Question 1

What is the major objective of an out supplier?

Accepted Answer

Their objective is to move the customer away from the automatic reordering procedures of a straight rebuy toward the more extensive evaluation processes of a modified rebuy.

Question 2

What are the seven stages in the buying process?

Accepted Answer

â€¨(1.) Anticipation or recognition of a problem or need (2.) Determination and description of the characteristics and quantity of the needed item (3.) Search for and qualification of potential suppliers (4.) Acquisition and analysis of proposals or bids (5.) Evaluation of proposals and selection of suppliers (6.) Selection of an order routine (7.) Performance evaluation and feedback

Question 3

Which of the following statements about the sales presentation as a stage in the selling process is true?

Accepted Answer

A)  An efficient sales presentation should not be presented to just one individual within the buying center 
B)  Very low-key selling should be used when the salesperson is expected to provide a great deal of technical information and advice 
C)  Salespeople should not use demonstrations during the presentation unless they want to lose the attention of the prospect 
D)  Sales presentations are a unique part of the organization and do not have to be consistent with other organizational policies 
E)  None of the above statements about sales presentations is true 
A)  An efficient sales presentation should not be presented to just one individual within the buying center 
B)  Very low-key selling should be used when the salesperson is expected to provide a great deal of technical information and advice 
C)  Salespeople should not use demonstrations during the presentation unless they want to lose the attention of the prospect 
D)  Sales presentations are a unique part of the organization and do not have to be consistent with other organizational policies 
E)  None of the above statements about sales presentations is true B

Question 4

Rick, sales manager for an automobile dealership, encourages his sales force to identify and manage their assigned customer relationships. Rick is responding to the ____________ driver of change is today's selling environment.

Accepted Answer

A)  Shifting sales management style from commanding to coaching 
B)  Gaining greater job ownership and commitment from salespeople 
C)  Better integrating salesperson performance evaluation 
D)  Building long-term relationships with customers 
E)  Creating sales organizational structures that are more nimble and adaptable to the needs of different customer groups 
A)  Shifting sales management style from commanding to coaching 
B)  Gaining greater job ownership and commitment from salespeople 
C)  Better integrating salesperson performance evaluation 
D)  Building long-term relationships with customers 
E)  Creating sales organizational structures that are more nimble and adaptable to the needs of different customer groups

Question 5

Which of the following may be part of working conditions for a person in sales

Accepted Answer

A)  Work-family conflict 
B)  Telecommuting 
C)  Virtual office 
D)  None of the above 
E)  All of the above 
A)  Work-family conflict 
B)  Telecommuting 
C)  Virtual office 
D)  None of the above 
E)  All of the above

Question 6

For which of the following products would a salesperson be most likely to use a demonstration during her sales presentation?

Accepted Answer

A)  An adjustable staple gun that can be used on every type of material from paper to cement 
B)  Coal 
C)  Paper napkins 
D)  Ceramic tile 
E)  Antique lace to be used for the making of one-of-a-kind bridal veils 
A)  An adjustable staple gun that can be used on every type of material from paper to cement 
B)  Coal 
C)  Paper napkins 
D)  Ceramic tile 
E)  Antique lace to be used for the making of one-of-a-kind bridal veils

Question 7

What are the six critical drivers of change affecting today's selling environment?

Accepted Answer

(1.) Building long-term relationships wi

Question 8

Which of the following questions would be most likely asked when closing a sale?

Accepted Answer

A)  Mr. Customer, can I have a few minutes of your time to show you a new way to keep track of your inventory? 
B)  Should we include your company's production vice-president in these discussions about a new assembly line configuration? 
C)  Who in your company has the authority to make a buying decision? 
D)  Can I have an appointment next Tuesday or Wednesday? 
E)  Would you like to have that office desk in maple or cherry wood? 
A)  Mr. Customer, can I have a few minutes of your time to show you a new way to keep track of your inventory? 
B)  Should we include your company's production vice-president in these discussions about a new assembly line configuration? 
C)  Who in your company has the authority to make a buying decision? 
D)  Can I have an appointment next Tuesday or Wednesday? 
E)  Would you like to have that office desk in maple or cherry wood?

Question 9

Freedom of action and opportunities for personal initiative are things most salespeople fear.

Accepted Answer

A) True 
 B)False

Question 10

Most salespeople are employed in various kinds of retail selling.

Accepted Answer

A) True 
 B)False

Question 11

XcelleNet provides software for companies that have a remote, mobile workforce. Its salespeople provide its new and potential customers with all the support and help needed to implement a system that is best suited to their particular needs-including, but not limited to redesigning the software. XcelleNet salespeople would be best classified as ______ salespeople.

Accepted Answer

A)  New business 
B)  Trade 
C)  Missionary 
D)  Technical 
E)  Key account 
A)  New business 
B)  Trade 
C)  Missionary 
D)  Technical 
E)  Key account

Question 12

How are B2B sales generally different from B2C sales?

Accepted Answer

B2B customers tend to be large

Question 13

The freedom of action and opportunities for personal initiative in a sales job refers to

Accepted Answer

A)  Monotony 
B)  Autonomy 
C)  Sales activities 
D)  Variety 
E)  None of the above 
A)  Monotony 
B)  Autonomy 
C)  Sales activities 
D)  Variety 
E)  None of the above

Question 14

In the stages of the selling process generally, what three efforts should be made BEFORE presenting the sales message?

