Question 1

The sales manager instructed the salesperson to "Make five hundred customer contacts between January 1st and July 1st." The sales manager voiced a(n) __________ sales objective.

Accepted Answer

A)  output-related
B)  input-related
C)  behaviorally-related
D)  comprehensive-related
E)  market-relatedF) A) and C)
G) All of the above

Question 2

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)  90%F) B) and C)
G) A) and B)

Question 3

A __________ contains specific goals assigned to a salesperson,sales team,branch sales office,or sales district for a stated time period.

Accepted Answer

A)  sales call report
B)  selling expense report
C)  sales quota
D)  sales audit report
E)  salesforce planF) C) and D)
G) B) and E)

Question 4

Personal selling requires the __________ flow of communication between a buyer and a seller,often in a face-to-face encounter,designed to influence a person's or a group's purchase decision.

Accepted Answer

A)  direct
B)  indirect
C)  one-way
D)  two-way
E)  recursiveF) B) and E)
G) D) and E)

Question 5

A sales organization practice whereby a different salesforce calls on each separate type of buyer or market channel is referred to as a __________.

Accepted Answer

A)  multi-reseller organization
B)  geographical organization
C)  customer sales organization
D)  product/service sales organization
E)  multi-level marketing organizationF) None of the above
G) B) and E)

Question 6

Sales research and practice show that knowledge of the customer and sales situation are key ingredients for __________.

Accepted Answer

A)  personal selling
B)  team selling
C)  formula selling
D)  adaptive selling
E)  missionary sellingF) C) and D)
G) All of the above

Question 7

What would most likely occur at the preapproach stage in a business selling situation?

Accepted Answer

A)  The order getter would make initial contact with the order taker.
B)  The search for and qualification of prospects would begin.
C)  The initial meeting would transpire and business would be concluded.
D)  A decision would be made concerning whether the sale was to be a straight rebuy,a modified rebuy,or a new buy.
E)  The buying role of the prospect,important buying criteria,and the prospect's receptivity to a presentation would be determined.F) A) and B)
G) C) and D)

Question 8

Canam Canada specializes in the fabrication of steel joists,joist girders,steel deck,and Murox-high performance building systems that are used in the construction of commercial,industrial and institutional buildings.One of the largest steel joist fabricators in North America,Canam Canada offers value-added engineering support,architectural flexibility and customized solutions and services.Canam Canada uses team selling to focus on important customers so as to build mutually beneficially,long-term,cooperative relationships.It provides exceptional service by assigning teams of sales,service,and technical personnel to work exclusively with assigned customers.Canam's salesforce practices

Accepted Answer

A)  unique account management.
B)  major account management.
C)  specialty account management.
D)  one of a kind account management.
E)  consultative account management.F) A) and D)
G) D) and E)

Question 9

Salespeople called __________ typically answer simple questions,take orders,and complete transactions with customers.

Accepted Answer

A)  managers
B)  inside order takers
C)  directors
D)  outside order takers
E)  go-gettersF) A) and E)
G) D) and E)

Question 10

On a recent shopping excursion at a local Target store,Jim Krause went from aisle to aisle selecting the products he needed.He bought a variety of products,including shampoo,toothpaste,a green plant for his office,and several pairs of socks.Interestingly,the only salesperson Krause encountered was the person at the checkout counter.The checkout person at Target is an example of a(n) __________.

Accepted Answer

A)  inside order getter
B)  outside order getter
C)  sales associate
D)  inside order taker
E)  outside order takerF) A) and E)
G) A) and D)

Question 11

Russ Berry Company sells stuffed animals and holiday gifts.When its salesperson asks a retailer,"Do you want to order the two dozen assorted bears or two dozen white-only bears?",he has executed which stage of the selling process?

Accepted Answer

A)  approach
B)  presentation
C)  handling objections
D)  closing
E)  follow-upF) A) and B)
G) A) and C)

Question 12

There are six commonly used techniques to deal with objections: acknowledge and convert the objection; postpone; agree and neutralize; __________; denial; 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) B) and D)
G) A) and C)

Question 13

In 2010,Gartner Research and 1To1 Media recognized Microsoft Dynamics Customer Relationship Management (CRM) and its xRM framework for delivering increased productivity and cost savings for customers worldwide.Microsoft experts work individually with customers on problem recognition and resolution and adapt their enterprise software to meet the unique needs of the customer.The Microsoft expert is engaged in

Accepted Answer

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

Question 14

The use of computer,information,communication,and Internet technology to make the sales function more effective and efficient is referred to as____________.

Accepted Answer

A)  automated selling
B)  direct selling
C)  salesforce automation
D)  salesforce computerization
E)  salesforce networkingF) C) and E)
G) B) and D)

Question 15

White Chemical Company is examining its selling strategy and one of the issues it believes needs attention is the role its sales staff has in undertaking sales support (non-selling) activities; yet it wants to keep the salespeople directed towards increasing sales for the next year.If you did not know which plan the firm presently uses,what advice would you give?

Accepted Answer

A)  Provide a base salary and a commission on sales generated.
B)  Give a raise to every salesperson as a motivational incentive.
C)  Provide year-end bonuses to reward the salesforce personnel who perform the best.
D)  Offer straight salaries and give raises if the sales go up.
E)  Offer straight commission and if sales improve,raise the commission rates.F) All of the above
G) B) and E)

Question 16

A __________ is a written document that describes job relationships and requirements that characterize each sales position.

Accepted Answer

A)  sales plan
B)  job analysis
C)  employee contract
D)  job description
E)  personal performance planF) All of the above
G) C) and E)

Question 17

-As shown in Figure 17-2 above,"B" is the__________ stage in the personal selling process.

Accepted Answer

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

Question 18

A job description is a written document that describes job relationships and requirements that characterize each sales position.Once established,the job description is then translated into a __________.

Accepted Answer

A)  statement of credentials
B)  statement of intelligence
C)  statement of job qualifications
D)  statement of requirements
E)  statement of educationF) C) and D)
G) A) and B)

Question 19

The sales plan is put into practice through the tasks associated with sales plan implementation.Identify the three major tasks involved in implementing a sales plan.

Accepted Answer

Three major tasks involved in ...

Question 20

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 handle orders obtained on inbound telemarketing.
C)  Order getters require considerable product knowledge.
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) C) and D)
G) A) and E)

Exam 17: Personal Selling and Sales Management

Russ Berry Company sells stuffed animals and holiday gifts.When its salesperson asks a retailer,"Do you want to order the two dozen assorted bears or two dozen white-only bears?",he has executed which stage of the selling process?

Correct Answer
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Correct Answer
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There are six commonly used techniques to deal with objections: acknowledge and convert the objection; postpone; agree and neutralize; __________; denial; and ignore the objection.

Correct Answer
verified

Salespeople called __________ typically answer simple questions,take orders,and complete transactions with customers.

Correct Answer
verified

A job description is a written document that describes job relationships and requirements that characterize each sales position.Once established,the job description is then translated into a __________.

Correct Answer
verified

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 Answer
verified

Correct Answer
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What would most likely occur at the preapproach stage in a business selling situation?

Correct Answer
verified

A __________ contains specific goals assigned to a salesperson,sales team,branch sales office,or sales district for a stated time period.

Correct Answer
verified

A __________ is a written document that describes job relationships and requirements that characterize each sales position.

Correct Answer
verified

-As shown in Figure 17-2 above,"B" is the__________ stage in the personal selling process.

Correct Answer
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Correct Answer
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The sales plan is put into practice through the tasks associated with sales plan implementation.Identify the three major tasks involved in implementing a sales plan.

Correct Answer
verified
Three major tasks involved in ...
View Answer

Correct Answer
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The sales manager instructed the salesperson to "Make five hundred customer contacts between January 1^st and July 1^st." The sales manager voiced a(n) __________ sales objective.

Correct Answer
verified

A sales organization practice whereby a different salesforce calls on each separate type of buyer or market channel is referred to as a __________.

Correct Answer
verified

Personal selling requires the __________ flow of communication between a buyer and a seller,often in a face-to-face encounter,designed to influence a person's or a group's purchase decision.

Correct Answer
verified

The use of computer,information,communication,and Internet technology to make the sales function more effective and efficient is referred to as____________.

Correct Answer
verified

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

Correct Answer
verified

Sales research and practice show that knowledge of the customer and sales situation are key ingredients for __________.

Correct Answer
verified

Exam 17: Personal Selling and Sales Management

Russ Berry Company sells stuffed animals and holiday gifts.When its salesperson asks a retailer,"Do you want to order the two dozen assorted bears or two dozen white-only bears?",he has executed which stage of the selling process?

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

Salespeople called __________ typically answer simple questions,take orders,and complete transactions with customers.

Correct AnswerverifiedShow Answer

A job description is a written document that describes job relationships and requirements that characterize each sales position.Once established,the job description is then translated into a __________.

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

Correct AnswerverifiedShow Answer

What would most likely occur at the preapproach stage in a business selling situation?

Correct AnswerverifiedShow Answer

A __________ contains specific goals assigned to a salesperson,sales team,branch sales office,or sales district for a stated time period.

Correct AnswerverifiedShow Answer

A __________ is a written document that describes job relationships and requirements that characterize each sales position.

Correct AnswerverifiedShow Answer

-As shown in Figure 17-2 above,"B" is the__________ stage in the personal selling process.

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

The sales plan is put into practice through the tasks associated with sales plan implementation.Identify the three major tasks involved in implementing a sales plan.

Correct AnswerverifiedThree major tasks involved in ...View AnswerShow Answer

Correct AnswerverifiedShow Answer

The sales manager instructed the salesperson to "Make five hundred customer contacts between January 1st and July 1st." The sales manager voiced a(n) __________ sales objective.

Correct AnswerverifiedShow Answer

A sales organization practice whereby a different salesforce calls on each separate type of buyer or market channel is referred to as a __________.

Correct AnswerverifiedShow Answer

Personal selling requires the __________ flow of communication between a buyer and a seller,often in a face-to-face encounter,designed to influence a person's or a group's purchase decision.

Correct AnswerverifiedShow Answer

The use of computer,information,communication,and Internet technology to make the sales function more effective and efficient is referred to as____________.

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

Sales research and practice show that knowledge of the customer and sales situation are key ingredients for __________.

Correct AnswerverifiedShow Answer

Correct Answer
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Correct Answer
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Correct Answer
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Correct Answer
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Correct Answer
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Correct Answer
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Correct Answer
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Correct Answer
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Correct Answer
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Correct Answer
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Correct Answer
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Correct Answer
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Correct Answer
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Three major tasks involved in ...
View Answer

Correct Answer
verified

The sales manager instructed the salesperson to "Make five hundred customer contacts between January 1^st and July 1^st." The sales manager voiced a(n) __________ sales objective.

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
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Correct Answer
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Correct Answer
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