Question 1

Tristan has been calling on the same customer for years.He handles all of the company's orders and quickly resolves any issues that may come up.On occasion,Tristan takes some of the company employees out to dinner and has even given them tickets to local sporting events.Tristan is involved in

Accepted Answer

A)  public relations.
B)  relationship selling.
C)  loyalty selling.
D)  multi-level marketing.
E)  publicity.F) D) and E)
G) B) and C)

Question 2

The follow-up stage is a one-time event;it is not used for repeat customers.

Accepted Answer

A) True 
 B)False

Question 3

Roger works for a firm that has many levels in its organizational hierarchy.At each level of management,the number of subordinates is small so that managers can spend more time with each employee.The span of control at Roger's firm is said to be

Accepted Answer

A)  vertical.
B)  narrow.
C)  wide.
D)  flat.
E)  high.F) A) and B)
G) C) and E)

Question 4

Compare the following statements made by a salesperson and select the one that exemplifies handling objections by denial.

Accepted Answer

A)  Yes,our prices are higher,but our product has been proven to be more efficient.
B)  Yes,our service time is slower,but our service staff has won the Best Service in the Industry award for the past 5 years.
C)  It simply is not accurate to claim that our product is a copycat of XYZ brand.We have a patent showing how our product is considerably different.
D)  We can discuss the product's warranty in a few minutes,but first let me explain one more important benefit of the product.
E)  If I may take just a moment to ask about your production needs,we can then talk about the various delivery options.F) A) and D)
G) A) and C)

Question 5

Nonquantitative forecasting methods are also known as _____ forecasts.

Accepted Answer

The answer of Nonquantitative forecasting methods are also known as...

Question 6

The _______ stage of the personal-selling process involves identifying key decision makers,reviewing account histories,identifying product needs,and preparing sales presentations.

Accepted Answer

preapproac...

Question 7

Personal selling is more effective for products that are purchased ______.(frequently/infrequently)

Accepted Answer

The answer of Personal selling is more effective for products...

Question 8

Personal selling is a one-directional form of communication.

Accepted Answer

A) True 
 B)False

Question 9

All of the following are primary roles of a sales manager except

Accepted Answer

A)  serving as a conduit for disseminating information.
B)  establishing sales objectives.
C)  finding new customers.
D)  working with assigned field reps.
E)  recruiting and training employees.F) B) and E)
G) None of the above

Question 10

A salesperson that has product knowledge has all he or she needs to achieve high levels of sales performance.

Accepted Answer

A) True 
 B)False

Question 11

Having a positive attitude has not been shown to have any affect on sales performance.

Accepted Answer

A) True 
 B)False

Question 12

The emphasis on keeping customers for long periods of time is the central focus of ______ value and the reason firms focus on customer relationships.

Accepted Answer

The answer of The emphasis on keeping customers for long...

Question 13

Explain what the personal selling process is and list the steps involved in the process.

Accepted Answer

The personal selling process consists of...

Question 14

Historically,the primary emphasis for the sales force was on increasing the volume of sales transactions.

Accepted Answer

A) True 
 B)False

Question 15

A strong rapport deepens the quality of the relationship between the customer and the salesperson,making successive sales easier.

Accepted Answer

A) True 
 B)False

Question 16

In contrast to tools such as advertising and sales promotion,personal selling is often a much more effective tool

Accepted Answer

A)  for buyers engaging in repeat purchases.
B)  for buyers that have thoroughly researched the product.
C)  for routine purchase situations.
D)  in complex purchase situations.
E)  in impulse buying situations.F) B) and D)
G) A) and E)

Question 17

Checking inventories,stocking shelves,and product delivery are responsibilities of

Accepted Answer

A)  consultative sellers.
B)  order-getters.
C)  channel salespeople.
D)  delivery salespeople.
E)  missionary salespeoplE.F) C) and E)
G) A) and B)

Question 18

Having market-related knowledge helps salespeople in all of the following ways except

Accepted Answer

A)  it allows salespeople to have a greater understanding of the goods,services,and processes within their own firm.
B)  it allows salespeople to detail how their products and services can bring value to the customers' business.
C)  it allows salespeople to gain a greater share of new accounts.
D)  it allows salespeople to gain insider knowledge of competitors' trade secrets.
E)  it allows salespeople to understand the key business issues that affect their customers' success.F) A) and B)
G) A) and C)

Question 19

Which of the following is true regarding sales training programs?

