Question 1

The character,Herb Tarleck in "WKRP Cincinnati",portrays sales as a (n):

Accepted Answer

A) Sad and demoralizing career. 
B) Unethical and ruthless activity. 
C) Back-slapping,polyester-suit-wearing buffoon. 
D) Telephone hustler selling bogus securities to "pigeons". 
A) Sad and demoralizing career. 
B) Unethical and ruthless activity. 
C) Back-slapping,polyester-suit-wearing buffoon. 
D) Telephone hustler selling bogus securities to "pigeons". C

Question 2

Which of the following comes before the other choices in organizational buying decision stages?

Accepted Answer

A) Evaluation of proposals and selection of suppliers. 
B) Determination and description of the traits and quality of needed items. 
C) Search for and qualification of potential suppliers. 
D) Selection of an order routine. 
A) Evaluation of proposals and selection of suppliers. 
B) Determination and description of the traits and quality of needed items. 
C) Search for and qualification of potential suppliers. 
D) Selection of an order routine. B

Question 3

________________ play a larger role when a company is reordering as compared to ordering for the first time.

Accepted Answer

A) Gatekeepers 
B) Purchasing managers 
C) Selling centers 
D) Key account buyers 
A) Gatekeepers 
B) Purchasing managers 
C) Selling centers 
D) Key account buyers B

Question 4

A key difference between transactional and relationship selling is:

Accepted Answer

A) The effort devoted to maintaining the relationship between face-to-face encounters. 
B) The time devoted to finding new leads. 
C) Whether or not customer and salesperson ever meet face-to-face. 
D) The caliber of the customer. 
A) The effort devoted to maintaining the relationship between face-to-face encounters. 
B) The time devoted to finding new leads. 
C) Whether or not customer and salesperson ever meet face-to-face. 
D) The caliber of the customer.

Question 5

Payments made to retailers to cover the cost of setting up an item in the retailer's IT system,programming,and access to the retailer's distribution system are called:

Accepted Answer

A) Bulk-buying payments 
B) New buying bonuses. 
C) Slotting allowances. 
D) Organizational bribes. 
A) Bulk-buying payments 
B) New buying bonuses. 
C) Slotting allowances. 
D) Organizational bribes.

Question 6

What are the main advantages to careers in selling?

Accepted Answer

The main advantages are autono

Question 7

Salespeople working for virtual bosses should take responsibility for making the relationship work.

Accepted Answer

A) True 
 B)False

Question 8

Which of the following statements about creativity is true?

Accepted Answer

A) A person must be highly educated or an intellectual to be creative. 
B) Creativity can be developed. 
C) Always look for the right answer. 
D) Keep ideas practical. 
A) A person must be highly educated or an intellectual to be creative. 
B) Creativity can be developed. 
C) Always look for the right answer. 
D) Keep ideas practical.

Question 9

The characteristics of creative people can be developed in others.

Accepted Answer

A) True 
 B)False

Question 10

Which of the following business trends is true?

Accepted Answer

A) Count on your past experiences to spur you on. 
B) Technology-driven change has peaked. 
C) We are shifting from the information age to the communication age. 
D) Time is becoming cheaper. 
A) Count on your past experiences to spur you on. 
B) Technology-driven change has peaked. 
C) We are shifting from the information age to the communication age. 
D) Time is becoming cheaper.

Question 11

What does a missionary sales person do?

Accepted Answer

Missionary sales people primar

Question 12

Sales people spend a majority of their time selling.

Accepted Answer

A) True 
 B)False

Question 13

In a study of success factors,the factor rated most important was:

Accepted Answer

A) Decision making ability. 
B) Creativity. 
C) Empathy. 
D) Listening skills. 
A) Decision making ability. 
B) Creativity. 
C) Empathy. 
D) Listening skills.

Question 14

Marvin provides a boat-repair service.He often spends extra time helping customers identify and fix other problems without charging them.Marvin receives _________ rewards for these efforts.

Accepted Answer

A) Intrinsic 
B) Extrinsic 
C) Community 
D) Substantial 
A) Intrinsic 
B) Extrinsic 
C) Community 
D) Substantial

Question 15

Top sales performers recognize sales and marketing opportunities and take appropriate steps to capitalize on those opportunities to:

Accepted Answer

A) Make sure they receive credit for their discovery. 
B) Continually increase sales,profitability,and market share. 
C) Put pressure on their customers. 
D) Keep fellow salespeople at a disadvantage. 
A) Make sure they receive credit for their discovery. 
B) Continually increase sales,profitability,and market share. 
C) Put pressure on their customers. 
D) Keep fellow salespeople at a disadvantage.

Question 16

Careers in sales have a negative image due to stereotypes of sales people using a soft-sell technique.

