Question 1

Listening skills are one of the top five skills needed to be successful in a solutions selling model according to a recent survey of sales executives.

Accepted Answer

A) True 
 B)False

Question 2

An advantage of personal selling is not:

Accepted Answer

A)  two way communication. 
B)  reaching a massive number of people quickly. 
C)  detailed explanation. 
D)  direction towards qualified prospects. 
E)  all are advantages of personal selling

Question 3

Sales management can be defined as the control and implementation of personal contact programs designed to achieve the sales objectives of the firm.

Accepted Answer

A) True 
 B)False

Question 4

As a result of cutting out the middle man to reduce costs and prices, the number of channels through which consumer products can be sold has decreased in recent years.

Accepted Answer

A) True 
 B)False

Question 5

In general, the field sales manager's job is limited to sales forecasting and budgeting, training, and motivating sales personnel.

Accepted Answer

A) True 
 B)False

Question 6

People in the sales department will generally start in the following position:

Accepted Answer

A)  a sales management trainee. 
B)  customer service representative. 
C)  a field sales representative. 
D)  research assistants. 
E)  an assistant product manager.

Question 7

When recruiting on college campuses, companies are looking to hire good candidates directly into a sales management position.

Accepted Answer

A) True 
 B)False

Question 8

Which of the following are considered to represent some key customer changes occurring today?

Accepted Answer

A)  a desire to purchase from fewer suppliers 
B)  rising service expectations 
C)  increasing negotiating power 
D)  all of the above with the exception of b 
E)  all of the above

Question 9

Personal selling has many advantages over the other promotional tools. For instance, personal selling:

Accepted Answer

A)  is perceived by the customer as offering less biased product information. 
B)  is far less expensive than the other promotion tools. 
C)  can adapt the communications message to the needs of the individual customer. 
D)  involves highly effective one-way communication. 
E)  all of the above.

Question 10

The most effective way to close a sale and to get the customer's signature on the order form is generally through:

Accepted Answer

A)  advertising. 
B)  personal selling. 
C)  public relations. 
D)  sales promotion. 
E)  both a and b of the above.

Question 11

A typical sales management career path might be hired as a district sales manager, then be promoted to regional sales manager to national sales manager and then to the Vice President of Marketing.

Accepted Answer

A) True 
 B)False

Question 12

The advantage of advertising and sales promotion over other elements of the promotion mix is that they involve two-way communication.

Accepted Answer

A) True 
 B)False

Question 13

An important market change affecting manufacturer sales forces is that channel members are becoming more powerful.

Accepted Answer

A) True 
 B)False

Question 14

Which of the following are likely to be good reasons for wanting to be promoted to sales management?

Accepted Answer

A)  bored with the sales jobs 
B)  the opportunity to make more money 
C)  the opportunity to exercise power over others 
D)  both b and c 
E)  none of the above

Question 15

One change many sales forces are experiencing is that they are spending more time meeting with people inside their own company.

Accepted Answer

A) True 
 B)False

Question 16

Most sales force automation initiatives have been successful.

Accepted Answer

A) True 
 B)False

Question 17

The sales force is only responsible for generating revenues.

Accepted Answer

A) True 
 B)False

Question 18

In general, which is more effective in "closing" the sale?

Accepted Answer

A)  advertising 
B)  personal selling 
C)  selling promotion 
D)  a, b, and c are equally effective

Question 19

Soloutions selling means the sales force emphasizes skills such as communicating product benefits, helping customers make purchase decisions, and making the entire process easier and more convenient for the buyer.

Accepted Answer

A) True 
 B)False

Question 20

Although many sales managers may reach their positions in a firm because of their sales ability, continued success often depends on their administrative talents.

Accepted Answer

A) True 
 B)False

Exam 1: Introduction to Selling and Sales Management

Listening skills are one of the top five skills needed to be successful in a solutions selling model according to a recent survey of sales executives.

An advantage of personal selling is not:

Sales management can be defined as the control and implementation of personal contact programs designed to achieve the sales objectives of the firm.

As a result of cutting out the middle man to reduce costs and prices, the number of channels through which consumer products can be sold has decreased in recent years.

In general, the field sales manager's job is limited to sales forecasting and budgeting, training, and motivating sales personnel.

People in the sales department will generally start in the following position:

When recruiting on college campuses, companies are looking to hire good candidates directly into a sales management position.

Which of the following are considered to represent some key customer changes occurring today?

Personal selling has many advantages over the other promotional tools. For instance, personal selling:

The most effective way to close a sale and to get the customer's signature on the order form is generally through:

A typical sales management career path might be hired as a district sales manager, then be promoted to regional sales manager to national sales manager and then to the Vice President of Marketing.

The advantage of advertising and sales promotion over other elements of the promotion mix is that they involve two-way communication.

An important market change affecting manufacturer sales forces is that channel members are becoming more powerful.

Which of the following are likely to be good reasons for wanting to be promoted to sales management?

One change many sales forces are experiencing is that they are spending more time meeting with people inside their own company.

Most sales force automation initiatives have been successful.

The sales force is only responsible for generating revenues.

In general, which is more effective in "closing" the sale?

Soloutions selling means the sales force emphasizes skills such as communicating product benefits, helping customers make purchase decisions, and making the entire process easier and more convenient for the buyer.

Although many sales managers may reach their positions in a firm because of their sales ability, continued success often depends on their administrative talents.