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Exam 19: Personal Selling and Sales Management

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Question 21

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Sally has been having a difficult time working with a particular buyer while using the personal selling process, and she has asked her manager, Chris, for some ideas about how to close the sale effectively. Chris asks her a number of questions to help sort out the difficulties. Which of the following questions would Chris be LEAST likely to ask?

A) "What does the buyer's body language tell you about her readiness to buy?"
B) "Did you skip any steps in the process?"
C) "Are there any reservations that have not been addressed to the buyer's satisfaction?"
D) "Have you completed the follow-up to ease the buyer's mind?"
E) "Should you go back to an earlier stage in the process and start the process over from there?"

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Question 22

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When Barbara realized she didn't have all of the technical information she needed to answer the customer's questions, she made a call to her office. Who would be most likely to provide appropriate assistance?

A) sales support personnel
B) an order taker
C) another salesperson
D) her sales manager
E) an order getter

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Question 23

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Good salespeople know the types of reservations buyers are likely to raise.

Firms that use personal selling do so because the benefits exceed the costs.

The __________ stage occurs prior to meeting the customer for the first time and extends the qualification of leads.

Every Monday during the month of December, salespeople who had the highest sales the previous week participated in a balloon surprise, where each would receive a balloon containing either a $50 or a $100 bill. This short-term incentive is known as a

Taylor loves the lifestyle associated with being a salesperson, allowing her to take a day off during the week and making it up on the weekend. She most likely values the __________ associated with creating her own schedule.

Warren has just finished his sales presentation. He knows half the battle is asking questions. What is the other half?

What is an advantage of using a selling team?

Von told the sales rep he wasn't buying his product because it cost too much. This is called

Independent Publisher's Group is a distributor of books for small publishers. It doesn't have its own sales force, but uses ________ on a contract basis to sell its product on commission.

Sales, profits, orders, and sales ratios are all _________ measures that can be used to evaluate sales representatives.

Although ethical and legal issues are associated with all aspects of marketing, personal selling presents unique issues because

Salespeople should be evaluated and rewarded only for those activities and outcomes that

After installing a new HVAC system, what should Frank's Heating & Air Conditioning do, according to the personal selling process?

Warren is debating between spending the money needed to hire a sales force and using advertising and promotion to sell his products. What benefits of hiring a sales force will Warren weigh in his decision?

Sue spends much of her time checking inventories, processing straight rebuys, and making sure that everything is going smoothly. Sue is primarily a(n)

Often, inexperienced salespeople mistakenly believe that during the sales call, they should

What is relationship selling?

Describe a company that would be likely to use a company sales force and a second company that would be likely to use manufacturer's representatives. Explain why these companies would make these choices.