Question 1

The modern selling philosophy relies heavily on wining and dining clients,emphasizing the clients are bought rather than earned.

Accepted Answer

A) True 
 B)False  False

Question 2

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 D

Question 3

All of the following are activities in a salesperson may engage except _____.

Accepted Answer

A)  message customization 
B)  listening to prospects 
C)  pitching to journalists 
D)  demonstrating a product in use 
E)  communicating with clients 
A)  message customization 
B)  listening to prospects 
C)  pitching to journalists 
D)  demonstrating a product in use 
E)  communicating with clients C

Question 4

Which single factor below can explain salesperson performance?

Accepted Answer

A)  tenacity 
B)  optimism 
C)  extraversion 
D)  reliability 
E)  None of these are correct. 
A)  tenacity 
B)  optimism 
C)  extraversion 
D)  reliability 
E)  None of these are correct.

Question 5

Salespeople can sometimes accomplish the closing phase of personal selling by simply _____ the prospect.

Accepted Answer

A)  following 
B)  asking 
C)  tricking 
D)  reminding 
E)  complimenting 
A)  following 
B)  asking 
C)  tricking 
D)  reminding 
E)  complimenting

Question 6

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 7

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 8

During which phase of personal selling does the salesperson attempt to get a commitment for the prospect to buy the product?

Accepted Answer

A)  approach 
B)  follow up 
C)  close 
D)  inside sales 
E)  qualifying 
A)  approach 
B)  follow up 
C)  close 
D)  inside sales 
E)  qualifying

Question 9

When a salesperson services an account,it means that she is handling shipment problems and handling back orders.

Accepted Answer

A) True 
 B)False

Question 10

Which of the following characteristics are associated with the modern selling practice?

Accepted Answer

A)  trust and mutual agreement 
B)  long-term relationships 
C)  customer-centric 
D)  after-sales service 
E)  All of these are correct. 
A)  trust and mutual agreement 
B)  long-term relationships 
C)  customer-centric 
D)  after-sales service 
E)  All of these are correct.

Question 11

_____ refers to a salesperson's ability to adjust to situational circumstances.

Accepted Answer

A)  Tenacity 
B)  Approachability 
C)  Adaptability 
D)  Optimism 
E)  Aptitude 
A)  Tenacity 
B)  Approachability 
C)  Adaptability 
D)  Optimism 
E)  Aptitude

Question 12

Explain five of the selling activities which may be managed by a salesperson.

Accepted Answer

The ten selling activities which may be

Question 13

Which of the following is an aspect of the selling behaviors a salesperson may employ to be effective?

Accepted Answer

A)  conflict 
B)  relative power 
C)  relationship quality 
D)  use of influence techniques 
E)  availability of alternatives 
A)  conflict 
B)  relative power 
C)  relationship quality 
D)  use of influence techniques 
E)  availability of alternatives

Question 14

All of the following are aspects of adaptive selling except _____.

Accepted Answer

A)  recognizing that different selling approaches are needed in different situations 
B)  having confidence in one's ability to use a variety of sales approaches 
C)  calling upon both male and female traits 
D)  using different approaches in different situations 
E)  being able to alter a sales approach during a sales encounter 
A)  recognizing that different selling approaches are needed in different situations 
B)  having confidence in one's ability to use a variety of sales approaches 
C)  calling upon both male and female traits 
D)  using different approaches in different situations 
E)  being able to alter a sales approach during a sales encounter

Question 15

Which type of question used during the sales presentation phase asks about difficulties and challenges the prospect may be experiencing?

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 16

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 17

The Japanese selling style is sometimes referred to as "dry" implying that it is inflexible and cut-and-dried.

Accepted Answer

A) True 
 B)False

Question 18

The final step in personal selling is _____.

Accepted Answer

A)  preapproach 
B)  follow up 
C)  approach 
D)  sales presentation 
E)  close 
A)  preapproach 
B)  follow up 
C)  approach 
D)  sales presentation 
E)  close

Question 19

In addition to the content of communications,the _____ of the communication can also be used as an approach to handling objections.

Accepted Answer

A)  form 
B)  channel 
C)  receiver 
D)  sender 
E)  noise 
A)  form 
B)  channel 
C)  receiver 
D)  sender 
E)  noise

Question 20

Respect is the foundation of Japanese selling.

Accepted Answer

A) True 
 B)False

Exam 23: Personal Selling

The modern selling philosophy relies heavily on wining and dining clients,emphasizing the clients are bought rather than earned.

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.

All of the following are activities in a salesperson may engage except _____.

Which single factor below can explain salesperson performance?

Salespeople can sometimes accomplish the closing phase of personal selling by simply _____ the prospect.

In what industry is technical selling not found?

Salesperson performance is related to which of the following characteristics?

During which phase of personal selling does the salesperson attempt to get a commitment for the prospect to buy the product?

When a salesperson services an account,it means that she is handling shipment problems and handling back orders.

Which of the following characteristics are associated with the modern selling practice?

_____ refers to a salesperson's ability to adjust to situational circumstances.

Explain five of the selling activities which may be managed by a salesperson.

Which of the following is an aspect of the selling behaviors a salesperson may employ to be effective?

All of the following are aspects of adaptive selling except _____.

Which type of question used during the sales presentation phase asks about difficulties and challenges the prospect may be experiencing?

How many basic steps are involved in personal selling?

The Japanese selling style is sometimes referred to as "dry" implying that it is inflexible and cut-and-dried.

The final step in personal selling is _____.

In addition to the content of communications,the _____ of the communication can also be used as an approach to handling objections.

Respect is the foundation of Japanese selling.

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 Communication Process and Consumer Behavior

The Role of Persuasion in Integrated Marketing Communications

Objective Setting and Budgeting

Overview of Advertising Management

Effective and Creative Ad Messages

Endorsers and Message Appeals in Advertising

Traditional Advertising Media

Online and Mobile Advertising

Social Media

Direct Marketing and Other Media

Advertising 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,Word-of-Mouth Influence,and Sponsorships

Packaging, Point-of-Purchase Communications, and Signage

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