Question 1

ABB is a Swiss-based manufacturer of industrial equipment with annual sales of $30 billion.At one time, ABB had a salesforce that sold only generators, one that only sold boilers, another that only sold transformers, and so forth.Each of its salespeople was an expert on the product line he or she sold.Its salesforce was organized by product.Then it adopted a customer organizational structure.Why might ABB have made this change?

Accepted Answer

The rationale for a customer organizatio...

Question 2

FIGURE 17-3 
-Figure 17-3 above shows there are six stages in the personal selling process ("A" through "F")  along with the objective(s)  of each stage.If the salesperson's objective is to "ensure that the customer is satisfied with the product or service," what is the name of this stage of the personnel selling process?

Accepted Answer

A)  follow-up
B)  prospecting
C)  presentation
D)  preapproach
E)  closeF) A) and B)
G) None of the above

Question 3

Xerox's decline was reversed with

Accepted Answer

A)  the use of the unplanned sales call.
B)  the gathering of competitive intelligence.
C)  frequent sales calls on its retailers to build trust.
D)  a sales organization that focused on customer relationships.
E)  a reactive approach to establishing channels of distribution.F) A) and E)
G) B) and D)

Question 4

The office memo read, "Sales representatives from Kansas, Nebraska, Iowa, and Missouri will report directly to the regional manager." From this information, it would appear the company that issued the memo uses a ___________ organization for its salesforce.

Accepted Answer

A)  profit
B)  customer
C)  product
D)  geographical
E)  marketF) B) and C)
G) None of the above

Question 5

Some unconventional rewards include the new pink Cadillacs and Pontiacs, and jewelry given by __________ to outstanding salespeople.

Accepted Answer

A)  The Home Shopping Network
B)  Mary Kay Cosmetics
C)  General Motors
D)  Tupperware
E)  World Book EncyclopediaF) C) and D)
G) None of the above

Question 6

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

Accepted Answer

A)  Order getters need a high degree of creativity.
B)  Order getters often replenish a retailer's inventories.
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 B)
G) B) and C)

Question 7

FIGURE 17-3 
-Figure 17-3 above shows there are six stages in the personal selling process ("A" through "F")  along with the objective(s)  of each stage.If the salesperson's objective is to "gain a prospect's attention, stimulate interest, and make transition to the presentation," what is the name of this stage of the personnel selling process?

Accepted Answer

A)  prospecting
B)  preapproach
C)  approach
D)  close
E)  follow-upF) A) and B)
G) A) and C)

Question 8

Federal regulations contain provisions that allow consumers to avoid being called at any time through the __________, and imposes fines for violations.

Accepted Answer

A)  Do Not Disturb Registry
B)  Do Not Call Registry
C)  Do Not Interrupt Registry
D)  Do Not Infringe Registry
E)  Do Not Agitate RegistryF) C) and D)
G) B) and C)

Question 9

FIGURE 17-3 
-As shown in Figure 17-3 above, stage "C" in the personal selling process is the __________ stage.

Accepted Answer

A)  prospecting
B)  preapproach
C)  presentation
D)  approach
E)  follow-upF) A) and D)
G) C) and D)

Question 10

Marilyn called the Butterball hotline to learn how to prepare her Thanksgiving turkey and dressing.The toll-free number that Butterball uses each holiday season to provide information on how to prepare turkey is an example of __________.

Accepted Answer

A)  interactive marketing
B)  multichannel selling
C)  inbound telemarketing
D)  outbound telemarketing
E)  outbound videoconferencingF) A) and C)
G) D) and E)

Question 11

FIGURE 17-1 
-In Figure 17-1 above, a Dorito's salesperson, an __________ is taking inventory of available product at a supermarket.This information will be given to the store manager who will most likely use it to make a __________.

Accepted Answer

A)  inside order taker; straight rebuy
B)  inside order taker; new buy
C)  outside order taker; straight rebuy
D)  outside order taker; modified rebuy
E)  order getter; new buyF) A) and E)
G) A) and D)

Question 12

FIGURE 17-3 
-As shown in Figure 17-3 above, stage "B" in the personal selling process is the __________ stage.

