Question 1

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

Accepted Answer

A)  postpone
B)  redirect the conversation
C)  defer to a supervisor
D)  probe by asking additional questions
E)  distract by identifying competitor shortcomingsF) All of the above
G) A) and B)

Question 2

The workload method

Accepted Answer

A)  determines a fair and equitable compensation plan based on a weighted system for sales of different types of items or from different-sized territories.
B)  identifies the target market that most closely meets the special skills of the salesforce.
C)  determines the size of a salesforce by integrating the number of customers served,call frequency,call length,and available selling time to arrive at a salesforce size figure.
D)  describes what is to be achieved and where and how the selling effort of salespeople is to be deployed.
E)  determines when a company's salesforce becomes more profitable than independent sales agents to sell its company's product(s) .F) B) and C)
G) A) and E)

Question 3

The advantage of a product sales organization is that

Accepted Answer

A)  salespeople can develop expertise with technical characteristics,applications,and selling methods associated with a particular product or family of products.
B)  the number of salespersons in the salesforce can be reduced.
C)  there is a lower cost for sales calls since this method is chosen for products that inherently have little or no product variation.
D)  it significantly minimizes travel time,expenses,and duplication of selling effort from one territory to another.
E)  fewer sales managers are required since the salesforce is paid strictly on commission.F) A) and C)
G) D) and E)

Question 4

The final stage in the personal selling process is referred to as __________.

Accepted Answer

A)  presentation
B)  assumptive close
C)  trial close
D)  urgency close
E)  follow-upF) B) and E)
G) A) and E)

Question 5

With a __________,a salesperson is paid a fixed fee per week,month,or year.

Accepted Answer

A)  sales response compensation plan
B)  combination compensation plan
C)  straight salary compensation plan
D)  straight commission compensation plan
E)  market share compensation planF) B) and D)
G) A) and C)

Question 6

When Margot called the toll-free number to order one dozen water lilies from Van Ness Water Gardens,the firm was using __________.

Accepted Answer

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

Question 7

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 E)
G) B) and E)

Question 8

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

Accepted Answer

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

Question 9

Virtually every occupation that involves customer contact has an element of personal selling in it.The Bureau of Labor Statistics reports that about __________ people are employed in sales positions in the U.S.

Accepted Answer

A)  5 million
B)  10 million
C)  14 million
D)  18 million
E)  24 millionF) A) and B)
G) C) and E)

Question 10

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

Accepted Answer

A)  redirect the conversation
B)  defer to a supervisor
C)  probe by asking additional questions
D)  distract by identifying competitor shortcomings
E)  acknowledge and convert the objectionF) B) and D)
G) All of the above

Question 11

At the __________ stage in the personal selling process,a salesperson begins converting a prospect into a customer by creating a desire for the product or service he or she is selling.

Accepted Answer

A)  preapproach
B)  approach
C)  presentation
D)  close
E)  follow-upF) None of the above
G) B) and D)

Question 12

Key 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 most profitable 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 extranets.
E)  the practice of occasionally making contact with a customer on a sporadic basis following the initial sale of a product or service.F) C) and D)
G) A) and D)

Question 13

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) B) and E)
G) B) and D)

Question 14

Research indicates that there are four key factors involved with salesforce motivation: (1) a clear job description; (2) __________; (3) a personal need for achievement;and (4) proper compensation,incentives,or rewards.

Accepted Answer

A)  an opportunity for professional growth
B)  a moderate degree of competitive spirit within a team
C)  effective sales management practices
D)  constructive criticism
E)  adequate time for bookkeeping and paperworkF) None of the above
G) B) and D)

Question 15

When a salesperson in the Apple store asks,"Will that be charge or cash?",he has executed which stage of the personal selling process?

Accepted Answer

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

Question 16

All of the following are forms of sales automation EXCEPT:

Accepted Answer

A)  sales training.
B)  memos from a sales manager to her salesforce.
C)  sales presentations.
D)  account analysis.
E)  order processing.F) C) and E)
G) C) and D)

Question 17

Marilyn called the Butterball toll-free hotline to learn how to prepare her Thanksgiving turkey and dressing.This telephone number is an example of __________.

Accepted Answer

A)  interactive marketing
B)  multichannel selling
C)  outbound telemarketing
D)  social networking
E)  inbound telemarketingF) A) and E)
G) B) and E)

Question 18

SFA is an acronym for __________.

Accepted Answer

A)  sales force automation
B)  sales factory automation
C)  sales flexible automation
D)  sales functional automation
E)  sales frequency automationF) A) and E)
G) B) and D)

Question 19

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) A) and E)
G) C) and D)

Question 20

During the presentation stage,a salesperson may encounter objections.What are the six basic techniques for handling objections?

Accepted Answer

Objections are excuses for not making a ...

Exam 20: Personal Selling and Sales Management

Virtually every occupation that involves customer contact has an element of personal selling in it.The Bureau of Labor Statistics reports that about __________ people are employed in sales positions in the U.S.

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

All of the following are forms of sales automation EXCEPT:

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

Research indicates that there are four key factors involved with salesforce motivation: (1) a clear job description; (2) __________; (3) a personal need for achievement;and (4) proper compensation,incentives,or rewards.

Correct AnswerverifiedShow Answer

The final stage in the personal selling process is referred to as __________.

Correct AnswerverifiedShow Answer

When Margot called the toll-free number to order one dozen water lilies from Van Ness Water Gardens,the firm was using __________.

Correct AnswerverifiedShow Answer

SFA is an acronym for __________.

Correct AnswerverifiedShow Answer

Marilyn called the Butterball toll-free hotline to learn how to prepare her Thanksgiving turkey and dressing.This telephone number is an example of __________.

Correct AnswerverifiedShow Answer

Key account management refers to

Correct AnswerverifiedShow Answer

With a __________,a salesperson is paid a fixed fee per week,month,or year.

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

At the __________ stage in the personal selling process,a salesperson begins converting a prospect into a customer by creating a desire for the product or service he or she is selling.

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

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

When a salesperson in the Apple store asks,"Will that be charge or cash?",he has executed which stage of the personal selling process?

Correct AnswerverifiedShow Answer

The workload method

Correct AnswerverifiedShow Answer

During the presentation stage,a salesperson may encounter objections.What are the six basic techniques for handling objections?

Correct AnswerverifiedObjections are excuses for not making a ...View AnswerShow Answer

The advantage of a product sales organization is that

Correct AnswerverifiedShow Answer

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Objections are excuses for not making a ...
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