Question 1

In the context of the attributes required for a successful sales career, written communications skills:

Accepted Answer

A)  include asking appropriate questions to customers. 
B)  involve actively seeking ways to help customers. 
C)  include computer and other technologically facilitated communications. 
D)  include persuasive communications. 
E)  involve planning and executing work efficiently.

Question 2

Which of the following characteristics of sales careers has increased due to multicultural diversity in customer segments?

Accepted Answer

A)  Job predictability and vegetation 
B)  Job variety 
C)  Compensation 
D)  Immediate feedback 
E)  Advancement opportunities

Question 3

_____ is based on the notion that the customer is buying to satisfy a particular requirement or set of requirements.

Accepted Answer

A)  Need satisfaction selling 
B)  Mental states selling 
C)  Consultative selling 
D)  Problem-solving selling 
E)  Stimulus response selling

Question 4

In trust-based relationship selling, _____.

Accepted Answer

A)  the primary focus is on the salesperson 
B)  the nature of communication is one-way, from the salesperson to the customer 
C)  the customer-salesperson relationship is temporary 
D)  the salesperson is actively involved in a customer's decision-making process 
E)  the salesperson does little or no postsale follow-up with the customer

Question 5

In the context of the attributes required for a successful sales career, which of the following attributes include bringing others together and reconciling differences?

Accepted Answer

A)  Service orientation and initiative 
B)  Active listening and dependability 
C)  Coordination and problem solving 
D)  Dependability and attention to detail 
E)  Logical reasoning and adaptability

Question 6

Which of the following is the first step in the problem-solving approach to selling?

Accepted Answer

A)  Defining a customer's problem 
B)  Building rapport with a prospective customer 
C)  Gaining precommitment from a prospect to consider purchasing the seller's product 
D)  Arranging the use of a sales organization's resources to resolve a customer's problem 
E)  Continuing to sell until a customer's problem is resolved

Question 7

Customers do not expect salespeople to be knowledgeable about market opportunities and relevant business trends that may affect a customer's business.

Accepted Answer

A) True 
 B)False

Question 8

Continued affirmation is an example of _____.

Accepted Answer

A)  problem-solving selling 
B)  need satisfaction selling 
C)  consultative selling 
D)  mental states selling 
E)  stimulus response selling

Question 9

The customers of Daprosoft are concerned about the price of the company's new software. Susan, a sales manager at Daprosoft, must thoroughly satisfy their curiosity about the benefits they are likely to receive after purchasing the product . In this scenario, Susan's customers are concerned about _____.

Accepted Answer

A)  sales dialogue 
B)  sales support 
C)  customer value 
D)  customer insight 
E)  the diffusion of innovation

Question 10

In the context of personal selling jobs that focus on new businesses , the task of _____ requires creative selling and the ability to counter the resistance to change that will likely be present in prospective customers.

Accepted Answer

A)  missionary salespeople 
B)  pioneers 
C)  technical support salespeople 
D)  farmers 
E)  order-takers

Question 11

Which of the following approaches to personal selling is best suited when time is severely constrained?

Accepted Answer

A)  Need satisfaction selling 
B)  Adaptive selling 
C)  Problem-solving selling 
D)  Consultative selling 
E)  Stimulus response selling

Question 12

According to a study that examined the status of sales as a true profession, sales needs additional progress in two areas to be viewed as a profession on par with law, medicine, and other long-recognized professions. One of these areas is:

Accepted Answer

A)  operating from a substantial knowledge base that has been developed by academics. 
B)  making a significant contribution to society. 
C)  having a defined culture and organization of colleagues. 
D)  gaining public trust. 
E)  having a unique set of professional skills.

Question 13

The _____ has received considerable attention in recent years as an alternative to field selling.

Accepted Answer

A)  existing business operation 
B)  inside-sales operation 
C)  technical support operation 
D)  missionary sales operation 
E)  direct-to-consumer sales operation

Question 14

Starting salaries for inexperienced salespeople with a college degree typically average $85,000-$90,000, with opportunities to earn more through bonuses and commissions.

Accepted Answer

A) True 
 B)False

Question 15

Which of the following helps salespeople determine their prospective customer's strategic priorities?

Accepted Answer

A)  A sales presentation 
B)  Sales dialogue 
C)  Sales support 
D)  A sales pitch 
E)  A sales funnel

Question 16

The most important part of a salesperson's job is:

Accepted Answer

A)  tracking accounts receivable. 
B)  the sales process. 
C)  training new salespeople. 
D)  the market basket analysis process . 
E)  attending training sessions.

Question 17

In the context of business-to-business marketing, which of the following is the most important part of marketing communications?

Accepted Answer

A)  Advertising 
B)  Sales promotion 
C)  Direct marketing 
D)  Public relations 
E)  Personal selling

Question 18

_____ is a form of personal selling that requires that salespeople earn the c onfidence of their customers and that their selling strategy meets customer needs and contributes to the creation, communication, and delivery of customer value.

Accepted Answer

A)  The formula approach to selling 
B)  Mental states selling 
C)  Trust-based relationship selling 
D)  Stimulus response selling 
E)  Transaction-focused traditional selling

Question 19

In the context of the attributes required for a successful sales career, which of the following includes asking appropriate questions and not interrupting at inappropriate times?

Accepted Answer

A)  Active listening 
B)  Service orientation 
C)  Adaptability 
D)  Initiative 
E)  Logical reasoning

Question 20

All order-getters are also pioneers and all pioneers are also order-getters.

Accepted Answer

A) True 
 B)False

Exam 1: Overview of Personal Selling

In the context of the attributes required for a successful sales career, written communications skills:

Which of the following characteristics of sales careers has increased due to multicultural diversity in customer segments?

_____ is based on the notion that the customer is buying to satisfy a particular requirement or set of requirements.

In trust-based relationship selling, _____.

In the context of the attributes required for a successful sales career, which of the following attributes include bringing others together and reconciling differences?

Which of the following is the first step in the problem-solving approach to selling?

Customers do not expect salespeople to be knowledgeable about market opportunities and relevant business trends that may affect a customer's business.

Continued affirmation is an example of _____.

In the context of personal selling jobs that focus on new businesses , the task of _____ requires creative selling and the ability to counter the resistance to change that will likely be present in prospective customers.

Which of the following approaches to personal selling is best suited when time is severely constrained?

According to a study that examined the status of sales as a true profession, sales needs additional progress in two areas to be viewed as a profession on par with law, medicine, and other long-recognized professions. One of these areas is:

The _____ has received considerable attention in recent years as an alternative to field selling.

Starting salaries for inexperienced salespeople with a college degree typically average $85,000-$90,000, with opportunities to earn more through bonuses and commissions.

Which of the following helps salespeople determine their prospective customer's strategic priorities?

The most important part of a salesperson's job is:

In the context of business-to-business marketing, which of the following is the most important part of marketing communications?

_____ is a form of personal selling that requires that salespeople earn the c onfidence of their customers and that their selling strategy meets customer needs and contributes to the creation, communication, and delivery of customer value.

In the context of the attributes required for a successful sales career, which of the following includes asking appropriate questions and not interrupting at inappropriate times?

All order-getters are also pioneers and all pioneers are also order-getters.