Question 1

Sales management refers to

Accepted Answer

A)   the planning of the selling program and the implementing and evaluating of the personal selling effort of the firm.
B)   the process of allocating funds for direct selling.
C)   only the recruiting, hiring, and training of a company's salesforce.
D)   the segmentation and selection of target markets to be addressed by a company's salesforce.
E)   the two-way flow of communication between a buyer and seller, often in a face-to-face encounter, designed to influence a person's or group's purchase decision.F) A) and B)
G) C) and E)

Question 2

Personal selling requires the ________ flow of communication between a buyer and a seller, often in a face-to-face encounter, designed to influence the purchase decision of a person or a group.

Accepted Answer

A)   direct
B)   indirect
C)   one-way
D)   two-way
E)   recurringF) B) and D)
G) B) and C)

Question 3

Suggestive selling is a form of

Accepted Answer

A)   formula selling presentation.
B)   stimulus-response presentation.
C)   needs-satisfaction presentation.
D)   hard sell presentation.
E)   formalized sales presentation.F) A) and B)
G) A) and C)

Question 4

Figure 21-4
-Figure 21-4 above depicts the sales management process that involves three interrelated functions. Box B refers to

Accepted Answer

A)   sales plan implementation.
B)   salesforce determination.
C)   salesforce communication.
D)   sales plan formulation.
E)   salesforce evaluation.F) C) and D)
G) None of the above

Question 5

Two features of successful ________ are the availability of "live chat" opportunities and the ability to provide a single source for customer problem solving.

Accepted Answer

A)   time management software
B)   customer service and support automation
C)   sales force automation
D)   warranty software
E)   marketing automationF) A) and C)
G) All of the above

Question 6

During a sales call, you respond to a customer's issue by saying courteously, "You're absolutely right, and I am going to make it my business to be sure that never happens again." Which method have you used to handle the customer's objection?

Accepted Answer

A)   postpone
B)   denial
C)   agree and neutralize
D)   ignore
E)   convertF) A) and B)
G) B) and E)

Question 7

Salesperson Performance Tracking Marketing Dashboard at MooreChemConsider the Marketing Dashboard above, which includes metrics for salesperson performance tracking for MooreChem. As a MooreChem sales manager, you note that one of your salespeople has exceeded his sales target but is well below his profit goal. The best explanation for this performance is

Accepted Answer

A)   the salesperson has not made enough sales calls.
B)   the salesperson is selling too many high margin products.
C)   the salesperson's sales quota is too low.
D)   the salesperson is selling too many low margin products.
E)   the salesperson's sales quota is too high.F) B) and C)
G) B) and D)

Question 8

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 work 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

Accepted Answer

A)   stimulus-response selling.
B)   showrooming.
C)   cold canvassing.
D)   closing.
E)   traffic generation.F) A) and E)
G) D) and E)

Question 9

Selling objectives can be ________ and focus on dollar or unit sales volume, number of new customers added, and profit. Alternatively, they can be ________ and emphasize the number of sales calls and selling expenses.

Accepted Answer

A)   input-related; output-related
B)   financially related; accounting-related
C)   short-term; long-term
D)   customer-related; salesperson-related
E)   output-related; input-relatedF) C) and D)
G) All of the above

Question 10

Recent research indicates that a salesperson's ________ can influence his or her drive to create customer value.

Accepted Answer

A)   VALS profile
B)   country of origin
C)   genetic predisposition
D)   education
E)   social classF) A) and C)
G) B) and D)

Question 11

A job description is a written document that describes job relationships and requirements that characterize each sales position. Once established, the job description is then translated into a statement of job

Accepted Answer

A)   credentials.
B)   training.
C)   qualifications.
D)   requirements.
E)   education.F) B) and C)
G) A) and E)

Question 12

The objective at the ________ stage of the personal selling process is to convert a prospect into a customer by creating a desire for the product or service.

Accepted Answer

A)   presentation
B)   approach
C)   follow-up
D)   preapproach
E)   closeF) None of the above
G) A) and D)

Question 13

Which type of sales presentation would be best suited for an inexperienced, less knowledgeable salesperson?

Accepted Answer

A)   need-satisfaction presentation
B)   stimulus-response presentation
C)   cold canvassing
D)   canned sales presentation
E)   directed selling presentationF) A) and C)
G) C) and D)

Question 14

Another name for cold calling is

Accepted Answer

A)   cold canvassing.
B)   telemarketing.
C)   hot canvassing.
D)   missionary selling.
E)   trial close selling.F) A) and B)
G) A) and C)

Question 15

The salesperson's objective is to ensure that the customer is satisfied with the product or service during which stage in the personal selling process?

Accepted Answer

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

Question 16

Outside order takers are most likely to

Accepted Answer

A)   arrange point-of-purchase displays.
B)   generate leads for new customers.
C)   help design the product displays.
D)   follow up with dissatisfied customers.
E)   lead technical programs to educate customers.F) C) and D)
G) A) and D)

Question 17

The two basic forms of team selling are

Accepted Answer

A)   augmented selling and integrated selling.
B)   enterprise selling and strategic alliance selling.
C)   cross-functional teams and cross-tier teams.
D)   conference selling and seminar selling.
E)   network selling and matrix selling.F) All of the above
G) C) and D)

Question 18

In the context of a salesperson's position, explain what a job description is. In the answer, specify the six attributes that it purports to explain.

