Deck 18: Personal Selling and Sales Management

Question 1

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

Answer 1

True

Question 2

In Arthur Miller's play,Death of a Salesman,Willie Loman portrays:

A) a leading example of an ethical salesman.
B) the loneliness of an aging traveling salesman.
C) the ruthlessness of a pushy salesman.
D) the lifestyle and success of people in sales.
E) the value salespeople provide to consumers.

Answer 2

B

Question 3

The three main elements of financial rewards for sales representatives are salaries,commissions and bonuses.

Answer 3

True

Question 4

If you are hired as a sales manager,you will be responsible for recruiting,selecting,training,motivating,compensating and evaluating the sales force.

Question 5

When assisting customers,retail salespeople should never "judge a book by its cover."

Question 6

Personal selling can take place in all of the following situations EXCEPT:

A) face-to-face.
B) over the Internet.
C) by telephone.
D) through the newspaper.
E) video teleconferencing.

Question 7

Aaron is an attorney.He uses his knowledge of sales and selling principles to:

A) sell potential clients on his ability to meet their needs.
B) articulate his arguments to judges and juries.
C) handle rebuttals and objections.
D) sell himself inside his company.
E) all of these.

Question 8

Manufacturers' representatives are a firm's senior sales employees.

Question 9

Potential customers are called marks.

Question 10

Almost everyone is engaged in some form of selling.

Question 11

Marketing executives,by a seven to one margin,believe that salespeople are born,not made.

Question 12

The best way to avoid post-sale problems is to contact customers right after they take possession of their products.

Question 13

One of the major responsibilities of being a sales rep is being the frontline emissary for his firm.

Question 14

A manufacturer's rep is involved in __________ selling.

A) B2B
B) B2C
C) company sales force
D) indirect
E) all of these

Question 15

If you had a small business and needed a sales force but did not wish to hire anyone,you could use the services of an independent agent.

Question 16

One of the benefits of careers in sales is flexibility in scheduling.

Question 17

Ethical and legal issues are likely to arise between the sales force and corporate policy,when the salespeople become conflicted between doing what they believe is ethical and what their company asks them to do in order to make a sale.

Question 18

If it is a company's policy to intentionally mislead potential customers about some aspect of a product,a sales rep that carries out this policy by misleading the customer can be held legally accountable.

Question 19

Geraldine is in NEC's sales training program.She will probably be taught that in order to be successful,all a salesperson needs to do is ask questions.

Question 20

The sales process always proceeds through each of the five steps.

Question 21

Chesnee works in the office of a building materials company.One of her jobs is to identify new building projects and to determine who will make the building materials purchase decisions.Chesnee is involved in the __________ step of the selling process.

A) generate leads
B) preapproach
C) closing the sale
D) follow-up
E) sales presentation

Question 22

Noah is just starting out as a sales representative,and he has been following the personal selling process carefully.Which of the following statements would describe Noah's approach?

A) He has used the sales presentation to generate leads.
B) He has completed the preapproach and is now ready to qualify the leads.
C) He has successfully used the sales presentation to qualify leads.
D) He has closed the sale,and he will soon finish dealing with the customer's reservations.
E) None of these describes the Personal Selling Process well.

Question 23

As marketing manager for a newly-created software company,Katrina is deciding whether or not to hire a company sales force.To make this decision,Katrina needs to consider whether or not:

A) her firm should attend trade shows.
B) her firm has a "hot" product.
C) having a sales force is worth more than it costs.
D) she will be able to find an effective supply chain manager.
E) online advertising will work.

Question 24

Several months ago,Veronica took over the sales territory managed by a very successful salesperson.Veronica should use __________ as a first source of leads.

A) current customers
B) Chamber of Commerce gatherings
C) trade shows
D) census data
E) competitor databases

Question 25

Galena is a new agent for a financial services company.She decides to join the local Chamber of Commerce,the local association of businesswomen,and the local chapter of the United Way organization.Galena is attempting to use __________ to generate leads.

A) current customers
B) networking
C) trade shows
D) the Internet
E) customer complaints

Question 26

Taylor loves the lifestyle associated with being a salesperson.She particularly values the __________ associated with creating her own schedule.

A) structure
B) role playing
C) flexibility
D) selling team approach
E) all of these

Question 27

Sales representatives add value for customers by doing all of the following EXCEPT:

A) educating them about the firm's products.
B) providing advice on solving business problems.
C) saving them time.
D) simplifying communication with the firm.
E) reducing the firm's marketing costs.

Question 28

__________ is a method of prospecting in which salespeople telephone or visit potential customers without appointments.

A) Qualified lead calling
B) Integrated sales support
C) Relationship selling
D) Cold calling
E) Role reversal selling

Question 29

Bridgette went to The Gap ready to buy a new blouse,but not sure which color or style she wanted.The sales representative,sensing Bridgette's buying mode,began with the __________ stage of the selling process.

