Question 1

Kim is proud to be a salesperson because she knows she is benefiting society by helping to __________ and promote the ____________
A) Stimulate the economy; diffusion of innovation
B) Add value; welfare of the company for which she works
C) Uncover needs; solutions
D) Sell products; company's brands
E) Sell products; development of her customers

Accepted Answer

A

Question 2

The series of conversations between buyers and Sellers that take place over time in an attempt to build relationships is referred to as _____________.
A) Advertising
B) Sales dialogue
C) Sales presentation
D) Sales communication
E) Sales conversation

Accepted Answer

Sales dialogue refers to the ongoing conversations or interactions between buyers and sellers as they try to build a relationship. It involves active listening, problem-solving, and addressing the needs and concerns of the customer, eventually leading to the sales process. Advertising, sales presentation, and sales communication are all part of the sales process but do not necessarily involve ongoing conversations or interactions. Sales conversation is not a commonly used term and is not a specific concept in the sales process.

Question 3

The desired outcomes in trust-based relationship selling include which of the following?
A) Closed sales
B) Order volume
C) Trust, mutual benefits, and enhanced profits
D) Profit in the short-term
E) None of the above.

Accepted Answer

Trust-based relationship selling focuses on building trust and mutual benefits between the buyer and seller. The desired outcomes include developing a long-term relationship, increased sales volume over time, and enhanced profits for both parties. Closed sales and short-term profits are not the primary focus, as the goal is to establish a sustainable and mutually beneficial relationship.

Question 4

Customers perceptions of what they get for what they have to give up is referred to as Customer __________
A) Benefits
B) Cost
C) Behavior
D) Engagement
E) None of the above are correct

Accepted Answer

The correct term for customers' perceptions of what they get for what they have to give up is "Customer Value," which is not listed among the options provided.

Question 5

The most important part of marketing communications for most business firms is:
A) Personal selling.
B) Advertising.
C) Public relations.
D) Sales promotions.
E) Publicity.

Accepted Answer

Personal selling is often considered the most important part of marketing communications for most business firms because it involves direct interaction between the sales force and the customers, allowing for personalized communication, immediate feedback, and the ability to adjust the sales message to better meet the customer's needs. This direct interaction can be more effective in persuading customers and building relationships than other forms of marketing communications.

Question 6

Which of the following is most accurate with respect to post sale follow-up?
A) Transaction-focused selling includes substantial follow-up.
B) Transaction-focus selling includes little to no follow-up.
C) Trust-based relationship selling involves substantial follow-up.
D) Trust-based relationship selling it involves little to no follow-up.
E) Both B and C are correct.

Accepted Answer

Transaction-focused selling typically involves little to no follow-up as the emphasis is on the immediate sale rather than building a long-term relationship. In contrast, trust-based relationship selling involves substantial follow-up to nurture and maintain the relationship, ensuring customer satisfaction and fostering repeat business.

Question 7

As the evolution of personal selling continues, which of the following is not a predicted sales force response to an expected change?
A) More emphasis will be placed on developing and maintaining trust-based long-term customer relationships.
B) Greater emphasis will be placed on team selling.
C) There will be an increase in the use of technology (e.g., laptop computers, electronic mail, and fax machines).
D) More sales dollars will be spent on advertising.
E) There will be an increase in the globalization of sales efforts.

Accepted Answer

The other options are predicted responses to expected changes in personal selling, but the option D, "More sales dollars will be spent on advertising," is not a predicted sales force response to an expected change. This statement is related to changes in marketing communication, rather than personal selling.

Question 8

Salespeople have contributed to the economic growth of the United States in two basic ways:
A) By stimulating economic transactions and encouraging research and development.
B) By bringing producers news about the state of the market and introducing new products to people in rural areas.
C) By stabilizing economic transactions and assisting in recovery cycles.
D) By sustaining periods of relative prosperity and developing product awareness among consumers.
E) By stimulating economic transactions and increasing the diffusion of innovation.

Accepted Answer

Salespeople have played a crucial role in stimulating economic transactions and increasing the diffusion of innovation by introducing new products and technologies to the market and encouraging consumers to adopt them. This has contributed to the overall growth of the US economy.

Question 9

Salespeople have the following relationship with revenue in most business firms:
A) Indirect.
B) Direct.
C) No relationship.
D) Parallel.
E) Inverse.

Accepted Answer

Salespeople are responsible for generating revenue for the business through the sale of products or services. The more successful the salespeople are at selling, the more revenue the business will generate. Therefore, there is a direct relationship between salespeople and revenue.

Question 10

Ethan is engage in sales __________ , which refers to a series of conversations between buyers and sellers that occur as salespeople attempt to initiate, develop, and enhance customer relationships
A) Training
B) Dialogue
C) Calling
D) Pitching
E) Both C and D are correct

Accepted Answer

Sales dialogue is a crucial part of the sales process and involves ongoing conversations between buyers and sellers to build relationships, uncover needs, and ultimately close sales. Training (A) may be important to help salespeople develop the necessary skills for effective dialogue, but it is not the same as the actual conversation. Calling (C) and pitching (D) are types of sales activities, but they are not synonymous with dialogue or relationship building. Choice E is incorrect because while calling and pitching may involve dialogue, they do not encompass the full scope of sales conversations and relationship building efforts.

Question 11

The primary focus of transaction-focused selling is the ________________________.
A) Salesperson and the selling organization
B) Customer
C) Product
D) Communication process
E) All of the above.

Accepted Answer

The answer of The primary focus of transaction-focused selling is...

Question 12

Susan's customers are always concerned about what they're receiving in exchange for what they're paying. In other words, they are concerned about _______________.
A) Marketing
B) Personal selling
C) Customer value
D) Marketing Communications
E) Advertising

Accepted Answer

The customers are concerned about the value they are getting in the exchange, which directly relates to customer value.

Question 13

Kevin is a salesperson who relies heavily on trust building. This style of selling is known as?
A) Personal selling
B) Mental states selling
C) Trust-Based relationship selling
D) Canned selling
E) None of the above.

Accepted Answer

The given style of selling, which heavily relies on building trust, is known as trust-based relationship selling. Option A (Personal selling) is a broader term that includes different sales styles and techniques, and option B (Mental states selling) is a specific sales approach that focuses on understanding and influencing customers' mental states. Option D (Canned selling) refers to a sales approach that uses a fixed sales pitch or script, regardless of the customer's needs and preferences. Option E is not a relevant choice.

Question 14

Which of the following is not a typical skill required for trust-based relationship selling?
A) Financial planning
B) Information gathering
C) Listening and questioning
D) Strategic problem solving
E) Team building and teamwork

Accepted Answer

Financial planning is a specific skillset that is not directly related to trust-based relationship selling. While financial literacy and understanding of economic markets may be helpful, it is not a typical requirement for successful trust-based relationship selling. The other choices listed (information gathering, listening and questioning, strategic problem solving, and team building) are all essential components of building trust with clients and strengthening sales relationships.

Question 15

Natalie is a college graduate seeking a job that will allow here to interact with customers individually. She is looking for a job in _______________.
A) Advertising
B) Sales promotion
C) Direct marketing
D) Personal selling
E) Management

Accepted Answer

Personal selling involves interacting with customers on an individual basis and attempting to persuade them to make a purchase. Therefore, this is the best choice for Natalie. The other options (advertising, sales promotion, direct marketing, and management) may involve some level of customer interaction but not necessarily on an individual basis as required by Natalie's preference.

Question 16

Jennifer follows the trust-based relationship selling strategy when dealing with her customers. She can expect to be ________________ her customers' decision-making processes.
A) Isolated from
B) Actively involved in
C) Dissatisfied with
D) Uncertain about
E) None of the above are correct.

Accepted Answer

Jennifer follows the trust-based relationship selling strategy, which means she wants to establish a strong relationship with her customers. Therefore, she would actively involve herself in her customers' decision-making processes to gain their trust and build a relationship.

Question 17

One of the key roles that salespeople client in society is the distribution of knowledge about new technology. In other words, salespeople helped with the __________________________.
A) Growth of revenue
B) Diffusion of innovation
C) Market research process
D) Distribution of products
E) None of the above.

Accepted Answer

Salespeople play a key role in the diffusion of innovation by educating customers about new technology and its benefits. This helps to spread awareness and increase adoption rates, ultimately leading to growth in revenue and increased distribution of products. However, the primary responsibility of salespeople in this context is to spread knowledge about new technology.

Question 18

When practicing trust-based relationship selling, salespeople should do all of the following except:
A) Act as a business consultant and long-term ally.
B) Participate in two-way and collaborative communication.
C) Practice stimulus-response selling.
D) Be actively involved in the customer's decision making process.
E) Provide continued follow-through.

Accepted Answer

Trust-based relationship selling does not involve stimulus-response selling, which is based on manipulating customers into buying through various techniques. Trust-based relationship selling instead aims to build trust and genuine relationships with customers.

Question 19

The part of marketing that relies heavily on interpersonal communication and interaction between buyers and sellers is called _____________
A) Advertising
B) Sales promotion
C) Direct marketing
D) Consumer behavior
E) Personal selling

Accepted Answer

Personal selling is the part of marketing that relies heavily on interpersonal communication and interaction between buyers and sellers. Advertising, sales promotion, direct marketing, and consumer behavior can all be elements of marketing, but do not necessarily rely on as much direct interaction between buyers and sellers as personal selling does.

Question 20

Sales _____________ is a customer-oriented approach that uses truthful, non-manipulative tactics to satisfy the long-term needs of both the customer and the selling firm.
A) Dialogue
B) Pitching
C) Communication
D) Professionalism
E) Engagement

Accepted Answer

Sales professionalism is a customer-oriented approach that focuses on building long-term relationships with clients based on trust, honesty, and a deep understanding of their needs. Professional salespeople use non-manipulative tactics to help customers find the best solutions to their problems, rather than attempting to push products or services that don't meet their needs. This approach helps build customer loyalty and can lead to repeat business and positive word-of-mouth referrals.

Quiz 1: Overview of Personal Selling

Kim is proud to be a salesperson because she knows she is benefiting society by helping to and promote the __

The series of conversations between buyers and Sellers that take place over time in an attempt to build relationships is referred to as _____________.

The desired outcomes in trust-based relationship selling include which of the following?

Customers perceptions of what they get for what they have to give up is referred to as Customer __________

The most important part of marketing communications for most business firms is:

Which of the following is most accurate with respect to post sale follow-up?

As the evolution of personal selling continues, which of the following is not a predicted sales force response to an expected change?

Salespeople have contributed to the economic growth of the United States in two basic ways:

Salespeople have the following relationship with revenue in most business firms:

Ethan is engage in sales __________ , which refers to a series of conversations between buyers and sellers that occur as salespeople attempt to initiate, develop, and enhance customer relationships

The primary focus of transaction-focused selling is the ________________________.

Susan's customers are always concerned about what they're receiving in exchange for what they're paying. In other words, they are concerned about _______________.

Kevin is a salesperson who relies heavily on trust building. This style of selling is known as?

Which of the following is not a typical skill required for trust-based relationship selling?

Natalie is a college graduate seeking a job that will allow here to interact with customers individually. She is looking for a job in _______________.

Jennifer follows the trust-based relationship selling strategy when dealing with her customers. She can expect to be ________________ her customers' decision-making processes.

One of the key roles that salespeople client in society is the distribution of knowledge about new technology. In other words, salespeople helped with the __________________________.

When practicing trust-based relationship selling, salespeople should do all of the following except:

The part of marketing that relies heavily on interpersonal communication and interaction between buyers and sellers is called _____________

Sales _____________ is a customer-oriented approach that uses truthful, non-manipulative tactics to satisfy the long-term needs of both the customer and the selling firm.