Question 1

A need-satisfaction presentation format that focuses on problem identification, where the salesperson serves as an expert on problem recognition and resolution, is referred to as

Accepted Answer

A)  adaptive selling.
B)  suggestive selling.
C)  formula selling.
D)  consultative selling.
E)  relationship selling.F) A) and C)
G) C) and E)

Question 2

A straight commission compensation plan is well-suited to sales positions where

Accepted Answer

A)  non-selling activities are minimal.
B)  there is lively competition in the industry.
C)  no technological background is necessary.
D)  most salespeople are working toward management positions.
E)  extensive non-selling activities are essential for closing a sale.F) None of the above
G) B) and E)

Question 3

A __________ is the simplest salesforce structure, where the United States, or indeed the globe, is first divided into regions and then each region is divided into districts or territories.

Accepted Answer

A)  product/service sales organization
B)  customer sales organization
C)  geographic sales organization
D)  demographic sales organization
E)  NAICS sales organizationF) B) and C)
G) A) and E)

Question 4

A formula selling presentation is a format that

Accepted Answer

A)  emphasizes probing and listening by the salesperson to identify needs and interests of prospective buyers.
B)  focuses on problem identification, where the salesperson serves as an expert on problem recognition and resolution.
C)  consists of information that must be provided in an accurate, thorough, and step-by-step manner to inform the prospect.
D)  assumes that given the appropriate stimulus by a salesperson, the prospect will buy.
E)  relies on exhibits at trade shows, professional meetings, and conferences.F) C) and D)
G) A) and C)

Question 5

A geographical sales organization would not be the best structure if

Accepted Answer

A)  a firm is trying to reduce duplication of selling effort.
B)  a firm is trying to minimize travel time.
C)  a firm's products or customers require specialized knowledge.
D)  different buyers have similar needs.
E)  there is a need to increase the number of salespersons in the salesforce.F) All of the above
G) A) and B)

Question 6

Salespeople called outside order takers

Accepted Answer

A)  arrange point-of-purchase displays.
B)  sell products tailored to the needs.
C)  help design the product displays.
D)  train the personnel management.
E)  solve most of the technical problems.F) A) and E)
G) A) and D)

Question 7

Davidson-Uphoff & Co. sells ironware accessories for home and garden to retailers. The salespeople for this company are trained to ask probing questions such as, "What are the decorating trends in this region?" and "What are you doing to take advantage of this trend?" This company trains its salespeople to develop a sales presentation style that emphasizes the needs and wants of its retailers. Once key needs have been uncovered, the salesperson is taught to tailor his or her sales presentation so that the retailer can see why he or she should carry Davidson-Uphoff products. Davidson-Uphoff's salespeople are learning the __________ selling format.

Accepted Answer

A)  need-satisfaction
B)  formula
C)  stimulus-response
D)  creative
E)  problem resolutionF) B) and C)
G) A) and B)

Question 8

Sales management consists of three interrelated functions: (1)  sales plan formulation, (2)  __________, and (3)  salesforce evaluation.

Accepted Answer

A)  salesforce compensation
B)  salesforce size determination
C)  sales plan implementation
D)  salesforce communication
E)  salesforce trainingF) B) and E)
G) B) and D)

Question 9

Partnership selling is sometimes referred to as

Accepted Answer

A)  enterprise selling.
B)  transactional selling.
C)  strategic selling.
D)  creative selling.
E)  synergistic selling.F) A) and D)
G) B) and C)

Question 10

DuPont assigned chemists, sales and marketing executives, and regulatory specialists to create an herbicide for corn growers that recorded sales of $57 million in its first year. This type of sales approach is referred to as

Accepted Answer

A)  partnership selling.
B)  missionary selling.
C)  team selling.
D)  order taking.
E)  formula selling.F) A) and B)
G) A) and C)

Question 11

With a __________, a salesperson's earnings are directly tied to sales or profits generated.

