Question 1

All of these are types of sales objectives exceptwhich?

Accepted Answer

A)  input-related 
B)  employer-related 
C)  competitor-related 
D)  behaviorally related 
E)  output-related 
A)  input-related 
B)  employer-related 
C)  competitor-related 
D)  behaviorally related 
E)  output-related

Question 2

Two types of order takers exist. ________ visit customers and replenish inventory stocks of resellers, whereas ________ typically answer simple questions, take orders, and complete transactions with customers.

Accepted Answer

A)  Inside order takers; outside order getters 
B)  Inside order takers; outside sales clerks 
C)  Outside order takers; inside order takers 
D)  Salesclerks; inbound telemarketers 
E)  Inside order getters; outside order takers 
A)  Inside order takers; outside order getters 
B)  Inside order takers; outside sales clerks 
C)  Outside order takers; inside order takers 
D)  Salesclerks; inbound telemarketers 
E)  Inside order getters; outside order takers

Question 3

During the ________ stage of the personal selling process, a sales representative at Cascade Maverik must check with the purchasing coach or athletic director to see whether the equipment is meeting his or her expectations.

Accepted Answer

A)  closing 
B)  presenting 
C)  approaching 
D)  prospecting 
E)  follow-up 
A)  closing 
B)  presenting 
C)  approaching 
D)  prospecting 
E)  follow-up

Question 4

During the ________ stage of personal selling, a salesperson would learn if her prospect liked to talk about sports before getting down to business or preferred not to waste time with idle chatter.

Accepted Answer

A)  prospecting 
B)  preapproach 
C)  approach 
D)  presentation 
E)  closing 
A)  prospecting 
B)  preapproach 
C)  approach 
D)  presentation 
E)  closing

Question 5

A Frito-Lay salesperson who is taking inventory of available Doritos and Tostitos products at a supermarket is considered an

Accepted Answer

A)  inside order taker. 
B)  interactive order taker. 
C)  outside order taker. 
D)  inventory clerk. 
E)  outside order getter. 
A)  inside order taker. 
B)  interactive order taker. 
C)  outside order taker. 
D)  inventory clerk. 
E)  outside order getter.

Question 6

At the end of her sales presentation, the salesperson asks, "Do you want to make monthly payments of $75 with a 10 percent down payment or would you prefer to write a check for the full amount today?" She has just made

Accepted Answer

A)  an assumptive close. 
B)  a consultative close. 
C)  a proactive close. 
D)  an urgency close. 
E)  an adaptive close. 
A)  an assumptive close. 
B)  a consultative close. 
C)  a proactive close. 
D)  an urgency close. 
E)  an adaptive close.

Question 7

A sales organization practice whereby a different salesforce calls on each separate type of buyer or market channel is referred to as a

Accepted Answer

A)  multi-reseller organization. 
B)  geographical organization. 
C)  customer sales organization. 
D)  product/service sales organization. 
E)  multilevel marketing organization. 
A)  multi-reseller organization. 
B)  geographical organization. 
C)  customer sales organization. 
D)  product/service sales organization. 
E)  multilevel marketing organization.

Question 8

Figure 21-3
-As shown in Figure 21-3 above, Box A is the ________ stage in the personal selling process.

Accepted Answer

A)  approach 
B)  preapproach 
C)  presentation 
D)  prospecting 
E)  follow-up 
A)  approach 
B)  preapproach 
C)  presentation 
D)  prospecting 
E)  follow-up

Question 9

With ________, 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 selling 
B)  formula selling 
C)  consultative selling 
D)  suggestive selling 
E)  relationship selling 
A)  adaptive selling 
B)  formula selling 
C)  consultative selling 
D)  suggestive selling 
E)  relationship selling

Question 10

Research suggest that proper compensation, incentives, or rewards are necessary to product a motivated sales person, along with several other factors including which of these?

