Question 1

By encouraging the adoption of innovative products and services,salespeople have a negative impact on society.

Accepted Answer

A) True 
 B)False

Question 2

Customers rarely expect salespeople to be knowledgeable about market opportunities and relevant business trends that may affect the customer's business.

Accepted Answer

A) True 
 B)False

Question 3

Which of the following is true of customer value?​

Accepted Answer

A)  Customer value is not beneficial to personal selling.​
B)  Customer value is constituted by the same factors for all types of customers.
C)  ​Customer value is always determined by the customer and not the salesperson.
D)  ​Customers always give the highest importance to monetary costs when determining the value of a product.
E)  ​Customers prefer aggressive salespeople when determining the value of a product. C

Question 4

_____ is a customer-oriented approach that uses truthful,nonmanipulative tactics to satisfy the long-term needs of both the customer and the selling firm.​

Accepted Answer

A)  ​Sales prospecting
B)  Sales pitching
C)  ​Sales advertising
D)  ​Sales professionalism
E)  ​Sales presentation D

Question 5

John is a salesperson who relies heavily on creating sales strategies centered around gaining his customers' trust and confidence and meeting their needs.His main focus is on delivering customer value.In this context,John relies on the _____ form of personal selling.​

Accepted Answer

A)  ​consultative selling
B)  mental states selling
C)  ​trust-based relationship selling
D)  ​stimulus response selling
E)  ​traditional selling

Question 6

A salesperson can deal with the issue of intensified competition in the future by:​

Accepted Answer

A)  ​using a single sales channel for interacting with customers.
B)  placing less emphasis on profitability objectives.
C)  ​placing less emphasis on customer-oriented sales training.
D)  ​placing more emphasis on sales pitches rather than sales dialogue.
E)  ​focusing more on creating and delivering customer value.

Question 7

Susan's customers are always concerned about what they are receiving in exchange for what they are paying.They are concerned about the ways in which Susan is helping them achieve their strategic goals and how she is helping them save money.In this context,Susan's prospects are concerned about _____.​

Accepted Answer

A)  ​marketing
B)  personal selling
C)  ​customer value
D)  ​marketing communications
E)  ​advertising C

Question 8

In recent years,marketing and sales personnel have been in strong demand for upper management positions.

Accepted Answer

A) True 
 B)False

Question 9

Personal selling and sales promotion are both forms of marketing communication.

Accepted Answer

A) True 
 B)False

Question 10

Gina is a _________ because she assists in the design and specification process,installation of equipment,training of customer's employees,and follow-up technical service.​

Accepted Answer

technical ...

Question 11

It is necessary for order-takers to use creative selling methods in order to maintain existing business.

Accepted Answer

A) True 
 B)False

Question 12

As the evolution of personal selling continues,which of the following is most likely a sales force response to an expected change in future?

Accepted Answer

A)  Less emphasis will be placed on developing and maintaining trust-based, long-term customer relationships.
B)  More sales specialists will be hired by companies for specific customer types.
C)  ​There will be a decrease in the use of technology.
D)  ​More sales dollars will be spent on advertising.
E)  ​More emphasis will be placed on sales pitches rather than sales dialogues.

Question 13

Which of the following statements is true of sales as a career?​

Accepted Answer

A)  ​The demand for sales professionals is expected to decrease in the next few years.
B)  Sales as a profession does not offer much job security, as salespeople are the revenue producers for an organization.​
C)  ​Salespeople cannot switch industries easily, as different industries need specialized salespeople.
D)  ​Salespeople can ultimately move to higher management positions.
E)  ​Salespeople receive indirect feedback from their customers.

Question 14

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

Accepted Answer

A)  ​tracking accounts receivable.
B)  the sales process.
C)  ​training new salespersons.
D)  ​maintaining their credibility and integrity.
E)  ​attending training sessions.

Question 15

Sales does not meet the criterion of making a significant contribution to society.

Accepted Answer

A) True 
 B)False

Question 16

Which of the following five views of personal selling is considered to be the simplest?​

Accepted Answer

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

Question 17

The nonselling activities on which most salespeople spend a majority of their time are essential for the successful execution of the most important part of the salesperson's job,which is known as the _________.