Accepted Answer

A)  sales response compensation plan
B)  combination compensation plan
C)  straight sales compensation plan
D)  straight commission compensation plan
E)  market share compensation planF) All of the above
G) B) and D)

Question 12

There are five dimensions to emotional intelligence: self-motivation, __________, the ability to manage one's emotions and impulses, empathy, and social skills.

Accepted Answer

A)  the ability to read body language
B)  sense of humor
C)  the ability to be positive
D)  self-awareness
E)  a need to be in controlF) C) and E)
G) B) and D)

Question 13

There are five dimensions to emotional intelligence: __________, self-awareness, the ability to manage one's emotions and impulses, empathy, and social skills.

Accepted Answer

A)  the ability to read body language
B)  sense of humor
C)  self-motivation
D)  the ability to be positive
E)  a need to be in controlF) B) and E)
G) All of the above

Question 14

Mark wanted to make some extra money, so he went door-to-door in his neighborhood asking residents if they had any small jobs that they could hire him to perform. Mark had no idea of whether anyone had any jobs for him, so he picked the houses randomly and knocked on the doors to see if anyone was home and perhaps interested in his services. In terms of the personal selling process, Mark was engaged in __________ when he knocked on a prospective customer's door.

Accepted Answer

A)  stimulus-response selling
B)  handshaking
C)  cold canvassing
D)  closing
E)  traffic generationF) A) and C)
G) C) and D)

Question 15

Salespeople for Godiva Chocolates use __________ to process orders, plan time allocations, forecast sales, and communicate with Godiva personnel and customers, thus providing better customer service.

Accepted Answer

A)  laptop computers
B)  tablet devices
C)  order processing software
D)  presentation software
E)  smartphonesF) C) and D)
G) None of the above

Question 16

The personal selling process is

Accepted Answer

A)  the activities that begin with the prospecting of potential leads to the final closing of a sale.
B)  the three sales activities that include identifying a customer with an unfilled need, identifying a product or service that could satisfy that need, and initiating a formalized exchange or sale.
C)  the formalized sales protocol used by a company's salesforce to ensure a consistent quality sales presentation.
D)  the sales activities occurring before, during, and after the sale itself, consisting of six stages: prospecting, preapproach, approach, presentation, close, and follow-up.
E)  the sequential steps taken to close a sale including finalizing product benefits, arranging for distribution, and obtaining payment.F) A) and E)
G) A) and C)

Question 17

If a company chooses to employ its own salesforce, the three basic organizational salesforce structures from which to choose are

Accepted Answer

A)  dollar volume, unit volume, and market share.
B)  NAICS, market size, and geography.
C)  geography, customer, and product/service.
D)  market size, market share, and market type.
E)  dollar volume, unit volume, and profit.F) C) and E)
G) B) and E)

Question 18

Discuss the ethics of salespeople asking their customers for information about such things as the pricing and promotion strategies of the salesperson's competitors.

Accepted Answer

Salespeople are a valuable source of inf...

Question 19

A waitress at a Chili's restaurant uses __________ when she asks a family if "they have any room left for dessert."

Accepted Answer

A)  formula selling
B)  need-satisfaction selling
C)  consultative selling
D)  a transactional sales presentation
E)  a stimulus-response presentationF) A) and E)
G) A) and D)

Question 20

Personal selling includes all of the following modes of communication except

Accepted Answer

A)  video teleconferencing.
B)  Internet-enabled links between buyers and sellers.
C)  a face-to-face encounter.
D)  telephone conversations.
E)  social networks such as Facebook.F) A) and B)
G) B) and E)

Exam 20: Personal Selling and Sales Management

Salespeople called outside order takers

Correct Answer
verified

A waitress at a Chili's restaurant uses __________ when she asks a family if "they have any room left for dessert."

Correct Answer
verified

Discuss the ethics of salespeople asking their customers for information about such things as the pricing and promotion strategies of the salesperson's competitors.

Correct Answer
verified
Salespeople are a valuable source of inf...
View Answer

Salespeople for Godiva Chocolates use __________ to process orders, plan time allocations, forecast sales, and communicate with Godiva personnel and customers, thus providing better customer service.

