Question 1

With __________,problem solutions are not simply a matter of choosing from an array of existing products or services.Rather,novel solutions often arise,thereby creating unique value for the customer.

Accepted Answer

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

Question 2

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

Accepted Answer

A)   presentation.
B)   assumptive close.
C)   decision confirmation.
D)   urgency close.
E)   follow-up.F) A) and E)
G) D) and E)

Question 3

In the context of the personal selling process,excuses for not making a purchase commitment or decision are referred to as

Accepted Answer

A)   rationalizations.
B)   equivocations.
C)   refusals.
D)   objections.
E)   qualifications.F) B) and E)
G) B) and D)

Question 4

When using an account management policy grid,an account would replace personal calls with telemarketing or direct mail if the account opportunity level assessment is

Accepted Answer

A)   high and the sales organization has a strong competitive position.
B)   low and the sales organization has a strong competitive position.
C)   high and there is a likelihood that a strong competitive position can be achieved in the future.
D)   low and the sales organization has a low competitive position.
E)   high and the sales organization has strong competitive position.F) All of the above
G) D) and E)

Question 5

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) C) and D)

Question 6

A method of selling in which a salesperson makes a telephone call or a visit to a prospective customer without a referral is called

Accepted Answer

A)   team selling.
B)   cold calling.
C)   hot canvassing.
D)   formula selling.
E)   telemarketing.F) C) and D)
G) A) and E)

Question 7

When using an account management policy grid,an account would receive a high level of sales calls if the account opportunity level assessment is

Accepted Answer

A)   high and the sales organization has a weak competitive position.
B)   low and the sales organization has a strong competitive position.
C)   high and there is a likelihood that a strong competitive position can be achieved in the future.
D)   low and the sales organization has a low competitive position.
E)   high and the sales organization has strong competitive position.F) A) and E)
G) B) and E)

Question 8

Describe the need-satisfaction presentation format.In the answer,include the two selling styles that are common with this format.

Accepted Answer

The need-satisfaction presentation forma...

Question 9

Which type of sales force training is the most popular type of training?

Accepted Answer

A)   individual instruction
B)   on-the-job training
C)   formal classes
D)   seminars taught by sales trainers
E)   computer-based trainingF) C) and D)
G) A) and D)

Question 10

The sales process at Xerox typically follows the six stages of the personal selling process.During the fifth stage,the salesperson engages in __________ (gets a signed document or a firm confirmation of the sale) .

Accepted Answer

A)   a soft close
B)   an interrogative close
C)   an urgency close
D)   an action close
E)   a conditional closeF) A) and C)
G) A) and E)

Question 11

All of the following are aspects of a job description for a salesperson except which?

Accepted Answer

A)   the physical and mental demands of the job
B)   the customers to be called on
C)   the types of products and services to be sold
D)   to whom a salesperson reports
E)   effective communication and listening skillsF) B) and E)
G) D) and E)

Question 12

The sales process at Xerox typically follows the six stages of the personal selling process.During the third stage,a Xerox sales representative approaches the prospect and suggests

Accepted Answer

A)   several product alternatives.
B)   several solutions to perceived problems the sales force has identified.
C)   different pricing options.
D)   a meeting and presentation.
E)   a visit to corporate headquarters for a complete tour of the facilities.F) B) and E)
G) C) and E)

Question 13

A memorized,standardized message conveyed to every prospect is referred to as a

Accepted Answer

A)   stimulus-response presentation.
B)   canned sales presentation.
C)   directed selling presentation.
D)   mnemonic sales format.
E)   standardized sales format.F) C) and E)
G) D) and E)

Question 14

What assumption does the stimulus-response presentation format make?

Accepted Answer

The stimulus-response presentation forma...

Question 15

A __________ is an individual who wants a product,can afford to buy it,and is the decision maker.

Accepted Answer

A)   qualified prospect
B)   customer
C)   lead
D)   prospect
E)   gatekeeperF) A) and B)
G) A) and E)

Question 16

A salesperson at Toshiba America Medical Systems uses a laptop computer with built-in DVD capabilities to provide interactive presentations for Toshiba's computerized tomography (CT) and magnetic resonance imaging (MRI) scanners.With it,the customer sees elaborate three-dimensional animations,high-resolution scans,and video clips of the company's products in operation as well as narrated testimonials from satisfied customers.Such technological capabilities have made it effective both for sales presentations and for training salespeople.This would be an example of the use of

Accepted Answer

A)   a specialized order taker.
B)   sales management principles.
C)   customer relationship management.
D)   sales force technology.
E)   account management policies.F) A) and C)
G) A) and D)

Question 17

DuPont assigned chemists,sales and marketing executives,and regulatory specialists to create an herbicide for corn growers that recorded sales of $57 million in its first year.This type of sales approach is referred to as

Accepted Answer

A)   partnership selling.
B)   missionary selling.
C)   team selling.
D)   order taking.
E)   formula selling.F) B) and D)
G) B) and E)

Question 18

Which of the following statements regarding cold canvassing is most accurate?

Accepted Answer

A)   Currently, there are no federal regulations regarding cold canvassing.
B)   Generally, only 1 in 100 cold canvass calls results in a sale, so it is only effective for costly items.
C)   Cold calling is the most common type of sales prospecting in Asia and Latin America.
D)   The majority of U.S. consumers consider cold canvassing an intrusion on their privacy.
E)   The Telephone Consumer Protection Act not only protects citizens, but it also ensures the rights of telemarketers to call anyone listed in a public directory, whether they choose to be called or not.F) C) and D)
G) B) and E)

Question 19

Consultative selling is very prominent in

Accepted Answer

A)   business-to-business marketing.
B)   business-to-government marketing.
C)   consumer-to-consumer marketing.
D)   consumer-to-business marketing.
E)   consumer-to-government marketing.F) A) and E)
G) B) and E)

Question 20

Salespeople for Godiva Chocolates use __________ to process orders,plan time allocations,forecast sales,and communicate with Godiva personnel and customers,thus providing better customer service.

