Question 1

Unlike the traditional definition of personal selling, the new definition:

Accepted Answer

A)  relates personal selling more closely to transactional marketing. 
B)  identifies electronic selling as the most effective channel. 
C)  stresses the importance of being unselfish in selling. 
D)  excludes telemarketing activities due to ethical concerns. 
E)  substitutes the word "relationship marketing" for "personal selling." 
A)  relates personal selling more closely to transactional marketing. 
B)  identifies electronic selling as the most effective channel. 
C)  stresses the importance of being unselfish in selling. 
D)  excludes telemarketing activities due to ethical concerns. 
E)  substitutes the word "relationship marketing" for "personal selling." C

Question 2

Donna Carter goes from house-to-house in her neighborhood taking orders for Pampered Chef kitchen products. Donna's face-to-face sales with consumers are an example of:

Accepted Answer

A)  direct selling. 
B)  wholesale selling. 
C)  account representation. 
D)  detail selling. 
E)  sales engineering. 
A)  direct selling. 
B)  wholesale selling. 
C)  account representation. 
D)  detail selling. 
E)  sales engineering. A

Question 3

What are the six major reasons for choosing a sales career? Why would you consider a career in sales?

Accepted Answer

The six major reasons for choosing a sales career are:
- The wide variety of sales jobs available.
- The freedom of being on your own.
- The challenge of selling.
- The opportunity for advancement in a company.
- The rewards from a sales career.
- The opportunity to provide service to others.

Question 4

Golden Rule salespeople tend to believe that money is to be shared and that customer service is a top priority.

Accepted Answer

A) True 
 B)False

Question 5

Selling and marketing are interchangeable terms for the same business activity.

Accepted Answer

A) True 
 B)False

Question 6

_____ is traditionally defined as the personal communication of information to persuade a prospective customer to buy something which satisfies that individual's needs.

Accepted Answer

A)  Marketing 
B)  Personal selling 
C)  Public relations 
D)  Advertising 
E)  Promotion 
A)  Marketing 
B)  Personal selling 
C)  Public relations 
D)  Advertising 
E)  Promotion

Question 7

A salesperson's conceptual skills allow the salesperson to see the selling process as a whole and the relationship among its parts.

Accepted Answer

A) True 
 B)False

Question 8

Which of the following statements about order-getters is most likely true?

Accepted Answer

A)  They do not use a sales strategy. 
B)  They wait for customers to place orders. 
C)  They avoid creative sales presentations. 
D)  They often do not attempt to close a sale. 
E)  They typically earn more money than order-takers. 
A)  They do not use a sales strategy. 
B)  They wait for customers to place orders. 
C)  They avoid creative sales presentations. 
D)  They often do not attempt to close a sale. 
E)  They typically earn more money than order-takers.

Question 9

Peter sells electrical supplies to retailers and home builders. Peter's organization buys the electrical supplies from various manufacturers. Peter is best classified as a(n) _________.

Accepted Answer

A)  retail salesperson 
B)  detail salesperson 
C)  accounts representative 
D)  wholesale salesperson 
E)  sales engineer 
A)  retail salesperson 
B)  detail salesperson 
C)  accounts representative 
D)  wholesale salesperson 
E)  sales engineer

Question 10

_____ skill is the cognitive ability to see the selling process as a whole and the relationship among its parts.

Accepted Answer

A)  Human 
B)  Observational 
C)  Conceptual 
D)  Technical 
E)  Developmental 
A)  Human 
B)  Observational 
C)  Conceptual 
D)  Technical 
E)  Developmental

Question 11

Dwight has recently been promoted to a position as a territory manager. Which of the following should Dwight expect to do in his new job?

Accepted Answer

A)  Recruiting new employees 
B)  Developing ad campaigns 
C)  Designing product logos 
D)  Solving customer issues 
E)  Calculating overhead costs 
A)  Recruiting new employees 
B)  Developing ad campaigns 
C)  Designing product logos 
D)  Solving customer issues 
E)  Calculating overhead costs

Question 12

The person who telephoned James last night to ask him if he was interested in adding HBO and Cinemax to his current television cable system would be classified as a(n):

Accepted Answer

A)  relationship seller. 
B)  retail salesperson. 
C)  order-taker. 
D)  account representative. 
E)  sales engineer. 
A)  relationship seller. 
B)  retail salesperson. 
C)  order-taker. 
D)  account representative. 
E)  sales engineer.