Accepted Answer

A)  Servicing, qualifying and closing the sale 
B)  Prospecting, servicing and opening the relationship 
C)  Prospecting, opening the relationship and qualifying 
D)  Opening the relationship, closing the sale and servicing the account 
E)  The only effort needed is prospecting 
A)  Servicing, qualifying and closing the sale 
B)  Prospecting, servicing and opening the relationship 
C)  Prospecting, opening the relationship and qualifying 
D)  Opening the relationship, closing the sale and servicing the account 
E)  The only effort needed is prospecting

Question 15

When recycling wood from demolition lumber, recyclers use a magnetized conveyor belt system. One of the leading manufacturers of such a system is Mastermag. Mastermag sales increase when the market price for recycled iron increases and decrease when the market price for recycled iron declines. The demand for the Mastermag magnetic system is:

Accepted Answer

A)  Tangible 
B)  Inelastic 
C)  Homogeneous 
D)  Derived 
E)  Static 
A)  Tangible 
B)  Inelastic 
C)  Homogeneous 
D)  Derived 
E)  Static

Question 16

What are the four types of B2B selling?

Accepted Answer

Trade service, missi

Question 17

On average, salespeople still spend more time selling than in the performance of non-selling activities.

Accepted Answer

A) True 
 B)False

Question 18

What are the seven stages of the organizational buying decision process and what are the implications for sales people at each stage?

Accepted Answer

â€¨(1.) Anticipation or recognition of a

Question 19

What are the advantages and disadvantages of sales careers?

Accepted Answer

Freedom of action and opportun

Question 20

A sales person with the primary responsibility to increase business from current and potential customers by providing them with merchandising and promotional assistance is known as a

Accepted Answer

A)  Trade service 
B)  Missionary seller 
C)  Technical seller 
D)  New business seller 
E)  None of the above 
A)  Trade service 
B)  Missionary seller 
C)  Technical seller 
D)  New business seller 
E)  None of the above

What is the major objective of an out supplier?

What are the seven stages in the buying process?

Which of the following statements about the sales presentation as a stage in the selling process is true?

Rick, sales manager for an automobile dealership, encourages his sales force to identify and manage their assigned customer relationships. Rick is responding to the ____________ driver of change is today's selling environment.

Which of the following may be part of working conditions for a person in sales

For which of the following products would a salesperson be most likely to use a demonstration during her sales presentation?

What are the six critical drivers of change affecting today's selling environment?

Which of the following questions would be most likely asked when closing a sale?

Freedom of action and opportunities for personal initiative are things most salespeople fear.

Most salespeople are employed in various kinds of retail selling.

How are B2B sales generally different from B2C sales?

The freedom of action and opportunities for personal initiative in a sales job refers to

In the stages of the selling process generally, what three efforts should be made BEFORE presenting the sales message?

What are the four types of B2B selling?

On average, salespeople still spend more time selling than in the performance of non-selling activities.

What are the seven stages of the organizational buying decision process and what are the implications for sales people at each stage?

What are the advantages and disadvantages of sales careers?

A sales person with the primary responsibility to increase business from current and potential customers by providing them with merchandising and promotional assistance is known as a

Introduction to Sales Management in the Twenty-First Century

Linking Strategies and the Sales Role in the Era of Customer Relationship Management

Organizing the Sales Effort

The Strategic Role of Information in Sales Management Comprehensive Cases for Part One

Salesperson Performance: Behavior, Role Perceptions, and Satisfaction

Salesperson Performance: Motivating the Sales Force

Personal Characteristics and Sales Aptitude: Criteria for Selecting Salespeople

Sales Force Recruitment and Selection

Sales Training: Objectives, Techniques, and Evaluation

Salesperson Compensation and Incentives Comprehensive Cases for Part Two

Cost Analysis

Evaluating Salesperson Performance

Filters

Exam 2: The Process of Selling and Buying

What is the major objective of an out supplier?

What are the seven stages in the buying process?

Which of the following statements about the sales presentation as a stage in the selling process is true?

Rick, sales manager for an automobile dealership, encourages his sales force to identify and manage their assigned customer relationships. Rick is responding to the ____________ driver of change is today's selling environment.

Which of the following may be part of working conditions for a person in sales

For which of the following products would a salesperson be most likely to use a demonstration during her sales presentation?

What are the six critical drivers of change affecting today's selling environment?

Which of the following questions would be most likely asked when closing a sale?

Freedom of action and opportunities for personal initiative are things most salespeople fear.

Most salespeople are employed in various kinds of retail selling.

How are B2B sales generally different from B2C sales?

The freedom of action and opportunities for personal initiative in a sales job refers to

In the stages of the selling process generally, what three efforts should be made BEFORE presenting the sales message?

What are the four types of B2B selling?

On average, salespeople still spend more time selling than in the performance of non-selling activities.

What are the seven stages of the organizational buying decision process and what are the implications for sales people at each stage?

What are the advantages and disadvantages of sales careers?

A sales person with the primary responsibility to increase business from current and potential customers by providing them with merchandising and promotional assistance is known as a

Introduction to Sales Management in the Twenty-First Century

Linking Strategies and the Sales Role in the Era of Customer Relationship Management

Organizing the Sales Effort

The Strategic Role of Information in Sales Management Comprehensive Cases for Part One

Salesperson Performance: Behavior, Role Perceptions, and Satisfaction

Salesperson Performance: Motivating the Sales Force

Personal Characteristics and Sales Aptitude: Criteria for Selecting Salespeople

Sales Force Recruitment and Selection

Sales Training: Objectives, Techniques, and Evaluation

Salesperson Compensation and Incentives Comprehensive Cases for Part Two

Cost Analysis

Evaluating Salesperson Performance

Filters