Question 1

The second task of a selling organization when it formulates a sales plan is to answer all of the following questions except:

Accepted Answer

A)  Should the firm use independent agents such as manufacturer's representatives?
B)  How many company salespeople should be employed?
C)  Should the company be organized according to geography, customer type, or offering?
D)  Should the firm use its own salesforce?
E)  How should the salesforce be compensated?F) A) and E)
G) B) and C)

Question 2

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 generally more qualified prospects than prospects.
D)  Qualified prospects have not only the need or desire for your product, but also the ability and authority to purchase it.
E)  A qualified prospect has purchased your product in the past and a prospect has not.F) A) and B)
G) All of the above

Question 3

If the salesperson's objective is to "search for and qualify potential customers," what is the name of this stage in the personnel selling process?

Accepted Answer

A)  presentation
B)  approach
C)  prospecting
D)  follow-up
E)  preapproachF) D) and E)
G) A) and B)

Question 4

All of the following are types of sales objectives except

Accepted Answer

A)  input-related.
B)  employer-related.
C)  competitor-related.
D)  behaviorally related.
E)  output-related.F) All of the above
G) D) and E)

Question 5

If the salesperson's objective is to "gain a prospect's attention, stimulate interest, and make a transition to the presentation," what is the name of this stage in the personnel selling process?

Accepted Answer

A)  presentation
B)  follow-up
C)  prospecting
D)  preapproach
E)  approachF) All of the above
G) A) and B)

Question 6

Personal selling assumes many forms based on the __________ and the __________ to perform the sales task.

Accepted Answer

A)  size of the salesforce; financial outlay
B)  complexity of the product; amount of sales training
C)  amount of selling done; amount of creativity required
D)  amount of creativity; amount of sales training
E)  complexity of the product; financial outlayF) B) and D)
G) C) and E)

Question 7

Which of the following statements regarding order getters is most accurate?

Accepted Answer

A)  Order getters often replenish a retailer's inventories.
B)  Order getters are most often used in new-buy or modified rebuy situations.
C)  Order getters handle orders obtained on inbound telemarketing.
D)  Order getters typically process reorders for products already sold by the company.
E)  Order getter sales calls traditionally require the lowest financial investment from the firm.F) A) and D)
G) B) and C)

Question 8

The customer who wants or needs the product is referred to as a

Accepted Answer

A)  hot lead.
B)  cold call.
C)  lead.
D)  prospect.
E)  qualified prospect.F) A) and E)
G) D) and E)

Question 9

Today, __________ percent of companies employ cross-functional teams of professionals to work with customers to improve relationships, find better ways of doing things, and, of course, create and sustain value for their customers.

Accepted Answer

A)  15
B)  20
C)  45
D)  75
E)  90F) All of the above
G) B) and E)

Question 10

A method of selling in which a salesperson and other company resource people meet with buyers to discuss problems and opportunities is referred to as

Accepted Answer

A)  conference selling.
B)  team selling.
C)  seminar selling.
D)  outbound telemarketing.
E)  formula selling.F) All of the above
G) D) and E)

Question 11

The name of a person who may be a possible customer is referred to as

Accepted Answer

A)  an "A" list.
B)  a cold call.
C)  a lead.
D)  a prospect.
E)  a qualified prospect.F) B) and C)
G) C) and E)

Question 12

The sales process at Xerox typically follows the six stages of the personal selling process. During the first stage, Xerox identifies potential clients through

Accepted Answer

A)  responses to advertising, referrals, and telephone calls.
B)  sending salespeople to visit competitors' customers.
C)  sending salespeople to visit former customers to win them back.
D)  an agreement with local repair shops that supply customer information in exchange for the right to carry Xerox products in their stores.
E)  selling printer paper with the Xerox watermark to create brand awareness.F) A) and D)
G) C) and D)

Question 13

When different types of buyers have different needs, a __________ sales organization structure is used.

Accepted Answer

A)  multi-reseller
B)  customer
C)  geographical
D)  market segmentation
E)  multilevel marketingF) A) and D)
G) B) and D)

Question 14

There are six commonly used techniques to deal with objections: acknowledge and convert the objection, postpone, agree and neutralize, accept the objection, deny, and

Accepted Answer

A)  redirect the conversation.
B)  ignore the objection.
C)  probe by asking additional questions.
D)  defer to a supervisor.
E)  distract by identifying competitor shortcomings.F) A) and B)
G) None of the above

Question 15

There are six commonly used techniques to deal with objections: acknowledge and convert the objection, postpone, agree and neutralize, __________, deny, and ignore the objection.

