Question 1

The role fulfilled by salespeople that brings in revenue or income to the firm or company is called _________.

Accepted Answer

The answer of The role fulfilled by salespeople that brings...

Question 2

Mark is a salesperson who works for LiveLife Inc.,a pharmaceutical company specializing in developing drugs for fighting cancer.On a typical day at work,he meets several physicians and gives them information about the drugs being developed and manufactured by the company.Thus,he can be called a(n)_____.​
A)​pioneer
B)order-taker
C)​order-getter
D)​farmer
E)​detailer

Accepted Answer

A "detailer" is a salesperson who provides detailed information about pharmaceutical products to physicians, which aligns with Mark's role.

Question 3

The nonselling activities on which most salespeople spend a majority of their time are essential for the successful execution of the most important part of the salesperson's job,which is known as the _________.

Accepted Answer

The answer of The nonselling activities on which most salespeople...

Question 4

The sales process begins with:​
A)​training the sales force.
B)locating qualified prospective customers.
C)​planning the sales presentation.
D)​planning the sales dialogue.
E)​making an appointment to see the customer.

Accepted Answer

Before any sales presentation can occur, it is important to locate qualified prospective customers who have a genuine need or interest in the product or service being offered. This ensures that time and resources are not wasted on uninterested parties. Once qualified prospects are identified, the sales process can move forward with planning the sales presentation and dialogue, training the sales force, and making an appointment to see the customer.

Question 5

_________ is an extension of need satisfaction selling.

Accepted Answer

The answer of _________ is an extension of need satisfaction...

Question 6

Tim is a member of the sales department at FreshOveggie,a gourmet grocery store.One of his major tasks includes sending e-mails to customers,who have taken membership at the store,about the latest discounts and new products on sale every week.Thus,Tim can be considered a(n)_____.​
A)​detailer
B)pioneer
C)​order-getter
D)​order-taker
E)​hunter

Accepted Answer

The answer of Tim is a member of the sales...

Question 7

The most important part of a salesperson's job is:​
A)​tracking accounts receivable.
B)the sales process.
C)​training new salespersons.
D)​maintaining their credibility and integrity.
E)​attending training sessions.

Accepted Answer

The sales process is the most important part of a salesperson's job because it is the process by which they generate revenue for their company. The sales process typically involves identifying potential customers, qualifying them, developing a sales pitch, and closing the deal.

Question 8

Which of the following statements is true of pioneers?​
A)Pioneers are especially prevalent in the grocery industry.​
B)Pioneers are not required to use creative selling methods to get new customers.
C)​All pioneers are order-getters.
D)​A pioneer continues to work with customers after the sale is done.
E)​Pioneers are critical to prevent erosion of the customer base.

Accepted Answer

Pioneers are typically order-getters because they are responsible for creating new business and acquiring new customers, often requiring innovative approaches to selling.

Question 9

_________ refers to the process whereby new products,services,and ideas are distributed to the members of society.

Accepted Answer

The answer of _________ refers to the process whereby new...

Question 10

Maria is a young salesperson who understands her customers' needs in detail and explains how the products she is selling would help her customers with their issues.She uses the _____ approach to personal selling.​
A)​stimulus-response
B)need satisfaction
C)​contingency selling
D)​mental states
E)​problem-solving

Accepted Answer

Maria is focusing on understanding her customers' needs and providing solutions to their problems, which aligns with the problem-solving approach to personal selling. Stimulus-response focuses on triggering immediate reactions, contingency selling involves adapting to different situations, and mental states involve understanding the mindset of the customer. Need satisfaction is another approach to personal selling, but it does not necessarily prioritize problem-solving as explicitly as the problem-solving approach.

Question 11

The two well-known categories of sales support personnel are: _________ and technical support salespeople.

Accepted Answer

The answer of The two well-known categories of sales support...

