Question 1

_____ is a customer-oriented approach that uses truthful,nonmanipulative tactics to satisfy the long-term needs of both the customer and the selling firm.​

Accepted Answer

A) ​Sales prospecting 
B) Sales pitching 
C) ​Sales advertising 
D) ​Sales professionalism 
E) ​Sales presentation 
A) ​Sales prospecting 
B) Sales pitching 
C) ​Sales advertising 
D) ​Sales professionalism 
E) ​Sales presentation D

Question 2

Which of the following is true of customer value?​

Accepted Answer

A) Customer value is not beneficial to personal selling.​ 
B) Customer value is constituted by the same factors for all types of customers. 
C) ​Customer value is always determined by the customer and not the salesperson. 
D) ​Customers always give the highest importance to monetary costs when determining the value of a product. 
E) ​Customers prefer aggressive salespeople when determining the value of a product. 
A) Customer value is not beneficial to personal selling.​ 
B) Customer value is constituted by the same factors for all types of customers. 
C) ​Customer value is always determined by the customer and not the salesperson. 
D) ​Customers always give the highest importance to monetary costs when determining the value of a product. 
E) ​Customers prefer aggressive salespeople when determining the value of a product. C

Question 3

Susan's customers are always concerned about what they are receiving in exchange for what they are paying.They are concerned about the ways in which Susan is helping them achieve their strategic goals and how she is helping them save money.In this context,Susan's prospects are concerned about _____.​

Accepted Answer

A) ​marketing 
B) personal selling 
C) ​customer value 
D) ​marketing communications 
E) ​advertising 
A) ​marketing 
B) personal selling 
C) ​customer value 
D) ​marketing communications 
E) ​advertising C

Question 4

By encouraging the adoption of innovative products and services,salespeople have a negative impact on society.

Accepted Answer

A) True 
 B)False

Question 5

The nonselling activities on which most salespeople spend a majority of their time are essential for the successful execution of the most important part of the salesperson's job,which is known as the _________.

Accepted Answer

The answer of The nonselling activities on which most salespeople...

Question 6

While acting as an agent of innovation,the salesperson invariably encounters openness and acceptance from consumers in the latter stages of the diffusion process.

Accepted Answer

A) True 
 B)False

Question 7

Customers rarely expect salespeople to be knowledgeable about market opportunities and relevant business trends that may affect the customer's business.

Accepted Answer

A) True 
 B)False

Question 8

Which of the following statements is true of sales as a career?​

Accepted Answer

A) ​The demand for sales professionals is expected to decrease in the next few years. 
B) Sales as a profession does not offer much job security, as salespeople are the revenue producers for an organization.​ 
C) ​Salespeople cannot switch industries easily, as different industries need specialized salespeople. 
D) ​Salespeople can ultimately move to higher management positions. 
E) ​Salespeople receive indirect feedback from their customers. 
A) ​The demand for sales professionals is expected to decrease in the next few years. 
B) Sales as a profession does not offer much job security, as salespeople are the revenue producers for an organization.​ 
C) ​Salespeople cannot switch industries easily, as different industries need specialized salespeople. 
D) ​Salespeople can ultimately move to higher management positions. 
E) ​Salespeople receive indirect feedback from their customers.

Question 9

Sales does not meet the criterion of making a significant contribution to society.

Accepted Answer

A) True 
 B)False

Question 10

A salesperson can deal with the issue of intensified competition in the future by:​

Accepted Answer

A) ​using a single sales channel for interacting with customers. 
B) placing less emphasis on profitability objectives. 
C) ​placing less emphasis on customer-oriented sales training. 
D) ​placing more emphasis on sales pitches rather than sales dialogue. 
E) ​focusing more on creating and delivering customer value. 
A) ​using a single sales channel for interacting with customers. 
B) placing less emphasis on profitability objectives. 
C) ​placing less emphasis on customer-oriented sales training. 
D) ​placing more emphasis on sales pitches rather than sales dialogue. 
E) ​focusing more on creating and delivering customer value.

