Question 1

Although missionary salespeople engage in the sales process, they usually are not involved with the actual purchase transaction.

Accepted Answer

A) True 
 B)False

Question 2

Because order-getters actively seek orders (usually in a highly competitive environment), they are also called _________________.

Accepted Answer

The answer of Because order-getters actively seek orders (usually in...

Question 3

As a salesperson utilizing a trust-based approach to selling, Ann should focus on maximizing her commission and her company's profit each quarter.

Accepted Answer

A) True 
 B)False

Question 4

Kim is proud to be a salesperson because she knows she is benefiting society by helping to __________ and promote the ____________

Accepted Answer

A)  Stimulate the economy; diffusion of innovation 
B)  Add value; welfare of the company for which she works 
C)  Uncover needs; solutions 
D)  Sell products; company's brands 
E)  Sell products; development of her customers 
A)  Stimulate the economy; diffusion of innovation 
B)  Add value; welfare of the company for which she works 
C)  Uncover needs; solutions 
D)  Sell products; company's brands 
E)  Sell products; development of her customers

Question 5

The approach to selling that relies heavily on the AIDA concept is ________________ selling.

Accepted Answer

The answer of The approach to selling that relies heavily...

Question 6

Salespeople should only be concerned with sales revenue.

Accepted Answer

A) True 
 B)False

Question 7

_________________ salespeople refers to a category of sales support personnel who are not typically involved in the direct solicitation of purchase orders.

Accepted Answer

The answer of _________________ salespeople refers to a category of...

Question 8

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

Accepted Answer

Diffusion

Question 9

The final stage of the trust-based sales process is ______________ customer relationships.

Accepted Answer

The answer of The final stage of the trust-based sales...

Question 10

Salespeople are revenue producers for the company.

Accepted Answer

A) True 
 B)False

Question 11

The primary focus of transaction-focused selling is the ________________________.

Accepted Answer

A)  Salesperson and the selling organization 
B)  Customer 
C)  Product 
D)  Communication process 
E)  All of the above. 
A)  Salesperson and the selling organization 
B)  Customer 
C)  Product 
D)  Communication process 
E)  All of the above.

Question 12

All of the following statements accurately reflect factors that pertain to need-satisfaction selling except?

Accepted Answer

A)  This method focuses on the salesperson and his/her product offerings. 
B)  The salesperson utilizes questioning, probing tactics to uncover important buyer needs. 
C)  The salesperson waits until relevant needs have been established before discussing product offerings. 
D)  The customer dominates the early portion of the sales interaction. 
E)  It is the salesperson's duty to identify the need to be met and then help the buyer in meeting that need. 
A)  This method focuses on the salesperson and his/her product offerings. 
B)  The salesperson utilizes questioning, probing tactics to uncover important buyer needs. 
C)  The salesperson waits until relevant needs have been established before discussing product offerings. 
D)  The customer dominates the early portion of the sales interaction. 
E)  It is the salesperson's duty to identify the need to be met and then help the buyer in meeting that need.

Question 13

Salespeople are rarely involved in market research because their time is better utilized in sales efforts.

Accepted Answer

A) True 
 B)False

Question 14

The most important part of the 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 15

Salespeople play an inconsequential role in the diffusion of innovation.

Accepted Answer

A) True 
 B)False

Question 16

Essentially, transaction-focused selling and trust-based selling require the same skill sets.

Accepted Answer

A) True 
 B)False

Question 17

As the evolution of personal selling continues, which of the following is not a predicted sales force response to an expected change?

Accepted Answer

A)  More emphasis will be placed on developing and maintaining trust-based long-term customer relationships. 
B)  Greater emphasis will be placed on team selling. 
C)  There will be an increase in the use of technology (e.g., laptop computers, electronic mail, and fax machines). 
D)  More sales dollars will be spent on advertising. 
E)  There will be an increase in the globalization of sales efforts. 
A)  More emphasis will be placed on developing and maintaining trust-based long-term customer relationships. 
B)  Greater emphasis will be placed on team selling. 
C)  There will be an increase in the use of technology (e.g., laptop computers, electronic mail, and fax machines). 
D)  More sales dollars will be spent on advertising. 
E)  There will be an increase in the globalization of sales efforts.

