Question 1

Which of the following tasks are involved in the sales plan formulation stage of the sales management process?

Accepted Answer

A)   recruiting and selecting the salesforce, training the salesforce, and compensating the salesforce
B)   developing account management policies, implementing the account management policies, and evaluating the account management policies
C)   setting sales objectives, organizing the salesforce, and developing account management policies
D)   organizing the salesforce, establishing quantitative assessment, and implementing follow-up
E)   organizing the salesforce, setting motivational sales quotas, and evaluating the individual members of the salesforceF) A) and E)
G) None of the above

Question 2

Sales management refers to __________.

Accepted Answer

A)   the planning the selling program and implementing and evaluating the personal selling effort of the firm
B)   the process of allocating funds for promotion and advertising
C)   the recruiting, hiring, and training of a company's salesforce
D)   the segmentation and selection of target markets to be addressed by a company's salesforce
E)   the two-way flow of communication between a buyer and seller, often in a face-to-face encounter, designed to influence a person's or group's purchase decisionF) C) and D)
G) A) and B)

Question 3

Sellers view a solution as a customized and integrated combination of products and services for meeting a customer's business needs.Buyers think of 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)   ensures follow-up
B)   can be evaluated
C)   is financially equitable
D)   is easy to use
E)   is sustainableF) A) and D)
G) C) and E)

Question 4

During the sales presentation,the prospect interrupted the salesperson's presentation and said,"Wait a minute.This looks like it's going to cost too much." The salesperson responded,"I think you'll be delighted with how relatively inexpensive this program is.I'll address the subject of price in just a moment." Which objection-handling technique has the salesperson used?

Accepted Answer

A)   acknowledge and convert the objection
B)   postpone
C)   agree and neutralize
D)   denial
E)   ignore the objectionF) A) and B)
G) A) and C)

Question 5

Whitaker works for American Greetings.Included in his job description are the following responsibilities: (1) stock and arrange point-of-purchase displays of present customers-60 percent of his work week,and (2) receive orders from customers and complete the transactions-40 percent of his work week.Whitaker is primarily engaged in which type of selling?

Accepted Answer

A)   outside order taking
B)   relationship selling
C)   inside order taking
D)   outside order getting
E)   missionary salesF) A) and B)
G) D) and E)

Question 6

stimulus-response presentation refers to a format that __________.

Accepted Answer

A)   focuses on problem identification, in which the salesperson serves as an expert on problem recognition and resolution
B)   consists of information that must be provided in an accurate, thorough, and step-by-step manner to inform the prospect
C)   assumes that given the appropriate stimulus by a salesperson, the prospect will buy
D)   involves adjusting the presentation to fit the selling situation, such as knowing when to offer solutions and when to ask for more information
E)   emphasizes probing and listening by the salesperson to identify the needs and interests of prospective buyersF) B) and C)
G) All of the above

Question 7

Explain the difference between personal selling and sales management.

Accepted Answer

Personal selling involves the two-way fl...

Question 8

aptitudes,knowledge,skills,and a variety of behavioral characteristics considered necessary to perform a job successfully are contained in a __________.

Accepted Answer

A)   statement of credentials
B)   statement of training
C)   statement of education
D)   statement of experience
E)   statement of job qualificationsF) B) and C)
G) A) and B)

Question 9

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) A) and B)

Question 10

need-satisfaction presentation refers to a presentation format that __________.

Accepted Answer

A)   uses computer, information, communication, and Internet technologies to make the sales presentation more effectively and efficiently
B)   consists of information that must be provided in an accurate, thorough, and step-by-step manner to inform the prospect
C)   assumes that given the appropriate stimulus by a salesperson, the prospect will buy
D)   emphasizes probing and listening by the salesperson to identify the needs and interests of prospective buyers
E)   builds ties to customers based on a salesperson's attention and commitment to customer needsF) A) and C)
G) None of the above

Question 11

need-satisfaction presentation format that involves adjusting the presentation to fit the selling situation,such as knowing when to offer solutions and when to ask for more information,is referred to as __________ selling.

Accepted Answer

A)   relationship
B)   adaptive
C)   consultative
D)   proactive
E)   cooperativeF) B) and D)
G) All of the above

Question 12

Applied to recruiting and selecting salespeople,a __________ explains to whom a salesperson reports and how a salesperson interacts with other company personnel.

Accepted Answer

A)   job description
B)   sales plan
C)   job analysis
D)   sales performance audit
E)   personal performance planF) B) and C)
G) A) and B)

Question 13

the context of a salesperson's position,describe what a job description is.In the answer,describe the six attributes that it purports to explain.

Accepted Answer

A job description is a written document ...

Question 14

Frito-Lay Photo
-Frito-Lay salesperson shown in the photo above is an __________ who is taking inventory of available products at a supermarket.

Accepted Answer

A)   inside order taker
B)   interactive order taker
C)   outside order taker
D)   order clerk
E)   order getterF) D) and E)
G) A) and C)

Question 15

White Chemical Company is examining its selling strategy and one of the issues that 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) A) and D)

Question 16

formula-based method for determining the size of a salesforce that integrates the number of customers served,call frequency,call length,and available selling time to arrive at a salesforce size is referred to as a __________.

Accepted Answer

A)   workload method
B)   workhorse method
C)   sales equity formula
D)   territory distribution matrix
E)   salesforce allocation methodF) B) and D)
G) D) and E)

Question 17

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 door.

