Question 1

Formal guidelines about legal and ethical behavior will prevent a salesperson from crossing the line.

Accepted Answer

While formal guidelines about legal and ethical behavior can help guide a salesperson, they cannot guarantee prevention of unethical or illegal behavior, as individual choices and interpretations play a significant role.

Question 2

Trish loves the lifestyle associated with being a salesperson, allowing her to take a day off during the week and make it up on the weekend. She most likely values the ________ associated with creating her own schedule.

Accepted Answer

Flexibility is the only option that fits the description of being able to take a day off during the week and make it up on the weekend. The other options, such as structure and rigidity, suggest a more inflexible schedule. The selling team approach and compensation may be important to a salesperson, but they are not directly related to the desire for a flexible schedule.

Question 3

Which is the least likely way sales representatives add value for customers?

Accepted Answer

Reducing the firm's marketing costs may benefit the company, but it does not necessarily add value for the customer. The other options all directly benefit the customer and add value to their experience.

Question 4

For companies, one of the advantages of personal selling over other types of marketing communications is that

Accepted Answer

Personal selling allows salespeople to directly interact with customers and build relationships, which can lead to increased loyalty and repeat business. Other marketing communication methods like advertising or direct mail do not offer the same level of personal connection.

Question 5

Bernadette went to the Ann Taylor store ready to buy a new shirt but was not sure which color or style she wanted. The sales representative, sensing Bernadette's buying mode, most likely began with the ________ stage of the selling process.

Accepted Answer

The sales presentation stage is where the sales representative presents the product to the customer, addressing their needs and preferences, which aligns with Bernadette's situation of being ready to buy but unsure of the specifics.

Question 6

When Paul was talking with his customer about the new accounting system, his customer mentioned that she thought the new system was not going to fit into their budget. Paul explained that once her people were trained on it, it would require less time to process orders, and therefore save her money in payroll. Which part of the sales presentation is demonstrated in this example?

Accepted Answer

Overcoming reservations refers to addressing and resolving any concerns or objections from the customer. In this example, Paul is addressing the customer's concern about the cost of the new accounting system by explaining how it will actually save them money in the long run.

Question 7

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

Accepted Answer

Selling often involves regular interactions with senior managers and executives, providing visibility and opportunities to build relationships with them. This can be a pathway to a senior management position in the future. The other options may be benefits of a selling career, but they are not necessarily directly related to achieving a leadership position.

Question 8

Greta 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

Accepted Answer

By taking a long-term perspective, Greta can build strong relationships with customers that will go beyond just making a sale. This will ultimately benefit the company in the long run by creating loyal customers who will continue to do business with them. Option A is not a good choice as it suggests using unethical means to make sales. Option B is not ideal as it neglects the importance of creating lasting relationships with customers. Option D is unprofessional and could harm the company's reputation. Option E is not relevant to the question.

Question 9

It is the company's responsibility, not the salesperson's, to ensure that all dealings with the customer are ethical and legal.

Accepted Answer

While the company has a responsibility to establish ethical guidelines and legal compliance, individual salespersons also bear responsibility for ensuring their dealings with customers are ethical and legal.

Question 10

Elizabeth made sure that her customers felt comfortable contacting her when they needed something, and she focused on the long term in her dealings with them. Elizabeth is a ________-oriented salesperson.

Accepted Answer

Elizabeth's focus on making her customers feel comfortable and building long-term relationships indicates that she is a relationship-oriented salesperson.

Question 11

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

Accepted Answer

Current customers are a great source of leads as they can provide referrals and introduce Kijana to potential new customers in the territory. They may also have needs for new or additional products/services.

Question 12

Qing Yuan 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. Qing Yuan is involved in the ________ step of the selling process.

Accepted Answer

Qing Yuan is responsible for generating leads, which entails identifying potential customers and their decision-making processes.

Question 13

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

Accepted Answer

The main consideration for Kora when deciding whether or not to hire a company sales force should be whether the cost of hiring and maintaining a sales force is worth the benefits that the sales force will bring to the company in terms of increased sales and revenue. While attending trade shows, having a hot product, adding it to the marketing plan, and considering online advertising are all important aspects of a successful marketing strategy, they do not directly address the cost-effectiveness of hiring a sales force.

Question 14

For companies, one of the disadvantages associated with personal selling is

Accepted Answer

Personal selling can be expensive due to the costs of hiring and training sales representatives, providing them with materials and tools, and compensating them for their efforts.

Question 15

Gadar 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. Gadar is attempting to use ________ to generate leads.

Accepted Answer

Gadar is using networking to generate leads by joining local associations and organizations.

Question 16

The Consumer Electronics Conference is an example of a(n)

Accepted Answer

The Consumer Electronics Conference is an example of a trade show, where companies showcase and demonstrate their latest products and services to industry professionals and the public.

Question 17

Experts estimate that the average cost of a single B2B sales call is over

Accepted Answer

The answer of Experts estimate that the average cost of...

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 cannot be held legally accountable.

Accepted Answer

Misleading customers is a violation of consumer protection laws and is considered fraudulent. Therefore, a sales rep who intentionally misleads a customer could be held legally accountable for their actions, regardless of the company's policy.

Question 19

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

Accepted Answer

As a salesperson in a retail shoe store, Mary is likely to have customers come to her, rather than actively seeking out potential leads. Therefore, generating and qualifying leads is the stage she is least likely to engage in.

Question 20

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

Accepted Answer

The buyer's readiness to purchase is a key factor in determining whether or not a salesperson will go through all five steps of the selling process. If the buyer is already aware of their need for the product, has evaluated options, and is ready to make a purchase, a salesperson may not need to go through all five steps. However, if the buyer is not yet aware of their need or is hesitant to make a purchase, a salesperson may need to work through all five steps to successfully close the sale. The other options (A, B, D, and E) are not relevant factors in determining whether or not a salesperson will go through all five steps.

Quiz 19: Personal Selling and Sales Management