Accepted Answer

A)  redirect the conversation
B)  defer to a supervisor
C)  probe by asking additional questions
D)  accept the objection
E)  distract by identifying competitor shortcomingsF) C) and D)
G) A) and C)

Question 16

The __________ format, which emphasizes problem solving and customer solutions, is the most consistent with the marketing concept and relationship building.

Accepted Answer

A)  canned sales
B)  formula selling
C)  persuasive selling
D)  need-satisfaction
E)  stimulus-responseF) A) and B)
G) A) and C)

Question 17

At which stage of the personal selling process would a salesperson obtain a purchase commitment from the prospect?

Accepted Answer

A)  approach
B)  presentation
C)  closing
D)  follow-up
E)  saleF) All of the above
G) B) and E)

Question 18

Which salesforce structure is the simplest form of organization?

Accepted Answer

A)  profit
B)  customer
C)  product
D)  market
E)  geographicalF) A) and E)
G) A) and D)

Question 19

SFA is an acronym for

Accepted Answer

A)  salesforce automation.
B)  sales factory automation.
C)  sales flexible automation.
D)  sales functional automation.
E)  sales frequency automation.F) C) and D)
G) A) and C)

Question 20

Urgency close refers to

Accepted Answer

A)  asking the prospect to make a decision on some aspect of the purchase.
B)  allowing the prospect to use or lease the item on a limited temporary basis before making a final commitment of purchase.
C)  making an exchange of money or other unit of value.
D)  quickly committing the prospect by making references to the time limits of the purchase.
E)  asking the prospect to make choices concerning delivery, warranty, or financing terms.F) B) and D)
G) All of the above

Exam 20: Personal Selling and Sales Management

The name of a person who may be a possible customer is referred to as

Correct AnswerverifiedShow Answer

A method of selling in which a salesperson and other company resource people meet with buyers to discuss problems and opportunities is referred to as

Correct AnswerverifiedShow Answer

The customer who wants or needs the product is referred to as a

Correct AnswerverifiedShow Answer

There are six commonly used techniques to deal with objections: acknowledge and convert the objection, postpone, agree and neutralize, __________, deny, and ignore the objection.

Correct AnswerverifiedShow Answer

There are six commonly used techniques to deal with objections: acknowledge and convert the objection, postpone, agree and neutralize, accept the objection, deny, and

Correct AnswerverifiedShow Answer

Personal selling assumes many forms based on the __________ and the __________ to perform the sales task.

Correct AnswerverifiedShow Answer

The __________ format, which emphasizes problem solving and customer solutions, is the most consistent with the marketing concept and relationship building.

Correct AnswerverifiedShow Answer

SFA is an acronym for

Correct AnswerverifiedShow Answer

Today, __________ percent of companies employ cross-functional teams of professionals to work with customers to improve relationships, find better ways of doing things, and, of course, create and sustain value for their customers.

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

Urgency close refers to

Correct AnswerverifiedShow Answer

The sales process at Xerox typically follows the six stages of the personal selling process. During the first stage, Xerox identifies potential clients through

Correct AnswerverifiedShow Answer

If the salesperson's objective is to "search for and qualify potential customers," what is the name of this stage in the personnel selling process?

Correct AnswerverifiedShow Answer

Which of the following statements regarding order getters is most accurate?

Correct AnswerverifiedShow Answer

The second task of a selling organization when it formulates a sales plan is to answer all of the following questions except:

Correct AnswerverifiedShow Answer

When different types of buyers have different needs, a __________ sales organization structure is used.

Correct AnswerverifiedShow Answer

Which salesforce structure is the simplest form of organization?

Correct AnswerverifiedShow Answer

All of the following are types of sales objectives except

Correct AnswerverifiedShow Answer

If the salesperson's objective is to "gain a prospect's attention, stimulate interest, and make a transition to the presentation," what is the name of this stage in the personnel selling process?

Correct AnswerverifiedShow Answer

At which stage of the personal selling process would a salesperson obtain a purchase commitment from the prospect?

Correct AnswerverifiedShow Answer

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Personal selling assumes many forms based on the and the to perform the sales task.

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