Question 1

To avoid confusion, the trust-based sales process separates the selling process from the initiating, developing, and enhancing customer relationships processes.

Accepted Answer

A) True 
 B)False

Question 2

According to the textbook, as a result of its continued evolution, how is the selling process now increasingly viewed?

Accepted Answer

A)  as the co-creation of value 
B)  as a relationship management process 
C)  as an adversarial process 
D)  as strategic problem solving 
A)  as the co-creation of value 
B)  as a relationship management process 
C)  as an adversarial process 
D)  as strategic problem solving

Question 3

Which approach to personal selling involves salespeople altering their sales messages and behaviours during a sales presentation or as they encounter different sales situations and different customers?

Accepted Answer

A)  stimulus-response selling 
B)  adaptive selling 
C)  continued affirmation 
D)  value based selling 
A)  stimulus-response selling 
B)  adaptive selling 
C)  continued affirmation 
D)  value based selling

Question 4

What is the problem-solving selling approach considered an extension of?

Accepted Answer

A)  need satisfaction selling 
B)  stimulus-response selling 
C)  contingency selling 
D)  mental states selling 
A)  need satisfaction selling 
B)  stimulus-response selling 
C)  contingency selling 
D)  mental states selling

Question 5

The AIDA method is an example of the stimulus-response approach to selling.

Accepted Answer

A) True 
 B)False

Question 6

What is an indication of how determined a person is to achieve goals and overcome obstacles in striving for success?

Accepted Answer

A)  ego drive 
B)  self-confidence 
C)  ego strength 
D)  empathy 
A)  ego drive 
B)  self-confidence 
C)  ego strength 
D)  empathy

Question 7

In terms of the evolution of personal selling, the concept of a door-to-door salesperson did not appear until the Industrial Revolution.

Accepted Answer

A) True 
 B)False

Question 8

Kevin is a salesperson who relies heavily on building trust with customers. His style of selling is?

Accepted Answer

A)  reciprocity-based selling 
B)  mental states selling 
C)  trust-based relationship selling 
D)  formula selling 
A)  reciprocity-based selling 
B)  mental states selling 
C)  trust-based relationship selling 
D)  formula selling

Question 9

What is the essential difference between personal selling and other promotional tools that helps salespeople to create value?

Accepted Answer

A)  greater reach and frequency of contact in the mass market 
B)  interpersonal communication with buyers 
C)  more efficient use of marketing resources 
D)  greater leverage of marketing communications 
A)  greater reach and frequency of contact in the mass market 
B)  interpersonal communication with buyers 
C)  more efficient use of marketing resources 
D)  greater leverage of marketing communications

Question 10

In the post-Second World War period, firms expanded because of a surge in demand.

Accepted Answer

A) True 
 B)False

Question 11

When did true salespeople, those who earned a living from selling, start to exist in sizeable numbers?

Accepted Answer

A)  just after the Great Depression in the United States 
B)  after the First World War 
C)  during the Industrial Revolution in England 
D)  during the Middle Ages in Europe 
A)  just after the Great Depression in the United States 
B)  after the First World War 
C)  during the Industrial Revolution in England 
D)  during the Middle Ages in Europe

Question 12

What are the two basic ways in which salespeople have contributed to the economic growth of Canada?

Accepted Answer

A)  by stimulating economic transactions and encouraging research and development 
B)  by disseminating market information and introducing new products to people in rural areas 
C)  by stabilizing economic transactions and assisting in recovery cycles 
D)  by stimulating economic transactions and increasing diffusion of innovation 
A)  by stimulating economic transactions and encouraging research and development 
B)  by disseminating market information and introducing new products to people in rural areas 
C)  by stabilizing economic transactions and assisting in recovery cycles 
D)  by stimulating economic transactions and increasing diffusion of innovation

Question 13

In general, personal selling is moving from relationship-based methods to transaction-based traditional methods.

Accepted Answer

A) True 
 B)False

Question 14

The biggest advantage of personal selling over other forms of marketing communication is the high degree of customer feedback that results from direct contact with buyers before, during, and after the sale.

Accepted Answer

A) True 
 B)False

Question 15

Ultimately, customer value is determined by your supervisor.

Accepted Answer

A) True 
 B)False

Question 16

Which statement best characterizes the relationship between sales as a career choice and job security?

Accepted Answer

A)  Salespeople tend to have less job security due to fluctuations in performance. 
B)  Due to the specificity of their skills, salespeople are limited in their career choices. 
C)  Salespeople have greater job security due to their role as revenue producers. 
D)  There is no discernible relationship between selling as a career and job security. 
A)  Salespeople tend to have less job security due to fluctuations in performance. 
B)  Due to the specificity of their skills, salespeople are limited in their career choices. 
C)  Salespeople have greater job security due to their role as revenue producers. 
D)  There is no discernible relationship between selling as a career and job security.

Question 17

Consultative selling focuses on achieving the strategic goals of customers, rather than just trying to meet needs or solve problems.

Accepted Answer

A) True 
 B)False

Question 18

What is the primary objective of transaction-focused selling?

