Question 1

Which of the following stages in selling is associated with keeping existing customers than attracting new ones?

Accepted Answer

A)  Problem-solving
B)  Objection-handling
C)  Close
D)  Follow up
E)  Trial closeF) A) and E)
G) A) and B)

Question 2

A sales manager evaluates the salespeople on the basis of the number of accounts to whom presentations were made and the number of trial offers accepted.Which of the following criteria is used here by the sales manager to evaluate the salespeople?

Accepted Answer

A)  Provision of promotional intelligence
B)  Attainment of communications objectives
C)  Provision of marketing intelligence
D)  Program implementations
E)  Follow-up activitiesF) All of the above
G) C) and D)

Question 3

Which of the following is a disadvantage associated with personal selling?

Accepted Answer

A)  Lack of personalization
B)  Sales force/management conflict
C)  Lack of direct feedback
D)  Inability to tailor messages
E)  Lack of customer involvement in the decision processF) A) and B)
G) C) and D)

Question 4

Management should determine what the specific responsibilities of personal selling will be and what role it will assume relative to the other promotional mix elements.Which of the following questions could best guide the management in determining the roles?

Accepted Answer

A)  How many salespeople do the competitors have?
B)  What is the total sale amount of the industry to which the company belongs?
C)  How many people work in each department of the organization?
D)  How is the company performing in the market and what is the market capitalization of the company?
E)  What specific information must be exchanged between the firm and potential customers?F) B) and D)
G) A) and B)

Question 5

Qualitative measures used to evaluate sales personnel include:

Accepted Answer

A)  number of new accounts.
B)  percentage of sales quota achieved.
C)  average time spent per sales call.
D)  report preparation and timely submission.
E)  selling expenses per call.F) A) and B)
G) C) and E)

Question 6

Which of the following statements about the stages in the evolution of selling is true?

Accepted Answer

A)  The problem solver selling is typically found in buyers' markets.
B)  The intensity of competition is greatest for salespeople at the provider level.
C)  The procreator engages with the customer in defining the customer's needs and tailoring a product to satisfy those needs.
D)  The persuader is typically found in sellers' markets.
E)  The competition is typically undifferentiated for a procreator.F) None of the above
G) A) and E)

Question 7

Robert performs sales activities such as prospecting,need determination,solution providing,and closing of the sale.Robert can be called a(n) ____.

Accepted Answer

A)  order-getter
B)  missionary salesperson
C)  persuader
D)  prospector
E)  order-takerF) C) and D)
G) A) and B)

Question 8

Which of the following is a potential problem associated with the use of personal selling?

Accepted Answer

A)  Increased customer distraction.
B)  Lack of personalization.
C)  Relatively low-conversion rate.
D)  Lack of control over the decision process.
E)  Inconsistent marketing messages.F) A) and C)
G) A) and D)

Question 9

A telemarketer,who is engaged in selling over telephone alone can be classified as a(n) ____.

Accepted Answer

A)  order getter
B)  missionary salesperson
C)  procreator
D)  order taker
E)  creative sellerF) A) and C)
G) A) and B)

Question 10

What is the major difference between leads and prospects?

Accepted Answer

A)  Leads are people who may become customers whereas prospects need the product or service.
B)  Prospects are normally handled by creative sellers whereas leads are handled by order takers.
C)  Leads can be easily converted to sales whereas prospects would take time to buy the product or service.
D)  Missionary selling is associated with handling prospects whereas creative selling is associated to handling leads
E)  Leads are associated with cold calls whereas prospects are associated with planned calls.F) B) and E)
G) C) and D)

Question 11

Which of the following characteristics of personal selling can be both advantageous and disadvantageous?

