Question 1

Insights derived from Big Data are helping firms increase overall sales productivity by encouraging firms to hire more and/or better salespeople.

Accepted Answer

A) True 
 B)False

Question 2

Describe the types of questions featured in SPIN selling.

Accepted Answer

SPIN is an acronym that refers to the qu...

Question 3

The net present value of a customer's business over the span of their relationship with an organization is referred to as

Accepted Answer

A)  equalized value.
B)  relationship selling.
C)  sales 2.0.
D)  lifetime value.
E)  market valuE.

Question 4

Logan is having a sales meeting with a customer.Halfway through the meeting,Logan realizes that the customer is losing focus,so he begins to ask the customer questions in order to keep the customer engaged.Logan is practicing _____ selling.

Accepted Answer

The answer of Logan is having a sales meeting with...

Question 5

According to the Bureau of Labor Statistics,between now and the year 2020,the U.S.economy will reduce the number of sales jobs by more than 2 million.

Accepted Answer

A) True 
 B)False

Question 6

Which of the following types of compensation is a per-unit payout paid on sales beyond the salesperson's quota?

Accepted Answer

A)  fixed rate
B)  base salary
C)  piece-rate
D)  bonus
E)  commission

Question 7

Technology-enabled tools and processes that provide guided selling assistance to various selling roles are referred to as

Accepted Answer

A)  customer benchmarks.
B)  sales playbooks.
C)  market-related knowledge.
D)  mobile SPIN.
E)  selling-related knowledgE.

Question 8

Quantitative forecasting methods commonly apply _____ to estimate sales in future periods.

Accepted Answer

A)  production levels
B)  sales force projections
C)  customer buying intentions
D)  algorithms
E)  educated guesses

Question 9

The goal of the first step in the personal-selling process is to

Accepted Answer

A)  find qualified prospects.
B)  identify a firm's key decision makers.
C)  identify a customer's product needs.
D)  find as many potential customers as possible.
E)  have the salesperson meet the prospective customer.

Question 10

According to your text,which step of the personal-selling process is the most important and most difficult?

Accepted Answer

A)  the follow-up
B)  the prospecting step
C)  the sales presentation
D)  the qualifying step
E)  the approach step

Question 11

In a _____ close,the salesperson asks questions throughout the sales presentation that tests the buyer's readiness to commit.

Accepted Answer

The answer of In a _____ close,the salesperson asks questions...

Question 12

Personal selling is more effective when the good or service is

Accepted Answer

A)  simplistic in nature.
B)  frequently purchased.
C)  not new to the market.
D)  not a custom good or service.
E)  viewed as risky.

Question 13

Which sales role generally requires higher levels of education and prior sales experience in order to establish and maintain partnership relationships with a small number of accounts?

Accepted Answer

A)  missionary salespeople
B)  order-taker salespeople
C)  channel sales representatives
D)  order-getter salespeople
E)  key-account sellers

Question 14

Which of the following is not part of the Sales and Marketing Executive International (SMEI) code of conduct?

Accepted Answer

A)  an adherence to the highest professional standards in both work and personal relationships
B)  a concept of selling that includes generating the most profit possible for the firm
C)  including the basic principle of mutual benefit to both the buyer and seller in all transactions
D)  acknowledging one's accountability to the organization to improve sales knowledge
E)  recognizing the sovereignty of all consumers in the marketplace

Question 15

While in his sales presentation,Lucas encountered an objection from the customer before finishing his presentation.Lucas responded by telling the customer that he would address his point in a few minutes and continued on with his presentation.This technique for overcoming objections is called _______.

Accepted Answer

The answer of While in his sales presentation,Lucas encountered an...

Question 16

The use of online,mobile,and social media to engage customers,build relationships,and increase sales is referred to as Sales.2.0.

Accepted Answer

A) True 
 B)False

Question 17

Which step of the personal-selling process is difficult because it requires the salesperson to overcome the fear of being rejected?

Accepted Answer

A)  sales presentation
B)  handling objections
C)  approach
D)  preapproach
E)  gaining commitment

Question 18

Whether they sell directly to customers or seek to secure new distribution intermediaries,all new-business salespeople may be accurately described as _____ _____.

Accepted Answer

The answer of Whether they sell directly to customers or...

Question 19

Channel sales representatives may be accurately described as order-takers.

Accepted Answer

A) True 
 B)False

Question 20

In what analytics-based application does a company numerically rate its best prospective customers?

Accepted Answer

A)  customer ranking
B)  Sales 2.0
C)  competitive benchmarking
D)  lead scoring
E)  equalized workload method

Exam 12: Personal Selling

Whether they sell directly to customers or seek to secure new distribution intermediaries,all new-business salespeople may be accurately described as _ _.