Accepted Answer

A)  creating value through repeat business transactions 
B)  building a relationship with the customer 
C)  lowering the cost of goods sold to the customer 
D)  maximizing sales in the short run 
A)  creating value through repeat business transactions 
B)  building a relationship with the customer 
C)  lowering the cost of goods sold to the customer 
D)  maximizing sales in the short run

Question 19

What is the major limitation of the stimulus-response approach to personal selling?

Accepted Answer

A)  reliance on a canned sales presentation 
B)  requirement for experienced salespeople 
C)  lack of flexibility 
D)  customer tending to dominate the sales conversation 
A)  reliance on a canned sales presentation 
B)  requirement for experienced salespeople 
C)  lack of flexibility 
D)  customer tending to dominate the sales conversation

Question 20

Huda works for a large pharmaceutical company and spends the majority of her time calling on physicians to promote her company's extensive line of medications so that they will be more likely to prescribe them to their patients in the future. Which type of personal selling job does Huda have?

Accepted Answer

A)  new business 
B)  inside sales 
C)  existing business 
D)  sales support: detailer 
A)  new business 
B)  inside sales 
C)  existing business 
D)  sales support: detailer

To avoid confusion, the trust-based sales process separates the selling process from the initiating, developing, and enhancing customer relationships processes.

According to the textbook, as a result of its continued evolution, how is the selling process now increasingly viewed?

Which approach to personal selling involves salespeople altering their sales messages and behaviours during a sales presentation or as they encounter different sales situations and different customers?

What is the problem-solving selling approach considered an extension of?

The AIDA method is an example of the stimulus-response approach to selling.

What is an indication of how determined a person is to achieve goals and overcome obstacles in striving for success?

In terms of the evolution of personal selling, the concept of a door-to-door salesperson did not appear until the Industrial Revolution.

Kevin is a salesperson who relies heavily on building trust with customers. His style of selling is?

What is the essential difference between personal selling and other promotional tools that helps salespeople to create value?

In the post-Second World War period, firms expanded because of a surge in demand.

When did true salespeople, those who earned a living from selling, start to exist in sizeable numbers?

What are the two basic ways in which salespeople have contributed to the economic growth of Canada?

In general, personal selling is moving from relationship-based methods to transaction-based traditional methods.

The biggest advantage of personal selling over other forms of marketing communication is the high degree of customer feedback that results from direct contact with buyers before, during, and after the sale.

Ultimately, customer value is determined by your supervisor.

Which statement best characterizes the relationship between sales as a career choice and job security?

Consultative selling focuses on achieving the strategic goals of customers, rather than just trying to meet needs or solve problems.

What is the primary objective of transaction-focused selling?

What is the major limitation of the stimulus-response approach to personal selling?

Huda works for a large pharmaceutical company and spends the majority of her time calling on physicians to promote her company's extensive line of medications so that they will be more likely to prescribe them to their patients in the future. Which type of personal selling job does Huda have?

Building Trust and Sales Ethics

Understanding Buyers

Communication Skills

Strategic Prospecting and Preparing for Sales Dialogue

Planning Sales Dialogues and Presentations

Sales Dialogue

Addressing Concerns and Earning Commitment

Expanding Customer Relationships

Adding Value

Sales Management and Sales 2.0

Filters

Exam 1: Overview of Personal Selling

To avoid confusion, the trust-based sales process separates the selling process from the initiating, developing, and enhancing customer relationships processes.

According to the textbook, as a result of its continued evolution, how is the selling process now increasingly viewed?

Which approach to personal selling involves salespeople altering their sales messages and behaviours during a sales presentation or as they encounter different sales situations and different customers?

What is the problem-solving selling approach considered an extension of?

The AIDA method is an example of the stimulus-response approach to selling.

What is an indication of how determined a person is to achieve goals and overcome obstacles in striving for success?

In terms of the evolution of personal selling, the concept of a door-to-door salesperson did not appear until the Industrial Revolution.

Kevin is a salesperson who relies heavily on building trust with customers. His style of selling is?

What is the essential difference between personal selling and other promotional tools that helps salespeople to create value?

In the post-Second World War period, firms expanded because of a surge in demand.

When did true salespeople, those who earned a living from selling, start to exist in sizeable numbers?

What are the two basic ways in which salespeople have contributed to the economic growth of Canada?

In general, personal selling is moving from relationship-based methods to transaction-based traditional methods.

The biggest advantage of personal selling over other forms of marketing communication is the high degree of customer feedback that results from direct contact with buyers before, during, and after the sale.

Ultimately, customer value is determined by your supervisor.

Which statement best characterizes the relationship between sales as a career choice and job security?

Consultative selling focuses on achieving the strategic goals of customers, rather than just trying to meet needs or solve problems.

What is the primary objective of transaction-focused selling?

What is the major limitation of the stimulus-response approach to personal selling?

Huda works for a large pharmaceutical company and spends the majority of her time calling on physicians to promote her company's extensive line of medications so that they will be more likely to prescribe them to their patients in the future. Which type of personal selling job does Huda have?

Building Trust and Sales Ethics

Understanding Buyers

Communication Skills

Strategic Prospecting and Preparing for Sales Dialogue

Planning Sales Dialogues and Presentations

Sales Dialogue

Addressing Concerns and Earning Commitment

Expanding Customer Relationships

Adding Value

Sales Management and Sales 2.0

Filters