Accepted Answer

A)  prospecting
B)  preapproach
C)  presentation
D)  approach
E)  follow-upF) A) and D)
G) C) and D)

Question 13

Sales management refers to the

Accepted Answer

A)  process of allocating funds for promotion and advertising.
B)  recruiting, hiring or firing, and training of a company's salesforce.
C)  segmentation and selection of target markets to be addressed by a company's salesforce.
D)  process of assigning territories and providing appropriate compensation for salesforce performance.
E)  planning of the selling program and implementing and evaluating of the personal selling effort of the firm.F) D) and E)
G) All of the above

Question 14

Sellers view a solution as a customized and integrated combination of products and services for meeting a customer's business needs.Buyers think a solution to a business problem as one that meets their requirements, is designed to uniquely solve their problem, can be implemented, and

Accepted Answer

A)  can be replicated.
B)  ensures follow-up.
C)  is financially equitable.
D)  includes a money-back guarantee.
E)  includes a formal statement of accountability.F) B) and C)
G) None of the above

Question 15

The most preferred type of compensation plan by salespeople is a __________.

Accepted Answer

A)  straight salary compensation plan
B)  straight commission compensation plan
C)  combination compensation plan
D)  weighted compensation plan
E)  delayed compensation planF) B) and E)
G) C) and E)

Question 16

Major account management refers to

Accepted Answer

A)  the assignment of a single salesperson to a single customer throughout the course of the entire sale.
B)  the practice of assigning the highest performing salesperson to the clients with the highest profit accounts.
C)  the practice of using team selling to focus on important customers so as to build mutually beneficial, long-term cooperative relationships.
D)  a sales relationship that involves a face-to-face, person-to-person encounter rather than a sale made through traditional reorders or written correspondence.
E)  the practice of maintaining contact with a customer on a regularly scheduled basis following the initial sale of a product or service.F) B) and D)
G) C) and D)

Question 17

Which type of sales presentation would be best suited for an inexperienced, less knowledgeable salesperson?

Accepted Answer

A)  cold canvassing
B)  assumptive close
C)  need-satisfaction presentation
D)  canned sales presentation
E)  stimulus-response presentationF) A) and B)
G) All of the above

Question 18

FIGURE 17-6 
-Figure 17-6 above depicts the sales management process which involves three interrelated functions.Cell "A" refers to __________.

Accepted Answer

A)  salesforce evaluation
B)  sales engineering
C)  sales plan implementation
D)  sales plan formulation
E)  salesforce profilingF) B) and C)
G) C) and E)

Question 19

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)  trial close
E)  follow-upF) C) and D)
G) C) and E)

Question 20

A(n)  __________ is an individual that wants a product, can afford to buy it, and is the decision maker.

Accepted Answer

A)  lead
B)  prospect
C)  gatekeeper
D)  opinion leader
E)  qualified prospectF) C) and E)
G) C) and D)

Exam 17: Personal Selling and Sales Management

Xerox's decline was reversed with

Correct Answer
verified

Which type of sales presentation would be best suited for an inexperienced, less knowledgeable salesperson?

Correct Answer
verified

Marilyn called the Butterball hotline to learn how to prepare her Thanksgiving turkey and dressing.The toll-free number that Butterball uses each holiday season to provide information on how to prepare turkey is an example of __________.

Correct Answer
verified

Correct Answer
verified

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
verified

A(n) __________ is an individual that wants a product, can afford to buy it, and is the decision maker.

Correct Answer
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Correct Answer
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FIGURE 17-3 -As shown in Figure 17-3 above, stage "B" in the personal selling process is the __________ stage.

Correct Answer
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The most preferred type of compensation plan by salespeople is a __________.

Correct Answer
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FIGURE 17-3 -As shown in Figure 17-3 above, stage "C" in the personal selling process is the __________ stage.

Correct Answer
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Sales management refers to the

Correct Answer
verified

Sellers view a solution as a customized and integrated combination of products and services for meeting a customer's business needs.Buyers think a solution to a business problem as one that meets their requirements, is designed to uniquely solve their problem, can be implemented, and

Correct Answer
verified

Correct Answer
verified
The rationale for a customer organizatio...
View Answer

FIGURE 17-6 -Figure 17-6 above depicts the sales management process which involves three interrelated functions.Cell "A" refers to __________.

Correct Answer
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The office memo read, "Sales representatives from Kansas, Nebraska, Iowa, and Missouri will report directly to the regional manager." From this information, it would appear the company that issued the memo uses a ___________ organization for its salesforce.

Correct Answer
verified

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

Correct Answer
verified

Some unconventional rewards include the new pink Cadillacs and Pontiacs, and jewelry given by __________ to outstanding salespeople.

Correct Answer
verified

Major account management refers to

Correct Answer
verified

Federal regulations contain provisions that allow consumers to avoid being called at any time through the __________, and imposes fines for violations.

Correct Answer
verified

FIGURE 17-1 -In Figure 17-1 above, a Dorito's salesperson, an is taking inventory of available product at a supermarket.This information will be given to the store manager who will most likely use it to make a .

Correct Answer
verified

Exam 17: Personal Selling and Sales Management

Xerox's decline was reversed with

Correct AnswerverifiedShow Answer

Which type of sales presentation would be best suited for an inexperienced, less knowledgeable salesperson?

Correct AnswerverifiedShow Answer

Marilyn called the Butterball hotline to learn how to prepare her Thanksgiving turkey and dressing.The toll-free number that Butterball uses each holiday season to provide information on how to prepare turkey is an example of __________.

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

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

A(n) __________ is an individual that wants a product, can afford to buy it, and is the decision maker.

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

FIGURE 17-3 -As shown in Figure 17-3 above, stage "B" in the personal selling process is the __________ stage.

Correct AnswerverifiedShow Answer

The most preferred type of compensation plan by salespeople is a __________.

Correct AnswerverifiedShow Answer

FIGURE 17-3 -As shown in Figure 17-3 above, stage "C" in the personal selling process is the __________ stage.

Correct AnswerverifiedShow Answer

Sales management refers to the

Correct AnswerverifiedShow Answer

Sellers view a solution as a customized and integrated combination of products and services for meeting a customer's business needs.Buyers think a solution to a business problem as one that meets their requirements, is designed to uniquely solve their problem, can be implemented, and

Correct AnswerverifiedShow Answer

Correct AnswerverifiedThe rationale for a customer organizatio...View AnswerShow Answer

FIGURE 17-6 -Figure 17-6 above depicts the sales management process which involves three interrelated functions.Cell "A" refers to __________.

Correct AnswerverifiedShow Answer

The office memo read, "Sales representatives from Kansas, Nebraska, Iowa, and Missouri will report directly to the regional manager." From this information, it would appear the company that issued the memo uses a ___________ organization for its salesforce.

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

Some unconventional rewards include the new pink Cadillacs and Pontiacs, and jewelry given by __________ to outstanding salespeople.

Correct AnswerverifiedShow Answer

Major account management refers to

Correct AnswerverifiedShow Answer

Federal regulations contain provisions that allow consumers to avoid being called at any time through the __________, and imposes fines for violations.

Correct AnswerverifiedShow Answer

FIGURE 17-1 -In Figure 17-1 above, a Dorito's salesperson, an __________ is taking inventory of available product at a supermarket.This information will be given to the store manager who will most likely use it to make a __________.

Correct AnswerverifiedShow Answer

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The rationale for a customer organizatio...
View Answer

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FIGURE 17-1 -In Figure 17-1 above, a Dorito's salesperson, an is taking inventory of available product at a supermarket.This information will be given to the store manager who will most likely use it to make a .

Correct Answer
verified