Question 12

_____ is the first stage in the problem-solving approach to selling.​
A)Defining the problem​
B)Generating alternative solutions for the problem
C)​Evaluating alternative solutions for the problem
D)​Identifying a potential customer with the problem
E)​Continuing to sell until the problem is solved and a purchase decision is made

Accepted Answer

Defining the problem is typically the first step in any problem-solving approach. In sales, this means identifying and understanding the customer's needs, wants, and pain points. Once the problem is clearly defined, the salesperson can move on to exploring potential solutions and presenting them to the customer.

Question 13

Which of the following statements is true of sales as a career?​
A)​The demand for sales professionals is expected to decrease in the next few years.
B)Sales as a profession does not offer much job security, as salespeople are the revenue producers for an organization.​
C)​Salespeople cannot switch industries easily, as different industries need specialized salespeople.
D)​Salespeople can ultimately move to higher management positions.
E)​Salespeople receive indirect feedback from their customers.

Accepted Answer

Salespeople have the potential to move up the corporate ladder and transition into higher management positions. With extensive experience and success in sales, they can develop necessary skills in leadership, finance, and management. Sales experience can also provide a valuable foundation for entrepreneurship.

Question 14

Which of the following statements is true of the stimulus response form of personal selling?​
A)​In the stimulus response form of personal selling, the buyer takes a dominant role in the sales dialogue.
B)The stimulus response form of personal selling cannot be used with a canned sales presentation.
C)​The stimulus response form of personal selling calls for the buyer to dominate the flow of conversation.
D)​Inexperienced salespeople can rely on the stimulus response form of personal selling.
E)​The stimulus response form of personal selling is most suitable when the prospects are professional buyers.

Accepted Answer

The stimulus response form of personal selling involves a fixed sequence of steps or presentation that the salesperson follows in order to elicit specific responses from the potential buyer. This form of selling can be helpful for inexperienced salespeople who may not have the skills to navigate more complex sales situations. Therefore, option D is the correct answer. Options A, B, C, and E are incorrect as they make false or incomplete statements about the stimulus response form of personal selling.

Question 15

​Which of the following skills is considered a strength for an order-taker?
A)​Creative selling
B)Reliability
C)​Competition
D)​Detailed knowledge of the product
E)​Detailed knowledge of the competitor's product

Accepted Answer

An order-taker's main role is to take orders and ensure that they are fulfilled as expected. Therefore, reliability is a key strength for someone in this role. While detailed knowledge of the product and competitor's products may be helpful, they are not necessarily required for this type of sales position. Creative selling and competition may be more relevant for a sales role that involves actively pursuing new business and generating leads.

Question 16

Sylvia,a young college graduate,is looking for a job as a sales professional.She is attracted to this field because it offers her the opportunity to interact with customers from different ethnic groups,and because she is not particularly interested in a traditional office job.This means that she is attracted to the sales job because of the _____ that it offers.​
A)​advancement opportunities
B)job variety
C)​independence
D)​high compensation
E)​immediate feedback

Accepted Answer

Sylvia is attracted to the job because of the variety it offers in terms of interacting with customers from different ethnic groups.

Question 17

Gina is a _________ because she assists in the design and specification process,installation of equipment,training of customer's employees,and follow-up technical service.​

Accepted Answer

The answer of Gina is a _________ because she assists...

Question 18

Salespeople enjoy relatively good job security compared with other professions because they are _________ for a company.

Accepted Answer

The answer of Salespeople enjoy relatively good job security compared...

Question 19

An approach to selling based on the notion that the customer is buying to satisfy a particular need or set of needs is referred to as _________.

Accepted Answer

The answer of An approach to selling based on the...

Question 20

Which of the following is a category of sales support personnel who are not typically involved in the direct solicitation of purchase orders?​
A)​Missionary salespeople
B)Technical support salespeople
C)​Order-getters
D)​Inside salespeople
E)​Direct-to-consumer salespeople

Accepted Answer

Missionary salespeople are a type of sales support personnel who focus on promoting the company's products and building goodwill rather than directly soliciting purchase orders.

