Question 1

Independence of action and freedom to make decisions are usually presented as advantages that sales positions have over tightly supervised jobs.

Accepted Answer

A) True 
 B)False

Question 2

Salespeople enjoy relatively good job security compared with other professions because they are _________ for a company.

Accepted Answer

The answer of Salespeople enjoy relatively good job security compared...

Question 3

Which of the following forms of marketing involves talking with buyers before,during,and after the sale?​

Accepted Answer

A) Personal selling​ 
B) Advertising 
C) ​Direct marketing 
D) Sales promotion​ 
E) ​Electronic marketing 
A) Personal selling​ 
B) Advertising 
C) ​Direct marketing 
D) Sales promotion​ 
E) ​Electronic marketing

Question 4

_________ is an extension of need satisfaction selling.

Accepted Answer

Problem-so

Question 5

The role fulfilled by salespeople that brings in revenue or income to the firm or company is called _________.

Accepted Answer

The answer of The role fulfilled by salespeople that brings...

Question 6

_________ are salespeople who are constantly involved with either new products,new customers,or both.Their task requires creative selling and the ability to counter the resistance to change that will likely be present in prospective customers.

Accepted Answer

The answer of _________ are salespeople who are constantly involved...

Question 7

New business is generated for the selling firm by adding new customers or introducing new products to the marketplace.

Accepted Answer

A) True 
 B)False

Question 8

Existing business salespeople are in direct contrast to _________.

Accepted Answer

new-busine

Question 9

Ethan is a young salesperson who has conversations with his customers in an attempt to establish and maintain good relationships with them.His main focus is to gain the confidence of his customers through these conversations so that he can determine their needs and help them fulfill those needs.In this scenario,Ethan is engaging in _____.​

Accepted Answer

A) ​sales training 
B) sales dialogue 
C) ​sales calling 
D) ​sales pitching 
E) ​sales prospecting 
A) ​sales training 
B) sales dialogue 
C) ​sales calling 
D) ​sales pitching 
E) ​sales prospecting

Question 10

Maria is a young salesperson who understands her customers' needs in detail and explains how the products she is selling would help her customers with their issues.She uses the _____ approach to personal selling.​

Accepted Answer

A) ​stimulus-response 
B) need satisfaction 
C) ​contingency selling 
D) ​mental states 
E) ​problem-solving 
A) ​stimulus-response 
B) need satisfaction 
C) ​contingency selling 
D) ​mental states 
E) ​problem-solving

Question 11

​The series of conversations between buyers and sellers that take place over time in an attempt to build relationships is referred to as _____.

Accepted Answer

A) ​sales advertising 
B) sales dialogue 
C) ​sales presentation 
D) ​sales prospect 
E) ​sales support 
A) ​sales advertising 
B) sales dialogue 
C) ​sales presentation 
D) ​sales prospect 
E) ​sales support

Question 12

Which of the following is a category of sales support personnel who are not typically involved in the direct solicitation of purchase orders?​

Accepted Answer

A) ​Missionary salespeople 
B) Technical support salespeople 
C) ​Order-getters 
D) ​Inside salespeople 
E) ​Direct-to-consumer salespeople 
A) ​Missionary salespeople 
B) Technical support salespeople 
C) ​Order-getters 
D) ​Inside salespeople 
E) ​Direct-to-consumer salespeople

Question 13

An approach to selling based on the notion that the customer is buying to satisfy a particular need or set of needs is referred to as _________.

Accepted Answer

need satis

Question 14

A salesperson who follows the trust-based relationship selling strategy when dealing with his or her customers is expected to be actively involved in:​

Accepted Answer

A) ​maximizing sales in the short run. 
B) convincing the customers that his or her product is the best. 
C) ​moving on to a new customer as soon as sales are completed with the previous customer. 
D) ​solving his or her customers' problems. 
E) ​pushing his or her products to potential customers. 
A) ​maximizing sales in the short run. 
B) convincing the customers that his or her product is the best. 
C) ​moving on to a new customer as soon as sales are completed with the previous customer. 
D) ​solving his or her customers' problems. 
E) ​pushing his or her products to potential customers.

Question 15

Daniel,a salesperson,was conducting a sales presentation about his company's new range of laptops to a few prospective customers.He explained to them how the laptops used the latest technologies,and how they had the sharpest resolution and an extensive storage capacity.During the presentation,one of the prospects admitted that he was not able to understand the presentation,as he was new at using technology.Daniel altered his message accordingly and adjusted the presentation for everyone to understand.In this scenario,Daniel was involved in _____.​

Accepted Answer

A) ​adaptive selling 
B) mental states selling 
C) ​stimulus response selling 
D) ​continued affirmation selling 
E) ​memorized presentation selling 
A) ​adaptive selling 
B) mental states selling 
C) ​stimulus response selling 
D) ​continued affirmation selling 
E) ​memorized presentation selling

Question 16

Juan is a young sales professional.He should feel that he is at a disadvantage because his compensation is tied to his performance.

Accepted Answer

A) True 
 B)False

Question 17

Consumers who are likely to be late adopters of an innovation often rely on the salesperson as a primary source of information.

Accepted Answer

A) True 
 B)False

Question 18

​Which of the following skills is considered a strength for an order-taker?

Accepted Answer

A) ​Creative selling 
B) Reliability 
C) ​Competition 
D) ​Detailed knowledge of the product 
E) ​Detailed knowledge of the competitor's product 
A) ​Creative selling 
B) Reliability 
C) ​Competition 
D) ​Detailed knowledge of the product 
E) ​Detailed knowledge of the competitor's product

Question 19

Which of the following statements is true of the stimulus response form of personal selling?​

Accepted Answer

A) ​In the stimulus response form of personal selling, the buyer takes a dominant role in the sales dialogue. 
B) The stimulus response form of personal selling cannot be used with a canned sales presentation. 
C) ​The stimulus response form of personal selling calls for the buyer to dominate the flow of conversation. 
D) ​Inexperienced salespeople can rely on the stimulus response form of personal selling. 
E) ​The stimulus response form of personal selling is most suitable when the prospects are professional buyers. 
A) ​In the stimulus response form of personal selling, the buyer takes a dominant role in the sales dialogue. 
B) The stimulus response form of personal selling cannot be used with a canned sales presentation. 
C) ​The stimulus response form of personal selling calls for the buyer to dominate the flow of conversation. 
D) ​Inexperienced salespeople can rely on the stimulus response form of personal selling. 
E) ​The stimulus response form of personal selling is most suitable when the prospects are professional buyers.

Question 20

As salespeople serve their customers,they simultaneously serve their employers and society.

Accepted Answer

A) True 
 B)False

Independence of action and freedom to make decisions are usually presented as advantages that sales positions have over tightly supervised jobs.

Salespeople enjoy relatively good job security compared with other professions because they are _________ for a company.

Which of the following forms of marketing involves talking with buyers before,during,and after the sale?

_________ is an extension of need satisfaction selling.

The role fulfilled by salespeople that brings in revenue or income to the firm or company is called _________.

_________ are salespeople who are constantly involved with either new products,new customers,or both.Their task requires creative selling and the ability to counter the resistance to change that will likely be present in prospective customers.

New business is generated for the selling firm by adding new customers or introducing new products to the marketplace.

Existing business salespeople are in direct contrast to _________.

Maria is a young salesperson who understands her customers' needs in detail and explains how the products she is selling would help her customers with their issues.She uses the _____ approach to personal selling.

The series of conversations between buyers and sellers that take place over time in an attempt to build relationships is referred to as _____.

Which of the following is a category of sales support personnel who are not typically involved in the direct solicitation of purchase orders?

An approach to selling based on the notion that the customer is buying to satisfy a particular need or set of needs is referred to as _________.

A salesperson who follows the trust-based relationship selling strategy when dealing with his or her customers is expected to be actively involved in:

Juan is a young sales professional.He should feel that he is at a disadvantage because his compensation is tied to his performance.

Consumers who are likely to be late adopters of an innovation often rely on the salesperson as a primary source of information.

Which of the following skills is considered a strength for an order-taker?

Which of the following statements is true of the stimulus response form of personal selling?

As salespeople serve their customers,they simultaneously serve their employers and society.

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

Independence of action and freedom to make decisions are usually presented as advantages that sales positions have over tightly supervised jobs.

Salespeople enjoy relatively good job security compared with other professions because they are _________ for a company.

Which of the following forms of marketing involves talking with buyers before,during,and after the sale?​

_________ is an extension of need satisfaction selling.

The role fulfilled by salespeople that brings in revenue or income to the firm or company is called _________.

_________ are salespeople who are constantly involved with either new products,new customers,or both.Their task requires creative selling and the ability to counter the resistance to change that will likely be present in prospective customers.

New business is generated for the selling firm by adding new customers or introducing new products to the marketplace.

Existing business salespeople are in direct contrast to _________.

Maria is a young salesperson who understands her customers' needs in detail and explains how the products she is selling would help her customers with their issues.She uses the _____ approach to personal selling.​

​The series of conversations between buyers and sellers that take place over time in an attempt to build relationships is referred to as _____.

Which of the following is a category of sales support personnel who are not typically involved in the direct solicitation of purchase orders?​

An approach to selling based on the notion that the customer is buying to satisfy a particular need or set of needs is referred to as _________.

A salesperson who follows the trust-based relationship selling strategy when dealing with his or her customers is expected to be actively involved in:​

Juan is a young sales professional.He should feel that he is at a disadvantage because his compensation is tied to his performance.

Consumers who are likely to be late adopters of an innovation often rely on the salesperson as a primary source of information.

​Which of the following skills is considered a strength for an order-taker?

Which of the following statements is true of the stimulus response form of personal selling?​

As salespeople serve their customers,they simultaneously serve their employers and society.

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

Which of the following forms of marketing involves talking with buyers before,during,and after the sale?

Maria is a young salesperson who understands her customers' needs in detail and explains how the products she is selling would help her customers with their issues.She uses the _____ approach to personal selling.

The series of conversations between buyers and sellers that take place over time in an attempt to build relationships is referred to as _____.

Which of the following is a category of sales support personnel who are not typically involved in the direct solicitation of purchase orders?

A salesperson who follows the trust-based relationship selling strategy when dealing with his or her customers is expected to be actively involved in:

Which of the following skills is considered a strength for an order-taker?

Which of the following statements is true of the stimulus response form of personal selling?