Exam 1: Overview of Personal Selling

The practice of professional selling has been changed by the advent of better educated and more sophisticated buyers, better access to information, and intensified competition due to globalization. How should sellers respond to this shift?

According to the textbook, in considering the responsibility for revenue production, who usually feels the brunt of the pressure along with the salespeople?

David is always willing to support his customers, even when an immediate sale is not expected. How is David likely to be perceived by his customers?

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

As their key contact with suppliers, professional buyers expect salespeople to coordinate all aspects of the product and service to deliver maximum value.

What is the term for the degree to which a person is able to achieve an approximation of inner drives?

Adaptability to different selling situations is the main advantage of stimulus-response selling.

In consultative selling, salespeople fulfil three primary roles: strategic orchestrator, business consultant, and order-taker.

Which personal selling approach is considered the simplest?

With the onset of the Industrial Revolution in the middle of the eighteenth century, what economic justification of salespeople gained momentum?

As revenue producers, salespeople are expected to stimulate action in the business world.

Due to high travel and other employment expenses, salespeople are often the first to be let go when a company downsizes in response to tough economic times.

Which of the following promotional tools is used to add value for customers by helping them to find ways to improve their bottom line?

What are the desired outcomes in trust-based relationship selling?

Companies practising business-to-business marketing spend more on advertising than personal selling due to the large number of buyers that must be reached with marketing communications.

The theoretical background for the stimulus-response approach to personal selling originated in early experiments with animal behaviour.

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

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

According to the textbook, many people believe that sales cannot be considered a true profession because of the lack of a universal code of ethics and a mechanism for dealing with violators.

In today's highly competitive markets, it is virtually impossible for salespeople to simultaneously serve the needs of customers, employers, and society.