Question 1

Selling strategy involves the planning of internal messages and interactions with customers.

Accepted Answer

A) True 
 B)False  False

Question 2

As product agents, salespeople help to create, communicate, deliver and continually increase customer value.

Accepted Answer

A) True 
 B)False  False

Question 3

A common sales dialogue might include confirming the prospective customer's strategic priorities.

Accepted Answer

A) True 
 B)False  True

Question 4

As customer value agents, salespeople stimulate sales cycles and help customers reach buying decisions as soon as reasonably possible.

Accepted Answer

A) True 
 B)False

Question 5

Problem solving selling is differentiated from other sales approaches because it focuses on achieving strategic goals of customers.

Accepted Answer

A) True 
 B)False

Question 6

Salespeople get immediate feedback on every sales call.

Accepted Answer

A) True 
 B)False

Question 7

As _____________, salespeople assume a key role in revenue production for their firms.

Accepted Answer

A)  financial contributors 
B)  product managers 
C)  change agents 
D)  communications agents 
E)  customer value agents 
A)  financial contributors 
B)  product managers 
C)  change agents 
D)  communications agents 
E)  customer value agents

Question 8

Salespeople working with existing customers are referred to as order-getters.

Accepted Answer

A) True 
 B)False

Question 9

New customers may be turned over to account servicing salespeople referred to as

Accepted Answer

A)  hunters 
B)  merchandisers 
C)  missionary salespeople 
D)  pioneers 
E)  farmers 
A)  hunters 
B)  merchandisers 
C)  missionary salespeople 
D)  pioneers 
E)  farmers

Question 10

A common sales dialogue might include building customer value by providing additional opportunities.

Accepted Answer

A) True 
 B)False

Question 11

Increasing customer diversity and globalization is a (an)

Accepted Answer

A)  complexity issue. 
B)  adaptability issue. 
C)  collaboration issue. 
D)  commitment issue. 
E)  accountability issue. 
A)  complexity issue. 
B)  adaptability issue. 
C)  collaboration issue. 
D)  commitment issue. 
E)  accountability issue.

Question 12

A common sales dialogue might include negotiating an agreement to do business.

Accepted Answer

A) True 
 B)False

Question 13

Problem solving selling has been popularized by the commercial success of SPIN selling.

Accepted Answer

A) True 
 B)False

Question 14

Salespeople should observe the need for confidentiality with sensitive information provided by customers and employers.

Accepted Answer

A) True 
 B)False

Question 15

To deal with the complex business environment, sales must become a "smarter" business function.

Accepted Answer

A) True 
 B)False

Question 16

In this selling position, the salesperson, sometimes referred to as a pioneer, is responsible for

Accepted Answer

A)  deciding which new territories to enter. 
B)  handling existing customer accounts. 
C)  answering routine customer inquiries. 
D)  discovering which products should be dropped. 
E)  adding new customers. 
A)  deciding which new territories to enter. 
B)  handling existing customer accounts. 
C)  answering routine customer inquiries. 
D)  discovering which products should be dropped. 
E)  adding new customers.

Question 17

Salespeople are typically accountable for all of the following except

Accepted Answer

A)  meeting production deadlines. 
B)  generating sales revenue. 
C)  controlling sales costs. 
D)  careful travel planning. 
E)  ethical selling. 
A)  meeting production deadlines. 
B)  generating sales revenue. 
C)  controlling sales costs. 
D)  careful travel planning. 
E)  ethical selling.

Question 18

Ensuring that salespeople know the ethical and legal framework for their markets, including cultural and global market variations, is a salesforce response to which of the following issues?

Accepted Answer

A)  Complexity issues 
B)  Adaptability issues 
C)  Collaboration issues 
D)  Commitment issues 
E)  Accountability issues 
A)  Complexity issues 
B)  Adaptability issues 
C)  Collaboration issues 
D)  Commitment issues 
E)  Accountability issues

Question 19

Trust-based relationship selling requires salespeople whose actions are based on strategies that focus on customer needs and customer value.

