Question 1

Which of the following statements describes the major difference between a prospect and a qualified prospect?

Accepted Answer

A)  Prospects are more likely than qualified prospects to become customers.
B)  During the sales presentation,prospects are more likely to raise objections than qualified prospects.
C)  There are generally more qualified prospects than prospects.
D)  Qualified prospects have not only the need or desire for your product,but also the ability and authority to purchase it.
E)  A qualified prospect has purchased your product in the past and a prospect has not.F) A) and D)
G) A) and E)

Question 2

As shown in Figure 20-3 above,"A" is the__________ stage in the personal selling process.

Accepted Answer

A)  approach
B)  preapproach
C)  presentation
D)  prospecting
E)  follow-upF) A) and E)
G) A) and C)

Question 3

Figure 20-4 above depicts the sales management process that involves three interrelated functions."C" refers to __________.

Accepted Answer

A)  sales plan formulation
B)  salesforce evaluation
C)  salesforce determination
D)  salesforce communication
E)  sales plan implementationF) D) and E)
G) C) and D)

Question 4

Alice Faulkner is a professional salesperson.She earns her living by selling advertising for The New York Times newspaper.In addition to selling advertising to her regular accounts,Alice is responsible for generating new advertising accounts for the newspaper.In order to fulfill her responsibilities,Faulkner works hard to make sure the potential customers she sells to are qualified prospects.How can Faulkner know if the prospects she is selling to are in fact qualified prospects?

Accepted Answer

A)  Qualified prospects only have an interest in buying advertising in the newspaper.
B)  Qualified prospects only have the money to buy advertising in the newspaper.
C)  Qualified prospects have a need for the advertising,can afford to buy it,and have the authority to make the purchase decision.
D)  Qualified prospects only have the authority to make the decision to buy the advertising.
E)  Qualified prospects read the newspaper daily and recognize that it is a good advertising medium.F) A) and B)
G) A) and C)

Question 5

There are five dimensions to emotional intelligence: self-motivation;self-awareness;__________: empathy;and social skills.

Accepted Answer

A)  the ability to read body language
B)  sense of humor
C)  the ability to be positive
D)  the ability to manage one's emotions and impulses
E)  a need to be in controlF) A) and E)
G) A) and D)

Question 6

There are five dimensions to emotional intelligence: self-motivation;__________;the ability to manage one's emotions and impulses;empathy;and social skills.

Accepted Answer

A)  the ability to read body language
B)  sense of humor
C)  the ability to be positive
D)  self-awareness
E)  a need to be in controlF) A) and C)
G) C) and D)

Question 7

Mark wanted to make some extra money,so he went door-to-door in his neighborhood asking residents if they had any small jobs that they could hire him to perform.Mark had no idea of whether anyone had any jobs for him,so he picked the houses randomly and knocked on the doors to see if anyone was home and perhaps interested in his services.In terms of the personal selling process,Mark was engaged in __________ when he knocked on a prospective customer's door.

Accepted Answer

A)  stimulus-response selling
B)  "handshaking"
C)  cold canvassing
D)  closing
E)  traffic generationF) D) and E)
G) A) and E)

Question 8

All of the following are aspects of a job description for a salesperson EXCEPT:

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 skills.F) A) and B)
G) A) and C)

Question 9

Behavioral measures used to evaluate salespeople include assessments of a salesperson's __________,attention to customers,product knowledge,selling and communication skills,appearance,and professional demeanor.

Accepted Answer

A)  attitude
B)  patience
C)  intelligence
D)  personal values
E)  personal ethicsF) C) and E)
G) None of the above

Question 10

Which is the simplest form of salesforce organizational structure?

Accepted Answer

A)  profit
B)  customer
C)  product
D)  geographical
E)  marketF) A) and E)
G) B) and D)

Question 11

A disadvantage of a customer sales organization is

Accepted Answer

A)  the need to assign just one salesperson to local,regional,national,and global territories.
B)  an increased need for multilingual salespeople.
C)  the smaller number of qualified sales managers.
D)  the need for close teamwork amongst a diverse salesforce.
E)  higher administrative costs and some duplication of selling effort.F) B) and D)
G) A) and E)

Question 12

Lindsey Smith's selling success is due in large part to her

Accepted Answer

A)  developing relationships with CEOs and CFOs.
B)  using a team of sales personnel,technical specialists,and health care professionals in selling to and servicing key customers.
C)  continually reinforcing GE Healthcare's competitive advantage.
D)  simplifying sales presentations for technical products.
E)  staying on top of marketing trends for business-to-business selling.F) B) and C)
G) All of the above

Question 13

Personal selling serves three major roles in a firm's overall marketing effort.Salespeople: (1) are the critical link between a firm and its customers; (2) __________;and (3) may play a dominant role in a firm's marketing program.

Accepted Answer

A)  play a key role in research and development
B)  are the company in a consumer's eyes
C)  play a dominant role in implementing an organization's pull strategy
D)  provide the most valuable resource for segmenting and selecting target markets
E)  are one of many people in a firm that contacts potential customersF) B) and E)
G) B) and D)

Question 14

Consider Figure 20-6C above.If a company chooses to employ its own salesforce,there are three basic organizational salesforce structures from which to choose."C" represents which type of salesforce organization structure?

Accepted Answer

A)  geographical
B)  NAICS
C)  product/service
D)  market type
E)  customerF) D) and E)
G) C) and D)

Question 15

TransWave International is a company that markets patented electronic sensors as an early warning device for locating potential problems with buried pipelines.TransWave sends an environmental expert,a safety engineer,a legal representative to explain new regulations enacted by the U.S.Office of Pipeline Safety,and an experienced pipeline expert when it meets with a prospect.This is an example of how TransWave uses __________.

Accepted Answer

A)  partnership selling
B)  order getting
C)  functional selling
D)  sales engineering
E)  team sellingF) A) and B)
G) C) and D)

Question 16

Which of the following statements regarding the preapproach stage with respect to international selling is MOST ACCURATE?

Accepted Answer

A)  Customs rarely influence a preapproach protocol.
B)  The preapproach stage is shorter and less intensive than with domestic consumers.
C)  Customs are very important in dictating appropriate protocol.
D)  In most cases,the buyer rather than the seller initiates the contact between seller and buyer.
E)  Pricing or price ranges are presented to the customer in order to determine if the customer is a qualified lead.F) B) and E)
G) B) and D)

Question 17

Which salesforce structure is the simplest form of organization?

Accepted Answer

A)  profit
B)  customer
C)  product
D)  market
E)  geographicalF) A) and B)
G) C) and D)

Question 18

The __________ is a selling format that emphasizes probing and listening by the salesperson to identify needs and interests of prospective buyers.

Accepted Answer

A)  formula selling presentation
B)  stimulus-response presentation
C)  marketing concept presentation
D)  relationship selling presentation
E)  need-satisfaction presentationF) A) and B)
G) A) and C)

Question 19

The personal selling process refers to

Accepted Answer

A)  the activities that begin with the prospecting of potential leads to the final closing of a sale.
B)  the three sales activities that include identifying a customer with an unfilled need,identifying a product or service that could satisfy that need,and initiating a formalized exchange or sale.
C)  the formalized sales protocol used by a company's salesforce to ensure a consistent quality sales presentation.
D)  the sales activities occurring before,during,and after the sale itself,consisting of six stages: prospecting,preapproach,approach,presentation,close,and follow-up.
E)  the sequential steps taken to close a sale including finalizing product benefits,arranging for distribution,and obtaining payment.F) B) and E)
G) A) and B)

Question 20

There are __________ genetic marker(s) that is correlated with a salesperson's predisposition or willingness to interact with customers and learn about their problems in order to meet their needs.

Accepted Answer

A)  one
B)  two
C)  three
D)  four
E)  fiveF) B) and E)
G) A) and D)

Exam 20: Personal Selling and Sales Management

There are __________ genetic marker(s) that is correlated with a salesperson's predisposition or willingness to interact with customers and learn about their problems in order to meet their needs.

Correct Answer
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Which is the simplest form of salesforce organizational structure?