Accepted Answer

The answer of The nonselling activities on which most salespeople...

Question 18

In a fluctuating economy,salespeople make invaluable contributions by assisting in recovery cycles and by helping to sustain periods of relative prosperity.

Accepted Answer

A) True 
 B)False

Question 19

A new-business salesperson is considered among the elite in any company's salesforce.

Accepted Answer

A) True 
 B)False

Question 20

While acting as an agent of innovation,the salesperson invariably encounters openness and acceptance from consumers in the latter stages of the diffusion process.

Accepted Answer

A) True 
 B)False

Exam 1: Overview of Personal Selling

By encouraging the adoption of innovative products and services,salespeople have a negative impact on society.

Correct AnswerverifiedShow Answer

Customers rarely expect salespeople to be knowledgeable about market opportunities and relevant business trends that may affect the customer's business.

Correct AnswerverifiedShow Answer

Which of the following is true of customer value?​

Correct AnswerverifiedC

_____ is a customer-oriented approach that uses truthful,nonmanipulative tactics to satisfy the long-term needs of both the customer and the selling firm.​

Correct AnswerverifiedD

John is a salesperson who relies heavily on creating sales strategies centered around gaining his customers' trust and confidence and meeting their needs.His main focus is on delivering customer value.In this context,John relies on the _____ form of personal selling.​

Correct AnswerverifiedShow Answer

A salesperson can deal with the issue of intensified competition in the future by:​

Correct AnswerverifiedShow Answer

Correct AnswerverifiedC

In recent years,marketing and sales personnel have been in strong demand for upper management positions.

Correct AnswerverifiedShow Answer

Personal selling and sales promotion are both forms of marketing communication.

Correct AnswerverifiedShow Answer

Gina is a _________ because she assists in the design and specification process,installation of equipment,training of customer's employees,and follow-up technical service.​

Correct Answerverifiedtechnical ...View AnswerShow Answer

It is necessary for order-takers to use creative selling methods in order to maintain existing business.

Correct AnswerverifiedShow Answer

As the evolution of personal selling continues,which of the following is most likely a sales force response to an expected change in future?

Correct AnswerverifiedShow Answer

Which of the following statements is true of sales as a career?​

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

Sales does not meet the criterion of making a significant contribution to society.

Correct AnswerverifiedShow Answer

Which of the following five views of personal selling is considered to be the simplest?​

Correct AnswerverifiedShow Answer

The nonselling activities on which most salespeople spend a majority of their time are essential for the successful execution of the most important part of the salesperson's job,which is known as the _________.

Correct AnswerverifiedShow Answer

In a fluctuating economy,salespeople make invaluable contributions by assisting in recovery cycles and by helping to sustain periods of relative prosperity.

Correct AnswerverifiedShow Answer

A new-business salesperson is considered among the elite in any company's salesforce.

Correct AnswerverifiedShow Answer

While acting as an agent of innovation,the salesperson invariably encounters openness and acceptance from consumers in the latter stages of the diffusion process.

Correct AnswerverifiedShow Answer

Correct Answer
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Correct Answer
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Which of the following is true of customer value?

Correct Answer
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C

_____ is a customer-oriented approach that uses truthful,nonmanipulative tactics to satisfy the long-term needs of both the customer and the selling firm.

Correct Answer
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D

John is a salesperson who relies heavily on creating sales strategies centered around gaining his customers' trust and confidence and meeting their needs.His main focus is on delivering customer value.In this context,John relies on the _____ form of personal selling.

Correct Answer
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A salesperson can deal with the issue of intensified competition in the future by:

Correct Answer
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C

Correct Answer
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Correct Answer
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Gina is a _________ because she assists in the design and specification process,installation of equipment,training of customer's employees,and follow-up technical service.

Correct Answer
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technical ...
View Answer

Correct Answer
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Correct Answer
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Which of the following statements is true of sales as a career?

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

Correct Answer
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Correct Answer
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Which of the following five views of personal selling is considered to be the simplest?

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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