Correct Answer
verified

Correct Answer
verified

If a company chooses to employ its own salesforce, the three basic organizational salesforce structures from which to choose are

Correct Answer
verified

There are five dimensions to emotional intelligence: self-motivation, __________, the ability to manage one's emotions and impulses, empathy, and social skills.

Correct Answer
verified

There are five dimensions to emotional intelligence: __________, self-awareness, the ability to manage one's emotions and impulses, empathy, and social skills.

Correct Answer
verified

The personal selling process is

Correct Answer
verified

A straight commission compensation plan is well-suited to sales positions where

Correct Answer
verified

A formula selling presentation is a format that

Correct Answer
verified

A geographical sales organization would not be the best structure if

Correct Answer
verified

Partnership selling is sometimes referred to as

Correct Answer
verified

Sales management consists of three interrelated functions: (1) sales plan formulation, (2) __________, and (3) salesforce evaluation.

Correct Answer
verified

A need-satisfaction presentation format that focuses on problem identification, where the salesperson serves as an expert on problem recognition and resolution, is referred to as

Correct Answer
verified

DuPont assigned chemists, sales and marketing executives, and regulatory specialists to create an herbicide for corn growers that recorded sales of $57 million in its first year. This type of sales approach is referred to as

Correct Answer
verified

With a __________, a salesperson's earnings are directly tied to sales or profits generated.

Correct Answer
verified

Personal selling includes all of the following modes of communication except

Correct Answer
verified

Correct Answer
verified

A __________ is the simplest salesforce structure, where the United States, or indeed the globe, is first divided into regions and then each region is divided into districts or territories.

Correct Answer
verified

Exam 20: Personal Selling and Sales Management

Salespeople called outside order takers

Correct AnswerverifiedShow Answer

A waitress at a Chili's restaurant uses __________ when she asks a family if "they have any room left for dessert."

Correct AnswerverifiedShow Answer

Discuss the ethics of salespeople asking their customers for information about such things as the pricing and promotion strategies of the salesperson's competitors.

Correct AnswerverifiedSalespeople are a valuable source of inf...View AnswerShow Answer

Salespeople for Godiva Chocolates use __________ to process orders, plan time allocations, forecast sales, and communicate with Godiva personnel and customers, thus providing better customer service.

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

If a company chooses to employ its own salesforce, the three basic organizational salesforce structures from which to choose are

Correct AnswerverifiedShow Answer

There are five dimensions to emotional intelligence: self-motivation, __________, the ability to manage one's emotions and impulses, empathy, and social skills.

Correct AnswerverifiedShow Answer

There are five dimensions to emotional intelligence: __________, self-awareness, the ability to manage one's emotions and impulses, empathy, and social skills.

Correct AnswerverifiedShow Answer

The personal selling process is

Correct AnswerverifiedShow Answer

A straight commission compensation plan is well-suited to sales positions where

Correct AnswerverifiedShow Answer

A formula selling presentation is a format that

Correct AnswerverifiedShow Answer

A geographical sales organization would not be the best structure if

Correct AnswerverifiedShow Answer

Partnership selling is sometimes referred to as

Correct AnswerverifiedShow Answer

Sales management consists of three interrelated functions: (1) sales plan formulation, (2) __________, and (3) salesforce evaluation.

Correct AnswerverifiedShow Answer

A need-satisfaction presentation format that focuses on problem identification, where the salesperson serves as an expert on problem recognition and resolution, is referred to as

Correct AnswerverifiedShow Answer

DuPont assigned chemists, sales and marketing executives, and regulatory specialists to create an herbicide for corn growers that recorded sales of $57 million in its first year. This type of sales approach is referred to as

Correct AnswerverifiedShow Answer

With a __________, a salesperson's earnings are directly tied to sales or profits generated.

Correct AnswerverifiedShow Answer

Personal selling includes all of the following modes of communication except

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

A __________ is the simplest salesforce structure, where the United States, or indeed the globe, is first divided into regions and then each region is divided into districts or territories.

Correct AnswerverifiedShow Answer

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verified
Salespeople are a valuable source of inf...
View Answer

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