Question 1

Whether they sell directly to customers or seek to secure new distribution intermediaries, all new-business salespeople may be accurately described as order ________.

Accepted Answer

The answer of Whether they sell directly to customers or...

Question 2

Marketing executives appear to believe that salespeople lie from time to time during sales calls. The reason executives believe this occurs is due to what cause?

Accepted Answer

The pressure to meet sales goals often leads salespeople to stretch the truth or lie during sales calls, as they may feel that doing so is necessary to close deals and fulfill their sales targets.

Question 3

Mandi gets a call from her local car dealer. At the end of the call, the seller asks when Mandi wants to schedule an appointment, even though she never indicated that she wanted or needed one. This is an example of a seller attempting a(n)________ close.

Accepted Answer

This is an example of an assumptive close, where the seller assumes that the buyer has already decided to make a purchase and moves forward with the next steps, such as scheduling an appointment, without waiting for an explicit agreement from the buyer.

Question 4

The individual (or group)capable of making the decision on a good or service a salesperson is selling is called a sales ________.

Accepted Answer

The answer of The individual (or group)capable of making the...

Question 5

What separates highly successful sales professionals from mediocre ones?

Accepted Answer

Highly successful sales professionals often have a positive self-concept, which boosts their confidence and effectiveness in sales situations. Confidence can lead to better communication, stronger relationships with clients, and ultimately, more successful sales outcomes.

Question 6

Maintaining high ethical standards on the part of the sales personnel is a critical driver of sales force performance. It affects the firm's capacity to build relationships with customers as well as

Accepted Answer

High ethical standards contribute to a positive work environment by fostering trust, respect, and integrity among employees, which is essential for effective teamwork and employee satisfaction.

Question 7

The first step in the personal-selling process is ________ and qualifying.

Accepted Answer

The answer of The first step in the personal-selling process...

Question 8

Generating sales by promoting the firm and encouraging demand for its products is the role of a ________ salesperson.

Accepted Answer

The answer of Generating sales by promoting the firm and...

Question 9

The two-way flow of communication between a salesperson and a customer that is paid for by the firm and seeks to influence the customer's purchase decision is referred to as ________ selling.

Accepted Answer

The answer of The two-way flow of communication between a...

Question 10

A ________ specialist contributes expertise in the form of product demonstrations and trials, and by offering recommendations for complex equipment.

Accepted Answer

The answer of A ________ specialist contributes expertise in the...

Question 11

Cameron's main job is to foster existing accounts and maintain current customer relationships that have already been developed. Cameron 's job most aligns with specialization

Accepted Answer

Cameron's role focuses on nurturing and maintaining existing customer relationships rather than seeking out new clients, which aligns with the concept of a "farmer salesperson" who specializes in cultivating and growing existing accounts.

Question 12

Delivery salespeople are also known as ________ salespeople.

Accepted Answer

The answer of Delivery salespeople are also known as ________...

Question 13

Tunde is responsible for hiring new sales employees, establishing sales objectives and making sure senior management is kept informed of market trends and competitive actions. Tunde works as a ________ ________.

Accepted Answer

The answer of Tunde is responsible for hiring new sales...

Question 14

At the core of all modern selling strategies is ________ selling.

Accepted Answer

The answer of At the core of all modern selling...

Question 15

Pete works for a telecommunications firm. His job is to go out and try to find new customers, which can also involve acquiring existing customers from competitors. Pere's type of sales position is most accurately described as a(n)

Accepted Answer

New-business salespeople are specifically tasked with finding new customers and expanding the customer base, often by acquiring customers from competitors, which aligns with Pete's job description.

Question 16

In the ________ stage of the personal-selling process, a sales rep meets the customer for the first time.

Accepted Answer

The answer of In the ________ stage of the personal-selling...

Question 17

The emphasis on keeping customers for long periods of time is the central focus of customer ________ value and the reason firms focus on customer relationships.

Accepted Answer

The answer of The emphasis on keeping customers for long...

Question 18

Personal selling is ________ effective for products that are viewed as risky. (more/less)

Accepted Answer

The answer of Personal selling is ________ effective for products...

Question 19

You have just been hired by Ace Payroll to sell payroll support services to small- and medium-sized businesses. Your sales manager has mentioned that the main duty for new reps is to develop relationships with new customers rather than with existing customers. Ace is using a _________ strategy for new sales reps.

Accepted Answer

The "hunter" strategy focuses on seeking out new clients or customers, which aligns with the duty described for new reps to develop relationships with new customers, rather than maintaining or expanding relationships with existing ones.

Question 20

Justine is a new pharmaceutical sales representative for a major pharmaceutical company. Her current method of acquiring new business is to meet with any prospect who is willing to agree to an appointment. This approach is taking up much of her time and isn't leading to the results she had hoped for. What type of approach would you suggest she use in order to improve her results?

Accepted Answer

A lead score approach involves ranking prospects based on their potential to become a customer, which can help Justine focus her efforts on the most promising leads, thus improving her efficiency and results.

Quiz 9: Personal Selling