Question 13

In order to build long-term relationships with customers, salespeople need to present adequate information to buyers and apply enough pressure to ensure quick sales.

Accepted Answer

A) True 
 B)False

Question 14

Anderson is a used cars salesperson, and he believes in the Golden Rule of Personal Selling. He would most likely believe that:

Accepted Answer

A)  profit maximization is the ultimate goal of business. 
B)  an action is acceptable if it is legally correct. 
C)  salespeople should be driven by pride and achievements. 
D)  money and long-term customer loyalty are essential. 
E)  positive sales results are to be attributed to other people. 
A)  profit maximization is the ultimate goal of business. 
B)  an action is acceptable if it is legally correct. 
C)  salespeople should be driven by pride and achievements. 
D)  money and long-term customer loyalty are essential. 
E)  positive sales results are to be attributed to other people.

Question 15

A senior salesperson regularly contacts the larger, more important customers. This function is referred to as a(n) _____ sales position.

Accepted Answer

A)  technical 
B)  imagery 
C)  key account 
D)  composite 
E)  alternate 
A)  technical 
B)  imagery 
C)  key account 
D)  composite 
E)  alternate

Question 16

Billy Marshall sells blank aluminum cans for soda manufacturers to fill. Billy would be best classified as a(n):

Accepted Answer

A)  detail salesperson. 
B)  account representative. 
C)  sales engineer. 
D)  direct salesperson. 
E)  industrial products salesperson. 
A)  detail salesperson. 
B)  account representative. 
C)  sales engineer. 
D)  direct salesperson. 
E)  industrial products salesperson.

Question 17

Given that sales jobs offer higher nonfinancial rewards than most other areas of corporate America, the compensation of salespeople is typically lower than that of workers in areas like production who are at a comparable level in the organization.

Accepted Answer

A) True 
 B)False

Question 18

The "heart" of the eight work characteristics for sales success is:

Accepted Answer

A)  sales knowledge. 
B)  cultural sensitivity. 
C)  love of selling. 
D)  communication ability. 
E)  stamina for the job. 
A)  sales knowledge. 
B)  cultural sensitivity. 
C)  love of selling. 
D)  communication ability. 
E)  stamina for the job.

Question 19

Briefly describe the main types of manufacturer sales positions.

Accepted Answer

There are five main types of manufacture

Question 20

According to the text, there are several questions you should ask yourself as you decide whether a career in sales is appropriate for you. Which one of the following is LEAST relevant to determining whether a career in sales is best for you?

Accepted Answer

A)  How much freedom do I want in a job? 
B)  Do I have the personality characteristics for the job? 
C)  Am I willing to transfer to another city? 
D)  Do I mind traveling for work? 
E)  How much money do I want to earn? 
A)  How much freedom do I want in a job? 
B)  Do I have the personality characteristics for the job? 
C)  Am I willing to transfer to another city? 
D)  Do I mind traveling for work? 
E)  How much money do I want to earn?

Unlike the traditional definition of personal selling, the new definition:

Donna Carter goes from house-to-house in her neighborhood taking orders for Pampered Chef kitchen products. Donna's face-to-face sales with consumers are an example of:

What are the six major reasons for choosing a sales career? Why would you consider a career in sales?

Golden Rule salespeople tend to believe that money is to be shared and that customer service is a top priority.

Selling and marketing are interchangeable terms for the same business activity.

_____ is traditionally defined as the personal communication of information to persuade a prospective customer to buy something which satisfies that individual's needs.

A salesperson's conceptual skills allow the salesperson to see the selling process as a whole and the relationship among its parts.

Which of the following statements about order-getters is most likely true?

Peter sells electrical supplies to retailers and home builders. Peter's organization buys the electrical supplies from various manufacturers. Peter is best classified as a(n) _________.

_____ skill is the cognitive ability to see the selling process as a whole and the relationship among its parts.

Dwight has recently been promoted to a position as a territory manager. Which of the following should Dwight expect to do in his new job?

The person who telephoned James last night to ask him if he was interested in adding HBO and Cinemax to his current television cable system would be classified as a(n):

In order to build long-term relationships with customers, salespeople need to present adequate information to buyers and apply enough pressure to ensure quick sales.