Accepted Answer

A)  an opportunity for leadership experience 
B)  a personal need for achievement 
C)  constructive criticism 
D)  adequate time for bookkeeping and paperwork 
E)  a moderate degree of competitive spirit within a team 
A)  an opportunity for leadership experience 
B)  a personal need for achievement 
C)  constructive criticism 
D)  adequate time for bookkeeping and paperwork 
E)  a moderate degree of competitive spirit within a team

Question 11

What would most likely occur at the preapproach stage in a business selling situation?

Accepted Answer

A)  The order getter would make initial contact with the order taker. 
B)  The search for and qualification of prospects would begin. 
C)  The initial meeting would transpire and business would be concluded. 
D)  A decision would be made concerning whether the sale would be a straight rebuy, a modified rebuy, or a new buy. 
E)  The prospect's buying role, important buying criteria, and receptivity to a presentation would be determined. 
A)  The order getter would make initial contact with the order taker. 
B)  The search for and qualification of prospects would begin. 
C)  The initial meeting would transpire and business would be concluded. 
D)  A decision would be made concerning whether the sale would be a straight rebuy, a modified rebuy, or a new buy. 
E)  The prospect's buying role, important buying criteria, and receptivity to a presentation would be determined.

Question 12

There are ________ genetic markers 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)  six 
B)  two 
C)  three 
D)  four 
E)  five 
A)  six 
B)  two 
C)  three 
D)  four 
E)  five

Question 13

Davidson-Uphoff & Co. sells ironware accessories for home and garden to retailers. The salespeople for this company are trained to ask probing questions such as, "What are the decorating trends in this region?" and "What are you doing to take advantage of this trend?" Once key ideas have been uncovered, the salesperson is taught to tailor his or her sales presentation so that the retailer can see why he or she should carry Davidson-Uphoff products. Davidson-Uphoff's salespeople are learning the ________ selling format.

Accepted Answer

A)  need-satisfaction 
B)  formula 
C)  stimulus-response 
D)  creative 
E)  problem resolution 
A)  need-satisfaction 
B)  formula 
C)  stimulus-response 
D)  creative 
E)  problem resolution

Question 14

Which of these statements about salesforce training is most accurate?

Accepted Answer

A)  The training of sales managers is both expensive and extensive, unlike the training of salespeople, which is relatively inexpensive. 
B)  A major flaw in the sales industry is a lack of employer-sponsored training. 
C)  Sales ability is instinctive; it cannot be taught. 
D)  Salesforce training is an ongoing process that affects both new and seasoned salespeople. 
E)  A limitation of sales training is that it is too narrowly focused on "making the sale" rather than learning new business skills. 
A)  The training of sales managers is both expensive and extensive, unlike the training of salespeople, which is relatively inexpensive. 
B)  A major flaw in the sales industry is a lack of employer-sponsored training. 
C)  Sales ability is instinctive; it cannot be taught. 
D)  Salesforce training is an ongoing process that affects both new and seasoned salespeople. 
E)  A limitation of sales training is that it is too narrowly focused on "making the sale" rather than learning new business skills.

Question 15

An effective sales plan objective should be

Accepted Answer

A)  general, measurable, and flexible. 
B)  profitable, subjective, and measurable. 
C)  precise, profitable, and flexible. 
D)  precise, measurable, and time specific. 
E)  general, flexible, and profitable. 
A)  general, measurable, and flexible. 
B)  profitable, subjective, and measurable. 
C)  precise, profitable, and flexible. 
D)  precise, measurable, and time specific. 
E)  general, flexible, and profitable.

Question 16

All of these are output-related measures used in quantitative assessments of sales performance exceptwhich?

Accepted Answer

A)  new accounts generated 
B)  dollar or unit sales volume 
C)  sales of specific products 
D)  selling expense related to sales made 
E)  current sales ratio 
A)  new accounts generated 
B)  dollar or unit sales volume 
C)  sales of specific products 
D)  selling expense related to sales made 
E)  current sales ratio

Question 17

In the ________ stage of the personal selling process, the cultural setting is very important for international sales as it may dictate a length of time for establishing a rapport.

