Question 1

Transactional selling focuses on maximizing the outcomes of individual transactions.

Accepted Answer

A) True 
 B)False

Question 2

________ support the sales effort by setting up point-of-purchase displays, rotating stock, and keeping store personnel informed about new products and sales promotions.

Accepted Answer

A)  order-getters. 
B)  order-takers. 
C)  missionary salespeople. 
D)  complementary salespeople. 
E)  merchandisers. 
A)  order-getters. 
B)  order-takers. 
C)  missionary salespeople. 
D)  complementary salespeople. 
E)  merchandisers.

Question 3

Customer compatibility can help build trust.

Accepted Answer

A) True 
 B)False

Question 4

Sales professionals must be strong collaborators, both within their own organizations and with their customers.

Accepted Answer

A) True 
 B)False

Question 5

Which of the following best describes what salespeople do in their role as a customer value agent?

Accepted Answer

A)  serve as a communications link between customers and their employers. 
B)  provide product and marketplace information to customers. 
C)  report back to their company on competitive activity. 
D)  help create, communicate, deliver, and continually increase customer value. 
E)  stimulate sales cycles and help customers reach buying decisions. 
A)  serve as a communications link between customers and their employers. 
B)  provide product and marketplace information to customers. 
C)  report back to their company on competitive activity. 
D)  help create, communicate, deliver, and continually increase customer value. 
E)  stimulate sales cycles and help customers reach buying decisions.

Question 6

According to the trust-based relationship selling process framework, "discovering prospect's needs" is a part of which component of the framework?

Accepted Answer

A)  Selling foundations 
B)  Selling strategy based on customer needs and value 
C)  Initiating customer relationships 
D)  Developing customer relationships 
E)  Enhancing customer relationships 
A)  Selling foundations 
B)  Selling strategy based on customer needs and value 
C)  Initiating customer relationships 
D)  Developing customer relationships 
E)  Enhancing customer relationships

Question 7

Salespeople who focus on gaining new customers are sometimes referred to as farmers.

Accepted Answer

A) True 
 B)False

Question 8

It is important for the sales function to collaborate with other functional areas within their companies, but not with customers.

Accepted Answer

A) True 
 B)False

Question 9

For people who aspire to be entrepreneurs, selling experience can be indispensable.

Accepted Answer

A) True 
 B)False

Question 10

As a customer value agent, salespeople help create, communicate, deliver, and continually increase customer value.

Accepted Answer

A) True 
 B)False

Question 11

According to the trust-based relationship selling process framework, "activating the buying process " is a part of which component of the framework?

Accepted Answer

A)  Selling foundations 
B)  Selling strategy based on customer needs and value 
C)  Initiating customer relationships 
D)  Developing customer relationships 
E)  Enhancing customer relationships 
A)  Selling foundations 
B)  Selling strategy based on customer needs and value 
C)  Initiating customer relationships 
D)  Developing customer relationships 
E)  Enhancing customer relationships

Question 12

Consultative selling focuses on making short-term sales.

Accepted Answer

A) True 
 B)False

Question 13

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

Accepted Answer

A)  order-getters. 
B)  order-takers. 
C)  pioneers. 
D)  hunters. 
E)  tacticians. 
A)  order-getters. 
B)  order-takers. 
C)  pioneers. 
D)  hunters. 
E)  tacticians.

Question 14

__________ are salespeople who support the sales effort by providing information and performing other supplemental services.

Accepted Answer

A)  Hunters 
B)  Pioneers 
C)  Order-takers 
D)  Order-getters 
E)  Missionary salespeople 
A)  Hunters 
B)  Pioneers 
C)  Order-takers 
D)  Order-getters 
E)  Missionary salespeople

Question 15

Dependability is about the salesperson being viewed as a good person with whom to do business.

Accepted Answer

A) True 
 B)False

Question 16

In the best sales organizations, salespeople earn the trust of their customers and utilize selling strategies that satisfy customer needs.

Accepted Answer

A) True 
 B)False

Question 17

The generation of new business for the selling firm is associated with which type of salespeople?

