Deck 1: The Life, Times, and Career of the Professional Salesperson

Question 1

Zoe is an experienced salesperson whose job normally allows her to travel from one province to another to meet with new clients and generate sales.She often goes days or weeks without seeing her co-workers or her boss.Zoe's sales job role is of an outside salesperson.

Answer 1

True

Question 2

Selling and marketing are not synonymous.

Answer 2

True

Question 3

Salespeople prefer managing people to selling.

Answer 3

False

Question 4

Everybody sells at some point in professional and personal settings.

Question 5

In the field of sales, there is often an inverse relationship between the complexity of the job and compensation levels.

Question 6

People generally avoid sales careers because it restricts their activities too much.

Question 7

Tony is a fashion designer who has recently launched his online clothing store.Tony is looking to make his online presence known through a social media app.Tony's friend is suggesting the use of Insta Shopping on Instagram to market his products.Based on the information provided Insta Shopping tool would work for his business model.

Question 8

According to the textbook, the most common type of selling is business-to-consumer selling.

Question 9

The primary job of Customer Service Reps is to process orders, prepare correspondence and ensure customer satisfaction.

Question 10

Top Sales Executives can earn well over $100,000 per year in Canada.

Question 11

Mark is a retail salesperson whose job is to assist customers who walk into the store looking for help.Mark's sales job role is considered as an inside salesperson.

Question 12

Because of the consultative nature of their job, Order Getters typically make less than Order Takers.

Question 13

Merchandisers perform the full set of selling functions for manufacturers, while needing to possess tremendous flexibility by working hours that cater to the needs of retailers.

Question 14

Because sales jobs offer higher non-financial rewards than most other areas of corporate Canada, the compensation of salespeople is typically lower than that of workers in areas like production and personnel who are at a comparable level in the organization.

Question 15

Salespeople often report that the nonfinancial rewards of their jobs are just as important to them as the financial rewards

Question 16

Technology is making the sales people into sales success coaches who will require innovative and critical thinking to help deliver the results for their clients.Therefore, the job requirements for the future sales role will most probably have higher educational requirements for a similar job in today's date.

Question 17

The authors of this textbook postulate that technology will have a negative impact on sales roles.Furthermore, they go as far as stating that technology will make salespersons obsolete.

Question 18

Nadia is currently negotiating the terms and conditions of her company's product being sold through an intermediary.Nadia is currently involved in a business-to-business selling transaction.

Question 19

Order Desk Clerks enjoy the travel associated with their jobs.

Question 20

Retail sales clerks need no experience or knowledge about the products they sell as they are purely order-takers.

Question 21

In transactional selling, the seller contacts customers after the purchase to determine if they are satisfied and have future needs.

Question 22

Asking questions and monopolizing the conversation are traits of an effective salesperson.

Question 23

The sales process simply means 'asking for the order.ʼ

Question 24

John has landed a dream job as a sales representative for a local award-winning winery.In his first week on the job, he has spent countless hours trying to determine which customers are likely to need his products.John is undertaking a "pre-approach" before developing profiles for these potential customers.

Question 25

Emily is currently on a phone call with her client.You can hear her saying "I just want to make sure that you were completely happy with our services.If you need any further information, then please do not hesitate to call me." Emily is currently involved in pre-approach step of the sales process.

Question 26

Successful salespeople say that their greatest enemy is procrastination.

Question 27

According to the text, salespeople need not build long term relationships with customers as long as their initial sales are large, and the customer relationship falls within the parameters of the Pareto Principle.

Question 28

Connor has just finished an unsuccessful sales call where he had been certain the customer would sign a contract today.Connor should not be optimistic about his next sales appointment because of the bad start to his day.

Question 29

Michelle has just finished her sales presentation to her clients.After finishing up she asks them for their opinion on the products of her company.She is currently involved in closing steps of the sales process.

Question 30

Successful salespeople instinctively understand and embrace the Pareto principle.

Question 31

Salespeople probably need more tact, diplomacy, and social poise than other employees in an organization.

Question 32

Many sales jobs require the salesperson to display considerable emotional and social intelligence in dealing with buyers

Question 33

Having an optimistic outlook is credited as a major contributor to sales success.

Question 34

Relationship marketing is the creation of customer loyalty.

