Question 1

Which type of salesperson would routinely be involved in an industrial straight rebuy situation?

Accepted Answer

In an industrial straight rebuy situation, the customer is already familiar with the product and has made the decision to continue purchasing it. Therefore, an order taker who is responsible for processing routine orders and maintaining relationships with customers would be the most appropriate salesperson for this situation.

Question 2

Outside order takers are most likely to do which of the following?

Accepted Answer

The answer of Outside order takers are most likely to...

Question 3

The three types of personal selling are order taking, order getting, and

Accepted Answer

The third type of personal selling is customer sales support, which involves providing after-sales service and support to the customer.

Question 4

On a recent shopping excursion at a local Target store, Jim Krause went from aisle to aisle selecting the products he needed. He bought a variety of products, including shampoo, toothpaste, and several pairs of socks. The only salesperson Krause encountered was the person at the checkout counter. The checkout person at Target is would best be described as

Accepted Answer

The checkout person at Target is best described as an inside order taker, as they process transactions and handle payments for items that customers have already decided to purchase.

Question 5

Which of the following is one of three types of personal selling?

Accepted Answer

Order getting is a type of personal selling where the salesperson actively seeks out and persuades customers to make a purchase.

Question 6

Salespeople called ________ visit customers and replenish inventory stocks of resellers, such as retailers or wholesalers.

Accepted Answer

Outside order takers are salespeople who leave the company and visit customers to take their orders and ensure customer satisfaction. In this specific case, they replenish inventory stocks of resellers, such as retailers or wholesalers. The other options do not accurately describe this particular sales role.

Question 7

The primary responsibility of order takers is to

Accepted Answer

The primary responsibility of order takers is to preserve ongoing relationships with existing customers and maintain sales. They are not typically responsible for introducing new products or services, building market share, or convincing customers to switch from competitors. While creating goodwill is important in any sales role, it is not the primary responsibility of an order taker.

Question 8

A salesperson who is guided by the idea, "I try to align customers who have problems with products that will help them solve their problems," has which type of orientation?

Accepted Answer

This salesperson has a customer orientation, which means they prioritize the needs and problems of the customer over simply making sales. They aim to match customers with products that will solve their specific problems, rather than just trying to sell them any product.

Question 9

A salesperson who is guided by the notion, "I try to sell customers all I can to convince them to buy, even if I think it is more than a wise customer would buy," has which type of orientation?

Accepted Answer

This salesperson has a sales orientation, meaning they prioritize making the sale over considering what is best for the customer.

Question 10

When a Frito-Lay salesperson takes an inventory of Doritos chips to ensure that the snacks are in adequate supply on retailers' shelves, what form of buying decision does the store manager engage in?

Accepted Answer

The store manager is engaging in a straight rebuy, which is a routine purchasing decision made to restock inventory without any significant changes to the purchase criteria. The Frito-Lay salesperson is simply checking on the supply of existing products without introducing any new products or significant changes to the purchase decision.

Question 11

A Frito-Lay salesperson who is taking inventory of available Doritos and Tostitos products at a supermarket is considered an

Accepted Answer

The Frito-Lay salesperson is taking inventory at a supermarket, which involves physically being outside and counting the available products. Therefore, they can be classified as an outside order taker.

Question 12

John Whitaker works for American Greetings. His job description includes the following responsibilities: (1) stock and arrange point-of-purchase displays of present customers-60 percent of his workweek and (2) receive orders from customers and complete the transactions-40 percent of his workweek. Whitaker is primarily engaged in which type of selling?

Accepted Answer

The job description indicates that John Whitaker is primarily engaged in outside order taking,which involves visiting customers and replenishing inventory stocks of resellers,such as retailers or wholesalers.

Question 13

Salespeople called outside order takers visit customers and

Accepted Answer

The answer of Salespeople called outside order takers visit customers...

Question 14

Inside order takers are also referred to as

Accepted Answer

Inside order takers typically work in retail or customer service positions where their main job is to take orders from customers. They are commonly referred to as salesclerks, as their primary responsibility is to process transactions and ensure customer satisfaction.

Question 15

Two types of order takers exist. ________ visit customers and replenish inventory stocks of resellers, whereas ________ typically answer simple questions, take orders, and complete transactions with customers.

Accepted Answer

The first type of order takers visit customers and replenish inventory stocks of resellers, which suggests that they are outside. The second type of order takers answer simple questions, take orders, and complete transactions with customers, which suggests that they are inside. Therefore, the best choice is C, which correctly identifies them as outside and inside order takers.

Question 16

A salesperson who processes routine orders or reorders for products that were already sold by the company is referred to as

Accepted Answer

An order taker is a salesperson who processes routine orders or reorders for products that were already sold by the company. They do not actively seek out new customers or generate new business, but rather focus on maintaining existing relationships and fulfilling ongoing orders.

Question 17

Personal selling assumes many forms based on the ________ and the ________ to perform the sales task.

Accepted Answer

The answer of Personal selling assumes many forms based on...

Question 18

Salespeople called ________ typically answer simple questions, take orders, and complete transactions with customers.

Accepted Answer

Inside order takers are the salespeople who answer simple questions, take orders, and complete transactions with customers. The other options do not fit this description.

Question 19

There are ________ genetic markers correlated with a salesperson's predisposition or willingness to interact with customers and learn about their problems in order to meet their needs.

Accepted Answer

There are two genetic markers correlated with a salesperson's predisposition or willingness to interact with customers and learn about their problems in order to meet their needs.

Question 20

An order taker is a

Accepted Answer

An order taker is a salesperson who processes routine orders or reorders for products that were already sold by the company. They typically do not engage in the more complex aspects of the sales process such as identifying prospective customers, providing information, persuading them to buy, closing sales, or following up on their use of a product or service.

Quiz 18: Personal Selling and Sales Management