Question 1

Which of the following statements is true of lead qualification?

Accepted Answer

A)  It refers to a process in which a salesperson approaches potential buyers without any prior knowledge of the prospects' needs or financial status.
B)  It refers to using friends, business contacts, coworkers, acquaintances, and fellow members in professional and civic organizations to identify potential clients.
C)  It refers to a process that describes the ''homework'' that must be done by a salesperson before he or she contacts a prospect.
D)  It refers to determining the recognized need, buying power, and receptivity and accessibility of a sales prospect.E) B) and D)
F) C) and D)

Question 2

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) A) and B)
F) B) and D)

Question 3

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

Accepted Answer

A)  promoting a product to both qualified and non-qualified prospects.
B)  promoting undifferentiated sales messages toward prospective consumers.
C)  purchasing advertising and sales promotion in large amounts.
D)  adjusting the size of the sales force in one-person increments.E) A) and C)
F) A) and D)

Question 4

Identify a true statement about sales force training.

Accepted Answer

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

Question 5

When customers try to pit suppliers against each other to drive down the price of the product, the salesperson should offer an initial discount and raise the price later on.

Accepted Answer

A) True 
 B)False

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) A) and D)
F) All of the above

Question 7

Personal selling provides a brief and precise explanation of the product.

Accepted Answer

A) True 
 B)False

Question 8

Kay and Jenny's, a restaurant, implements a new system that identifies and gathers information about its regular customers. It rewards these customers by giving them gift coupons and cash prizes. This is most likely an example of _____.

Accepted Answer

A)  organizational optimization
B)  profit maximization
C)  total quality management
D)  customer relationship managementE) All of the above
F) B) and C)

Question 9

Write a note on customer relationship management.

Accepted Answer

Answers will vary. Customer relationship...

Question 10

Relationship selling is more often used in selling situations for consumer goods.

Accepted Answer

A) True 
 B)False  False

Question 11

Which of the following statements is true of prequalification systems?

Accepted Answer

A)  They free sales representatives from the time-consuming task of following up on leads to determine need, buying power, and receptiveness.
B)  They describe the ''homework'' that must be done by a salesperson before contacting the prospect.
C)  They use friends, business contacts, coworkers, acquaintances, and fellow members in professional and civic organizations to identify potential clients.
D)  They determine a customer's specific needs and wants and the range of options the customer has for satisfying them.E) A) and B)
F) A) and C)

Question 12

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 services according 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) A) and B)
F) A) and C)

Question 13

In the context of steps in the sales process, describe the methods of qualifying leads.

Accepted Answer

Answers will vary. Lead qualification in...

Question 14

Which of the following statements is a characteristic of negotiation?

Accepted Answer

A)  It plays an important role in the closing of the sale.
B)  Effective negotiators use price as a negotiation tool.
C)  Giving in to price negotiations too quickly increases the value of the product.
D)  It is a formal meeting in which the salesperson has the opportunity to present the sales proposal.E) A) and B)
F) C) and D)

Question 15

A sales manager at Guilden Corporation, a manufacturer of consumer durable goods, instructed his new salesperson, Rita, to sell five flat screen televisions per week. He informed her that, in addition to this, she was also expected to identify ten potential customers. These instructions given to Rita are referred to as _____.

Accepted Answer

A)  referrals
B)  sales leads
C)  quotas
D)  touch pointsE) A) and B)
F) B) and C)

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) None of the above
F) C) and D) D

Question 17

Salespeople selling in foreign markets should tailor their presentations and closing styles to each market.

Accepted Answer

A) True 
 B)False

Question 18

Unlike advertising and sales promotion, in personal selling, responses are provided only to the questions and objections that the copywriter thinks are important to customers.

Accepted Answer

A) True 
 B)False  False

Question 19

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) B) and C)
F) A) and D)

Question 20

Which of the following statements is true of networking?

Accepted Answer

A)  It refers to a process in which a salesperson approaches potential buyers without any prior knowledge of the prospects' needs or financial status.
B)  It refers to using friends, business contacts, coworkers, acquaintances, and fellow members in professional and civic organizations to identify potential clients.
C)  It refers to a process that describes the ''homework'' that must be done by a salesperson before he or she contacts a prospect.
D)  It refers to determining a customer's specific needs and wants and the range of options the customer has for satisfying them.E) B) and C)
F) C) and D)

Exam 17: Personal Selling and Sales Management

Which of the following statements is true of lead qualification?