A) generate leads
B) preapproach
C) closing the sale
D) follow-up
E) sales presentation

Question 30

One of the advantages of personal selling over other types of marketing communications is that:

A) salespeople can customize their message for a specific buyer.
B) personal selling almost always costs less than other marketing communication alternatives.
C) personal selling has greater reach than advertising.
D) cold calling is easier than direct mail advertising.
E) all of these.

Question 31

Whether or not a salesperson will go through all five steps of the selling process depends on the sales situation and:

A) the use of sales representatives versus independent reps.
B) the effectiveness of role playing.
C) the buyer's readiness to purchase.
D) the number of sales support personnel available.
E) all of these.

Question 32

Gwen recognizes that one of her roles as a company sales rep is to be the firm's frontline emissary.As such,she strives to build strong relationships with customers and:

A) capture every possible sale by any means necessary.
B) pressure the supply chain to perform.
C) take a long-term perspective.
D) disparage competitors' offerings.
E) shift organizational control from production to marketing.

Question 33

When Patrick begins the selling process for new customers who are not familiar with his company's commercial coffee service,he assumes he will need to:

A) perform his demonstration first.
B) close the sale quickly before the customer can raise objections.
C) use telemarketing to assess consumers' attitudes.
D) go through all five steps of the personal selling process.
E) all of these.

Question 34

One of the disadvantages associated with personal selling is that:

A) cold calling is easier than direct mail advertising.
B) a salesperson often change the message based on consumers' needs.
C) it is expensive.
D) it can be directed toward those customers with the highest potential.
E) all of these.

Question 35

Trade shows are a particularly good source of B2B sales leads because:

A) they are open to the general public.
B) they are almost always sanctioned by the government.
C) people who attend are interested in the products and services being offered.
D) consumers tell retailers which shows to attend.
E) all of these.

Question 36

__________ is a sales philosophy and process that emphasizes a commitment to maintaining and investing in long-term,mutually beneficial business relationships.

A) Organizational buying
B) Cold calling
C) Psychographic selling
D) Relationship selling
E) Sales management

Question 37

Brent is preparing for an initial sales trip to Guatemala.He is hoping to find leads for his company's textile manufacturing equipment.Which of the following would likely be the best source of leads for Brent?

A) Current retail consumers
B) Chamber of Commerce gatherings
C) Fashion shows
D) The Internet
E) Customer complaints

Question 38

Thanh is starting a career in selling,but he eventually wants to become a senior manager.A selling career may help Thanh to achieve that goal by providing:

A) structure.
B) scheduling flexibility.
C) job security.
D) income.
E) visibility to management.

Question 39

Monica works as a salesperson in a retail clothing store.Of the five stages in the selling process,Monica is least likely to engage in:

A) generating and qualifying leads.
B) the preapproach.
C) closing the sale.
D) follow-up.
E) a sales presentation.

Question 40

Although a sales representative may skip a step in the Personal Selling Process,or might sometimes have to go back and repeat steps,there is a logic in the sequence.Which of the following would NOT be appropriate in the Personal Selling Process?

A) Before a salesperson can work through the preapproach,leads must be qualified.
B) The customer's reservations must be addressed before closing the sale.
C) Closing the sale is the final--and most satisfying--part of the process.
D) Carefully working through the preapproach will make the next step--the sales presentation--more effective and efficient.
E) Follow-up may include additional sales for the representative.

Question 41

After exchanging greetings in an initial sales call,the first goal of a sales presentation is to:

A) close the sale.
B) offer alternatives.
C) estimate the total cost to the customer.
D) re-qualify the customer.
E) create interest.

Question 42

When realtors meet with new customers,they frequently offer to estimate how much mortgage lenders will be willing to lend the customer.In the process,realtors assess buyers':

A) preferences.
B) ability to purchase houses in different price ranges.
C) likely responses to different closing techniques.
D) propensity to consume.
E) response to telemarketing information.

Question 43

When a plumbing contractor drove up to Bill's house in a brand new Mercedes,Bill decided this person would be too high-priced even before the plumbing contractor offered his bid.Bill made the mistake of:

A) assuming Murphy's Law is true.
B) "running for cover."
C) attempting to "keep up with the Jones."
D) "letting sleeping dogs lie."
E) "judging a book by its cover."

Question 44

Like any effective salesperson,Tiffany walks into a customer's office,shakes hands,looks the customer in the eye,and smiles.After exchanging pleasantries,Tiffany will try to create interest in her company's product.Tiffany will likely __________ to adapt or customize her presentation to match the customer's needs.

