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Exam 18: Personal Selling and Sales Management

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Question 61

Multiple Choice

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The sales manager told the salesperson, "Increase sales volume for the second quarter five percent over the sales volume of the first quarter." The sales manager used a(n) ________ sales objective.

A) input-related
B) behaviour related
C) canvassing
D) output-related

E) All of the above
F) A) and B)

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Question 62

Multiple Choice

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Tweeting free information and links to free resources is a great way for salespeople to:

A) immediately secure leads
B) gain recognition from future clients
C) line up presentations
D) skip the assumptive close step

E) A) and B)
F) None of the above

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Question 63

Multiple Choice

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The most frequently used type of compensation plan for salespeople is a:

Compare and contrast each of the four account management policies that could be implemented based on account opportunity level and competitive position of the sales organization.

The car salesman was overheard having the following conversation with a prospective customer: "What type of driving do you do?" "How many people will you usually have riding in your car?" "Maybe, you should look at vans instead of sedans." From this information, you should recognize the car salesman was using a:

Which stage has the following objectives: gain the prospect's attention, stimulate interest, and build the foundation for the sales presentation itself and the basis for a working relationship?

All of the following are examples of a behaviourally related sales objective, except:

Figure 18-3 -As shown in Figure 18-3, a salesperson is likely to shave, get a haircut, and brush their teeth at which stage?

A sales engineer is a(n) :

Describe orders takers and order getters. How do they differ from each other?

Excuses for not making a purchase commitment or decision are called:

Louisa wanted to make some extra money, so she went door-to-door in her neighborhood asking people if they had any small jobs that they could hire her to perform. Louisa had no idea of whether anyone had any jobs for her, and she picked the doors she knocked on randomly. In terms of the selling process, Louisa was engaged in ______ when she knocked on a door.

Which type of compensation plan - straight salary, straight commission, or combination -is most useful when compensating new salespeople? When are the other plans useful?

Which of the following statements describes a major drawback associated with canned sales presentations?

Frito-Lay salespeople call on supermarkets, neighbourhood grocery stores, and other establishments to ensure that the company's line of snack products is in adequate supply. This illustrates:

Many experts are suggesting that Canadian companies should start to focus their efforts on training their salespeople to become more _.

Sony Blu-Ray players come with a 1-800 number for customers to call and receive help setting up their new machine. This is an example of:

Clauss Cutlery sells knives to the floral industry. These knives are designed to slice through foam blocks, cut wire, and perform other similar tasks. It also sells cutting utensils to the meat-processing industry. These large heavy-duty blades can saw through carcasses quickly. Clauss also sells a line of cutting tools to people in the Woodworking industry for sawing and shaping wood cutouts. Clauss Cutlery should use a sales organization.

All of the following quantitative assessments of sales performance may be based on output-related measures, except:

Which of the following statements does NOT describe a role personal selling plays in an organization's marketing effort?