Question 1

When Lyndale Industries, a regional producer of specialty baked goods, purchased a delivery van, the salesperson knew that once the sale was made, there was no need in maintaining further contact with the company.Lyndale would not be purchasing any more vans in the foreseeable future.This is an example of what kind of selling?

Accepted Answer

This is an example of transactional selling, where the focus is on making a one-time sale and there is no need for maintaining a long-term relationship with the customer.

Question 2

Which of the following choice is not classified under "building good will with customers."

Accepted Answer

Ignoring the Pareto Principle, also known as the 80/20 rule, which states that 80% of effects come from 20% of causes, is not related to building good will with customers. The other choices, such as face-to-face contact, building trust, building relationships, and meeting customers' needs, are all important in building good will with customers.

Question 3

Sales jobs are different than other types of jobs in a company due to many reasons listed in the textbook.Which one of the following is not one of the listed reasons?

Accepted Answer

The listed reasons in the textbook include A, C, D, and E, but not B. The textbook emphasizes that salespeople need to have autonomy and independence in their work to build and maintain relationships with clients. They often work independently and have to make their own decisions in the field, which requires them to be resourceful and adaptable. Close supervision may hinder their ability to be creative and responsive to client needs.

Question 4

Julia is considering going into a sales career.She is asking herself some rhetorical questions to make sure that this career will be a right fit for her.Which one of the following questions would Julia not ask herself in evaluating a sales career?

Accepted Answer

The other questions all relate directly to the skills and attributes needed for success in a sales career, while the question about apathy suggests a lack of interest or motivation which would not be helpful in this field.

Question 5

Charles is a hotel salesperson who has less than a week remaining to meet his monthly sales quota in order to make any money since he works at a 100% commission-based salary.Charles is not far off from reaching his goal.Which one of these options would most likely help him achieve his goal?

Accepted Answer

Focusing on existing clients is likely to yield quicker results as they already have a relationship with Charles and may be more inclined to make a purchase within the short timeframe.

Question 6

In order to be thoroughly knowledgeable in all aspects of their business, a successful salesperson should not actively pursue knowledge and information on which of the following areas?

Accepted Answer

Knowledge of unethical sales practices goes against ethical business practices and is not necessary for a successful salesperson to actively pursue. A successful salesperson should strive to have knowledge in all other areas listed.

Question 7

Which of the following statements about sales success is true?

Accepted Answer

Successful salespeople understand the value of their time and prioritize their tasks accordingly. Providing excellent service to customers is a crucial part of the sales process and cannot be ignored. Option A is incorrect since good customer service is key to building long-lasting relationships. Option B is incorrect as effective communication involves both listening and speaking. Option C is incorrect as the two characteristics are not interchangeable but complementary. Option E is incorrect as effective salespeople listen more and ask open-ended questions to allow the customer to share their thoughts and needs.

Question 8

Which of the following statements about a salesperson's duties relating to providing the company with market information is true?

Accepted Answer

Salespeople are often expected to gather and provide information on competitors as part of their market intelligence duties.

Question 9

The functions of a salesperson in their role as manager of a territory does not include:

Accepted Answer

Discarding customer complaints goes against providing service to customers and finding solutions to their problems. Therefore, it is not a function of a salesperson in their role as manager of a territory.

Question 10

When Marissa performs the functions of planning, organizing, and executing activities that increase sales and profits in her territory, she is engaged in which of the following activities?

Accepted Answer

Territory management involves planning, organizing, and executing activities to increase sales and profits within a specific geographic area or market segment.

Question 11

As a part of having an optimistic outlook, a successful salesperson must not do which of the following?

Accepted Answer

A successful salesperson must not sulk throughout the day if a sales call does not go as planned. This kind of reaction shows pessimism, which is the opposite of the optimistic outlook that a salesperson must possess. Instead, they should use the opportunity to learn, reflect on their mistakes, and come up with better strategies to improve their future sales calls.

Question 12

Isaac is a tech savvy salesperson who has been successfully using social media to improve his sales year after year.Which one of the following day-to-day activities are not part of Isaac's social media checklist?

Accepted Answer

Participating in discussions in order to make the competitor look bad is not a professional or ethical practice and should not be a part of Isaac's social media checklist. It is important for salespeople to conduct themselves in a professional and ethical manner on social media to maintain a positive image for themselves and their company.

Question 13

When Arthur sold a computer network to a Fortune 500 company, he often called on the company's purchasing department to see if employees were satisfied with the network and to see if the company had any need for an upgrade or additional software.This is an example of what kind of selling?

Accepted Answer

This is an example of relationship selling, where the salesperson builds and maintains a relationship with the customer to ensure customer satisfaction and potentially generate repeat business.

Question 14

Which of the following is not a part of a salesperson's need to achieve?

Accepted Answer

Even though a salesperson needs to build trust and rapport with customers, believing in customers is not a part of their need to achieve. Rather, a salesperson needs to have a high desire for success, a strong work ethic, persistence, and the ability to break through self-imposed limitations.

Question 15

Lin is performing a sales call at a start-up company.Upon asking enough probing questions, the customer reveals that they are really tight on their allocated budget for her company's product and they may not be able to fully afford them all.After gaining this information, Lin tells them that, "I can understand how you are feeling, as our company was also a start-up and we faced similar challenges like yours...".Her statement is an example of:

Accepted Answer

Lin's statement is an example of empathy, as she is expressing understanding and relating to the customer's situation by sharing a similar experience from her company's past.

Question 16

Fundamentally, what is the main goal of "relationship marketing"?

Accepted Answer

The main goal of relationship marketing is to create customer loyalty by building and maintaining strong long-term relationships with customers, rather than just focusing on individual transactions.

Question 17

Which of the following is not a component of relationship marketing?

Accepted Answer

Place is not a component of relationship marketing; it is part of the marketing mix (4 Ps). Relationship marketing focuses on building long-term relationships with customers, emphasizing customer satisfaction and loyalty rather than just the transactional elements like place.

Question 18

Which of the following associations are responsible for assisting the sales professionals in succeeding by providing them with the resources and tools?

Accepted Answer

CPSA (Canadian Professional Sales Association) is a professional association dedicated to developing and enhancing the capabilities of sales professionals in Canada. They provide resources and tools such as training, certification, networking opportunities, and access to industry experts to help members succeed in their sales careers. The other associations listed may have their own missions and objectives, but they do not have a specific focus on supporting sales professionals.

Question 19

Which of the following best describes how the Pareto principle relates to selling?

Accepted Answer

The Pareto principle, also known as the 80/20 rule, states that approximately 80% of effects come from 20% of causes. In selling, this means that a small number of activities (such as targeting the right prospects and effectively addressing their needs) can lead to the majority of sales. Successful salespeople understand this principle and focus on these high-impact activities rather than wasting time on less productive ones.

Question 20

As a part of providing service to customers, a salesperson would not be expected to:

Accepted Answer

Passing the customer onto a co-worker is not providing service to the customer. It is important for the salesperson to handle the issue themselves and make sure the customer's needs are met.

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