Accepted Answer

A)  Sales training programs should be customized to the needs of the representative and changing market conditions.
B)  Research shows that digitally mediated training creates better interpersonal bonds between the salesforce and the sales manager.
C)  The most effective training method uses the same approach for everyone to promote consistency.
D)  Sales training is an activity that happens only once-when the employee is hireD.
E)  Sales training is a job that is better left to the human resources department.F) A) and E)
G) A) and C)

Question 20

Identifying which potential customers within the firm's target market have not only a desire for the product,but also the authority to purchase it and the resources to pay for it is a process called _______.

Accepted Answer

The answer of Identifying which potential customers within the firm's...

Exam 12: Personal Selling

Tristan has been calling on the same customer for years.He handles all of the company's orders and quickly resolves any issues that may come up.On occasion,Tristan takes some of the company employees out to dinner and has even given them tickets to local sporting events.Tristan is involved in

Correct AnswerverifiedShow Answer

Nonquantitative forecasting methods are also known as _____ forecasts.

Correct AnswerverifiedShow Answer

The _______ stage of the personal-selling process involves identifying key decision makers,reviewing account histories,identifying product needs,and preparing sales presentations.

Correct Answerverifiedpreapproac...View AnswerShow Answer

Having a positive attitude has not been shown to have any affect on sales performance.

Correct AnswerverifiedShow Answer

Having market-related knowledge helps salespeople in all of the following ways except

Correct AnswerverifiedShow Answer

The emphasis on keeping customers for long periods of time is the central focus of ______ value and the reason firms focus on customer relationships.

Correct AnswerverifiedShow Answer

Identifying which potential customers within the firm's target market have not only a desire for the product,but also the authority to purchase it and the resources to pay for it is a process called _______.

Correct AnswerverifiedShow Answer

All of the following are primary roles of a sales manager except

Correct AnswerverifiedShow Answer

Historically,the primary emphasis for the sales force was on increasing the volume of sales transactions.

Correct AnswerverifiedShow Answer

The follow-up stage is a one-time event;it is not used for repeat customers.

Correct AnswerverifiedShow Answer

In contrast to tools such as advertising and sales promotion,personal selling is often a much more effective tool

Correct AnswerverifiedShow Answer

Roger works for a firm that has many levels in its organizational hierarchy.At each level of management,the number of subordinates is small so that managers can spend more time with each employee.The span of control at Roger's firm is said to be

Correct AnswerverifiedShow Answer

A strong rapport deepens the quality of the relationship between the customer and the salesperson,making successive sales easier.

Correct AnswerverifiedShow Answer

Explain what the personal selling process is and list the steps involved in the process.

Correct AnswerverifiedThe personal selling process consists of...View AnswerShow Answer

Checking inventories,stocking shelves,and product delivery are responsibilities of

Correct AnswerverifiedShow Answer

Compare the following statements made by a salesperson and select the one that exemplifies handling objections by denial.

Correct AnswerverifiedShow Answer

A salesperson that has product knowledge has all he or she needs to achieve high levels of sales performance.

Correct AnswerverifiedShow Answer

Personal selling is a one-directional form of communication.

Correct AnswerverifiedShow Answer

Which of the following is true regarding sales training programs?

Correct AnswerverifiedShow Answer

Personal selling is more effective for products that are purchased ______.(frequently/infrequently)

Correct AnswerverifiedShow Answer

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preapproac...
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The personal selling process consists of...
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