Exam 1: Overview of Personal Selling

Sylvia,a young college graduate,is looking for a job as a sales professional.She is attracted to this field because it offers her the opportunity to interact with customers from different ethnic groups,and because she is not particularly interested in a traditional office job.This means that she is attracted to the sales job because of the _____ that it offers.

(Multiple Choice)

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Question 21

Mark is a salesperson who works for LiveLife Inc.,a pharmaceutical company specializing in developing drugs for fighting cancer.On a typical day at work,he meets several physicians and gives them information about the drugs being developed and manufactured by the company.Thus,he can be called a(n)_____.

(Multiple Choice)

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Question 22

_____ is the first stage in the problem-solving approach to selling.

(Multiple Choice)

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Question 23

Which of the following is the most important part of marketing communications in business-to-business marketing?

(Multiple Choice)

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Question 24

When well-informed,specialized salespeople provide useful information to potential customers,these customers do not purchase the new product from a lower-cost outlet.

(True/False)

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Question 25

Which of the following is a key difference between trust-based relationship selling and transaction-focused traditional selling?

(Multiple Choice)

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Question 26

When salespeople alter their sales messages and behaviors during a sales presentation or as they encounter different sales situations,they are using _____.

(Multiple Choice)

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Question 27

Which of the following is most accurate with respect to a buyer's expectations for salespeople?

(Multiple Choice)

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Question 28

_________ refers to the process whereby new products,services,and ideas are distributed to the members of society.

(Short Answer)

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Question 29

In the problem-solving selling approach,competitors' offerings are never included as alternatives in the purchase decision.

(True/False)

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Question 30

Salespeople are concerned only with sales revenue and not with overall profitability.

(True/False)

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Question 31

The sales process begins with:

(Multiple Choice)

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Question 32

The three phases of the sales process are initiating,developing,and enhancing customer relationships.

(True/False)

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Question 33

Which of the following statements is true of pioneers?

(Multiple Choice)

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Question 34

Salespeople are concerned with profitability in bottom-line terms,whereas accountants and financial staff are responsible for achieving a healthy "top line" on the profit and loss statement.

(True/False)

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Question 35

Buyers tend to prefer stimulus response selling approaches over need satisfaction selling approaches.

(True/False)

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Question 36

Natalie is a college graduate who is seeking a job in business-to-business marketing.She would prefer to interact with her customers on an individual basis rather than directing her communications to mass markets.In this context,Natalie should look for a job in _____.

(Multiple Choice)

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Question 37

As a salesperson,Larry is expected to identify customers but is not responsible for generating revenue.

(True/False)

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Question 38

Customers who appreciate the need satisfaction selling method are often willing to spend considerable time in preliminary meetings to define needs prior to a sales presentation or written sales proposal.

(True/False)

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Question 39

Tim is a member of the sales department at FreshOveggie,a gourmet grocery store.One of his major tasks includes sending e-mails to customers,who have taken membership at the store,about the latest discounts and new products on sale every week.Thus,Tim can be considered a(n)_____.

(Multiple Choice)

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Question 40

Showing 21 - 40 of 62

_____ is the first stage in the problem-solving approach to selling.

Which of the following is the most important part of marketing communications in business-to-business marketing?

When well-informed,specialized salespeople provide useful information to potential customers,these customers do not purchase the new product from a lower-cost outlet.

Which of the following is a key difference between trust-based relationship selling and transaction-focused traditional selling?

When salespeople alter their sales messages and behaviors during a sales presentation or as they encounter different sales situations,they are using _____.

Which of the following is most accurate with respect to a buyer's expectations for salespeople?

_________ refers to the process whereby new products,services,and ideas are distributed to the members of society.

In the problem-solving selling approach,competitors' offerings are never included as alternatives in the purchase decision.

Salespeople are concerned only with sales revenue and not with overall profitability.

The sales process begins with:

The three phases of the sales process are initiating,developing,and enhancing customer relationships.

Which of the following statements is true of pioneers?

Salespeople are concerned with profitability in bottom-line terms,whereas accountants and financial staff are responsible for achieving a healthy "top line" on the profit and loss statement.

Buyers tend to prefer stimulus response selling approaches over need satisfaction selling approaches.

Natalie is a college graduate who is seeking a job in business-to-business marketing.She would prefer to interact with her customers on an individual basis rather than directing her communications to mass markets.In this context,Natalie should look for a job in _____.

As a salesperson,Larry is expected to identify customers but is not responsible for generating revenue.

Customers who appreciate the need satisfaction selling method are often willing to spend considerable time in preliminary meetings to define needs prior to a sales presentation or written sales proposal.

Tim is a member of the sales department at FreshOveggie,a gourmet grocery store.One of his major tasks includes sending e-mails to customers,who have taken membership at the store,about the latest discounts and new products on sale every week.Thus,Tim can be considered a(n)_____.

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 the first stage in the problem-solving approach to selling.​

Which of the following is the most important part of marketing communications in business-to-business marketing?​

When well-informed,specialized salespeople provide useful information to potential customers,these customers do not purchase the new product from a lower-cost outlet.

Which of the following is a key difference between trust-based relationship selling and transaction-focused traditional selling?

When salespeople alter their sales messages and behaviors during a sales presentation or as they encounter different sales situations,they are using _____.​

Which of the following is most accurate with respect to a buyer's expectations for salespeople?​

_________ refers to the process whereby new products,services,and ideas are distributed to the members of society.

In the problem-solving selling approach,competitors' offerings are never included as alternatives in the purchase decision.

Salespeople are concerned only with sales revenue and not with overall profitability.

The sales process begins with:​

The three phases of the sales process are initiating,developing,and enhancing customer relationships.

Which of the following statements is true of pioneers?​

Salespeople are concerned with profitability in bottom-line terms,whereas accountants and financial staff are responsible for achieving a healthy "top line" on the profit and loss statement.

Buyers tend to prefer stimulus response selling approaches over need satisfaction selling approaches.

Natalie is a college graduate who is seeking a job in business-to-business marketing.She would prefer to interact with her customers on an individual basis rather than directing her communications to mass markets.In this context,Natalie should look for a job in _____.​

As a salesperson,Larry is expected to identify customers but is not responsible for generating revenue.

Customers who appreciate the need satisfaction selling method are often willing to spend considerable time in preliminary meetings to define needs prior to a sales presentation or written sales proposal.

Tim is a member of the sales department at FreshOveggie,a gourmet grocery store.One of his major tasks includes sending e-mails to customers,who have taken membership at the store,about the latest discounts and new products on sale every week.Thus,Tim can be considered a(n)_____.​

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 the first stage in the problem-solving approach to selling.

Which of the following is the most important part of marketing communications in business-to-business marketing?

When salespeople alter their sales messages and behaviors during a sales presentation or as they encounter different sales situations,they are using _____.

Which of the following is most accurate with respect to a buyer's expectations for salespeople?

The sales process begins with:

Which of the following statements is true of pioneers?

Natalie is a college graduate who is seeking a job in business-to-business marketing.She would prefer to interact with her customers on an individual basis rather than directing her communications to mass markets.In this context,Natalie should look for a job in _____.

Tim is a member of the sales department at FreshOveggie,a gourmet grocery store.One of his major tasks includes sending e-mails to customers,who have taken membership at the store,about the latest discounts and new products on sale every week.Thus,Tim can be considered a(n)_____.