Quiz 1: Overview of Personal Selling

The role fulfilled by salespeople that brings in revenue or income to the firm or company is called _________.

The nonselling activities on which most salespeople spend a majority of their time are essential for the successful execution of the most important part of the salesperson's job,which is known as the _________.

The sales process begins with:

_________ is an extension of need satisfaction selling.

Tim is a member of the sales department at FreshOveggie,a gourmet grocery store.One of his major tasks includes sending e-mails to customers,who have taken membership at the store,about the latest discounts and new products on sale every week.Thus,Tim can be considered a(n) _____.

The most important part of a salesperson's job is:

Which of the following statements is true of pioneers?

_________ refers to the process whereby new products,services,and ideas are distributed to the members of society.

Maria is a young salesperson who understands her customers' needs in detail and explains how the products she is selling would help her customers with their issues.She uses the _____ approach to personal selling.

The two well-known categories of sales support personnel are: _________ and technical support salespeople.

_____ is the first stage in the problem-solving approach to selling.

Which of the following statements is true of sales as a career?

Which of the following statements is true of the stimulus response form of personal selling?

Which of the following skills is considered a strength for an order-taker?

Gina is a _________ because she assists in the design and specification process,installation of equipment,training of customer's employees,and follow-up technical service.

Salespeople enjoy relatively good job security compared with other professions because they are _________ for a company.

An approach to selling based on the notion that the customer is buying to satisfy a particular need or set of needs is referred to as _________.

Which of the following is a category of sales support personnel who are not typically involved in the direct solicitation of purchase orders?

Quiz 1: Overview of Personal Selling

The role fulfilled by salespeople that brings in revenue or income to the firm or company is called _________.

The nonselling activities on which most salespeople spend a majority of their time are essential for the successful execution of the most important part of the salesperson's job,which is known as the _________.

The sales process begins with:​

_________ is an extension of need satisfaction selling.

Tim is a member of the sales department at FreshOveggie,a gourmet grocery store.One of his major tasks includes sending e-mails to customers,who have taken membership at the store,about the latest discounts and new products on sale every week.Thus,Tim can be considered a(n) _____.​

The most important part of a salesperson's job is:​

Which of the following statements is true of pioneers?​

_________ refers to the process whereby new products,services,and ideas are distributed to the members of society.

Maria is a young salesperson who understands her customers' needs in detail and explains how the products she is selling would help her customers with their issues.She uses the _____ approach to personal selling.​

The two well-known categories of sales support personnel are: _________ and technical support salespeople.

_____ is the first stage in the problem-solving approach to selling.​

Which of the following statements is true of sales as a career?​

Which of the following statements is true of the stimulus response form of personal selling?​

​Which of the following skills is considered a strength for an order-taker?

Gina is a _________ because she assists in the design and specification process,installation of equipment,training of customer's employees,and follow-up technical service.​

Salespeople enjoy relatively good job security compared with other professions because they are _________ for a company.

An approach to selling based on the notion that the customer is buying to satisfy a particular need or set of needs is referred to as _________.

Which of the following is a category of sales support personnel who are not typically involved in the direct solicitation of purchase orders?​

The sales process begins with:

Tim is a member of the sales department at FreshOveggie,a gourmet grocery store.One of his major tasks includes sending e-mails to customers,who have taken membership at the store,about the latest discounts and new products on sale every week.Thus,Tim can be considered a(n) _____.

The most important part of a salesperson's job is:

Which of the following statements is true of pioneers?

Maria is a young salesperson who understands her customers' needs in detail and explains how the products she is selling would help her customers with their issues.She uses the _____ approach to personal selling.

_____ is the first stage in the problem-solving approach to selling.

Which of the following statements is true of sales as a career?

Which of the following statements is true of the stimulus response form of personal selling?

Which of the following skills is considered a strength for an order-taker?

Gina is a _________ because she assists in the design and specification process,installation of equipment,training of customer's employees,and follow-up technical service.

Which of the following is a category of sales support personnel who are not typically involved in the direct solicitation of purchase orders?