Accepted Answer

A)  Order-takers and cold canvassers 
B)  Order-getters and order-takers 
C)  Pioneers and franchisers 
D)  Order-getters and pioneers 
E)  Missionaries and detail salespeople 
A)  Order-takers and cold canvassers 
B)  Order-getters and order-takers 
C)  Pioneers and franchisers 
D)  Order-getters and pioneers 
E)  Missionaries and detail salespeople

Question 18

All of the following regarding the mental states approach to personal selling are TRUE except

Accepted Answer

A)  It is largely a one-way presentation with the salesperson doing most of the talking. 
B)  It requires that salespeople listen carefully to the customer to determine what stage they are in. 
C)  Tailoring of the presentation is based on mental states rather than customer needs. 
D)  It is customer oriented. 
E)  It may be difficult to determine in which stage a customer resides. 
A)  It is largely a one-way presentation with the salesperson doing most of the talking. 
B)  It requires that salespeople listen carefully to the customer to determine what stage they are in. 
C)  Tailoring of the presentation is based on mental states rather than customer needs. 
D)  It is customer oriented. 
E)  It may be difficult to determine in which stage a customer resides.

Question 19

For many newly minted college graduates, professional selling is one of the most popular entry-level jobs.

Accepted Answer

A) True 
 B)False

Question 20

Which of the five personal selling approaches involves the highest level of adaptive selling?

Accepted Answer

A)  Stimulus response 
B)  Need satisfaction 
C)  Consultative selling 
D)  Mental states 
E)  Problem solving 
A)  Stimulus response 
B)  Need satisfaction 
C)  Consultative selling 
D)  Mental states 
E)  Problem solving

Transactional selling focuses on maximizing the outcomes of individual transactions.

________ support the sales effort by setting up point-of-purchase displays, rotating stock, and keeping store personnel informed about new products and sales promotions.

Customer compatibility can help build trust.

Sales professionals must be strong collaborators, both within their own organizations and with their customers.

Which of the following best describes what salespeople do in their role as a customer value agent?

According to the trust-based relationship selling process framework, "discovering prospect's needs" is a part of which component of the framework?

Salespeople who focus on gaining new customers are sometimes referred to as farmers.

It is important for the sales function to collaborate with other functional areas within their companies, but not with customers.

For people who aspire to be entrepreneurs, selling experience can be indispensable.

As a customer value agent, salespeople help create, communicate, deliver, and continually increase customer value.

According to the trust-based relationship selling process framework, "activating the buying process " is a part of which component of the framework?

Consultative selling focuses on making short-term sales.

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

__________ are salespeople who support the sales effort by providing information and performing other supplemental services.

Dependability is about the salesperson being viewed as a good person with whom to do business.

In the best sales organizations, salespeople earn the trust of their customers and utilize selling strategies that satisfy customer needs.

The generation of new business for the selling firm is associated with which type of salespeople?

All of the following regarding the mental states approach to personal selling are TRUE except

For many newly minted college graduates, professional selling is one of the most popular entry-level jobs.

Which of the five personal selling approaches involves the highest level of adaptive selling?

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

Transactional selling focuses on maximizing the outcomes of individual transactions.

________ support the sales effort by setting up point-of-purchase displays, rotating stock, and keeping store personnel informed about new products and sales promotions.

Customer compatibility can help build trust.

Sales professionals must be strong collaborators, both within their own organizations and with their customers.

Which of the following best describes what salespeople do in their role as a customer value agent?

According to the trust-based relationship selling process framework, "discovering prospect's needs" is a part of which component of the framework?

Salespeople who focus on gaining new customers are sometimes referred to as farmers.

It is important for the sales function to collaborate with other functional areas within their companies, but not with customers.

For people who aspire to be entrepreneurs, selling experience can be indispensable.

As a customer value agent, salespeople help create, communicate, deliver, and continually increase customer value.

According to the trust-based relationship selling process framework, "activating the buying process " is a part of which component of the framework?

Consultative selling focuses on making short-term sales.

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

__________ are salespeople who support the sales effort by providing information and performing other supplemental services.

Dependability is about the salesperson being viewed as a good person with whom to do business.

In the best sales organizations, salespeople earn the trust of their customers and utilize selling strategies that satisfy customer needs.

The generation of new business for the selling firm is associated with which type of salespeople?

All of the following regarding the mental states approach to personal selling are TRUE except

For many newly minted college graduates, professional selling is one of the most popular entry-level jobs.

Which of the five personal selling approaches involves the highest level of adaptive selling?

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