Question 1

A straight commission compensation plan is one

Accepted Answer

A)  that assigns the same percentage of commission regardless of a product's size or value,frequency of sale,or difficulty level of sales effort.
B)  in which a salesperson is paid a specified salary plus a commission and/or bonus on sales or profits he or she generates.
C)  for determining fair and equitable compensation that includes a weighted system for different types of items or different sized territories.
D)  in which the salesperson is paid a fixed amount per week,month,or year.
E)  in which a salesperson's earnings are directly tied to the sales or profits he or she generates.F) A) and D)
G) A) and B)

Question 2

Personal selling begins with the __________ stage.

Accepted Answer

A)  lead
B)  presentation
C)  preapproach
D)  prospecting
E)  follow-upF) B) and E)
G) None of the above

Question 3

A stimulus-response presentation refers to a format that

Accepted Answer

A)  focuses on problem identification,where the salesperson serves as an expert on problem recognition and resolution.
B)  consists of information that must be provided in an accurate,thorough,and step-by-step manner to inform the prospect.
C)  assumes that given the appropriate stimulus by a salesperson,the prospect will buy.
D)  involves adjusting the presentation to fit the selling situation,such as knowing when to offer solutions and when to ask for more information.
E)  emphasizes probing and listening by the salesperson to identify needs and interests of prospective buyers.F) A) and E)
G) A) and D)

Question 4

Industry research shows that outside order getters,or field service representatives spend 41 percent of their time selling,and another __________ is devoted to customer service calls.

Accepted Answer

A)  5 percent
B)  10 percent
C)  16 percent
D)  21 percent
E)  28 percentF) C) and D)
G) None of the above

Question 5

There are three major tasks involved in the implementation stage of the sales management process: salesforce recruitment and selection;__________;and salesforce motivation and compensation.

Accepted Answer

A)  setting sales objectives
B)  salesforce training
C)  salesforce evaluation
D)  assignment of territories and/or accounts
E)  developing account management policiesF) B) and D)
G) D) and E)

Question 6

The search for and qualification of potential customers during the personal selling process is referred to as __________.

Accepted Answer

A)  prospecting
B)  customer mining
C)  lead initiation
D)  cold calling
E)  gleaningF) C) and D)
G) A) and C)

Question 7

Partnership selling refers to

Accepted Answer

A)  the creation of cross-functional selling teams designed to provide the ultimate consumer with the best possible product and service.
B)  the practice of using an entire team of professionals in selling to and servicing major customers.
C)  an illegal practice whereby buyers and sellers combine their expertise and resources to share customer,competitive,and company information for their personal benefit.
D)  a legal but unethical practice whereby buyers and sellers combine their expertise and resources to share customer,competitive,and company information for their personal benefit.
E)  the practice whereby buyers and sellers combine their expertise and resources to create customized solutions,commit to joint planning,and share customer,competitive,and company information for their mutual benefit,and ultimately the benefit of the customer.F) A) and D)
G) B) and C)

Question 8

Federal regulations contain provisions that allow consumers to avoid being called at any time through the __________,and imposes fines for violations.

Accepted Answer

A)  Do Not Disturb Registry
B)  Do Not Call Registry
C)  Do Not Interrupt Registry
D)  Do Not Infringe Registry
E)  Do Not Agitate RegistryF) A) and B)
G) None of the above

Question 9

Describe the need-satisfaction presentation format.In the answer,include the two selling styles that are common with this format.

Accepted Answer

The need-satisfaction presentation forma...

Question 10

Salespeople called __________ visit customers and replenish inventory stocks of resellers,such as retailers or wholesalers.

Accepted Answer

A)  inside order takers
B)  outside order takers
C)  inbound telemarketers
D)  outbound telemarketers
E)  management order takersF) A) and C)
G) A) and D)

Question 11

Team selling refers to the practice of

Accepted Answer

A)  using an entire group of professionals in selling to and servicing major customers.
B)  sending an entire group of a firm's sales representatives into the field.
C)  combining the expertise and resources of buyers and sellers to create customized solutions,commit to joint planning,and share customer,competitive,and company information for their mutual benefit,and ultimately the customer.
D)  sending a group of sales representatives to concentrate on performing promotional activities and introducing new products.
E)  assigning a group of sales representatives,each with his or her own unique product,to the same geographic sales territory to ensure that the company can meet the needs of these customers.F) A) and B)
G) D) and E)

Question 12

A straight commission compensation plan is well-suited to sales positions where

Accepted Answer

A)  nonselling activities are minimal.
B)  there is lively competition in the industry.
C)  no technological background is necessary.
D)  most salespeople are working towards management positions.
E)  extensive nonselling activities are essential for closing a sale.F) All of the above
G) B) and E)

Question 13

About __________ percent of U.S.companies now include customer satisfaction as a behavioral measure of salesperson performance.