Accepted Answer

A)   laptop computers
B)   tablet devices
C)   order processing software
D)   presentation software
E)   smartphonesF) A) and C)
G) A) and B)

Exam 17: Personal Selling and Sales Management

Which of the following statements regarding cold canvassing is most accurate?

Correct Answer
verified

DuPont assigned chemists,sales and marketing executives,and regulatory specialists to create an herbicide for corn growers that recorded sales of $57 million in its first year.This type of sales approach is referred to as

Correct Answer
verified

Consultative selling is very prominent in

Correct Answer
verified

When using an account management policy grid,an account would receive a high level of sales calls if the account opportunity level assessment is

Correct Answer
verified

In the context of the personal selling process,excuses for not making a purchase commitment or decision are referred to as

Correct Answer
verified

When using an account management policy grid,an account would replace personal calls with telemarketing or direct mail if the account opportunity level assessment is

Correct Answer
verified

A memorized,standardized message conveyed to every prospect is referred to as a

Correct Answer
verified

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

Correct Answer
verified

Salespeople for Godiva Chocolates use __________ to process orders,plan time allocations,forecast sales,and communicate with Godiva personnel and customers,thus providing better customer service.

Correct Answer
verified

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 Answer
verified

Correct Answer
verified

A __________ is an individual who wants a product,can afford to buy it,and is the decision maker.

Correct Answer
verified

Which type of sales force training is the most popular type of training?

Correct Answer
verified

The sales process at Xerox typically follows the six stages of the personal selling process.During the fifth stage,the salesperson engages in __________ (gets a signed document or a firm confirmation of the sale) .

Correct Answer
verified

Describe the need-satisfaction presentation format.In the answer,include the two selling styles that are common with this format.

Correct Answer
verified
The need-satisfaction presentation forma...
View Answer

With __________,problem solutions are not simply a matter of choosing from an array of existing products or services.Rather,novel solutions often arise,thereby creating unique value for the customer.

Correct Answer
verified

What assumption does the stimulus-response presentation format make?

Correct Answer
verified
The stimulus-response presentation forma...
View Answer

A method of selling in which a salesperson makes a telephone call or a visit to a prospective customer without a referral is called

Correct Answer
verified

The sales process at Xerox typically follows the six stages of the personal selling process.During the third stage,a Xerox sales representative approaches the prospect and suggests

Correct Answer
verified

All of the following are aspects of a job description for a salesperson except which?

Correct Answer
verified

Exam 17: Personal Selling and Sales Management

Which of the following statements regarding cold canvassing is most accurate?

Correct AnswerverifiedShow Answer

DuPont assigned chemists,sales and marketing executives,and regulatory specialists to create an herbicide for corn growers that recorded sales of $57 million in its first year.This type of sales approach is referred to as

Correct AnswerverifiedShow Answer

Consultative selling is very prominent in

Correct AnswerverifiedShow Answer

When using an account management policy grid,an account would receive a high level of sales calls if the account opportunity level assessment is

Correct AnswerverifiedShow Answer

In the context of the personal selling process,excuses for not making a purchase commitment or decision are referred to as

Correct AnswerverifiedShow Answer

When using an account management policy grid,an account would replace personal calls with telemarketing or direct mail if the account opportunity level assessment is

Correct AnswerverifiedShow Answer

A memorized,standardized message conveyed to every prospect is referred to as a

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

Salespeople for Godiva Chocolates use __________ to process orders,plan time allocations,forecast sales,and communicate with Godiva personnel and customers,thus providing better customer service.

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

Correct AnswerverifiedShow Answer

A __________ is an individual who wants a product,can afford to buy it,and is the decision maker.

Correct AnswerverifiedShow Answer

Which type of sales force training is the most popular type of training?

Correct AnswerverifiedShow Answer

The sales process at Xerox typically follows the six stages of the personal selling process.During the fifth stage,the salesperson engages in __________ (gets a signed document or a firm confirmation of the sale) .

Correct AnswerverifiedShow Answer

Describe the need-satisfaction presentation format.In the answer,include the two selling styles that are common with this format.

Correct AnswerverifiedThe need-satisfaction presentation forma...View AnswerShow Answer

With __________,problem solutions are not simply a matter of choosing from an array of existing products or services.Rather,novel solutions often arise,thereby creating unique value for the customer.

Correct AnswerverifiedShow Answer

What assumption does the stimulus-response presentation format make?

Correct AnswerverifiedThe stimulus-response presentation forma...View AnswerShow Answer

A method of selling in which a salesperson makes a telephone call or a visit to a prospective customer without a referral is called

Correct AnswerverifiedShow Answer

The sales process at Xerox typically follows the six stages of the personal selling process.During the third stage,a Xerox sales representative approaches the prospect and suggests

Correct AnswerverifiedShow Answer

All of the following are aspects of a job description for a salesperson except which?

Correct AnswerverifiedShow Answer

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified
The need-satisfaction presentation forma...
View Answer

Correct Answer
verified

Correct Answer
verified
The stimulus-response presentation forma...
View Answer

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified