Question 1

Three major presentation formats exist: (1) stimulus-response format; (2) __________; and (3) need-satisfaction format.

Accepted Answer

A)   cold call format
B)   formula selling format
C)   stimulus-satisfaction format
D)   stimulus-selling format
E)   persuasive sales formatF) A) and C)
G) A) and B)

Question 2

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

Accepted Answer

A)   formula selling
B)   stimulus-response
C)   marketing concept
D)   relationship selling
E)   need-satisfactionF) None of the above
G) A) and B)

Question 3

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

Accepted Answer

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

Question 4

Explain the difference between a lead,a prospect,and a qualified prospect.

Accepted Answer

A lead is the name of a person who may b...

Question 5

use of toll-free telephone numbers that customers call to obtain information about products and make purchases is referred to as __________.

Accepted Answer

A)   inbound telemarketing
B)   outbound telemarketing
C)   outbound videoconferencing
D)   interactive marketing
E)   multichannel sellingF) A) and B)
G) A) and C)

Question 6

order taker refers to a __________.

Accepted Answer

A)   salesperson who specializes in identifying, analyzing, and solving customer problems, but who does not actually sell products and services
B)   salesperson who processes routine orders or reorders for products that were already sold by the company
C)   salesperson who identifies prospective customers, provides them with information, persuades them to buy, closes sales, and follows up on their use of a product or service
D)   person on the selling team who is responsible for obtaining qualified leads
E)   member of the sales support team who does not directly solicit orders but rather concentrates on performing promotional activities and introducing new productsF) B) and D)
G) B) and C)

Question 7

Research indicates that 25% of U.S.salespeople engaged in __________ selling consider it unethical to explicitly ask customers about competitors' strategies such as pricing practices,product development efforts,and trade and promotion programs.

Accepted Answer

A)   order-taking
B)   business-to-business
C)   business-to-consumer
D)   missionary
E)   partnershipF) All of the above
G) B) and D)

Question 8

Frito-Lay Photo
-Inside order takers are also referred to as __________.

Accepted Answer

A)   managers
B)   directors
C)   missionaries
D)   salesclerks
E)   go-gettersF) A) and D)
G) C) and D)

Question 9

salesperson who processes routine orders or reorders for products that were already sold by the company is referred to as a(n) __________.

Accepted Answer

A)   order getter
B)   missionary salesperson
C)   order taker
D)   sales engineer
E)   order processorF) A) and E)
G) All of the above

Question 10

a __________ organizational structure,a different salesforce calls on each separate type of buyer or market channel.

Accepted Answer

A)   multi-reseller organization
B)   geographical organization
C)   customer sales organization
D)   market segmentation organization
E)   multi-level marketing organizationF) A) and B)
G) A) and E)

Question 11

Identify the three major tasks involved in implementing a sales plan.

Accepted Answer

Three major tasks involved in ...

Question 12

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) are the company in consumers' eyes; and (3) __________.

Accepted Answer

A)   play a key role in research and development
B)   are the ultimate channel of distribution
C)   provide the most valuable resource for segmenting and selecting target markets
D)   are one of many people in a firm that contacts potential customers
E)   may play a dominant role in a firm's marketing programF) C) and E)
G) B) and E)

Question 13

__________ is the simplest sales organizational structure,in which the United States,or indeed the globe,is first divided into regions and then each region is divided into districts or territories.

Accepted Answer

A)   product organization
B)   customer sales organization
C)   geographic sales organization
D)   demographic sales organization
E)   NAICS sales organizationF) B) and E)
G) A) and C)

Question 14

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

Accepted Answer

A)   follow-up
B)   prospecting
C)   presentation
D)   preapproach
E)   approachF) A) and D)
G) A) and B)

Question 15

FloNetwork,Inc.is a company that has developed automation solutions for electronic marketing.Its software is able to handle all aspects of permission marketing-based campaigns from list generation and e-mail deployment to real-time tracking and in-depth analysis.To sell its system,the company conducts educational programs targeted to the technical staff in a prospective customer's information technology (IT) department to discuss recent technological developments with the product.In this situation,FloNetwork uses __________.

Accepted Answer

A)   partnership selling
B)   seminar selling
C)   conference selling
D)   sales engineers
E)   formula sellingF) B) and D)
G) None of the above

Question 16

__________ selling,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
B)   formula
C)   consultative
D)   suggestive
E)   relationshipF) A) and D)
G) A) and E)

Question 17

is estimated that the average cost of a single field sales call on a business customer is about __________,factoring in salespeople compensation,benefits,and travel-and-entertainment expenses.

Accepted Answer

A)   $150
B)   $250
C)   $300
D)   $350
E)   $400F) A) and E)
G) A) and B)

Question 18

Sales research and practice show that knowledge of the customer and sales situation are key ingredients for __________ selling.

Accepted Answer

A)   personal
B)   team
C)   formula
D)   adaptive
E)   missionaryF) D) and E)
G) B) and C)

Question 19

__________ is a common formula-based approach for determining the size of a salesforce.

Accepted Answer

A)   sales response function
B)   account management method
C)   workhorse method
D)   salesforce allocation method
E)   workload methodF) B) and C)
G) A) and E)

Question 20

primary responsibility of order takers is to __________.

Accepted Answer

A)   "preach" the benefits of a new product or service to a customer, rather than close the sale
B)   build market share in his or her territory
C)   convince a customer from a competitor to switch to the firm's product or brand
D)   preserve an ongoing relationship with existing customers and maintain sales
E)   create a sense of goodwill not only to the brand but also to the entire product mix of the firmF) D) and E)
G) A) and B)

Exam 20: Personal Selling and Sales Management

Correct Answer
verified

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

Correct Answer
verified

Research indicates that 25% of U.S.salespeople engaged in __________ selling consider it unethical to explicitly ask customers about competitors' strategies such as pricing practices,product development efforts,and trade and promotion programs.

Correct Answer
verified

Sales research and practice show that knowledge of the customer and sales situation are key ingredients for __________ selling.

Correct Answer
verified

__________ is the simplest sales organizational structure,in which the United States,or indeed the globe,is first divided into regions and then each region is divided into districts or territories.

Correct Answer
verified

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

Correct Answer
verified

use of toll-free telephone numbers that customers call to obtain information about products and make purchases is referred to as __________.

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) are the company in consumers' eyes; and (3) __________.

Correct Answer
verified

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

Correct Answer
verified

__________ selling,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

Explain the difference between a lead,a prospect,and a qualified prospect.

Correct Answer
verified
A lead is the name of a person who may b...
View Answer

primary responsibility of order takers is to __________.

Correct Answer
verified

Frito-Lay Photo -Inside order takers are also referred to as __________.

Correct Answer
verified

salesperson who processes routine orders or reorders for products that were already sold by the company is referred to as a(n) __________.

Correct Answer
verified

a __________ organizational structure,a different salesforce calls on each separate type of buyer or market channel.

Correct Answer
verified

is estimated that the average cost of a single field sales call on a business customer is about __________,factoring in salespeople compensation,benefits,and travel-and-entertainment expenses.

Correct Answer
verified

Identify the three major tasks involved in implementing a sales plan.

Correct Answer
verified
Three major tasks involved in ...
View Answer

order taker refers to a __________.

Correct Answer
verified

__________ is a common formula-based approach for determining the size of a salesforce.

Correct Answer
verified

Three major presentation formats exist: (1) stimulus-response format; (2) __________; and (3) need-satisfaction format.

Correct Answer
verified

Exam 20: Personal Selling and Sales Management

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

Research indicates that 25% of U.S.salespeople engaged in __________ selling consider it unethical to explicitly ask customers about competitors' strategies such as pricing practices,product development efforts,and trade and promotion programs.

Correct AnswerverifiedShow Answer

Sales research and practice show that knowledge of the customer and sales situation are key ingredients for __________ selling.

Correct AnswerverifiedShow Answer

__________ is the simplest sales organizational structure,in which the United States,or indeed the globe,is first divided into regions and then each region is divided into districts or territories.

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

use of toll-free telephone numbers that customers call to obtain information about products and make purchases is referred to as __________.

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) are the company in consumers' eyes; and (3) __________.

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

__________ selling,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

Explain the difference between a lead,a prospect,and a qualified prospect.

Correct AnswerverifiedA lead is the name of a person who may b...View AnswerShow Answer

primary responsibility of order takers is to __________.

Correct AnswerverifiedShow Answer

Frito-Lay Photo -Inside order takers are also referred to as __________.

Correct AnswerverifiedShow Answer

salesperson who processes routine orders or reorders for products that were already sold by the company is referred to as a(n) __________.

Correct AnswerverifiedShow Answer

a __________ organizational structure,a different salesforce calls on each separate type of buyer or market channel.

Correct AnswerverifiedShow Answer

is estimated that the average cost of a single field sales call on a business customer is about __________,factoring in salespeople compensation,benefits,and travel-and-entertainment expenses.

Correct AnswerverifiedShow Answer

Identify the three major tasks involved in implementing a sales plan.

Correct AnswerverifiedThree major tasks involved in ...View AnswerShow Answer

order taker refers to a __________.

Correct AnswerverifiedShow Answer

__________ is a common formula-based approach for determining the size of a salesforce.

Correct AnswerverifiedShow Answer

Three major presentation formats exist: (1) stimulus-response format; (2) __________; and (3) need-satisfaction format.

Correct AnswerverifiedShow Answer

Correct Answer
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A lead is the name of a person who may b...
View 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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Three major tasks involved in ...
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Correct Answer
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