Correct Answer
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There are five dimensions to emotional intelligence: self-motivation;self-awareness;__________: empathy;and social skills.

Correct Answer
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There are five dimensions to emotional intelligence: self-motivation;__________;the ability to manage one's emotions and impulses;empathy;and social skills.

Correct Answer
verified

Personal selling serves three major roles in a firm's overall marketing effort.Salespeople: (1) are the critical link between a firm and its customers; (2) __________;and (3) may play a dominant role in a firm's marketing program.

Correct Answer
verified

All of the following are aspects of a job description for a salesperson EXCEPT:

Correct Answer
verified

Correct Answer
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The __________ is a selling format that emphasizes probing and listening by the salesperson to identify needs and interests of prospective buyers.

Correct Answer
verified

Lindsey Smith's selling success is due in large part to her

Correct Answer
verified

Correct Answer
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Correct Answer
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Figure 20-4 above depicts the sales management process that involves three interrelated functions."C" refers to __________.

Correct Answer
verified

The personal selling process refers to

Correct Answer
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As shown in Figure 20-3 above,"A" is the__________ stage in the personal selling process.

Correct Answer
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Behavioral measures used to evaluate salespeople include assessments of a salesperson's __________,attention to customers,product knowledge,selling and communication skills,appearance,and professional demeanor.

Correct Answer
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Consider Figure 20-6C above.If a company chooses to employ its own salesforce,there are three basic organizational salesforce structures from which to choose."C" represents which type of salesforce organization structure?

Correct Answer
verified

A disadvantage of a customer sales organization is

Correct Answer
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Which salesforce structure is the simplest form of organization?

Correct Answer
verified

Which of the following statements describes the major difference between a prospect and a qualified prospect?

Correct Answer
verified

Which of the following statements regarding the preapproach stage with respect to international selling is MOST ACCURATE?

Correct Answer
verified

Exam 20: Personal Selling and Sales Management

There are __________ genetic marker(s) that is correlated with a salesperson's predisposition or willingness to interact with customers and learn about their problems in order to meet their needs.

Correct AnswerverifiedShow Answer

Which is the simplest form of salesforce organizational structure?

Correct AnswerverifiedShow Answer

There are five dimensions to emotional intelligence: self-motivation;self-awareness;__________: empathy;and social skills.

Correct AnswerverifiedShow Answer

There are five dimensions to emotional intelligence: self-motivation;__________;the ability to manage one's emotions and impulses;empathy;and social skills.

Correct AnswerverifiedShow Answer

Personal selling serves three major roles in a firm's overall marketing effort.Salespeople: (1) are the critical link between a firm and its customers; (2) __________;and (3) may play a dominant role in a firm's marketing program.

Correct AnswerverifiedShow Answer

All of the following are aspects of a job description for a salesperson EXCEPT:

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

The __________ is a selling format that emphasizes probing and listening by the salesperson to identify needs and interests of prospective buyers.

Correct AnswerverifiedShow Answer

Lindsey Smith's selling success is due in large part to her

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

Figure 20-4 above depicts the sales management process that involves three interrelated functions."C" refers to __________.

Correct AnswerverifiedShow Answer

The personal selling process refers to

Correct AnswerverifiedShow Answer

As shown in Figure 20-3 above,"A" is the__________ stage in the personal selling process.

Correct AnswerverifiedShow Answer

Behavioral measures used to evaluate salespeople include assessments of a salesperson's __________,attention to customers,product knowledge,selling and communication skills,appearance,and professional demeanor.

Correct AnswerverifiedShow Answer

Consider Figure 20-6C above.If a company chooses to employ its own salesforce,there are three basic organizational salesforce structures from which to choose."C" represents which type of salesforce organization structure?

Correct AnswerverifiedShow Answer

A disadvantage of a customer sales organization is

Correct AnswerverifiedShow Answer

Which salesforce structure is the simplest form of organization?

Correct AnswerverifiedShow Answer

Which of the following statements describes the major difference between a prospect and a qualified prospect?

Correct AnswerverifiedShow Answer

Which of the following statements regarding the preapproach stage with respect to international selling is MOST ACCURATE?

Correct AnswerverifiedShow Answer

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