Accepted Answer

A)  30
B)  40
C)  50
D)  60
E)  70F) None of the above
G) A) and B)

Question 14

When Daniel was hired to work for Bush Refrigeration Company,he was told,"The sales training program is 18 weeks,and we'll pay you $750 per week during that time." While in training,the company used a __________ to compensate Daniel for his time and effort.

Accepted Answer

A)  sales response compensation plan
B)  combination compensation plan
C)  straight salary compensation plan
D)  straight commission compensation plan
E)  market share compensation planF) B) and E)
G) B) and C)

Question 15

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

Accepted Answer

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

Question 16

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) A) and B)
G) A) and C)

Question 17

Adaptive selling refers to a presentation format that

Accepted Answer

A)  emphasizes probing and listening by the salesperson to identify needs and interests of prospective buyers.
B)  focuses on problem identification,where the salesperson serves as an expert on problem recognition and resolution.
C)  consists of information that must be provided in an accurate,thorough,and step-by-step manner to inform the prospect.
D)  assumes that given the appropriate stimulus by a salesperson,the prospect will buy.
E)  involves adjusting the presentation to fit the selling situation,such as knowing when to offer solutions and when to ask for more information.F) A) and D)
G) C) and D)

Question 18

Salespeople called outside order takers __________.

Accepted Answer

A)  arrange point-of-purchase displays
B)  sell products tailored to the needs
C)  help design the product displays
D)  train the personnel management
E)  solve most of the technical problemsF) D) and E)
G) C) and D)

Question 19

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 presentationF) None of the above
G) B) and C)

Question 20

Account management policies refer to policies that

Accepted Answer

A)  specify how salespeople will be compensated and how sales performance will be evaluated.
B)  specify which products or services will be offered to which consumers,through which outlets,and at what price.
C)  specify the organizational structure of the salesforce and set the sales goals for both individual sales representatives and the salesforce as a whole.
D)  specify whom salespeople should contact,what kinds of selling and customer service activities should be engaged in,and how these activities should be carried out.
E)  determine the sales quotas for the upcoming year based upon past sales performance and current estimates of demand.F) C) and E)
G) C) and D)

Exam 20: Personal Selling and Sales Management

A straight commission compensation plan is one

Correct AnswerverifiedShow Answer

When Daniel was hired to work for Bush Refrigeration Company,he was told,"The sales training program is 18 weeks,and we'll pay you $750 per week during that time." While in training,the company used a __________ to compensate Daniel for his time and effort.

Correct AnswerverifiedShow Answer

Federal regulations contain provisions that allow consumers to avoid being called at any time through the __________,and imposes fines for violations.

Correct AnswerverifiedShow Answer

A stimulus-response presentation refers to a format that

Correct AnswerverifiedShow Answer

Personal selling begins with the __________ stage.

Correct AnswerverifiedShow Answer

The search for and qualification of potential customers during the personal selling process is referred to as __________.

Correct AnswerverifiedShow Answer

Team selling refers to the practice of

Correct AnswerverifiedShow Answer

Describe the need-satisfaction presentation format.In the answer,include the two selling styles that are common with this format.

Correct AnswerverifiedThe need-satisfaction presentation forma...View AnswerShow Answer

Industry research shows that outside order getters,or field service representatives spend 41 percent of their time selling,and another __________ is devoted to customer service calls.

Correct AnswerverifiedShow Answer

There are three major tasks involved in the implementation stage of the sales management process: salesforce recruitment and selection;__________;and salesforce motivation and compensation.

Correct AnswerverifiedShow Answer

Account management policies refer to policies that

Correct AnswerverifiedShow Answer

Partnership selling refers to

Correct AnswerverifiedShow Answer

Salespeople called outside order takers __________.

Correct AnswerverifiedShow Answer

Adaptive selling refers to a presentation format that

Correct AnswerverifiedShow Answer

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

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

About __________ percent of U.S.companies now include customer satisfaction as a behavioral measure of salesperson performance.

Correct AnswerverifiedShow Answer

Salespeople called __________ visit customers and replenish inventory stocks of resellers,such as retailers or wholesalers.

Correct AnswerverifiedShow Answer

A straight commission compensation plan is well-suited to sales positions where

Correct AnswerverifiedShow Answer

Suggestive selling is a form of __________.

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
The need-satisfaction presentation forma...
View 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