Accepted Answer

A)  presentation 
B)  prospecting 
C)  preapproach 
D)  approach 
E)  close 
A)  presentation 
B)  prospecting 
C)  preapproach 
D)  approach 
E)  close

Question 18

Explain the role of missionary salespeople and sales engineers in the selling process.

Accepted Answer

Missionary salespeople do not directly s

Question 19

Federal regulations contain provisions that allow consumers to avoid being called at any time for sales purposes through the ________ and impose 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 Registry 
A)  Do Not Disturb Registry 
B)  Do Not Call Registry 
C)  Do Not Interrupt Registry 
D)  Do Not Infringe Registry 
E)  Do Not Agitate Registry

Question 20

Exchanging business cards in Asia must be done with respect, according to the customs and norms of the country or region. This protocol is considered important during which stage of the personal selling process?

Accepted Answer

A)  presentation 
B)  follow-up 
C)  preapproach 
D)  close 
E)  approach 
A)  presentation 
B)  follow-up 
C)  preapproach 
D)  close 
E)  approach

Exam 21: Implementing Interactive and Multi-Channel Marketing

All of these are types of sales objectives exceptwhich?

Two types of order takers exist. ________ visit customers and replenish inventory stocks of resellers, whereas ________ typically answer simple questions, take orders, and complete transactions with customers.

During the ________ stage of the personal selling process, a sales representative at Cascade Maverik must check with the purchasing coach or athletic director to see whether the equipment is meeting his or her expectations.

During the ________ stage of personal selling, a salesperson would learn if her prospect liked to talk about sports before getting down to business or preferred not to waste time with idle chatter.

A Frito-Lay salesperson who is taking inventory of available Doritos and Tostitos products at a supermarket is considered an

At the end of her sales presentation, the salesperson asks, "Do you want to make monthly payments of $75 with a 10 percent down payment or would you prefer to write a check for the full amount today?" She has just made

A sales organization practice whereby a different salesforce calls on each separate type of buyer or market channel is referred to as a

Figure 21-3 -As shown in Figure 21-3 above, Box A is the ________ stage in the personal selling process.

With ________, 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.

Research suggest that proper compensation, incentives, or rewards are necessary to product a motivated sales person, along with several other factors including which of these?

What would most likely occur at the preapproach stage in a business selling situation?

There are ________ genetic markers correlated with a salesperson's predisposition or willingness to interact with customers and learn about their problems in order to meet their needs.

Which of these statements about salesforce training is most accurate?

An effective sales plan objective should be

All of these are output-related measures used in quantitative assessments of sales performance exceptwhich?

In the ________ stage of the personal selling process, the cultural setting is very important for international sales as it may dictate a length of time for establishing a rapport.

Explain the role of missionary salespeople and sales engineers in the selling process.

Federal regulations contain provisions that allow consumers to avoid being called at any time for sales purposes through the ________ and impose fines for violations.

Exchanging business cards in Asia must be done with respect, according to the customs and norms of the country or region. This protocol is considered important during which stage of the personal selling process?

Creating Customer Relationships and Value Through Marketing

Developing Successful Organizational and Marketing Strategies

Scanning the Marketing Environment

Ethical and Social Responsibility for Sustainable Marketing

Understanding Consumer Behavior

Understanding Organizations As Customers

Understanding and Reaching Global Consumers and Markets

Marketing Research: From Customer Insights to Actions

Market Segmentation, Targeting, and Positioning

Developing New Products and Services

Managing Successful Products, Services, and Brands

Services Marketing

Building the Price Foundation

Arriving at the Final Price

Managing Marketing Channels and Supply Chains

Retailing and Wholesaling

Integrated Marketing Communications and Direct Marketing

Advertising, Sales Promotion, and Public Relations

Using Social Media and Mobile Marketing to Connect With Consumers

Personal Selling and Sales Management

Pulling It All Together: the Strategic Marketing Proces

Building an Effective Marketing Plan

Financial Aspects of Marketing

Filters

Two types of order takers exist. visit customers and replenish inventory stocks of resellers, whereas typically answer simple questions, take orders, and complete transactions with customers.