Question 11

In recent years,marketing and sales personnel have been in strong demand for upper management positions.

Accepted Answer

A) True 
 B)False

Question 12

John is a salesperson who relies heavily on creating sales strategies centered around gaining his customers' trust and confidence and meeting their needs.His main focus is on delivering customer value.In this context,John relies on the _____ form of personal selling.​

Accepted Answer

A) ​consultative selling 
B) mental states selling 
C) ​trust-based relationship selling 
D) ​stimulus response selling 
E) ​traditional selling 
A) ​consultative selling 
B) mental states selling 
C) ​trust-based relationship selling 
D) ​stimulus response selling 
E) ​traditional selling

Question 13

In a fluctuating economy,salespeople make invaluable contributions by assisting in recovery cycles and by helping to sustain periods of relative prosperity.

Accepted Answer

A) True 
 B)False

Question 14

Gina is a _________ because she assists in the design and specification process,installation of equipment,training of customer's employees,and follow-up technical service.​

Accepted Answer

technical

Question 15

It is necessary for order-takers to use creative selling methods in order to maintain existing business.

Accepted Answer

A) True 
 B)False

Question 16

The most important part of a salesperson's job is:​

Accepted Answer

A) ​tracking accounts receivable. 
B) the sales process. 
C) ​training new salespersons. 
D) ​maintaining their credibility and integrity. 
E) ​attending training sessions. 
A) ​tracking accounts receivable. 
B) the sales process. 
C) ​training new salespersons. 
D) ​maintaining their credibility and integrity. 
E) ​attending training sessions.

Question 17

Which of the following five views of personal selling is considered to be the simplest?​

Accepted Answer

A) ​Stimulus response selling 
B) Need satisfaction selling 
C) ​Consultative selling 
D) ​Mental states selling 
E) ​Problem-solving selling 
A) ​Stimulus response selling 
B) Need satisfaction selling 
C) ​Consultative selling 
D) ​Mental states selling 
E) ​Problem-solving selling

Question 18

A new-business salesperson is considered among the elite in any company's salesforce.

Accepted Answer

A) True 
 B)False

Question 19

Personal selling and sales promotion are both forms of marketing communication.

Accepted Answer

A) True 
 B)False

Question 20

As the evolution of personal selling continues,which of the following is most likely a sales force response to an expected change in future?

Accepted Answer

A) Less emphasis will be placed on developing and maintaining trust-based, long-term customer relationships. 
B) More sales specialists will be hired by companies for specific customer types. 
C) ​There will be a decrease in the use of technology. 
D) ​More sales dollars will be spent on advertising. 
E) ​More emphasis will be placed on sales pitches rather than sales dialogues. 
A) Less emphasis will be placed on developing and maintaining trust-based, long-term customer relationships. 
B) More sales specialists will be hired by companies for specific customer types. 
C) ​There will be a decrease in the use of technology. 
D) ​More sales dollars will be spent on advertising. 
E) ​More emphasis will be placed on sales pitches rather than sales dialogues.

_____ is a customer-oriented approach that uses truthful,nonmanipulative tactics to satisfy the long-term needs of both the customer and the selling firm.

Which of the following is true of customer value?

Susan's customers are always concerned about what they are receiving in exchange for what they are paying.They are concerned about the ways in which Susan is helping them achieve their strategic goals and how she is helping them save money.In this context,Susan's prospects are concerned about _____.

By encouraging the adoption of innovative products and services,salespeople have a negative impact on society.

The nonselling activities on which most salespeople spend a majority of their time are essential for the successful execution of the most important part of the salesperson's job,which is known as the _________.

While acting as an agent of innovation,the salesperson invariably encounters openness and acceptance from consumers in the latter stages of the diffusion process.

Customers rarely expect salespeople to be knowledgeable about market opportunities and relevant business trends that may affect the customer's business.

Which of the following statements is true of sales as a career?

Sales does not meet the criterion of making a significant contribution to society.

A salesperson can deal with the issue of intensified competition in the future by:

In recent years,marketing and sales personnel have been in strong demand for upper management positions.

