Question 1

Most salespeople are involved in:

Accepted Answer

A)  Key account management 
B)  Selling to middlemen 
C)  Providing after-sale service 
D)  Retail selling 
E)  Selling to manufacturers and service providers 
A)  Key account management 
B)  Selling to middlemen 
C)  Providing after-sale service 
D)  Retail selling 
E)  Selling to manufacturers and service providers

Question 2

Artis Moore owns a small company that details cars. He is trying to sell his services to a company that rents cars and vans. As he talks to the rental company owner who makes all purchasing decisions, Moore is trying to convince her that his detail services will benefit the company. He is also endeavoring to show how it is more efficient to outsource the cleaning of the cars rather than do it in-house. As Moore talks about the benefits, he is trying to make sure that the job will add to the prof

Accepted Answer

A)  Closing the sale 
B)  Prospecting for a customer 
C)  Servicing the account 
D)  Qualifying the prospect 
E)  The sales presentation 
A)  Closing the sale 
B)  Prospecting for a customer 
C)  Servicing the account 
D)  Qualifying the prospect 
E)  The sales presentation

Question 3

Outline the two possible career tracks for salespeople wanting to become CEOs.

Accepted Answer

The two possible tracks are: s

Question 4

A salesperson is engaged in closing when he asks the customer, ""Would you like your new dishwasher installed on Tuesday or Wednesday?""

Accepted Answer

A) True 
 B)False

Question 5

Opportunities for rewards in a sales job include

Accepted Answer

A)  Intrinsic rewards 
B)  Extrinsic rewards 
C)  Both 
D)  Neither 
A)  Intrinsic rewards 
B)  Extrinsic rewards 
C)  Both 
D)  Neither

Question 6

The increasing use of communication technology is changing the __________ aspect of sales positions.

Accepted Answer

A)  Work-family conflict 
B)  Job variety 
C)  Extrinsic rewards 
D)  Advance opportunities 
E)  Opportunities to move up the organizational ladder 
A)  Work-family conflict 
B)  Job variety 
C)  Extrinsic rewards 
D)  Advance opportunities 
E)  Opportunities to move up the organizational ladder

Question 7

_____ is the core of the selling process.

Accepted Answer

A)  Closing the sale 
B)  Prospecting the customer 
C)  Servicing the account 
D)  Qualifying the prospect 
E)  The sales presentation 
A)  Closing the sale 
B)  Prospecting the customer 
C)  Servicing the account 
D)  Qualifying the prospect 
E)  The sales presentation

Question 8

In a survey of sales managers, the highest rated success factor was

Accepted Answer

A)  Creativity 
B)  Diligence 
C)  Assertiveness 
D)  Listening kills 
E)  Prospecting kills 
A)  Creativity 
B)  Diligence 
C)  Assertiveness 
D)  Listening kills 
E)  Prospecting kills

Question 9

Salespeople hired right out of college

Accepted Answer

A)  Are usually required to work in the office 
B)  Tend to start at higher salaries than most other professions 
C)  Prefer retail clerk positions 
D)  Have little autonomy 
E)  All of the above 
A)  Are usually required to work in the office 
B)  Tend to start at higher salaries than most other professions 
C)  Prefer retail clerk positions 
D)  Have little autonomy 
E)  All of the above

Question 10

Successful salespeople naturally make successful sales managers.

Accepted Answer

A) True 
 B)False

Question 11

The first step of the organizational buying process is anticipation or recognition of a need or problem.

Accepted Answer

A) True 
 B)False

Most salespeople are involved in:

Outline the two possible career tracks for salespeople wanting to become CEOs.

A salesperson is engaged in closing when he asks the customer, ""Would you like your new dishwasher installed on Tuesday or Wednesday?""

Opportunities for rewards in a sales job include

The increasing use of communication technology is changing the __________ aspect of sales positions.

_____ is the core of the selling process.

In a survey of sales managers, the highest rated success factor was

Salespeople hired right out of college

Successful salespeople naturally make successful sales managers.

The first step of the organizational buying process is anticipation or recognition of a need or problem.

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

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Exam 2: The Process of Selling and Buying

Most salespeople are involved in:

Outline the two possible career tracks for salespeople wanting to become CEOs.

A salesperson is engaged in closing when he asks the customer, ""Would you like your new dishwasher installed on Tuesday or Wednesday?""

Opportunities for rewards in a sales job include

The increasing use of communication technology is changing the __________ aspect of sales positions.

_____ is the core of the selling process.

In a survey of sales managers, the highest rated success factor was

Salespeople hired right out of college

Successful salespeople naturally make successful sales managers.

The first step of the organizational buying process is anticipation or recognition of a need or problem.

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