Question 1

Personal selling is considerably less effective than other forms of promotion in obtaining a sale and gaining a satisfied customer.

Accepted Answer

A) True 
 B)False  False

Question 2

E-business-that is,the buying,selling,marketing,collaborating with partners,and servicing customers electronically using the Internet-has not affected personal selling very much.

Accepted Answer

A) True 
 B)False  False

Question 3

In personal selling,cost per contact is much greater than for mass forms of communication.

Accepted Answer

A) True 
 B)False

Question 4

In which case is personal selling more effective or economic than advertising and sales promotion?

Accepted Answer

A)   Customers are geographically dispersed.
B)   The product has a low value.
C)   The product is easy to understand.
D)   There are few customers.

Question 5

The process during which both the salesperson and the prospect offer special concessions in an attempt to arrive at a sales agreement is known as _____________.

Accepted Answer

A)   negotiation
B)   follow-up
C)   a sales proposal
D)   a sales presentation

Question 6

Which statement is true of networking?

Accepted Answer

A)   Approaching potential buyers without any prior knowledge of the prospects' needs or financial status
B)   Using friends,business contacts,acquaintances,and fellow members in organizations to identify potential clients
C)   Doing the "homework" that must be done by a salesperson before he or she contacts a prospect
D)   Determining a customer's specific needs and wants and the range of options the customer has for satisfying them

Question 7

Salespeople selling in foreign markets should tailor their presentations and closing styles to each market.

Accepted Answer

A) True 
 B)False

Question 8

Which of the following measures one customer's influence on the behavior of other customers through recommendations on social media?

Accepted Answer

A)   Net promoter score
B)   Customer relationship score
C)   Social CRM
D)   Social media score

Question 9

A touch point that customers encounter in stores or information kiosks,and that uses software to enable them to easily provide information about themselves without feeling violated,is called __________.

Accepted Answer

A)   point-of-sale interaction
B)   lead generation
C)   inquiry management
D)   personal selling interaction

Question 10

Salespeople who practice relationship selling emphasize a long-term investment in the time and effort needed to uncover each customer's specific needs and wants and to meet them with the best product or service that can be offered.

Accepted Answer

A) True 
 B)False

Question 11

When recruiting the sales force,sales managers prefer salespeople who

Accepted Answer

A)   often avoid getting involved in negotiation process.
B)   get their point across confidently without being overbearing or aggressive.
C)   ensure that there is no negotiation during the process of closing a sale.
D)   are transaction-oriented rather than relationship-oriented.

Question 12

Name the ultimate goal of a new trend in marketing that focuses on understanding consumers as individuals instead of as part of a group.

Accepted Answer

A)   Organizational optimization
B)   Profit maximization
C)   Total quality management
D)   Customer relationship management

Question 13

A step in the selling process that concerned with identifying firms and people most likely to buy the seller's offerings is called _______________.

Accepted Answer

A)   lead generation
B)   lead qualification
C)   preapproach
D)   needs assessment

Question 14

A good salesperson perceives objections as a hindrance to the purchase decision.

Accepted Answer

A) True 
 B)False

Question 15

Which of the following defines the sales process?

Accepted Answer

A)   The process of identifying the firms and people most likely to buy the seller's offerings
B)   The process a salesperson goes through to sell a particular product or service
C)   The process of finding out about potential clients from various contacts or sources
D)   The process of a salesperson doing his or her "homework" before contacting a prospect B

Question 16

Personal selling is more important than advertising and sales promotion if the products being sold

Accepted Answer

A)   are standardized.
B)   have many consumers.
C)   have a low value.
D)   are technically complex.

Question 17

Which of the following indicates the final step of the selling process,in which the salesperson ensures delivery schedules are met,goods or services perform as promised,and the buyers' employees are properly trained to use the products?

Accepted Answer

A)   Follow-up
B)   Negotiation
C)   Developing and proposing solutions
D)   Handling objections

Question 18

Which of the following refers to the determination of a sales prospect's recognized need,buying power,receptivity,and accessibility?

Accepted Answer

A)   Referral
B)   Networking
C)   Cold calling
D)   Lead qualification

Question 19

An electronic equipment manufacturer collects data about its customers through customer interactions.On the basis of the data,the firm customizes its products and services according to the needs of customer segments.This is an example of effective _____.

Accepted Answer

A)   transaction management
B)   campaign management
C)   lead generation
D)   lead qualification

Question 20

Generally speaking,personal selling often works better than other forms of promotion if

Accepted Answer

A)   the number of potential customers increases.
B)   the complexity of the product increases.
C)   the value of the product decreases.
D)   the role of social media increases.

Exam 17: Personal Selling and Sales Management

Personal selling is considerably less effective than other forms of promotion in obtaining a sale and gaining a satisfied customer.

Correct AnswerverifiedFalse

E-business-that is,the buying,selling,marketing,collaborating with partners,and servicing customers electronically using the Internet-has not affected personal selling very much.

Correct AnswerverifiedFalse

In personal selling,cost per contact is much greater than for mass forms of communication.

Correct AnswerverifiedShow Answer

In which case is personal selling more effective or economic than advertising and sales promotion?

Correct AnswerverifiedShow Answer

The process during which both the salesperson and the prospect offer special concessions in an attempt to arrive at a sales agreement is known as _____________.

Correct AnswerverifiedShow Answer

Which statement is true of networking?

Correct AnswerverifiedShow Answer

Salespeople selling in foreign markets should tailor their presentations and closing styles to each market.

Correct AnswerverifiedShow Answer

Which of the following measures one customer's influence on the behavior of other customers through recommendations on social media?

Correct AnswerverifiedShow Answer

A touch point that customers encounter in stores or information kiosks,and that uses software to enable them to easily provide information about themselves without feeling violated,is called __________.

Correct AnswerverifiedShow Answer

Salespeople who practice relationship selling emphasize a long-term investment in the time and effort needed to uncover each customer's specific needs and wants and to meet them with the best product or service that can be offered.

Correct AnswerverifiedShow Answer

When recruiting the sales force,sales managers prefer salespeople who

Correct AnswerverifiedShow Answer

Name the ultimate goal of a new trend in marketing that focuses on understanding consumers as individuals instead of as part of a group.

Correct AnswerverifiedShow Answer

A step in the selling process that concerned with identifying firms and people most likely to buy the seller's offerings is called _______________.

Correct AnswerverifiedShow Answer

A good salesperson perceives objections as a hindrance to the purchase decision.

Correct AnswerverifiedShow Answer

Which of the following defines the sales process?

Correct AnswerverifiedB

Personal selling is more important than advertising and sales promotion if the products being sold

Correct AnswerverifiedShow Answer

Which of the following indicates the final step of the selling process,in which the salesperson ensures delivery schedules are met,goods or services perform as promised,and the buyers' employees are properly trained to use the products?

Correct AnswerverifiedShow Answer

Which of the following refers to the determination of a sales prospect's recognized need,buying power,receptivity,and accessibility?

Correct AnswerverifiedShow Answer

An electronic equipment manufacturer collects data about its customers through customer interactions.On the basis of the data,the firm customizes its products and services according to the needs of customer segments.This is an example of effective _____.

Correct AnswerverifiedShow Answer

Generally speaking,personal selling often works better than other forms of promotion if

Correct AnswerverifiedShow Answer

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