Question 1

Which step in personal selling refers to identifying potential buyers who have the need,willingness,ability,and authority to buy?

Accepted Answer

A)  preapproach 
B)  follow up 
C)  approach 
D)  sales presentation 
E)  prospecting and qualifying 
A)  preapproach 
B)  follow up 
C)  approach 
D)  sales presentation 
E)  prospecting and qualifying E

Question 2

All of the following are selling activities except _____.

Accepted Answer

A)  working with others 
B)  designing the product 
C)  servicing the account 
D)  entertaining prospects 
E)  all of the following are selling activities 
A)  working with others 
B)  designing the product 
C)  servicing the account 
D)  entertaining prospects 
E)  all of the following are selling activities B

Question 3

It is during the qualifying stage of personal selling that the salesperson attempts to gain some type of commitment from the customer to purchase the product.

Accepted Answer

A) True 
 B)False  False

Question 4

The first step in personal selling is _____.

Accepted Answer

A)  preapproach 
B)  prospecting and qualifying 
C)  approach 
D)  sales presentation 
E)  close 
A)  preapproach 
B)  prospecting and qualifying 
C)  approach 
D)  sales presentation 
E)  close

Question 5

The modern selling practice is based upon the principle that the sales process must be built on a foundation of trust and mutual agreement.

Accepted Answer

A) True 
 B)False

Question 6

Which of the following activities is not part of the selling function but is still a selling activity?

Accepted Answer

A)  planning the sales presentation 
B)  making the sales presentation 
C)  overcoming objections 
D)  servicing the product 
E)  closing the sale 
A)  planning the sales presentation 
B)  making the sales presentation 
C)  overcoming objections 
D)  servicing the product 
E)  closing the sale

Question 7

How many basic steps are involved in personal selling?

Accepted Answer

A)  5 
B)  6 
C)  7 
D)  8 
E)  9 
A)  5 
B)  6 
C)  7 
D)  8 
E)  9

Question 8

In a sales presentation,Jerry asks the prospect,"How does this problem affect your firm's return on investment (ROI)"? Jerry is using a _____ question in the SPIN method.

Accepted Answer

A)  situation questions 
B)  problem questions 
C)  implication questions 
D)  need-payoff questions 
E)  financing questions 
A)  situation questions 
B)  problem questions 
C)  implication questions 
D)  need-payoff questions 
E)  financing questions

Question 9

Salespeople who are conversant on a broad spectrum of subjects are said to have what?

Accepted Answer

A)  enthusiasm 
B)  depth of knowledge 
C)  breadth of knowledge 
D)  empathy 
E)  extended focus 
A)  enthusiasm 
B)  depth of knowledge 
C)  breadth of knowledge 
D)  empathy 
E)  extended focus

Question 10

Which of the following is the primary task of trade salespeople?

Accepted Answer

A)  to collect past-due accounts 
B)  to manage high technology products in the fields of engineering and medicine 
C)  to sell for their direct customers 
D)  to provide promotional assistance which can result in increased sales volume 
E)  to provide telemarketing support 
A)  to collect past-due accounts 
B)  to manage high technology products in the fields of engineering and medicine 
C)  to sell for their direct customers 
D)  to provide promotional assistance which can result in increased sales volume 
E)  to provide telemarketing support

Question 11

Salespeople who call on _____ are most likely to spend time servicing accounts by stocking shelves,setting up POP displays,and handling local advertising.

Accepted Answer

A)  department stores 
B)  supermarkets 
C)  hardware stores 
D)  drycleaners 
E)  furniture stores 
A)  department stores 
B)  supermarkets 
C)  hardware stores 
D)  drycleaners 
E)  furniture stores

Question 12

Implication questions,part of the SPIN method,assess the value or usefulness of a proposed solution.

Accepted Answer

A) True 
 B)False

Question 13

All of the following are approaches a salesperson could take to handling objections except _____.

Accepted Answer

A)  concede to some parts of the objection 
B)  dispute the objection 
C)  address the objection later in the presentation 
D)  use humor to relieve tension about the objection 
E)  return to the SPIN method 
A)  concede to some parts of the objection 
B)  dispute the objection 
C)  address the objection later in the presentation 
D)  use humor to relieve tension about the objection 
E)  return to the SPIN method

Question 14

Salesperson performance is related to which of the following characteristics?