Accepted Answer

A) True 
 B)False

Question 20

Sales dialogue involves business conversations that take place exclusively during a sales presentation.

Accepted Answer

A) True 
 B)False

Selling strategy involves the planning of internal messages and interactions with customers.

As product agents, salespeople help to create, communicate, deliver and continually increase customer value.

A common sales dialogue might include confirming the prospective customer's strategic priorities.

As customer value agents, salespeople stimulate sales cycles and help customers reach buying decisions as soon as reasonably possible.

Problem solving selling is differentiated from other sales approaches because it focuses on achieving strategic goals of customers.

Salespeople get immediate feedback on every sales call.

As _____________, salespeople assume a key role in revenue production for their firms.

Salespeople working with existing customers are referred to as order-getters.

New customers may be turned over to account servicing salespeople referred to as

A common sales dialogue might include building customer value by providing additional opportunities.

Increasing customer diversity and globalization is a (an)

A common sales dialogue might include negotiating an agreement to do business.

Problem solving selling has been popularized by the commercial success of SPIN selling.

Salespeople should observe the need for confidentiality with sensitive information provided by customers and employers.

To deal with the complex business environment, sales must become a "smarter" business function.

In this selling position, the salesperson, sometimes referred to as a pioneer, is responsible for

Salespeople are typically accountable for all of the following except

Ensuring that salespeople know the ethical and legal framework for their markets, including cultural and global market variations, is a salesforce response to which of the following issues?

Trust-based relationship selling requires salespeople whose actions are based on strategies that focus on customer needs and customer value.

Sales dialogue involves business conversations that take place exclusively during a sales presentation.

Organizational Strategies and the Sales Function

Sales Organization Structure and Salesforce Deployment

Acquiring Sales Talent: Recruitment and Selection

Continual Development of the Salesforce:

Sales Leadership, Management, and Supervision

Motivation and Reward System Management

Evaluating the Effectiveness of the Organization

Evaluating the Performance of Salespeople

Developing Forecasts

Filters

Exam 1: Overview of Personal Selling

Selling strategy involves the planning of internal messages and interactions with customers.

As product agents, salespeople help to create, communicate, deliver and continually increase customer value.

A common sales dialogue might include confirming the prospective customer's strategic priorities.

As customer value agents, salespeople stimulate sales cycles and help customers reach buying decisions as soon as reasonably possible.

Problem solving selling is differentiated from other sales approaches because it focuses on achieving strategic goals of customers.

Salespeople get immediate feedback on every sales call.

As _____________, salespeople assume a key role in revenue production for their firms.

Salespeople working with existing customers are referred to as order-getters.

New customers may be turned over to account servicing salespeople referred to as

A common sales dialogue might include building customer value by providing additional opportunities.

Increasing customer diversity and globalization is a (an)

A common sales dialogue might include negotiating an agreement to do business.

Problem solving selling has been popularized by the commercial success of SPIN selling.

Salespeople should observe the need for confidentiality with sensitive information provided by customers and employers.

To deal with the complex business environment, sales must become a "smarter" business function.

In this selling position, the salesperson, sometimes referred to as a pioneer, is responsible for

Salespeople are typically accountable for all of the following except

Ensuring that salespeople know the ethical and legal framework for their markets, including cultural and global market variations, is a salesforce response to which of the following issues?

Trust-based relationship selling requires salespeople whose actions are based on strategies that focus on customer needs and customer value.

Sales dialogue involves business conversations that take place exclusively during a sales presentation.

Organizational Strategies and the Sales Function

Sales Organization Structure and Salesforce Deployment

Acquiring Sales Talent: Recruitment and Selection

Continual Development of the Salesforce:

Sales Leadership, Management, and Supervision

Motivation and Reward System Management

Evaluating the Effectiveness of the Organization

Evaluating the Performance of Salespeople

Developing Forecasts

Filters