes an advantage achieved when replacing independent sales agents with an internal salesforce?

Accepted Answer

A)  With independent agents, the selling company has greater flexibility in scheduling and transferring salespeople.
B)  Independent agents are more motivated to work on non-selling duties.
C)  The use of an internal salesforce is usually less costly with a lower sales volume.
D)  With an internal salesforce, there are additional types of rewards available for salespeople beyond just money, such as health and retirement benefits.E) A) and B)
F) None of the above

Question 17

Which role below could also be described as an order getter?

Accepted Answer

A)  automobile salesperson
B)  Xerox salesperson
C)  insurance salesperson
D)  customer service agentE) A) and D)
F) All of the above

Question 18

Linda Hatherly's clients include professors and instructors of post-secondary institutions.Which of the following statements is true?

Accepted Answer

A)  Linda practices formula selling
B)  Linda practices adaptive selling
C)  Linda practices a canned presentation
D)  Linda practices stimulus-response presentation stylesE) None of the above
F) All of the above

Question 19

At which stage would a salesperson learn if her prospect liked to talk about sports before getting down to business or preferred to waste no time with idle chatter?

Accepted Answer

A)  prospecting
B)  preapproach
C)  approach
D)  presentationE) None of the above
F) B) and C)

Question 20

At which stage in the personal selling process would the salesperson obtain further information on the prospect and decide on the best method of approach?

Accepted Answer

A)  prospecting
B)  preapproach
C)  approach
D)  presentationE) B) and C)
F) A) and B)

Exam 18: Personal Selling and Sales Management

Which of the following statements describes the major difference between a prospect and a qualified prospect?

Correct Answer
verified

At which stage would a salesperson learn if her prospect liked to talk about sports before getting down to business or preferred to waste no time with idle chatter?

Correct Answer
verified

Salespeople called outside order takers visit customers and __________ of resellers,such as retailers and wholesalers.

Correct Answer
verified

Which of the following statements describes an advantage achieved when replacing independent sales agents with an internal salesforce?

Correct Answer
verified

The office memo read,"Sales representatives from British Columbia,Alberta,Manitoba and Saskatchewan will report directly to the regional manager." From this information,it would appear the company that issued the memo uses ______ organization for its salesforce.

Correct Answer
verified

Correct Answer
verified

Which role below could also be described as an order getter?

Correct Answer
verified

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

Correct Answer
verified

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

Correct Answer
verified

Linda Hatherly's clients include professors and instructors of post-secondary institutions.Which of the following statements is true?

Correct Answer
verified

Correct Answer
verified

Which salesforce organizational structure minimizes travel time,expenses,and duplication of effort?

Correct Answer
verified

Which of the following activities is NOT typically a responsibility of an order taker?

Correct Answer
verified

As a result of implementing Access,Toyota's gender intelligence salesperson training program,both _______________ have increased.

Correct Answer
verified

Linda attributes her success to:

Correct Answer
verified

The wise and ethical use of technology by salespeople is helping to build long-term relationships with their customers.This reinforces the _____________ era of marketing.

Correct Answer
verified

Frito-Lay salespeople call on supermarkets,neighbourhood grocery stores,and other establishments to ensure that the company's line of snack products is in adequate supply.This illustrates:

Correct Answer
verified

Define personal selling.Define sales management.

Correct Answer
verified

At which stage in the personal selling process would the salesperson obtain further information on the prospect and decide on the best method of approach?

Correct Answer
verified

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

Correct Answer
verified

Exam 18: Personal Selling and Sales Management

Which of the following statements describes the major difference between a prospect and a qualified prospect?

Correct AnswerverifiedShow Answer

At which stage would a salesperson learn if her prospect liked to talk about sports before getting down to business or preferred to waste no time with idle chatter?

Correct AnswerverifiedShow Answer

Salespeople called outside order takers visit customers and __________ of resellers,such as retailers and wholesalers.

Correct AnswerverifiedShow Answer

Which of the following statements describes an advantage achieved when replacing independent sales agents with an internal salesforce?

Correct AnswerverifiedShow Answer

The office memo read,"Sales representatives from British Columbia,Alberta,Manitoba and Saskatchewan will report directly to the regional manager." From this information,it would appear the company that issued the memo uses ______ organization for its salesforce.

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

Which role below could also be described as an order getter?

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

Linda Hatherly's clients include professors and instructors of post-secondary institutions.Which of the following statements is true?

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

Which salesforce organizational structure minimizes travel time,expenses,and duplication of effort?

Correct AnswerverifiedShow Answer

Which of the following activities is NOT typically a responsibility of an order taker?

Correct AnswerverifiedShow Answer

As a result of implementing Access,Toyota's gender intelligence salesperson training program,both _______________ have increased.

Correct AnswerverifiedShow Answer

Linda attributes her success to:

Correct AnswerverifiedShow Answer

The wise and ethical use of technology by salespeople is helping to build long-term relationships with their customers.This reinforces the _____________ era of marketing.

Correct AnswerverifiedShow Answer

Frito-Lay salespeople call on supermarkets,neighbourhood grocery stores,and other establishments to ensure that the company's line of snack products is in adequate supply.This illustrates:

Correct AnswerverifiedShow Answer

Define personal selling.Define sales management.

Correct AnswerverifiedShow Answer

At which stage in the personal selling process would the salesperson obtain further information on the prospect and decide on the best method of approach?

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

Correct Answer
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