Question 1

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

Accepted Answer

A) True 
 B)False

Question 2

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

Accepted Answer

A)  hunters. 
B)  farmers. 
C)  missionary salespeople. 
D)  detailers. 
E)  merchandisers. 
A)  hunters. 
B)  farmers. 
C)  missionary salespeople. 
D)  detailers. 
E)  merchandisers.

Question 3

All of the following are types of personal selling jobs EXCEPT

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 4

Sales and marketing are always clearly aligned in understanding what customers want and need.

Accepted Answer

A) True 
 B)False

Question 5

In their change agent role, salespeople are heavily involved in the diffusion of innovation.

Accepted Answer

A) True 
 B)False

Question 6

Salespeople should obtain competitive information by any means possible.

Accepted Answer

A) True 
 B)False

Question 7

The primary role of a salesperson practicing trust-based relationship selling is to make calls and close sales.

Accepted Answer

A) True 
 B)False

Question 8

Companies and salespeople who do not practice ethical selling are increasingly subject to extreme criticism, customer dissatisfaction, and in some cases, legal sanctions.

Accepted Answer

A) True 
 B)False

Question 9

A common sales dialogue might include assessing the prospective customer's situation and buying processes.

Accepted Answer

A) True 
 B)False

Question 10

A (n) __________ is a salesperson who supports the overall sales effort by "spreading the gospel" at the grassroots level.

Accepted Answer

A)  hunter 
B)  pioneer 
C)  order-taker 
D)  missionary salesperson 
E)  merchandiser 
A)  hunter 
B)  pioneer 
C)  order-taker 
D)  missionary salesperson 
E)  merchandiser

Question 11

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

Accepted Answer

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

Question 12

Recruiting and developing salespeople who understand diverse cultures, languages, and business practices 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 13

Salespeople should only overpromise if it will help them to obtain the sale.

Accepted Answer

A) True 
 B)False

Question 14

Implementing cross-functional programs to foster communication and cooperation 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 15

To improve collaboration between sales and marketing, the two parties should agree on critical customer issues such as

Accepted Answer

A)  identification of customer segments and the related needs. 
B)  buying motives. 
C)  purchasing processes. 
D)  relevant value dimensions with customer segments. 
E)  all of the above. 
A)  identification of customer segments and the related needs. 
B)  buying motives. 
C)  purchasing processes. 
D)  relevant value dimensions with customer segments. 
E)  all of the above.

Question 16

According to H.R. Chally findings, customers appreciate salespeople who

Accepted Answer

A)  are personally accountable for the customer's desired results. 
B)  understand the customer's business. 
C)  will be a business consultant who thinks beyond the current transaction. 
D)  will solve customer problems. 
E)  do all of the above. 
A)  are personally accountable for the customer's desired results. 
B)  understand the customer's business. 
C)  will be a business consultant who thinks beyond the current transaction. 
D)  will solve customer problems. 
E)  do all of the above.

Question 17

Salespeople can add to or detract from customer value depending on criteria such as efficiency.

Accepted Answer

A) True 
 B)False

Question 18

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

Accepted Answer

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

Question 19

As a communications agent, salespeople provide valuable information back to the company.

Accepted Answer

A) True 
 B)False

Question 20

The expectations of salespeople can be viewed as achieving four key roles: management contributor, change agent, communications agent and customer value agent.

Accepted Answer

A) True 
 B)False

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

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

All of the following are types of personal selling jobs EXCEPT

Sales and marketing are always clearly aligned in understanding what customers want and need.

In their change agent role, salespeople are heavily involved in the diffusion of innovation.

Salespeople should obtain competitive information by any means possible.

The primary role of a salesperson practicing trust-based relationship selling is to make calls and close sales.

Companies and salespeople who do not practice ethical selling are increasingly subject to extreme criticism, customer dissatisfaction, and in some cases, legal sanctions.

A common sales dialogue might include assessing the prospective customer's situation and buying processes.

A (n) __________ is a salesperson who supports the overall sales effort by "spreading the gospel" at the grassroots level.

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

Recruiting and developing salespeople who understand diverse cultures, languages, and business practices is a salesforce response to which of the following issues?

Salespeople should only overpromise if it will help them to obtain the sale.

Implementing cross-functional programs to foster communication and cooperation is a salesforce response to which of the following issues?

To improve collaboration between sales and marketing, the two parties should agree on critical customer issues such as

According to H.R. Chally findings, customers appreciate salespeople who

Salespeople can add to or detract from customer value depending on criteria such as efficiency.

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

As a communications agent, salespeople provide valuable information back to the company.

The expectations of salespeople can be viewed as achieving four key roles: management contributor, change agent, communications agent and customer value agent.

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

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

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

All of the following are types of personal selling jobs EXCEPT

Sales and marketing are always clearly aligned in understanding what customers want and need.

In their change agent role, salespeople are heavily involved in the diffusion of innovation.

Salespeople should obtain competitive information by any means possible.

The primary role of a salesperson practicing trust-based relationship selling is to make calls and close sales.

Companies and salespeople who do not practice ethical selling are increasingly subject to extreme criticism, customer dissatisfaction, and in some cases, legal sanctions.

A common sales dialogue might include assessing the prospective customer's situation and buying processes.

A (n) __________ is a salesperson who supports the overall sales effort by "spreading the gospel" at the grassroots level.

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

Recruiting and developing salespeople who understand diverse cultures, languages, and business practices is a salesforce response to which of the following issues?

Salespeople should only overpromise if it will help them to obtain the sale.

Implementing cross-functional programs to foster communication and cooperation is a salesforce response to which of the following issues?

To improve collaboration between sales and marketing, the two parties should agree on critical customer issues such as

According to H.R. Chally findings, customers appreciate salespeople who

Salespeople can add to or detract from customer value depending on criteria such as efficiency.

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

As a communications agent, salespeople provide valuable information back to the company.

The expectations of salespeople can be viewed as achieving four key roles: management contributor, change agent, communications agent and customer value agent.

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