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Exam 20: Personal Selling and Sales Management

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Question 41

Multiple Choice

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When Tracy went to work as a new sales rep for Paradise Candles, she was told to use the following speech in her sales presentations: "Hello, Mr./Ms. (customer name) . My name is (your name here) . I'm calling on behalf of Paradise Candles. We carry the best wax-burning mechanical candles available in the commercial decorating industry…." Paradise Candles instructed Tracy to use

A) a formula selling presentation.
B) a stimulus-response presentation.
C) a needs-satisfaction presentation.
D) suggestive selling.
E) consultative selling.

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Question 42

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Industry research shows that outside order getters, or field service representatives, often work over __________ hours per week.

A) 48
B) 50
C) 55
D) 60
E) 65

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Question 43

Multiple Choice

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The two basic forms of team selling are

Formulating the sales plan involves three tasks: (1) __________, (2) organizing the salesforce, and (3) developing account management policies.

Sales quota refers to

All of the following are output-related sales objectives except

Selling often serves as a stepping-stone to top management. In fact, approximately __________ percent of the chief executive officers (CEOs) in the largest U.S. corporations have significant sales and marketing experience in their work history.

If the salesperson's objective is to "obtain a purchase commitment from the prospect and create a customer," what is the name of this stage in the personnel selling process?

Salesforce automation is the use of __________ to make the sales function more efficient and effective.

You respond by saying courteously, "You're absolutely right, and I am going to make it my business to be sure that never happens again." Which method have you used to handle the customer's objection?

FloNetwork, Inc., is a company that has developed automation solutions for electronic marketing. Its software is able to handle all aspects of permission marketing-based campaigns from list generation and e-mail deployment to real-time tracking and in-depth analysis. To sell its system, the company conducts educational programs targeted to the technical staff in a prospective customer's information technology (IT) department to discuss recent technological developments with the product. In this situation, FloNetwork uses

There are five dimensions to emotional intelligence: self-motivation, self-awareness, __________, empathy, and social skills.

Information from a __________ is used to write a job description.

At the end of her sales presentation, the salesperson asks, "Do you want to make monthly payments of $75 with a 10 percent down payment or will you be writing a check for the full amount today?" She has just made __________.

If the salesperson's objective is to "begin converting a prospect into a customer by creating a desire for the product or service," what is the name of this stage in the personnel selling process?

Which form of personal selling has the lowest requirement for problem solving?

Assumptive close refers to

There are five dimensions to emotional intelligence: self-motivation, self-awareness, the ability to manage one's emotions and impulses, __________, and social skills.

According to Lindsey Smith of GE Healthcare, all of the following are necessary skills to be successful in serving her customers except

Lindsey Smith's task in Molecular Imaging Products at GE Healthcare is to