Question 35

Eagerness to do a good job is a necessary condition that drives other successful sales behaviours in Salespeople.

Question 36

The first tactical step in the customer relationships selling process is called the "approach".

Question 37

Salespeople who are trying to achieve success normally have a 9 to 5 workday including Saturdays and Sundays off.

Question 38

Salespeople, regardless of their experience level, must always be aware of the cultural differences when traveling to a new country in order to avoid any issues developed through a cultural gap.

Question 39

Partnering is another name for relationship selling.

Question 40

A key indicator of a successful relationship selling process is when the client becomes an ambassador for your company.

Question 41

A salesperson is usually not involved in which of the following activities with their clients:

A)Providing after-sale service
B)Suggesting a product or service based on their needs
C)Providing them with the pros of the competitive products
D)Providing information on any queries they have
E)Taking time to understand their needs

Question 42

Which one of the following is correct in regard to the continuum of sales jobs and their complexities?

A)Order Sales Clerks have a less complex job role and they are considered an order getter
B)Top Sales Executives have a complex job role and they are considered order takers
C)Key Account Reps have a less complex job role and they are considered order getters
D)Senior Reps have a complex job role and they are considered order getters
E)Merchandisers have a less complex job role and they are considered order getters

Question 43

Rob has been struggling to get his sales numbers up recently.He has been working for the firm for the past 25 years and therefore has not incorporated social media into his work world. A recently hired young person, Manni, is getting a lot of recognition from his work.He advises Rob to develop his social media profile and start using it to get prospects.Which one of the following apps would most likely not be on Manni's recommendation list?

A)LinkedIn
B)Tik-Tok
C)Instagram
D)Twitter
E)Facebook

Question 44

All of the following are reasons why, historically, salespeople have developed a negative reputation, except:

A)Salespeople are confident
B)Salespeople are aggressive
C)Salespeople talk too fast
D)Salespeople are business-minded
E)Salespeople are slick

Question 45

Jack is in his office and is researching his client for the upcoming sales presentation.Jack is looking at what the client is currently using, what the client's needs are, how Jack's company's product will benefit the client, and preparing answers for some objections he might face.In this scenario, Jack is focusing on what skills?

A)Good selling skills
B)Human skills
C)Technical skills
D)Conceptual skills
E)Adaptability skills

Question 46

According to the textbook, which of the following is NOT considered a characteristic of a successful salesperson?

A)Desire to be the top salesperson above all else
B)Ability to empathize with customers
C)Relationship building skills
D)Knowledge of the industry
E)Having a service focus

Question 47

As you start off your first job as a salesperson, which one of these experiences would you likely not encounter during your initial few months?

A)Gaining knowledge about the activities and attitudes of your fellow sales team
B)Being accountable for a multimillion-dollar key account
C)Becoming knowledgeable on your company's product or services and their application
D)Becoming accustomed to the business world
E)Being aware of your clients' attitude towards your company, its products, and its sales team

Question 48

Which of the following is not a reason why a person may choose a sales career?

A)the rewards offered by a career in sales
B)the challenge of selling
C)the opportunities for advancement
D)the limited number of jobs available
E)sense of accomplishment

Question 49

Sarah has been her company's top selling salesperson for three years in a row.She has recently been informed by her manager that based on her performance, the company is rewarding her with a manager post at her favourite destination: Scotland.In this case, which of the following best describes her reward?

A)Psychological income
B)Physiological income
C)Financial reward
D)Extrinsic reward
E)External reward

Question 50

Which of the following choices describe the sales force of the 21^st century as compared to the sales force of earlier years?

A)Includes a lower number of workers
B)Contains a higher percentage of men
C)Is more ethnically diverse to reflect the demographic of the Canadian market
D)Is less productive than previous years
E)Is less well trained than in previous decades

Question 51

As described in the text, which of the following terms does not describe the act of selling?

A)Communicating
B)Persuading
C)Marketing
D)Helping
E)Suggesting

Question 52

According to the textbook, which of the following terms best describes personal communication of information as a process to persuade a prospective customer to buy something that satisfies his or her needs?

A)Marketing
B)Personal Selling
C)Promotion
D)Public relations
E)Advertising

Question 53

Cathy is currently learning new skills and techniques and incorporating new of usage of technology to improve her selling process.Cathy is involved in revamping which of the following skills?

A)Good selling skills
B)Human skills
C)Technical skills
D)Conceptual skills
E)Adaptability skills

Question 54

Mary is thinking of pursuing a career in sales.Which of the following is a characteristic of sales that Mary should consider?

A)a job that is unchanging and requires a minimal number of skills be mastered
B)the rewards offered by a career in sales
C)the restriction of being dependent on others
D)the restricted opportunities for advancement
E)creating problems for her customers

Question 55

Rita is currently in a boardroom meeting where her company's board members are looking to invest in robots to replace the salespeople selling their vehicles.Rita is against this idea and is challenging the board members by talking about how technology cannot build relationships the same way as a human.In this case, Rita is highlighting which skills?

A)Good selling skills
B)Human skills
C)Technical skills
D)Conceptual skills
E)Adaptability skills

Question 56

Which of the following is a correct hierarchy of sales job titles, starting with an entry level position and finishing with a high-level job role?

A)CSRs, Merchandisers, Senior Reps, Key Account Reps
B)Merchandisers, CSRs, Key Account Reps, Senior Reps
C)CSRs, Key Account Reps, Senior Reps, Merchandisers
D)Merchandisers, Senior Reps, CSRs, Key Account Reps
E)Merchandisers, CSRs, Senior Reps, Key Account Reps

Question 57

Which of the following statements about the importance of salespeople and selling is true?

A)The efforts of salespeople are not instrumental in keeping existing products on retailers' shelves.
B)Salespeople have no direct impact on the success of new products.
C)No other profession generates less revenue in our economy than the selling profession.
D)Salespeople have an indirect impact on the constructing of manufacturing facilities.
E)The lack of selling capability puts people at a disadvantage.

Question 58

Aaron is a sales representative for a wholesale office supply company.Which of the following would it not be part of his job to sell office supplies to?

A)A university student
B)The government
C)A public relations agency
D)A physicians' office that needs new file folders
E)A hospital accounting department

Question 59

Which of the following scenarios is not classified as selling?

A)When you go to an interview with a potential employer
B)When lawyers try to convince clients to sue
C)When a student attempts to convince a professor to change a grade
D)When you ask someone to accompany you on a shopping trip
E)When a doctor prescribes a medicine to a patient

Question 60

Carlos works in the Jewelry department at The Bay.His main duties include; helping you make a purchase decision, entering your order and finalizing payment.Which of the following job titles would best describe Carlos' job at the Bay?

A)Sales clerk
B)Sales engineer
C)Order getter
D)Service salesperson
E)Account representative

Question 61

Which of the following is not a type of salesperson that you would typically find selling for a manufacturer?

A)account representative
B)detail salesperson
C)sales engineer
D)sales clerk
E)industrial products salesperson

Question 62

These salespeople obtain new and repeat business using creative sales strategies and well-executed sales presentations.Which of the following terms best describes this type of salesperson?

A)collector
B)taker
C)capture
D)detail
E)getter

Question 63

In a large firm, a salesperson's career path usually begins in which of the following roles?

A)salesperson
B)sales representative
C)key account salesperson
D)customer service representative
E)assistant sales representative

Question 64

According to the text, what is the most important thing leading to success in selling and in life?

A)persuading prospects that their current product is no longer satisfactory
B)the basic personal characteristic of hard work
C)handling a prospect's questions and objections
D)persuading people that they can afford something they think they cannot
E)dealing with prospects who resent the salesperson coming to see them

Question 65

Which of the following roles best describes the position of a senior salesperson who oversees the customer relationships within a designated territory?

A)regional sales representative
B)detail salesperson
C)sales representative
D)order taker
E)key account salesperson

Question 66

Which of the following is true?

A)The latest version of CRM software will make sales people obsolete
B)Technology will improve the advisory role of salespeople
C)Technology, particularly social media, will not impact the effectiveness of sales people
D)Web 2.0 will limit a salesperson's ability to engage customers efficiently and effectively
E)The use of smartphone apps in selling will be limited to direct end users

Question 67

John works as a salesperson for a new car dealership in Vancouver, British Columbia.He has had a fantastic day as he sold 4 new cars.When reflecting back on his day, he was the most pleased with seeing the customers' happy expressions as they drove away from the dealership in shiny new cars.Which of the following best describes this type of reward?