Correct Answer
verified

Unlike consumer-focused salespeople, business-focused salespeople:

Correct Answer
verified

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

Correct Answer
verified

Identify a true statement about sales force training.

Correct Answer
verified

When customers try to pit suppliers against each other to drive down the price of the product, the salesperson should offer an initial discount and raise the price later on.

Correct Answer
verified

Effective sales management begins with:

Correct Answer
verified

Personal selling provides a brief and precise explanation of the product.

Correct Answer
verified

Kay and Jenny's, a restaurant, implements a new system that identifies and gathers information about its regular customers. It rewards these customers by giving them gift coupons and cash prizes. This is most likely an example of _____.

Correct Answer
verified

Write a note on customer relationship management.

Correct Answer
verified
Answers will vary. Customer relationship...
View Answer

Relationship selling is more often used in selling situations for consumer goods.

Correct Answer
verified
False

Which of the following statements is true of prequalification systems?

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 services according to the needs of the appropriate customer segments. This is an example of effective _____.

Correct Answer
verified

In the context of steps in the sales process, describe the methods of qualifying leads.

Correct Answer
verified
Answers will vary. Lead qualification in...
View Answer

Which of the following statements is a characteristic of negotiation?

Correct Answer
verified

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
D

Salespeople selling in foreign markets should tailor their presentations and closing styles to each market.

Correct Answer
verified

Unlike advertising and sales promotion, in personal selling, responses are provided only to the questions and objections that the copywriter thinks are important to customers.

Correct Answer
verified
False

Correct Answer
verified

Which of the following statements is true of networking?

Correct Answer
verified

Exam 17: Personal Selling and Sales Management

Which of the following statements is true of lead qualification?

Correct AnswerverifiedShow Answer

Unlike consumer-focused salespeople, business-focused salespeople:

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

Identify a true statement about sales force training.

Correct AnswerverifiedShow Answer

When customers try to pit suppliers against each other to drive down the price of the product, the salesperson should offer an initial discount and raise the price later on.

Correct AnswerverifiedShow Answer

Effective sales management begins with:

Correct AnswerverifiedShow Answer

Personal selling provides a brief and precise explanation of the product.

Correct AnswerverifiedShow Answer

Kay and Jenny's, a restaurant, implements a new system that identifies and gathers information about its regular customers. It rewards these customers by giving them gift coupons and cash prizes. This is most likely an example of _____.

Correct AnswerverifiedShow Answer

Write a note on customer relationship management.

Correct AnswerverifiedAnswers will vary. Customer relationship...View AnswerShow Answer

Relationship selling is more often used in selling situations for consumer goods.

Correct AnswerverifiedFalse

Which of the following statements is true of prequalification systems?

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 services according to the needs of the appropriate customer segments. This is an example of effective _____.

Correct AnswerverifiedShow Answer

In the context of steps in the sales process, describe the methods of qualifying leads.

Correct AnswerverifiedAnswers will vary. Lead qualification in...View AnswerShow Answer

Which of the following statements is a characteristic of negotiation?

Correct AnswerverifiedShow Answer

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 AnswerverifiedD

Salespeople selling in foreign markets should tailor their presentations and closing styles to each market.

Correct AnswerverifiedShow Answer

Unlike advertising and sales promotion, in personal selling, responses are provided only to the questions and objections that the copywriter thinks are important to customers.

Correct AnswerverifiedFalse

Correct AnswerverifiedShow Answer

Which of the following statements is true of networking?

Correct AnswerverifiedShow Answer

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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Correct Answer
verified

Correct Answer
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Correct Answer
verified
Answers will vary. Customer relationship...
View Answer

Correct Answer
verified
False

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified
Answers will vary. Lead qualification in...
View Answer

Correct Answer
verified

Correct Answer
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Correct Answer
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D

Correct Answer
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Correct Answer
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False

Correct Answer
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Correct Answer
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