Accepted Answer

A)  The ability to personalize the sales message
B)  Lack of distraction
C)  Cost of selling
D)  Relationship selling
E)  Potential for direct feedbackF) B) and D)
G) C) and D)

Question 12

HRTech is a company that provides human resource management services for small- and medium-sized businesses that do not have the necessary resources to efficiently manage their employees' needs themselves.During a sales presentation,its sales rep asked,"Can we start work on setting up your personalized HR system next Monday?" This question was an example of a(n) :

Accepted Answer

A)  close
B)  two-way feedback
C)  objection handling
D)  need-determination
E)  pre-approachF) A) and E)
G) None of the above

Question 13

Which of the following statements on the likely nature and intensity of competition during the persuader stage of personal selling evolution is true?

Accepted Answer

A)  Competition is almost non-existent.
B)  Undifferentiated competition exists with slight intensity.
C)  Competition is differentiated and growing.
D)  Responsive and counteractive competition prevails.
E)  Competition is focused and growing.F) C) and E)
G) None of the above

Question 14

Which of the following statements about personal selling is true?

Accepted Answer

A)  Personal selling would play a dominant role in companies that sell inexpensive products such as plastic toys.
B)  The role of personal selling would be minimal in a company that sells component parts to auto manufacturers.
C)  Integrated marketing communication tools are used in conjunction with personal selling.
D)  In an integrated marketing communications program,personal selling is a substitute for other promotional mix elements.
E)  Personal selling is typically controlled by the advertising and promotions department.F) A) and C)
G) B) and C)

Question 15

Personal selling may lead to potential ethical problems.What is the major reason for this?

Accepted Answer

A)  Most personal sale situations demand unethical practices.
B)  Many salespeople are compulsive talkers and they do not listen to customers.
C)  Sales people often call on customers without specific appointments.
D)  Many salespeople engage in sales calls without clear purposes.
E)  Managers do not have complete control over the messages of salespeople.F) C) and D)
G) A) and B)

Question 16

Quantitative measures used to evaluate sales personnel include:

Accepted Answer

A)  product knowledge.
B)  selling expenses per call.
C)  attainment of communications objectives.
D)  customer feedback.
E)  marketing intelligence.F) B) and E)
G) A) and B)

Question 17

Personal selling has many advantages over other communications methods.However,most companies do not use this extensively.Which of the following is the major reason for this?

Accepted Answer

A)  Personal selling lacks the ability to deliver customized solutions.
B)  Many managers believe that the effectiveness of personal selling is hyped.
C)  Personal selling techniques have limited persuasion capability.
D)  It is often difficult to control the salespeople even when they are permanent employees.
E)  Personal selling is expensive compared to other forms of communication.F) A) and E)
G) A) and D)

Question 18

Many of the decision makers are offended by salespeople asking for competitors' quotes.Which of the following is most closely associated with this behavior?

Accepted Answer

A)  Aggression
B)  Undependability
C)  Presumptuousness
D)  Unpreparedness
E)  Follow upF) A) and C)
G) A) and D)

Question 19

Sales people who travel to customers just to get their orders are called ____.

Accepted Answer

A)  external order takers
B)  field order takers
C)  direct order getters
D)  internal order takers
E)  external order gettersF) A) and C)
G) A) and B)

Question 20

Which of the following is a major advantage of using advertising to assist personal selling?

Accepted Answer

A)  It can provide personalized messages to the buyers.
B)  It can act as ego boosters to complement the buyer during sales calls.
C)  It enables the salesperson engage in customers' decision making process.
D)  Advertising is better suited to establish relationships with customers.
E)  Message distortion is lower in advertisements than other forms of communication.F) A) and B)
G) C) and E)

Exam 20: Personal Selling Online

Robert performs sales activities such as prospecting,need determination,solution providing,and closing of the sale.Robert can be called a(n) ____.

Correct Answer
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Correct Answer
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Management should determine what the specific responsibilities of personal selling will be and what role it will assume relative to the other promotional mix elements.Which of the following questions could best guide the management in determining the roles?

Correct Answer
verified

Which of the following statements about personal selling is true?

Correct Answer
verified

Which of the following is a disadvantage associated with personal selling?

Correct Answer
verified

Many of the decision makers are offended by salespeople asking for competitors' quotes.Which of the following is most closely associated with this behavior?