Accepted Answer

A) True 
 B)False

Question 17

Buying centers exist primarily in:

Accepted Answer

A) California. 
B) Retail purchases. 
C) Organizational buying. 
D) Purchasing of services. 
A) California. 
B) Retail purchases. 
C) Organizational buying. 
D) Purchasing of services.

Question 18

Who was Willy Loman?

Accepted Answer

Willy was the main character i

Question 19

The character,Willie Loman,portrays sales as a (n):

Accepted Answer

A) Sad and demoralizing career. 
B) Unethical and ruthless activity. 
C) Back-slapping,polyester-suit-wearing buffoon. 
D) Telephone hustler selling bogus securities to "pigeons". 
A) Sad and demoralizing career. 
B) Unethical and ruthless activity. 
C) Back-slapping,polyester-suit-wearing buffoon. 
D) Telephone hustler selling bogus securities to "pigeons".

Question 20

When salespeople are required to engage in new activities using new technologies,sales managers need to:

Accepted Answer

A) Update rewards systems to reflect the new dimensions and activities expected. 
B) Understand each new piece of technology. 
C) Avoid single-source modifying. 
D) Assess the perceived risk and return for each sales person. 
A) Update rewards systems to reflect the new dimensions and activities expected. 
B) Understand each new piece of technology. 
C) Avoid single-source modifying. 
D) Assess the perceived risk and return for each sales person.

The character,Herb Tarleck in "WKRP Cincinnati",portrays sales as a (n):

Which of the following comes before the other choices in organizational buying decision stages?

________________ play a larger role when a company is reordering as compared to ordering for the first time.

A key difference between transactional and relationship selling is:

Payments made to retailers to cover the cost of setting up an item in the retailer's IT system,programming,and access to the retailer's distribution system are called:

What are the main advantages to careers in selling?

Salespeople working for virtual bosses should take responsibility for making the relationship work.

Which of the following statements about creativity is true?

The characteristics of creative people can be developed in others.

Which of the following business trends is true?

What does a missionary sales person do?

Sales people spend a majority of their time selling.

In a study of success factors,the factor rated most important was:

Marvin provides a boat-repair service.He often spends extra time helping customers identify and fix other problems without charging them.Marvin receives _________ rewards for these efforts.

Top sales performers recognize sales and marketing opportunities and take appropriate steps to capitalize on those opportunities to:

Careers in sales have a negative image due to stereotypes of sales people using a soft-sell technique.

Buying centers exist primarily in:

Who was Willy Loman?

The character,Willie Loman,portrays sales as a (n):

When salespeople are required to engage in new activities using new technologies,sales managers need to:

Introduction to Relationship Selling

Value Creation in Buyer-Seller Relationships

Ethical and Legal Issues in Relationship Selling

Prospecting and Sales Call Planning

Communicating the Sales Message

Negotiating for Win-Win Solutions

Closing the Sale and Follow-Up

Self-Management: Time and Territory

Salesperson Performance: Behavior,Motivation,and Role Perceptions

Recruiting and Selecting Sales-people

Training Sales-People for Sales Success

Sales-Person Compensation and Incentives

Evaluating Sales-Person Performance

Filters

Exam 2: Using Information to Understand Sellers and Buyers

The character,Herb Tarleck in "WKRP Cincinnati",portrays sales as a (n):

Which of the following comes before the other choices in organizational buying decision stages?

________________ play a larger role when a company is reordering as compared to ordering for the first time.

A key difference between transactional and relationship selling is:

Payments made to retailers to cover the cost of setting up an item in the retailer's IT system,programming,and access to the retailer's distribution system are called:

What are the main advantages to careers in selling?

Salespeople working for virtual bosses should take responsibility for making the relationship work.

Which of the following statements about creativity is true?

The characteristics of creative people can be developed in others.

Which of the following business trends is true?

What does a missionary sales person do?

Sales people spend a majority of their time selling.

In a study of success factors,the factor rated most important was:

Marvin provides a boat-repair service.He often spends extra time helping customers identify and fix other problems without charging them.Marvin receives _________ rewards for these efforts.

Top sales performers recognize sales and marketing opportunities and take appropriate steps to capitalize on those opportunities to:

Careers in sales have a negative image due to stereotypes of sales people using a soft-sell technique.

Buying centers exist primarily in:

Who was Willy Loman?

The character,Willie Loman,portrays sales as a (n):

When salespeople are required to engage in new activities using new technologies,sales managers need to:

Introduction to Relationship Selling

Value Creation in Buyer-Seller Relationships

Ethical and Legal Issues in Relationship Selling

Prospecting and Sales Call Planning

Communicating the Sales Message

Negotiating for Win-Win Solutions

Closing the Sale and Follow-Up

Self-Management: Time and Territory

Salesperson Performance: Behavior,Motivation,and Role Perceptions

Recruiting and Selecting Sales-people

Training Sales-People for Sales Success

Sales-Person Compensation and Incentives

Evaluating Sales-Person Performance

Filters