Question 1

Laelle Inc.,a leading manufacturer of industrial air conditioners,has developed a new air conditioner with high cooling capacity.To identify potential clients who will be interested in the new air conditioner,the company has sent out pamphlets to many firms along with its contact details for anyone interested.This scenario illustrates _____.

Accepted Answer

A)  ​needs assessment
B)  lead generation
C)  sales presentation
D)  ​knowledge managementE) C) and D)
F) A) and D)

Question 2

A good salesperson perceives objections as a hindrance to the purchase decision.

Accepted Answer

A) True 
 B)False

Question 3

Which of the following is a combination of sales automation and Internet technology that some marketers are using in an effort to enhance customer satisfaction and bring in more business?

Accepted Answer

A)  ​Preapproach model
B)  Attribution model
C)  Geolocation
D)  ​Automated e-mail follow-up marketingE) All of the above
F) C) and D)

Question 4

Identify a true statement about salesforce training.

Accepted Answer

A)  ​It is done by giving compensation to employees.
B)  It can occur during sales meetings, annual meetings, or during the course of everyday business.
C)  Training does not take place in the field or using online modules.
D)  ​Conducting job training in the field via a live sales call provides real world experience for a trainee.E) B) and C)
F) A) and D)

Question 5

Which of the following makes it necessary for salespeople to conduct thorough and continued follow-up with the clients?

Accepted Answer

A)  ​Conducting postsales follow-up gives rise to cognitive dissonance.
B)  In present times, customers are more loyal toward brands and vendors than before.
C)  Most businesses depend on repeat sales, which depend on follow-up by the salesperson.
D)  ​Buyers are more inclined to look for the best deal when they experience good postsale follow-up.E) B) and C)
F) A) and C)

Question 6

Effective sales management begins with:

Accepted Answer

A)  ​determining sales goals.
B)  determining the most efficient structure for the sales force.
C)  specifying the sales force size.
D)  ​designing a compensation plan.E) All of the above
F) B) and C)

Question 7

Differentiate between qualified and unqualified leads.

Accepted Answer

Answers will vary.When a prospect shows ...

Question 8

During the preapproach stage of the selling process,a salesperson should:

Accepted Answer

A)  ​provide information about various referrals and discounts available.
B)  learn as much as possible about a prospect's organization and its buyers.
C)  create point-of-purchase displays.
D)  ​handle price objections and close the sale.E) A) and B)
F) A) and D)

Question 9

Fournotts Corp.,an electronic equipment manufacturer,collects data about its customers through customer interactions.On the basis of the data,the firm customizes its products and servicesaccording to the needs of the appropriate customer segments.This is an example of effective _____.

Accepted Answer

A)  ​transaction management
B)  campaign management
C)  lead generation
D)  ​lead qualificationE) None of the above
F) B) and C)

Question 10

Thefinalstageofsalesmanagementiscompensating and motivating the sales force.

Accepted Answer

A) True 
 B)False

Question 11

Unlike consumer-focused salespeople,business-focused salespeople:

Accepted Answer

A)  ​require customers to come directly to a retail store.
B)  call on other companies to sell their products.
C)  shorten the sales process time.
D)  ​do not travel to customer locations.E) All of the above
F) B) and C)

Question 12

In personal selling,costs of promoting a product or service can be controlled by:

Accepted Answer

A)  ​promoting a product to both qualified and nonqualified prospects.
B)  promoting undifferentiated sales messages toward prospective consumers.
C)  purchasing advertising and sales promotions in large amounts.
D)  ​adjusting the size of the sales force in one-person increments.E) None of the above
F) A) and B)

Question 13

Mandy's Inc.is a well-known supplier of industrial goods.While selling goods,it provides personalized benefits to each customer.It focuses on developing trust over time instead of one-time sales.This is an example of _____.

Accepted Answer

A)  ​price-based selling
B)  relationship selling
C)  discount selling
D)  ​persuasive sellingE) A) and D)
F) C) and D)

Question 14

_____ involves determining a sales prospect's recognized need,buying power,and receptivity and accessibility of a sales prospect.

Accepted Answer

A)  ​Negotiation
B)  Customization
C)  Lead reciprocity
D)  ​Lead qualificationE) A) and B)
F) All of the above

Question 15

Which of the following statements is true of traditional selling?

Accepted Answer

A)  ​It allows ample time for detailed follow-up with customers after a sale.
B)  It results in more win-win transactions for salespeople than relationship selling.
C)  Minimal effort is placed on asking questions to identify customer needs.
D)  ​High emphasis is placed on matching customers' needs and wants to the benefits of the product.E) B) and C)
F) A) and D)

Question 16

_____ is a sales practice that involves building,maintaining,and enhancing interactions with customers in order to develop long-term satisfaction through mutually beneficial partnerships.

Accepted Answer

A)  ​Price-based selling
B)  Adaptive selling
C)  Stimulus-response selling
D)  ​Relationship sellingE) All of the above
F) B) and D)

Question 17

Glenda,a sales representative for Revo Appliances Inc.,had to deliver a presentation on her company's latest offering: an innovative food processor.Her target clients were senior managers and chefs from a reputed restaurant.After her presentation,Glenda faced tough objections from her clients who were skeptical about the product's necessity and usefulness.As a good salesperson,how should Glenda respond to this situation?