Correct Answer
verified

Personal selling may lead to potential ethical problems.What is the major reason for this?

Correct Answer
verified

Which of the following characteristics of personal selling can be both advantageous and disadvantageous?

Correct Answer
verified

Which of the following is a potential problem associated with the use of personal selling?

Correct Answer
verified

Which of the following stages in selling is associated with keeping existing customers than attracting new ones?

Correct Answer
verified

Sales people who travel to customers just to get their orders are called ____.

Correct Answer
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Which of the following is a major advantage of using advertising to assist personal selling?

Correct Answer
verified

A sales manager evaluates the salespeople on the basis of the number of accounts to whom presentations were made and the number of trial offers accepted.Which of the following criteria is used here by the sales manager to evaluate the salespeople?

Correct Answer
verified

What is the major difference between leads and prospects?

Correct Answer
verified

Qualitative measures used to evaluate sales personnel include:

Correct Answer
verified

Which of the following statements on the likely nature and intensity of competition during the persuader stage of personal selling evolution is true?

Correct Answer
verified

Personal selling has many advantages over other communications methods.However,most companies do not use this extensively.Which of the following is the major reason for this?

Correct Answer
verified

Which of the following statements about the stages in the evolution of selling is true?

Correct Answer
verified

A telemarketer,who is engaged in selling over telephone alone can be classified as a(n) ____.

Correct Answer
verified

Quantitative measures used to evaluate sales personnel include:

Correct Answer
verified

Exam 20: Personal Selling Online

Robert performs sales activities such as prospecting,need determination,solution providing,and closing of the sale.Robert can be called a(n) ____.

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

Management should determine what the specific responsibilities of personal selling will be and what role it will assume relative to the other promotional mix elements.Which of the following questions could best guide the management in determining the roles?

Correct AnswerverifiedShow Answer

Which of the following statements about personal selling is true?

Correct AnswerverifiedShow Answer

Which of the following is a disadvantage associated with personal selling?

Correct AnswerverifiedShow Answer

Many of the decision makers are offended by salespeople asking for competitors' quotes.Which of the following is most closely associated with this behavior?

Correct AnswerverifiedShow Answer

Personal selling may lead to potential ethical problems.What is the major reason for this?

Correct AnswerverifiedShow Answer

Which of the following characteristics of personal selling can be both advantageous and disadvantageous?

Correct AnswerverifiedShow Answer

Which of the following is a potential problem associated with the use of personal selling?

Correct AnswerverifiedShow Answer

Which of the following stages in selling is associated with keeping existing customers than attracting new ones?

Correct AnswerverifiedShow Answer

Sales people who travel to customers just to get their orders are called ____.

Correct AnswerverifiedShow Answer

Which of the following is a major advantage of using advertising to assist personal selling?

Correct AnswerverifiedShow Answer

A sales manager evaluates the salespeople on the basis of the number of accounts to whom presentations were made and the number of trial offers accepted.Which of the following criteria is used here by the sales manager to evaluate the salespeople?

Correct AnswerverifiedShow Answer

What is the major difference between leads and prospects?

Correct AnswerverifiedShow Answer

Qualitative measures used to evaluate sales personnel include:

Correct AnswerverifiedShow Answer

Which of the following statements on the likely nature and intensity of competition during the persuader stage of personal selling evolution is true?

Correct AnswerverifiedShow Answer

Personal selling has many advantages over other communications methods.However,most companies do not use this extensively.Which of the following is the major reason for this?

Correct AnswerverifiedShow Answer

Which of the following statements about the stages in the evolution of selling is true?

Correct AnswerverifiedShow Answer

A telemarketer,who is engaged in selling over telephone alone can be classified as a(n) ____.

Correct AnswerverifiedShow Answer

Quantitative measures used to evaluate sales personnel include:

Correct AnswerverifiedShow Answer

Correct Answer
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Correct Answer
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Correct Answer
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Correct Answer
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Correct Answer
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Correct Answer
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Correct Answer
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Correct Answer
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Correct Answer
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Correct Answer
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