Correct Answer
verified

Logan is having a sales meeting with a customer.Halfway through the meeting,Logan realizes that the customer is losing focus,so he begins to ask the customer questions in order to keep the customer engaged.Logan is practicing _____ selling.

Correct Answer
verified

Quantitative forecasting methods commonly apply _____ to estimate sales in future periods.

Correct Answer
verified

The net present value of a customer's business over the span of their relationship with an organization is referred to as

Correct Answer
verified

Insights derived from Big Data are helping firms increase overall sales productivity by encouraging firms to hire more and/or better salespeople.

Correct Answer
verified

In a _____ close,the salesperson asks questions throughout the sales presentation that tests the buyer's readiness to commit.

Correct Answer
verified

The goal of the first step in the personal-selling process is to

Correct Answer
verified

Which sales role generally requires higher levels of education and prior sales experience in order to establish and maintain partnership relationships with a small number of accounts?

Correct Answer
verified

Which of the following is not part of the Sales and Marketing Executive International (SMEI) code of conduct?

Correct Answer
verified

Which step of the personal-selling process is difficult because it requires the salesperson to overcome the fear of being rejected?

Correct Answer
verified

Technology-enabled tools and processes that provide guided selling assistance to various selling roles are referred to as

Correct Answer
verified

According to your text,which step of the personal-selling process is the most important and most difficult?

Correct Answer
verified

Which of the following types of compensation is a per-unit payout paid on sales beyond the salesperson's quota?

Correct Answer
verified

The use of online,mobile,and social media to engage customers,build relationships,and increase sales is referred to as Sales.2.0.

Correct Answer
verified

Describe the types of questions featured in SPIN selling.

Correct Answer
verified
SPIN is an acronym that refers to the qu...
View Answer

Personal selling is more effective when the good or service is

Correct Answer
verified

Channel sales representatives may be accurately described as order-takers.

Correct Answer
verified

According to the Bureau of Labor Statistics,between now and the year 2020,the U.S.economy will reduce the number of sales jobs by more than 2 million.

Correct Answer
verified

In what analytics-based application does a company numerically rate its best prospective customers?

Correct Answer
verified

Correct Answer
verified

Exam 12: Personal Selling

Whether they sell directly to customers or seek to secure new distribution intermediaries,all new-business salespeople may be accurately described as _____ _____.

Correct AnswerverifiedShow Answer

Logan is having a sales meeting with a customer.Halfway through the meeting,Logan realizes that the customer is losing focus,so he begins to ask the customer questions in order to keep the customer engaged.Logan is practicing _____ selling.

Correct AnswerverifiedShow Answer

Quantitative forecasting methods commonly apply _____ to estimate sales in future periods.

Correct AnswerverifiedShow Answer

The net present value of a customer's business over the span of their relationship with an organization is referred to as

Correct AnswerverifiedShow Answer

Insights derived from Big Data are helping firms increase overall sales productivity by encouraging firms to hire more and/or better salespeople.

Correct AnswerverifiedShow Answer

In a _____ close,the salesperson asks questions throughout the sales presentation that tests the buyer's readiness to commit.

Correct AnswerverifiedShow Answer

The goal of the first step in the personal-selling process is to

Correct AnswerverifiedShow Answer

Which sales role generally requires higher levels of education and prior sales experience in order to establish and maintain partnership relationships with a small number of accounts?

Correct AnswerverifiedShow Answer

Which of the following is not part of the Sales and Marketing Executive International (SMEI) code of conduct?

Correct AnswerverifiedShow Answer

Which step of the personal-selling process is difficult because it requires the salesperson to overcome the fear of being rejected?

Correct AnswerverifiedShow Answer

Technology-enabled tools and processes that provide guided selling assistance to various selling roles are referred to as

Correct AnswerverifiedShow Answer

According to your text,which step of the personal-selling process is the most important and most difficult?

Correct AnswerverifiedShow Answer

Which of the following types of compensation is a per-unit payout paid on sales beyond the salesperson's quota?

Correct AnswerverifiedShow Answer

The use of online,mobile,and social media to engage customers,build relationships,and increase sales is referred to as Sales.2.0.

Correct AnswerverifiedShow Answer

Describe the types of questions featured in SPIN selling.

Correct AnswerverifiedSPIN is an acronym that refers to the qu...View AnswerShow Answer

Personal selling is more effective when the good or service is

Correct AnswerverifiedShow Answer

Channel sales representatives may be accurately described as order-takers.

Correct AnswerverifiedShow Answer

According to the Bureau of Labor Statistics,between now and the year 2020,the U.S.economy will reduce the number of sales jobs by more than 2 million.

Correct AnswerverifiedShow Answer

In what analytics-based application does a company numerically rate its best prospective customers?

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

Whether they sell directly to customers or seek to secure new distribution intermediaries,all new-business salespeople may be accurately described as _ _.

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified
SPIN is an acronym that refers to the qu...
View Answer

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified