Question 1

One area of responsibility for sales force management is determining the marketing and promotion strategy.

Accepted Answer

A) True 
 B)False  False

Question 2

Overall, experts suggest that the value of the Internet to the personal selling process relates to building customer loyalty, saving customers money, increasing the speed of the sales process, improving customer relationships with more frequent communication, and

Accepted Answer

A)   lower the sales cost.
B)   increasing the rate of closing the sale.
C)   improving the tech savvy image of the company.
D)   lowering overall compensations costs by reducing commissions rates. A

Question 3

______________ involves gathering relevant information about current customers, potential customers, product characteristics, and applications.

Accepted Answer

A)   Preparation
B)   Prospecting
C)   Initial contact
D)   Pre-presentation A

Question 4

Which of the following is NOT an element of the personal selling process?

Accepted Answer

A)   prospecting
B)   preparation
C)   close the sale
D)   pre-preparation

Question 5

The final stage in the personal selling process is closing the sale.

Accepted Answer

A) True 
 B)False

Question 6

What are some of the different types of personal selling? When is one method more appropriate than another?

Accepted Answer

The answer of What are some of the different types...

Question 7

Which of the following is one of the factors that firms reported successful recruiting for salespeople depends on?

Accepted Answer

A)   diverse workforce
B)   salary
C)   reasonable work hours and holidays/vacation time
D)   corporate culture

Question 8

Mike, the sales manager for Mega brands wants to increase the motivation of his sales force but has a very tight budget and cannot increase compensation. "Well, money isn't everything" he thinks. Mike decides to start posting on the company website the high performing individuals that have exceeded their short-term goals. Which of the following nonmonetary compensation methods is Mike employing?

Accepted Answer

A)   task clarity
B)   job/life satisfaction
C)   recognition of goal attainment
D)   perquisites/perks

Question 9

Consultative selling is essentially the same as telemarketing.

Accepted Answer

A) True 
 B)False

Question 10

The stages of the personal selling process, in order, are

Accepted Answer

A)   prospecting, preparation, initial contact, presentation, handing objections, closing the sale, follow-up.
B)   preparation, prospecting, initial contact, presentation, handing objections, closing the sale, follow-up.
C)   preparation, prospecting, initial contact, presentation, handing objections, closing the sale, follow-up..
D)   prospecting, initial contact, preparation, presentation, handing objections, closing the sale, follow-up.

Question 11

System selling entails selling a set of interrelated components that fulfill all or a majority of a customer's needs in a product or service area.

Accepted Answer

A) True 
 B)False

Question 12

Which of the following is NOT an objective of personal selling?

Accepted Answer

A)   create a profitable differential competitive advantage
B)   accord uniqueness to each potential buyer
C)   manage a set of buying-selling relationship for mutual benefit
D)   dominate the relationship

Question 13

A(n)______________ identifies trends in the industry, technological advances in product categories, economic conditions that may be affecting the firm's customers, competitors' activities and choice criteria being emphasized by buyers.

Accepted Answer

A)   external situation analysis
B)   internal situation analysis
C)   performance evaluation
D)   sales force audit

Question 14

The need satisfaction presentation technique holds that three different buyer need states can be identified-need development, need awareness, and need fulfillment.

Accepted Answer

A) True 
 B)False

Question 15

Mega brands has some salespeople that call on wholesalers, large retail chains, and small retailers. Mega brand has structured the salesforce by

Accepted Answer

A)   geographic territory.
B)   product lines.
C)   type of customer .
D)   channel power.

Question 16

The effect of personal selling on sales is more identifiable then the effects of other elements of the promotion mix.

Accepted Answer

A) True 
 B)False

Question 17

Jack from production, Jane from engineering, Scott from logistics, and Julie from marketing have gotten together with a client to sell their new X-5000 communication/network solutions system. This is an example of

Accepted Answer

A)   missionary selling.
B)   system selling.
C)   team selling.
D)   detail selling.

Question 18

Jim visits his local department store and after finding the pants and shirt he wants has his sale rung up by a pleasant selling association who asks him "Did you find everything you needed?" This is an example of

Accepted Answer

A)   missionary salesperson.
B)   detail salesperson.
C)   inside order taker.
D)   system selling.

Question 19

Which of the following is NOT an area of responsibility for sales management?

Accepted Answer

A)   situational analysis
B)   motivation and compensation
C)   sales force structure
D)   All of the above are areas of responsibility for sales management.

Question 20

Which of the following is NOT one of the nonmonetary techniques to increase motivation of the salesforce?

Accepted Answer

A)   task clarity
B)   job/life satisfaction
C)   recognition of goal attainment
D)   perquisites/perks

Exam 14: Personal Selling and Sales Management

One area of responsibility for sales force management is determining the marketing and promotion strategy.

Overall, experts suggest that the value of the Internet to the personal selling process relates to building customer loyalty, saving customers money, increasing the speed of the sales process, improving customer relationships with more frequent communication, and

______________ involves gathering relevant information about current customers, potential customers, product characteristics, and applications.

Which of the following is NOT an element of the personal selling process?

The final stage in the personal selling process is closing the sale.

What are some of the different types of personal selling? When is one method more appropriate than another?

Which of the following is one of the factors that firms reported successful recruiting for salespeople depends on?

Consultative selling is essentially the same as telemarketing.

The stages of the personal selling process, in order, are

System selling entails selling a set of interrelated components that fulfill all or a majority of a customer's needs in a product or service area.

Which of the following is NOT an objective of personal selling?

A(n) ______________ identifies trends in the industry, technological advances in product categories, economic conditions that may be affecting the firm's customers, competitors' activities and choice criteria being emphasized by buyers.

The need satisfaction presentation technique holds that three different buyer need states can be identified-need development, need awareness, and need fulfillment.

Mega brands has some salespeople that call on wholesalers, large retail chains, and small retailers. Mega brand has structured the salesforce by

The effect of personal selling on sales is more identifiable then the effects of other elements of the promotion mix.

Jack from production, Jane from engineering, Scott from logistics, and Julie from marketing have gotten together with a client to sell their new X-5000 communication/network solutions system. This is an example of

Jim visits his local department store and after finding the pants and shirt he wants has his sale rung up by a pleasant selling association who asks him "Did you find everything you needed?" This is an example of

Which of the following is NOT an area of responsibility for sales management?

Which of the following is NOT one of the nonmonetary techniques to increase motivation of the salesforce?