Question 18

____________refers to something that stimulates or incites activity in the economy.

Accepted Answer

The answer of ____________refers to something that stimulates or incites...

Question 19

Susan's customers are always concerned about what they're receiving in exchange for what they're paying. In other words, they 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

Question 20

The desired outcomes in trust-based relationship selling include which of the following?

Accepted Answer

A)  Closed sales 
B)  Order volume 
C)  Trust, mutual benefits, and enhanced profits 
D)  Profit in the short-term 
E)  None of the above. 
A)  Closed sales 
B)  Order volume 
C)  Trust, mutual benefits, and enhanced profits 
D)  Profit in the short-term 
E)  None of the above.

Although missionary salespeople engage in the sales process, they usually are not involved with the actual purchase transaction.

Because order-getters actively seek orders (usually in a highly competitive environment), they are also called _________________.

As a salesperson utilizing a trust-based approach to selling, Ann should focus on maximizing her commission and her company's profit each quarter.

Kim is proud to be a salesperson because she knows she is benefiting society by helping to and promote the __

The approach to selling that relies heavily on the AIDA concept is ________________ selling.

Salespeople should only be concerned with sales revenue.

_________________ salespeople refers to a category of sales support personnel who are not typically involved in the direct solicitation of purchase orders.

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

The final stage of the trust-based sales process is ______________ customer relationships.

Salespeople are revenue producers for the company.

The primary focus of transaction-focused selling is the ________________________.

All of the following statements accurately reflect factors that pertain to need-satisfaction selling except?

Salespeople are rarely involved in market research because their time is better utilized in sales efforts.

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

Salespeople play an inconsequential role in the diffusion of innovation.

Essentially, transaction-focused selling and trust-based selling require the same skill sets.

As the evolution of personal selling continues, which of the following is not a predicted sales force response to an expected change?

____________refers to something that stimulates or incites activity in the economy.

Susan's customers are always concerned about what they're receiving in exchange for what they're paying. In other words, they are concerned about _______________.

The desired outcomes in trust-based relationship selling include which of the following?

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 Communicating Value

Addressing Concerns and Earning Commitment

Expanding Customer Relations

Adding Value: Self-Leadership and Teamwork

Sales Management and Sales

Filters

Exam 1: Overview of Personal Selling

Although missionary salespeople engage in the sales process, they usually are not involved with the actual purchase transaction.

Because order-getters actively seek orders (usually in a highly competitive environment), they are also called _________________.

As a salesperson utilizing a trust-based approach to selling, Ann should focus on maximizing her commission and her company's profit each quarter.

Kim is proud to be a salesperson because she knows she is benefiting society by helping to __________ and promote the ____________

The approach to selling that relies heavily on the AIDA concept is ________________ selling.

Salespeople should only be concerned with sales revenue.

_________________ salespeople refers to a category of sales support personnel who are not typically involved in the direct solicitation of purchase orders.

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

The final stage of the trust-based sales process is ______________ customer relationships.

Salespeople are revenue producers for the company.

The primary focus of transaction-focused selling is the ________________________.

All of the following statements accurately reflect factors that pertain to need-satisfaction selling except?

Salespeople are rarely involved in market research because their time is better utilized in sales efforts.

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

Salespeople play an inconsequential role in the diffusion of innovation.

Essentially, transaction-focused selling and trust-based selling require the same skill sets.

As the evolution of personal selling continues, which of the following is not a predicted sales force response to an expected change?

____________refers to something that stimulates or incites activity in the economy.

Susan's customers are always concerned about what they're receiving in exchange for what they're paying. In other words, they are concerned about _______________.

The desired outcomes in trust-based relationship selling include which of the following?

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 Communicating Value

Addressing Concerns and Earning Commitment

Expanding Customer Relations

Adding Value: Self-Leadership and Teamwork

Sales Management and Sales

Filters

Kim is proud to be a salesperson because she knows she is benefiting society by helping to and promote the __