John is a salesperson who relies heavily on creating sales strategies centered around gaining his customers' trust and confidence and meeting their needs.His main focus is on delivering customer value.In this context,John relies on the _____ form of personal selling.

In a fluctuating economy,salespeople make invaluable contributions by assisting in recovery cycles and by helping to sustain periods of relative prosperity.

Gina is a _________ because she assists in the design and specification process,installation of equipment,training of customer's employees,and follow-up technical service.

It is necessary for order-takers to use creative selling methods in order to maintain existing business.

The most important part of a salesperson's job is:

Which of the following five views of personal selling is considered to be the simplest?

A new-business salesperson is considered among the elite in any company's salesforce.

Personal selling and sales promotion are both forms of marketing communication.

As the evolution of personal selling continues,which of the following is most likely a sales force response to an expected change in future?

Building Trust and Sales Ethics

Understanding Buyers

Communication Skills

Strategic Prospecting and Preparing for Sales Dialogue

Planning Sales Dialogues and Presentations

Sales Dialogue: Creating and Communication Value

Addressing Concerns and Earning Commitment

Expanding Customer Relationships

Adding Value: Self-Leadership and Teamwork

Filters

Exam 1: Overview of Personal Selling

_____ is a customer-oriented approach that uses truthful,nonmanipulative tactics to satisfy the long-term needs of both the customer and the selling firm.​

Which of the following is true of customer value?​

By encouraging the adoption of innovative products and services,salespeople have a negative impact on society.

The nonselling activities on which most salespeople spend a majority of their time are essential for the successful execution of the most important part of the salesperson's job,which is known as the _________.

While acting as an agent of innovation,the salesperson invariably encounters openness and acceptance from consumers in the latter stages of the diffusion process.

Customers rarely expect salespeople to be knowledgeable about market opportunities and relevant business trends that may affect the customer's business.

Which of the following statements is true of sales as a career?​

Sales does not meet the criterion of making a significant contribution to society.

A salesperson can deal with the issue of intensified competition in the future by:​

In recent years,marketing and sales personnel have been in strong demand for upper management positions.

John is a salesperson who relies heavily on creating sales strategies centered around gaining his customers' trust and confidence and meeting their needs.His main focus is on delivering customer value.In this context,John relies on the _____ form of personal selling.​

In a fluctuating economy,salespeople make invaluable contributions by assisting in recovery cycles and by helping to sustain periods of relative prosperity.

Gina is a _________ because she assists in the design and specification process,installation of equipment,training of customer's employees,and follow-up technical service.​

It is necessary for order-takers to use creative selling methods in order to maintain existing business.

The most important part of a salesperson's job is:​

Which of the following five views of personal selling is considered to be the simplest?​

A new-business salesperson is considered among the elite in any company's salesforce.

Personal selling and sales promotion are both forms of marketing communication.

As the evolution of personal selling continues,which of the following is most likely a sales force response to an expected change in future?

Building Trust and Sales Ethics

Understanding Buyers

Communication Skills

Strategic Prospecting and Preparing for Sales Dialogue

Planning Sales Dialogues and Presentations

Sales Dialogue: Creating and Communication Value

Addressing Concerns and Earning Commitment

Expanding Customer Relationships

Adding Value: Self-Leadership and Teamwork

Filters

_____ is a customer-oriented approach that uses truthful,nonmanipulative tactics to satisfy the long-term needs of both the customer and the selling firm.

Which of the following is true of customer value?

Which of the following statements is true of sales as a career?

A salesperson can deal with the issue of intensified competition in the future by:

John is a salesperson who relies heavily on creating sales strategies centered around gaining his customers' trust and confidence and meeting their needs.His main focus is on delivering customer value.In this context,John relies on the _____ form of personal selling.

Gina is a _________ because she assists in the design and specification process,installation of equipment,training of customer's employees,and follow-up technical service.

The most important part of a salesperson's job is:

Which of the following five views of personal selling is considered to be the simplest?