Question 1

Personal selling is more effective when the good or service is

Accepted Answer

Personal selling is more effective for goods or services viewed as risky because it allows for direct interaction, where salespeople can address concerns, customize their sales pitch, and build trust with potential buyers.

Question 2

The best way to increase productivity is to simply hire more salespeople.

Accepted Answer

Increasing productivity involves various strategies such as improving sales processes, training, technology adoption, and motivation, not just increasing headcount. Hiring more salespeople without addressing underlying efficiency and effectiveness issues may not lead to increased productivity.

Question 3

A salesperson that has product knowledge has all he or she needs to achieve high levels of sales performance.

Accepted Answer

While product knowledge is important, high levels of sales performance also require skills in communication, persuasion, customer service, and understanding customer needs, among others.

Question 4

A sales quota is the minimum desired sales level for an individual or team for a specified period of time.

Accepted Answer

A sales quota is indeed a target set for a salesperson or sales team to achieve within a specific time frame, representing the minimum sales level desired by the organization.

Question 5

Determining a sales force size by determining the segment's market potential and then determining the average number of sales calls needed to close each individual sale is known as the incremental productivity method.

Accepted Answer

This description outlines the workload method for determining sales force size, which involves estimating the market potential, then calculating the number of sales calls needed to cover this potential effectively.

Question 6

Companies that maintain high ethical standards for its sales personnel help the firm build relationships with customers but develop a negative work environment for its employees.
A)advertising.
B)publicity.
C)sales promotion.
D)personal selling.
E)public relations.

Accepted Answer

Maintaining high ethical standards for sales personnel helps in building strong relationships with customers and contributes to a positive work environment by fostering trust and respect among employees.

Question 7

In contrast to tools such as advertising and sales promotion, personal selling is often a much more effective tool

Accepted Answer

Personal selling is more effective in complex purchase situations because it allows for direct interaction, detailed explanation, and tailored communication, which are crucial in helping buyers understand and make decisions about complex products or services.

Question 8

In order to obtain desired results, one sales training program should be used for everyone so that consistency is promoted among the sales staff.

Accepted Answer

Different sales staff have varying levels of experience, learning styles, and areas of expertise, so a one-size-fits-all sales training program may not effectively address the individual needs or maximize the potential of each staff member. Tailoring training to fit individual or group needs can lead to better outcomes.

Question 9

A company that uses lead scoring numerically rates its best prospective customers to identify traits that make the customer more likely to purchase.

Accepted Answer

Lead scoring is a methodology used by sales and marketing departments to rank prospects against a scale that represents the perceived value each lead represents to the organization. The higher the score, the more likely they are to convert into customers, based on their traits and behaviors indicating purchase readiness.

Question 10

The net present value of a customer's business over the span of his or her relationship with an organization is referred to as

Accepted Answer

Customer Lifetime Value (CLV) is the correct term that refers to the net present value of the future cash flows attributed to the customer relationship. It measures the profit your business makes from any given customer over the span of their relationship with your organization.

Question 11

Nadine has been calling on the same customer for years. She handles all of the company's orders and quickly resolves any issues that may come up. On occasion, Nadine takes some of the company employees out to dinner and has even given them tickets to local concerts. Nadine is involved in

Accepted Answer

Nadine's actions of maintaining long-term relationships, handling orders, resolving issues, and engaging in activities like taking employees out to dinner and giving them concert tickets are indicative of relationship selling. This approach focuses on building and maintaining strong relationships with customers to encourage loyalty and repeat business.

Question 12

________ is an important marketing activity as it allows salespeople to represent the firm to customers, gather information on customer likes and dislikes, and provide market feedback on competitors and trends in the macro-environment.

Accepted Answer

Personal selling involves direct interaction between a salesperson and a customer, which allows for gathering detailed customer feedback, understanding customer preferences, and providing insights on market trends and competitor activities. This makes it a crucial marketing activity for representing the firm and collecting valuable market intelligence.

Question 13

AI algorithms can alert salespeople as to what existing clients are more likely to want: a new product offering versus a better version of what they currently own.

Accepted Answer

AI algorithms can analyze customer data and past purchasing behavior to predict customer preferences, including whether they might be interested in new products or upgrades to existing ones, thus aiding sales strategies.

Question 14

How do salespeople represent the interests of customers within the firm?

Accepted Answer

Salespeople represent the interests of customers within the firm by sharing customer likes and dislikes with marketers and product designers, ensuring that the products and services meet customer needs and preferences.

Question 15

In SPIN selling, problem questions are designed to get the buyer thinking about the value of finding a solution to the problem.

Accepted Answer

Problem questions in SPIN selling are designed to uncover and understand the buyer's problems, not to get them thinking about the value of a solution. That is the role of implication questions.

Question 16

According to your text, ________ serve(s)as the critical link between the firm and the customer.

Accepted Answer

Salespeople serve as the critical link between the firm and the customer because they directly interact with and sell to the customers, providing information, answering questions, and ensuring customer satisfaction.

Question 17

Companies that use social selling make it easier for its salespeople to seek out introductions to new prospects.

Accepted Answer

Social selling allows salespeople to leverage their social networks to connect with prospects, making introductions and initial contact easier than traditional cold outreach methods.

Question 18

Adaptive selling refers to the altering of sales behavior during a customer interaction or across customer interactions based on perceived information about the selling situation.

Accepted Answer

Adaptive selling involves modifying one's sales approach in real-time or across different interactions based on the specific needs, behaviors, or responses of the customer, making it a dynamic and responsive sales strategy.

Question 19

Predictive analysis is the use of data, statistical algorithms, and machine learning techniques to identify the likelihood of future outcomes based on historical data.

Accepted Answer

Predictive analysis indeed involves using historical data, statistical algorithms, and machine learning techniques to forecast future events or outcomes.

Question 20

The design of sales territories needs to match the workload and opportunity in each territory to the abilities of the corresponding salesperson or team.

Accepted Answer

Designing sales territories to match the workload and opportunity with the abilities of the salesperson or team ensures efficient use of resources and maximizes sales potential.

Quiz 9: Personal Selling