A) use a hypothetical situation
B) ask a series of questions
C) examine the customer's office
D) make a variety of assumptions
E) refer to past successes

Question 45

One reason why B2B salespeople spend considerable time qualifying potential customers is because:

A) they want to have absolutely everything in order before approaching a potential customer.
B) it can be costly to prepare and make a presentation to a business customer.
C) too many business buyers at trade shows are really people from competing firms trying to obtain competitive information.
D) independent agents get the best leads; the company sales representatives need to work harder.
E) all of these.

Question 46

Naren knows that he needs to ask a series of questions early in his sales presentation,but he also knows that he:

A) should take control of the conversation.
B) should only ask questions if he already knows the answers.
C) needs to first determine whether the customer is an order getter or order taker.
D) needs to listen carefully to the answers.
E) all of these.

Question 47

Kathleen has found out everything she can about a newly qualified lead.She has practiced making her sales presentation and has determined what goals she has for the first meeting.Kathleen has finished the __________ stage of the selling process.

A) qualify leads
B) preapproach
C) closing the sale
D) follow-up
E) sales presentation

Question 48

Yara has identified an attractive potential customer for her bio-diesel home power system.She knows the customer is concerned about the environment and has considerable financial resources.The customer is also a respected leader among wealthy environmentalists in the area.Next Yara will:

A) evaluate alternative systems available from competitors to see which is best for the customer.
B) send the customer a list of frequently mentioned objections and responses to each.
C) decide if she wants to contact the customer.
D) establish goals for meeting with the customer.
E) call the customer and offer a first-time discount.

Question 49

Before approaching a potentially major B2B customer,a salesperson will usually:

A) conduct an initial sales presentation to lower-level personnel.
B) estimate the potential commission associated with making the sale.
C) try to find out everything possible about the firm and its needs.
D) ask competitors what they know about the prospect.
E) have current customers contact the prospect and assess the management environment.

Question 50

The beginning of the sales presentation may be the most important part of the selling process,because this is where the salesperson establishes:

A) where the customer is in the buying process.
B) how much time has been allocated for the presentation.
C) which of the alternative products to demonstrate.
D) whether to quote a full price or discount price.
E) which type of follow up will be needed.

Question 51

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

A) qualify leads
B) preapproach
C) closing the sale
D) follow-up
E) sales presentation

Question 52

Today,telemarketing is used less often by marketers because:

A) the success rate is fairly low.
B) government regulations have added greater restrictions.
C) of the advent of the Do-Not-Call list.
D) of prohibitions against unsolicited calls to cell phones.
E) all of these.

Question 53

During the preapproach stage,a salesperson usually conducts additional research about prospects and:

A) assists the prospect through the buying process.
B) decides what role to play during the handling reservations stage.
C) develops plans for meeting with the customer.
D) offers initial concessions to gain the sale.
E) determines which of the customer's buying support team need to be present at the sales presentation.

Question 54

Brandon is in the process of qualifying leads he received from corporate headquarters.Brandon will assess:

A) whether or not it is worthwhile to pursue these potential customers.
B) how often these customers have bought his products in the past.
C) whether he should use role playing in his sales presentation.
D) what objections he is likely to receive from the customers.
E) how to preapproach these people.

Question 55

The preapproach stage occurs __________ and extends the qualification of leads procedure.

A) after the sales presentation
B) prior to meeting the customer for the first time
C) before closing the sale but after follow-up
D) after closing the sale but before follow-up
E) at the beginning of the sales presentation

Question 56

Fred sells health insurance packages for small businesses.He has been given the names of ten new businesses in his town.During the qualifying leads stage of the selling process,Fred will try to assess which of the ten businesses:

A) would respond best to a sales contest.
B) are closest to his office.
C) need health insurance packages and can afford them.
D) have order getters and order takers.
E) all of these.

Question 57

Like any effective salesperson,Frazer walks into a customer's office,shakes hands,looks the customer in the eye,and smiles.After exchanging pleasantries,Frazer will try to create interest in his company's product,and establish:

A) which type of follow up will be needed.
B) how much time has been allocated for the presentation.
C) which of the alternative products to demonstrate.
D) whether to quote a full price or discount price.
E) where the customer is in the buying process.

Question 58

Boris tells a colleague all about a major prospect Boris plans to call on in the next few days and asks the colleague to pretend to be a customer while he makes his sales presentation.Boris and his colleague are engaged in:

A) re-qualifying leads.
B) approach dynamics.
C) closing the sale.
D) role playing.
E) cold calling.

Question 59

Regina has made the same sales presentation twice a day for almost a month.At first,the presentation seemed to flow nicely but lately it has not seemed as effortless as it initially was.Regina might ask another sales rep to participate in __________ and critique her presentation.

A) re-qualifying leads
B) approach dynamics
C) closing the sale
D) role playing
E) cold calling

Question 60

Retail salespeople should not __________ and assume that a person in the store cannot afford to purchase the store's products based on appearances.

A) assume Murphy's Law is true
B) "run for the roses"
C) "judge a book by its cover"
D) "let sleeping dogs lie"
E) attempt to "keep up with the Jones"

Question 61

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

A) listen carefully to the customer.
B) pay attention to body language.
C) note the office environment.
D) act positively.
E) do all the talking.

Question 62

The attitudes that Ryan's customers develop after they have purchased his yearly lawn care service will become the basis for determining whether they renew each year.He needs to convey __________,guaranteeing his work in writing.

A) reliability
B) responsiveness
C) assurance
D) empathy
E) tangibles

Question 63

Asking questions and listening closely to customers' replies allows salespeople to:

A) create value by solving problems or addressing specific needs.
B) maximize sales revenue.
C) avoid having to address customers' reservations.
D) skip the work needed in preapproach analysis.
E) sell to any customer regardless of whether or not they are qualified.

Question 64

Studies have found that customers are typically ready to make a purchase decision well before salespeople attempt to close the sale.Salespeople can learn when to close the sale by:

A) listening to customers and paying attention to their body language.
B) keeping accurate records regarding how long it took to close sales in the past.
C) asking sales support personnel to estimate the average time before customers are ready to close.
D) using the same selling process for all customers.
E) monitoring and mimicking the closing process used by their sales managers.

Question 65

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?"

Question 66

Often the best way to handle customers' reservations is to relax,listen,and:

A) re-assess your preapproach strategy.
B) consider outsourcing.
C) immediately call your sales support team.
D) ask questions to clarify the issues.
E) re-evaluate your expected order.

Question 67

Mohinder sells small business health insurance programs,working on straight commission.Closing the sale is an extremely stressful point in the selling process for him.If he does not close the sale:

A) his quota will be increased.
B) he will generate no income.
C) his quota will be lowered.
D) his bonus will not exceed their commission.
E) all of these.

Question 68

Kyle is preparing for an important sales presentation.He knows that customers are more likely to __________ during his presentation than during other stages of the selling process.

A) be identified as qualified leads
B) agree with everything he says
C) raise objections
D) offer advice
E) return unacceptable merchandise

Question 69

For salespeople who practice __________,an unsuccessful close one day may lay the groundwork for a successful close during the next meeting.

A) role playing
B) sales support promotion
C) relationship selling
D) delayed preapproach
E) transaction selling

Question 70

The __________ stage in the personal selling process corresponds to RFP stage in the B2B buying process.

A) generate and qualify leads
B) preapproach
C) sales presentation
D) closing the sale
E) follow-up

Question 71

For salespeople,__________ provide(s)a major contact point with customers in the follow-up stage of the selling process,and an opportunity to build and improve relationships.

A) trade shows
B) cold calls
C) preapproaches
D) complaints
E) telemarketing

Question 72

The __________ stage in the personal selling process corresponds to the need recognition stage in the B2B buying process.

A) generate and qualify leads
B) preapproach
C) sales presentation
D) closing the sale
E) follow-up

Question 73

In the selling process,the saying "It ain't over till it's over" refers to the __________ stage of the process.

A) generating and qualifying leads
B) preapproach
C) sales presentation
D) closing the sale
E) follow-up

Question 74

The __________ stage in the personal selling process corresponds to the proposal analysis and supplier selection stage in the B2B buying process.

A) generate and qualify leads
B) preapproach
C) sales presentation
D) closing the sale
E) follow-up

Question 75

The attitudes that Ryan's customers develop after they have purchased his yearly lawn care service will become the basis for determining whether they renew each year.He needs to be __________,quickly addressing any problems that occur.

A) reliable
B) responsive
C) assuring
D) empathic
E) tangible

Question 76

Evelyn knows that prospective customers are likely to raise reservations about price and quality.She needs to convince customers that her products represent:

A) a bygone era.
B) a good value.
C) the least expensive choice available.
D) average quality for an average price.
E) an environmental achievement.

Question 77

The attitudes that Ryan's customers develop after they have purchased his yearly lawn care service will become the basis for determining whether or not they renew each year.He needs to convey __________,delivering the right services the right way.

A) reliability
B) responsiveness
C) assurance
D) empathy
E) tangibles

Question 78

The attitudes that Ryan's customers develop after they have purchased his yearly lawn care service will become the basis for determining whether they renew each year.He needs to convey __________,consistently well-maintained yards with neat,professional personnel.

A) reliability
B) responsiveness
C) assurance
D) empathy
E) tangibles

Question 79

The __________ stage of the selling process offers a prime opportunity for salespeople to solidify customer relationships through great service quality.

A) generating and qualifying leads
B) follow-up
C) sales presentation
D) closing the sale
E) preapproach

Question 80

Effective salespeople anticipate and handle:

A) external environmental changes.
B) corporate takeovers.
C) buyers' reservations.
D) role playing conflict.
E) all of these.