Anderson is a used cars salesperson, and he believes in the Golden Rule of Personal Selling. He would most likely believe that:

A senior salesperson regularly contacts the larger, more important customers. This function is referred to as a(n) _____ sales position.

Billy Marshall sells blank aluminum cans for soda manufacturers to fill. Billy would be best classified as a(n):

Given that sales jobs offer higher nonfinancial rewards than most other areas of corporate America, the compensation of salespeople is typically lower than that of workers in areas like production who are at a comparable level in the organization.

The "heart" of the eight work characteristics for sales success is:

Briefly describe the main types of manufacturer sales positions.

According to the text, there are several questions you should ask yourself as you decide whether a career in sales is appropriate for you. Which one of the following is LEAST relevant to determining whether a career in sales is best for you?

Relationship Marketing: Where Personal Selling Fits

Ethics First Then Customer Relationships

The Psychology of Selling: Why People Buy

Communication for Relationship Building: Its Not All Talk

Sales Knowledge: Customers, Products, Technologies

Prospecting the Lifeblood of Selling

Planning the Sales Call Is a Must

Carefully Select Which Sales Presentation Method to Use

Begin Your Presentation Strategically

Elements of a Great Sales Presentation

Welcome Your Prospects Objections

Closing Begins the Relationship

Service and Follow-Up for Customer Retention

Time, Territory, and Self-Management: Keys to Success

Planning, Staffing, and Training Successful Salespeople

Motivation, Compensation, Leadership, and Evaluation of Salespeople

Filters

Exam 1: The Life, Times, and Career of the Professional Salesperson

Unlike the traditional definition of personal selling, the new definition:

Donna Carter goes from house-to-house in her neighborhood taking orders for Pampered Chef kitchen products. Donna's face-to-face sales with consumers are an example of:

What are the six major reasons for choosing a sales career? Why would you consider a career in sales?

Golden Rule salespeople tend to believe that money is to be shared and that customer service is a top priority.

Selling and marketing are interchangeable terms for the same business activity.

_____ is traditionally defined as the personal communication of information to persuade a prospective customer to buy something which satisfies that individual's needs.

A salesperson's conceptual skills allow the salesperson to see the selling process as a whole and the relationship among its parts.

Which of the following statements about order-getters is most likely true?

Peter sells electrical supplies to retailers and home builders. Peter's organization buys the electrical supplies from various manufacturers. Peter is best classified as a(n) _________.

_____ skill is the cognitive ability to see the selling process as a whole and the relationship among its parts.

Dwight has recently been promoted to a position as a territory manager. Which of the following should Dwight expect to do in his new job?

The person who telephoned James last night to ask him if he was interested in adding HBO and Cinemax to his current television cable system would be classified as a(n):

In order to build long-term relationships with customers, salespeople need to present adequate information to buyers and apply enough pressure to ensure quick sales.

Anderson is a used cars salesperson, and he believes in the Golden Rule of Personal Selling. He would most likely believe that:

A senior salesperson regularly contacts the larger, more important customers. This function is referred to as a(n) _____ sales position.

Billy Marshall sells blank aluminum cans for soda manufacturers to fill. Billy would be best classified as a(n):

Given that sales jobs offer higher nonfinancial rewards than most other areas of corporate America, the compensation of salespeople is typically lower than that of workers in areas like production who are at a comparable level in the organization.

The "heart" of the eight work characteristics for sales success is:

Briefly describe the main types of manufacturer sales positions.

According to the text, there are several questions you should ask yourself as you decide whether a career in sales is appropriate for you. Which one of the following is LEAST relevant to determining whether a career in sales is best for you?

Relationship Marketing: Where Personal Selling Fits

Ethics First Then Customer Relationships

The Psychology of Selling: Why People Buy

Communication for Relationship Building: Its Not All Talk

Sales Knowledge: Customers, Products, Technologies

Prospecting the Lifeblood of Selling

Planning the Sales Call Is a Must

Carefully Select Which Sales Presentation Method to Use

Begin Your Presentation Strategically

Elements of a Great Sales Presentation

Welcome Your Prospects Objections

Closing Begins the Relationship

Service and Follow-Up for Customer Retention

Time, Territory, and Self-Management: Keys to Success

Planning, Staffing, and Training Successful Salespeople

Motivation, Compensation, Leadership, and Evaluation of Salespeople

Filters