Accepted Answer

A)  adaptability 
B)  education 
C)  gender 
D)  height 
E)  speed 
A)  adaptability 
B)  education 
C)  gender 
D)  height 
E)  speed

Question 15

In what industry is technical selling not found?

Accepted Answer

A)  electronics 
B)  machinery 
C)  retail 
D)  computer science 
E)  financial services 
A)  electronics 
B)  machinery 
C)  retail 
D)  computer science 
E)  financial services

Question 16

Which type of salesperson would most likely work in the consumer packaged-goods (CPG)industry?

Accepted Answer

A)  trade salesperson 
B)  missionary salesperson 
C)  retail salesperson 
D)  technical salesperson 
E)  inside salesperson 
A)  trade salesperson 
B)  missionary salesperson 
C)  retail salesperson 
D)  technical salesperson 
E)  inside salesperson

Question 17

The typical activity envisioned when thinking of personal selling is entertaining prospective clients.

Accepted Answer

A) True 
 B)False

Question 18

Research has shown that role ambiguity in the early stage of employment increases salesperson commitment to the company and decreases turnover.

Accepted Answer

A) True 
 B)False

Question 19

In a sales presentation,Jerry asks the prospect,"How much would you save if our company could help you reduce errors by 75%"? Jerry is using a _____ question in the SPIN method.

Accepted Answer

A)  situation questions 
B)  problem questions 
C)  implication questions 
D)  need-payoff questions 
E)  financing questions 
A)  situation questions 
B)  problem questions 
C)  implication questions 
D)  need-payoff questions 
E)  financing questions

Question 20

New-business selling is characterized by which of the following terms?

Accepted Answer

A)  bird-dogging 
B)  cold calling 
C)  canvassing 
D)  prospecting 
E)  All of these are correct. 
A)  bird-dogging 
B)  cold calling 
C)  canvassing 
D)  prospecting 
E)  All of these are correct.

Exam 23: Personal Selling

Which step in personal selling refers to identifying potential buyers who have the need,willingness,ability,and authority to buy?

All of the following are selling activities except _____.

It is during the qualifying stage of personal selling that the salesperson attempts to gain some type of commitment from the customer to purchase the product.

The first step in personal selling is _____.

The modern selling practice is based upon the principle that the sales process must be built on a foundation of trust and mutual agreement.

Which of the following activities is not part of the selling function but is still a selling activity?

How many basic steps are involved in personal selling?

In a sales presentation,Jerry asks the prospect,"How does this problem affect your firm's return on investment (ROI)"? Jerry is using a _____ question in the SPIN method.

Salespeople who are conversant on a broad spectrum of subjects are said to have what?

Which of the following is the primary task of trade salespeople?

Salespeople who call on _____ are most likely to spend time servicing accounts by stocking shelves,setting up POP displays,and handling local advertising.

Implication questions,part of the SPIN method,assess the value or usefulness of a proposed solution.

All of the following are approaches a salesperson could take to handling objections except _____.

Salesperson performance is related to which of the following characteristics?

In what industry is technical selling not found?

Which type of salesperson would most likely work in the consumer packaged-goods (CPG)industry?

The typical activity envisioned when thinking of personal selling is entertaining prospective clients.

Research has shown that role ambiguity in the early stage of employment increases salesperson commitment to the company and decreases turnover.

In a sales presentation,Jerry asks the prospect,"How much would you save if our company could help you reduce errors by 75%"? Jerry is using a _____ question in the SPIN method.

New-business selling is characterized by which of the following terms?

An Overview of Integrated Marketing Communications

Enhancing Brand Equity and Accountability

Brand Adoption, Brand Naming and Intellectual Property Issues

Environmental, Regulatory and Ethical Issues

Segmentation, Targeting, and Positioning

The Communications Process and Consumer Behavior

The Role of Persuasion in IMC

Imc Objective Setting and Budgeting

An Overview of Advertising Management

Effective and Creative Ad Messages

Endorsers and Message Appeals in Advertising

Traditional Ad Media

Digital Media: Online, Mobile and App Advertising

Social Media

Direct Marketing, CRM, and Other Media

Media Planning and Analysis

Measuring Ad Message Effectiveness

Sales Promotion Overview and the Role of Trade Promotion

Consumer Sales Promotion: Sampling and Couponing

Consumer Sales Promotion: Premiums and Other Promotions

Public Relations, Content Marketing, Viral Marketing, and Sponsorships

Packaging, Pop Communications, and Signage

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