A)invaluable reward
B)extrinsic reward
C)intrinsic reward
D)external reward
E)financial reward

Question 68

Tom is a salesperson for HPM Industries which sells machines for moulding plastic furniture.HPM has developed a machine that is 50 percent smaller than what is currently on the market and costs 25 percent more.It is Tom's job to show potential customers how the new machine will save them money in the long-run.He must be able to address each customer's needs with technical know-how and an ability to communicate his knowledge.Which of the following best describes Tom's job title?

A)retail salesperson
B)detail salesperson
C)technical representative
D)service salesperson
E)account representative

Question 69

Relationship selling does not refer to the idea that:

A)Salespeople are no longer considered adversaries who manipulate people
B)Salespeople want to be partners and problem solvers for their customers
C)A Salesperson's goal is to build a long-term relationships with customers
D)Salespeople seek to benefit their employer, themselves, and their customers
E)Salespeople know less about their product and services than the client does which helps them in counselling their clients

Question 70

Which of the following is not identified by the text as a characteristic of a successful salesperson?

A)willingness to work hard
B)love of the job
C)ability to handle paperwork
D)optimistic outlook
E)ability to listen to customers

Question 71

Usually, the first sales management position to which a salesperson is promoted is?

A)senior salesperson
B)district sales manager
C)key sales manager
D)regional sales manager
E)divisional sales manager

Question 72

Which of the following is typically a foundation for a career in sales management?

A)sales trainee or sales clerk
B)salesperson
C)sales representative
D)key account salesperson
E)assistant sales representative

Question 73

The textbook identifies two general classifications of rewards associated with a sales role.Which of the following pairs best describe these classifications of rewards?

A)financial and nonfinancial
B)psychological and intrinsic
C)pay and indirect benefits
D)physiological and psychological
E)organizational and individual

Question 74

Jennifer is a saleswoman for a manufacturer of small kitchen appliances.She does not directly solicit orders.Her primary duties involve promotional activities and introducing new products to her employer's customers.She spends much of her time demonstrating appliances at various retail stores and providing product knowledge seminars.Which of the following best describes Jennifer's job title?

A)retail salesperson
B)merchandiser
C)sales engineer
D)service salesperson
E)account representative

Question 75

Markus works at a call centre for Sprint long-distance service.If you want to change your long-distance carrier to Sprint, you can call him on the telephone, and he will sell you Sprint services and offer you a menu of "packages" to meet all your long-distance needs.What term best describes Markus role at Sprint?

A)detail salesperson
B)order desk clerk
C)service salesperson
D)wholesale salesperson
E)order getter

Question 76

The text suggests several questions you should ask yourself as you decide whether a career in sales is appropriate for you.Which one of the following is NOT one of the questions that you should ask before beginning a career in sales?

A)How much freedom do I want in a job?
B)Do I have the personality characteristics for the job?
C)Am I willing to transfer to another city?
D)What are my past accomplishments?
E)How much money do I want to earn?

Question 77

The salary earned by a beginning sales representative is best characterized as?

A)higher than most professional occupations
B)the same as other occupations
C)tied to the level of education you have
D)lower than many occupations but tends to rise rapidly with hard work
E)lower than typical occupations in the hospitality industry

Question 78

Which of the following is not related to the financial rewards that a salesperson receives?

A)travel expenses
B)salary
C)intrinsic income
D)entertainment allowance
E)company car

Question 79

One of your friends at university is considering a sales position with a local telecommunication company.She seeks your advice on this issue.Which one of the following is not a question you should ask your friend so she may determine if in fact sales is a good career choice for her?

A)How much freedom does she want in a job?
B)Are your university grades high enough?
C)How much travelling is she willing to do?
D)Is she willing to transfer to another province?
E)What are her personal and professional goals?

Question 80

Andrea sells drawer pulls, hinges, and other decorative metal pieces used in the manufacture of furniture.The products she sells to furniture makers is nontechnical in nature.Which of the following would best describe Andrea's job?

A)account representative
B)sales clerk
C)technical specialist
D)order taker
E)sales representative