Accepted Answer

A job description is a written document ...

Question 19

DuPont assigned chemists, sales and marketing executives, and regulatory specialists to create and sell 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) A) and B)
G) D) and E)

Question 20

When specific knowledge is required to sell certain types of products or services, then a ________ is used.

Accepted Answer

A)   territorial sales organization
B)   customer sales organization
C)   product sales organization
D)   geographical sales organization
E)   multilevel marketing sales organizationF) B) and C)
G) D) and E)

Exam 21: Implementing Interactive and Multi-Channel Marketing

A job description is a written document that describes job relationships and requirements that characterize each sales position. Once established, the job description is then translated into a statement of job

Correct Answer
verified

The two basic forms of team selling are

Correct Answer
verified

Another name for cold calling is

Correct Answer
verified

DuPont assigned chemists, sales and marketing executives, and regulatory specialists to create and sell 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

Two features of successful ________ are the availability of "live chat" opportunities and the ability to provide a single source for customer problem solving.

Correct Answer
verified

Selling objectives can be and focus on dollar or unit sales volume, number of new customers added, and profit. Alternatively, they can be and emphasize the number of sales calls and selling expenses.

Correct Answer
verified

Recent research indicates that a salesperson's ________ can influence his or her drive to create customer value.

Correct Answer
verified

In the context of a salesperson's position, explain what a job description is. In the answer, specify the six attributes that it purports to explain.

Correct Answer
verified
A job description is a written document ...
View Answer

The salesperson's objective is to ensure that the customer is satisfied with the product or service during which stage in the personal selling process?

Correct Answer
verified

Personal selling requires the ________ flow of communication between a buyer and a seller, often in a face-to-face encounter, designed to influence the purchase decision of a person or a group.

Correct Answer
verified

Outside order takers are most likely to

Correct Answer
verified

Suggestive selling is a form of

Correct Answer
verified

When specific knowledge is required to sell certain types of products or services, then a ________ is used.

Correct Answer
verified

The objective at the ________ stage of the personal selling process is to convert a prospect into a customer by creating a desire for the product or service.

Correct Answer
verified

Figure 21-4 -Figure 21-4 above depicts the sales management process that involves three interrelated functions. Box B refers to

Correct Answer
verified

Correct Answer
verified

During a sales call, you respond to a customer's issue by saying courteously, "You're absolutely right, and I am going to make it my business to be sure that never happens again." Which method have you used to handle the customer's objection?

Correct Answer
verified

Correct Answer
verified

Sales management refers to

Correct Answer
verified

Which type of sales presentation would be best suited for an inexperienced, less knowledgeable salesperson?

Correct Answer
verified

Exam 21: Implementing Interactive and Multi-Channel Marketing

A job description is a written document that describes job relationships and requirements that characterize each sales position. Once established, the job description is then translated into a statement of job

Correct AnswerverifiedShow Answer

The two basic forms of team selling are

Correct AnswerverifiedShow Answer

Another name for cold calling is

Correct AnswerverifiedShow Answer

DuPont assigned chemists, sales and marketing executives, and regulatory specialists to create and sell 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

Two features of successful ________ are the availability of "live chat" opportunities and the ability to provide a single source for customer problem solving.

Correct AnswerverifiedShow Answer

Selling objectives can be ________ and focus on dollar or unit sales volume, number of new customers added, and profit. Alternatively, they can be ________ and emphasize the number of sales calls and selling expenses.

Correct AnswerverifiedShow Answer

Recent research indicates that a salesperson's ________ can influence his or her drive to create customer value.

Correct AnswerverifiedShow Answer

In the context of a salesperson's position, explain what a job description is. In the answer, specify the six attributes that it purports to explain.

Correct AnswerverifiedA job description is a written document ...View AnswerShow Answer

The salesperson's objective is to ensure that the customer is satisfied with the product or service during which stage in the personal selling process?

Correct AnswerverifiedShow Answer

Personal selling requires the ________ flow of communication between a buyer and a seller, often in a face-to-face encounter, designed to influence the purchase decision of a person or a group.

Correct AnswerverifiedShow Answer

Outside order takers are most likely to

Correct AnswerverifiedShow Answer

Suggestive selling is a form of

Correct AnswerverifiedShow Answer

When specific knowledge is required to sell certain types of products or services, then a ________ is used.

Correct AnswerverifiedShow Answer

The objective at the ________ stage of the personal selling process is to convert a prospect into a customer by creating a desire for the product or service.

Correct AnswerverifiedShow Answer

Figure 21-4 -Figure 21-4 above depicts the sales management process that involves three interrelated functions. Box B refers to

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

During a sales call, you respond to a customer's issue by saying courteously, "You're absolutely right, and I am going to make it my business to be sure that never happens again." Which method have you used to handle the customer's objection?

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

Sales management refers to

Correct AnswerverifiedShow Answer

Which type of sales presentation would be best suited for an inexperienced, less knowledgeable salesperson?

Correct AnswerverifiedShow Answer

Correct Answer
verified

Correct Answer
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Correct Answer
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Correct Answer
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Correct Answer
verified

Selling objectives can be and focus on dollar or unit sales volume, number of new customers added, and profit. Alternatively, they can be and emphasize the number of sales calls and selling expenses.

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified
A job description is a written document ...
View Answer

Correct Answer
verified

Correct Answer
verified

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
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Correct Answer
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Correct Answer
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