Accepted Answer

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

Question 18

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 ___________ sales organization for its salesforce.

Accepted Answer

A)   profit
B)   customer
C)   product
D)   geographical
E)   marketF) B) and E)
G) A) and E)

Question 19

tasks involved in managing personal selling include all of the following EXCEPT __________.

Accepted Answer

A)   selecting salespeople
B)   evaluating the performance of individual salespeople
C)   setting sales objectives
D)   organizing the salesforce
E)   designing new sales promotional campaigns for the purpose of generating new salesF) None of the above
G) B) and E)

Question 20

Salespeople for Godiva Chocolates use their laptop computers to process orders,plan time allocations,forecast sales,and communicate with Godiva personnel and customers.The use of __________ helps the Godiva salesforce provide customer service.

Accepted Answer

A)   technology
B)   time management software
C)   order processing software
D)   proposal presentation software
E)   salesforce networkingF) B) and C)
G) All of the above

Exam 20: Personal Selling and Sales Management

Correct Answer
verified

Sales management refers to __________.

Correct Answer
verified

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 ___________ sales organization for its salesforce.

Correct Answer
verified

tasks involved in managing personal selling include all of the following EXCEPT __________.

Correct Answer
verified

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

Correct Answer
verified

stimulus-response presentation refers to a format that __________.

Correct Answer
verified

aptitudes,knowledge,skills,and a variety of behavioral characteristics considered necessary to perform a job successfully are contained in a __________.

Correct Answer
verified

Correct Answer
verified

Explain the difference between personal selling and sales management.

Correct Answer
verified
Personal selling involves the two-way fl...
View Answer

Sellers view a solution as a customized and integrated combination of products and services for meeting a customer's business needs.Buyers think of 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

Which of the following tasks are involved in the sales plan formulation stage of the sales management process?

Correct Answer
verified

formula-based method for determining the size of a salesforce that integrates the number of customers served,call frequency,call length,and available selling time to arrive at a salesforce size is referred to as a __________.

Correct Answer
verified

the context of a salesperson's position,describe what a job description is.In the answer,describe the six attributes that it purports to explain.

Correct Answer
verified
A job description is a written document ...
View Answer

Salespeople for Godiva Chocolates use their laptop computers to process orders,plan time allocations,forecast sales,and communicate with Godiva personnel and customers.The use of __________ helps the Godiva salesforce provide customer service.

Correct Answer
verified

Applied to recruiting and selecting salespeople,a __________ explains to whom a salesperson reports and how a salesperson interacts with other company personnel.

Correct Answer
verified

Correct Answer
verified

Frito-Lay Photo -Frito-Lay salesperson shown in the photo above is an __________ who is taking inventory of available products at a supermarket.

Correct Answer
verified

need-satisfaction presentation refers to a presentation format that __________.

Correct Answer
verified

Correct Answer
verified

need-satisfaction presentation format that involves adjusting the presentation to fit the selling situation,such as knowing when to offer solutions and when to ask for more information,is referred to as __________ selling.

Correct Answer
verified

Exam 20: Personal Selling and Sales Management

Correct AnswerverifiedShow Answer

Sales management refers to __________.

Correct AnswerverifiedShow Answer

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 ___________ sales organization for its salesforce.

Correct AnswerverifiedShow Answer

tasks involved in managing personal selling include all of the following EXCEPT __________.

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

stimulus-response presentation refers to a format that __________.

Correct AnswerverifiedShow Answer

aptitudes,knowledge,skills,and a variety of behavioral characteristics considered necessary to perform a job successfully are contained in a __________.

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

Explain the difference between personal selling and sales management.

Correct AnswerverifiedPersonal selling involves the two-way fl...View AnswerShow Answer

Sellers view a solution as a customized and integrated combination of products and services for meeting a customer's business needs.Buyers think of 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

Which of the following tasks are involved in the sales plan formulation stage of the sales management process?

Correct AnswerverifiedShow Answer

formula-based method for determining the size of a salesforce that integrates the number of customers served,call frequency,call length,and available selling time to arrive at a salesforce size is referred to as a __________.

Correct AnswerverifiedShow Answer

the context of a salesperson's position,describe what a job description is.In the answer,describe the six attributes that it purports to explain.

Correct AnswerverifiedA job description is a written document ...View AnswerShow Answer

Salespeople for Godiva Chocolates use their laptop computers to process orders,plan time allocations,forecast sales,and communicate with Godiva personnel and customers.The use of __________ helps the Godiva salesforce provide customer service.

Correct AnswerverifiedShow Answer

Applied to recruiting and selecting salespeople,a __________ explains to whom a salesperson reports and how a salesperson interacts with other company personnel.

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

Frito-Lay Photo -Frito-Lay salesperson shown in the photo above is an __________ who is taking inventory of available products at a supermarket.

Correct AnswerverifiedShow Answer

need-satisfaction presentation refers to a presentation format that __________.

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

need-satisfaction presentation format that involves adjusting the presentation to fit the selling situation,such as knowing when to offer solutions and when to ask for more information,is referred to as __________ selling.

Correct AnswerverifiedShow Answer

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Correct Answer
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Correct Answer
verified
Personal selling involves the two-way fl...
View Answer

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified
A job description is a written document ...
View Answer

Correct Answer
verified

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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