Exam 1: Overview of Personal Selling

One of the key roles that salespeople client in society is the distribution of knowledge about new technology. In other words, salespeople helped with the __________________________.

(Multiple Choice)

4.7/5

(41)

Question 41

Advantages of most sales jobs include all of the following except?

(Multiple Choice)

4.8/5

(31)

Question 42

In stimulus-response selling, the salesperson listens for "cues" from the buyer and adjusts his presentation to match those "cues."

(True/False)

4.9/5

(39)

Question 43

In her role as ________________ Susan arranges the use of the sales organization's resources in an effort to satisfy the customer.

(Short Answer)

4.8/5

(36)

Question 44

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

(True/False)

4.8/5

(47)

Question 45

Business consultant is one of the roles important to consultative selling.

(True/False)

4.9/5

(40)

Question 46

Common selling approaches for practicing trust-based relationship selling include need-satisfaction, problem-solving, and consultative.

(True/False)

4.8/5

(45)

Question 47

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

(Multiple Choice)

4.7/5

(32)

Question 48

Ultimately, customer value is determined by the salesperson.

(True/False)

4.9/5

(45)

Question 49

Salespeople rarely get promoted into management positions because their training makes them too valuable where they are.

(True/False)

4.8/5

(34)

Question 50

Post-sale follow-up is an important part of transaction-focused selling.

(True/False)

4.8/5

(35)

Question 51

Salespeople have the following relationship with revenue in most business firms:

(Multiple Choice)

4.8/5

(30)

Question 52

While accountants and financial staff are concerned with profitability in terms, salespeople are primarily concerned with profitability in terms.

(Multiple Choice)

4.7/5

(38)

Question 53

The approach to personal selling where the key idea is that various stimuli can elicit predictable responses from the customers is called _________________.

(Short Answer)

4.8/5

(47)

Question 54

Because order-takers specialize in maintaining current business, they are also called _________________.

(Short Answer)

4.8/5

(35)

Question 55

The nature of professional selling is such that salespeople get regular feedback on their performance.

(True/False)

4.9/5

(36)

Question 56

The problem-solving view of personal selling is an extension of:

(Multiple Choice)

4.8/5

(39)

Question 57

Salespeople involved in trust-based relationship selling are often actively involved in the customer's decision-making process.

(True/False)

4.9/5

(37)

Question 58

Sales _____________ is a customer-oriented approach that uses truthful, non-manipulative tactics to satisfy the long-term needs of both the customer and the selling firm.

(Multiple Choice)

4.9/5

(36)

Question 59

According to the text, salespeople contribute to their firms in each of the following ways except?

(Multiple Choice)

4.9/5

(28)

Question 60

Showing 41 - 60 of 127

One of the key roles that salespeople client in society is the distribution of knowledge about new technology. In other words, salespeople helped with the __________________________.

Advantages of most sales jobs include all of the following except?

In stimulus-response selling, the salesperson listens for "cues" from the buyer and adjusts his presentation to match those "cues."

In her role as ________________ Susan arranges the use of the sales organization's resources in an effort to satisfy the customer.

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

Business consultant is one of the roles important to consultative selling.

Common selling approaches for practicing trust-based relationship selling include need-satisfaction, problem-solving, and consultative.

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

Ultimately, customer value is determined by the salesperson.

Salespeople rarely get promoted into management positions because their training makes them too valuable where they are.

Post-sale follow-up is an important part of transaction-focused selling.

Salespeople have the following relationship with revenue in most business firms:

While accountants and financial staff are concerned with profitability in terms, salespeople are primarily concerned with profitability in terms.

The approach to personal selling where the key idea is that various stimuli can elicit predictable responses from the customers is called _________________.

Because order-takers specialize in maintaining current business, they are also called _________________.

The nature of professional selling is such that salespeople get regular feedback on their performance.

The problem-solving view of personal selling is an extension of:

Salespeople involved in trust-based relationship selling are often actively involved in the customer's decision-making process.

Sales _____________ is a customer-oriented approach that uses truthful, non-manipulative tactics to satisfy the long-term needs of both the customer and the selling firm.

According to the text, salespeople contribute to their firms in each of the following ways except?

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

One of the key roles that salespeople client in society is the distribution of knowledge about new technology. In other words, salespeople helped with the __________________________.

Advantages of most sales jobs include all of the following except?

In stimulus-response selling, the salesperson listens for "cues" from the buyer and adjusts his presentation to match those "cues."

In her role as ________________ Susan arranges the use of the sales organization's resources in an effort to satisfy the customer.

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

Business consultant is one of the roles important to consultative selling.

Common selling approaches for practicing trust-based relationship selling include need-satisfaction, problem-solving, and consultative.

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

Ultimately, customer value is determined by the salesperson.

Salespeople rarely get promoted into management positions because their training makes them too valuable where they are.

Post-sale follow-up is an important part of transaction-focused selling.

Salespeople have the following relationship with revenue in most business firms:

While accountants and financial staff are concerned with profitability in ____ terms, salespeople are primarily concerned with profitability in ____ terms.

The approach to personal selling where the key idea is that various stimuli can elicit predictable responses from the customers is called _________________.

Because order-takers specialize in maintaining current business, they are also called _________________.

The nature of professional selling is such that salespeople get regular feedback on their performance.

The problem-solving view of personal selling is an extension of:

Salespeople involved in trust-based relationship selling are often actively involved in the customer's decision-making process.

Sales _____________ is a customer-oriented approach that uses truthful, non-manipulative tactics to satisfy the long-term needs of both the customer and the selling firm.

According to the text, salespeople contribute to their firms in each of the following ways except?

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

While accountants and financial staff are concerned with profitability in terms, salespeople are primarily concerned with profitability in terms.