Accepted Answer

A)  ​She must ignore the specifications of the product's competitors.
B)  She must offer a steep introductory discount and increase the price later.
C)  She must suggest to her company the use of testimonials as a sales strategy rather than personal selling.
D)  ​She must consider the objections as a legitimate part of the purchase decision.E) A) and D)
F) All of the above

Question 18

Personal selling is especially needed for complex or new goods and services.

Accepted Answer

A) True 
 B)False

Question 19

A sales presentation is a written document or professional presentation that outlines how a company's product or service will meet or exceed the client's needs.

Accepted Answer

A) True 
 B)False

Question 20

In the selling process,which of the following statements is true of developing and proposing solutions?

Accepted Answer

A)  ​The immediate step after presenting the sales proposal is the final purchase transaction.
B)  Often, customers are more likely to remember what salespeople say than how they present themselves.
C)  It is better to depend on a formal presentation than on a salesperson's ability to handle customer objections.
D)  ​The quality of both the sales proposal and the presentation can make or break the sale.E) B) and C)
F) A) and D)

Exam 17: Personal Selling and Sales Management

Which of the following is a combination of sales automation and Internet technology that some marketers are using in an effort to enhance customer satisfaction and bring in more business?

Correct Answer
verified

Personal selling is especially needed for complex or new goods and services.

Correct Answer
verified

Identify a true statement about salesforce training.

Correct Answer
verified

Effective sales management begins with:

Correct Answer
verified

Which of the following statements is true of traditional selling?

Correct Answer
verified

In the selling process,which of the following statements is true of developing and proposing solutions?

Correct Answer
verified

In personal selling,costs of promoting a product or service can be controlled by:

Correct Answer
verified

_____ involves determining a sales prospect's recognized need,buying power,and receptivity and accessibility of a sales prospect.

Correct Answer
verified

Fournotts Corp.,an electronic equipment manufacturer,collects data about its customers through customer interactions.On the basis of the data,the firm customizes its products and servicesaccording to the needs of the appropriate customer segments.This is an example of effective _____.

Correct Answer
verified

During the preapproach stage of the selling process,a salesperson should:

Correct Answer
verified

Mandy's Inc.is a well-known supplier of industrial goods.While selling goods,it provides personalized benefits to each customer.It focuses on developing trust over time instead of one-time sales.This is an example of _____.

Correct Answer
verified

Unlike consumer-focused salespeople,business-focused salespeople:

Correct Answer
verified

_____ is a sales practice that involves building,maintaining,and enhancing interactions with customers in order to develop long-term satisfaction through mutually beneficial partnerships.

Correct Answer
verified

A good salesperson perceives objections as a hindrance to the purchase decision.

Correct Answer
verified

Correct Answer
verified

Which of the following makes it necessary for salespeople to conduct thorough and continued follow-up with the clients?

Correct Answer
verified

Correct Answer
verified

Differentiate between qualified and unqualified leads.

Correct Answer
verified
Answers will vary.When a prospect shows ...
View Answer

Thefinalstageofsalesmanagementiscompensating and motivating the sales force.

Correct Answer
verified

A sales presentation is a written document or professional presentation that outlines how a company's product or service will meet or exceed the client's needs.

Correct Answer
verified

Exam 17: Personal Selling and Sales Management

Which of the following is a combination of sales automation and Internet technology that some marketers are using in an effort to enhance customer satisfaction and bring in more business?

Correct AnswerverifiedShow Answer

Personal selling is especially needed for complex or new goods and services.

Correct AnswerverifiedShow Answer

Identify a true statement about salesforce training.

Correct AnswerverifiedShow Answer

Effective sales management begins with:

Correct AnswerverifiedShow Answer

Which of the following statements is true of traditional selling?

Correct AnswerverifiedShow Answer

In the selling process,which of the following statements is true of developing and proposing solutions?

Correct AnswerverifiedShow Answer

In personal selling,costs of promoting a product or service can be controlled by:

Correct AnswerverifiedShow Answer

_____ involves determining a sales prospect's recognized need,buying power,and receptivity and accessibility of a sales prospect.

Correct AnswerverifiedShow Answer

Fournotts Corp.,an electronic equipment manufacturer,collects data about its customers through customer interactions.On the basis of the data,the firm customizes its products and servicesaccording to the needs of the appropriate customer segments.This is an example of effective _____.

Correct AnswerverifiedShow Answer

During the preapproach stage of the selling process,a salesperson should:

Correct AnswerverifiedShow Answer

Mandy's Inc.is a well-known supplier of industrial goods.While selling goods,it provides personalized benefits to each customer.It focuses on developing trust over time instead of one-time sales.This is an example of _____.

Correct AnswerverifiedShow Answer

Unlike consumer-focused salespeople,business-focused salespeople:

Correct AnswerverifiedShow Answer

_____ is a sales practice that involves building,maintaining,and enhancing interactions with customers in order to develop long-term satisfaction through mutually beneficial partnerships.

Correct AnswerverifiedShow Answer

A good salesperson perceives objections as a hindrance to the purchase decision.

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

Which of the following makes it necessary for salespeople to conduct thorough and continued follow-up with the clients?

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

Differentiate between qualified and unqualified leads.

Correct AnswerverifiedAnswers will vary.When a prospect shows ...View AnswerShow Answer

Thefinalstageofsalesmanagementiscompensating and motivating the sales force.

Correct AnswerverifiedShow Answer

A sales presentation is a written document or professional presentation that outlines how a company's product or service will meet or exceed the client's needs.

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

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified
Answers will vary.When a prospect shows ...
View Answer

Correct Answer
verified

Correct Answer
verified