Question 1

The ____ stage of the personal selling process is when the salesperson asks the prospect to buy the product.

Accepted Answer

The closing stage is where the salesperson asks the prospect to buy the product or service. The proposal stage involves presenting an offer in detail, overcoming objections involves addressing any concerns or hesitations the prospect may have, the approach stage is where the salesperson first makes contact with the prospect, and the trial stage involves offering a free trial or sample of the product.

Question 2

Dylan is a sales person for Whole Foods.In his position,he is primarily responsible for seeking repeat sales.Dylan is most likely a(n)

Accepted Answer

The answer of Dylan is a sales person for Whole...

Question 3

While anticipating objections and countering them before they are asked is a good idea,one negative consequence of doing so is that the salesperson may

Accepted Answer

Anticipating objections and countering them before they are asked can inadvertently introduce new objections to the customer that they hadn't considered, potentially complicating the sales process.

Question 4

Tony tells his wife,Camilla,that his last sales call of the day at DuPont was a disaster.He explains that he never really figured out what the purchasing agent was looking for.Camilla,a sales trainer for another firm,hands Tony a book on

Accepted Answer

Tony mentioned that he had trouble figuring out what the purchasing agent was looking for. Improving his listening skills could help prevent this issue in the future. Therefore, Camilla handing him a book on listening skills would be the best choice.

Question 5

Yolanda's job is to find new customers for her company's telecommunication services.She encourages existing customers to add more services and finds customers who are completely new to the company.Yolanda would best be classified as a(n)

Accepted Answer

Yolanda's job involves actively seeking out new customers and persuading them to try the company's services, which makes her an "order getter." The other options (order taker, missionary salesperson, technical salesperson) don't fully capture the active and persuasive nature of Yolanda's role.

Question 6

"Mrs.Brucker,you would agree that this is the most attractive car interior in this price range,wouldn't you?" Cliff Davis,a salesperson at Midtown Ford,was using a(n)____ when he made this statement.

Accepted Answer

This statement is an example of a trial close, where the salesperson is attempting to see how close the customer is to making a purchase by asking for their opinion or agreement on a positive aspect of the product.

Question 7

Order-getting activities are divided into two categories:

Accepted Answer

Current-customer sales refer to activities that aim to maintain and increase sales with existing customers, while new-business sales refer to activities that focus on attracting and acquiring new customers. This categorization is commonly used in sales and marketing.

Question 8

When a salesperson asks the customer to buy the product several times throughout the sales presentation in an effort to uncover hidden objections,it is called

Accepted Answer

This technique is called trial closing, where the salesperson tries to close the sale by asking for the customer's commitment multiple times. This helps the salesperson uncover any hidden objections and address them before the final close of the sale.

Question 9

Creative selling,which requires that salespeople recognize a potential buyer's needs and then provide the prospect with the necessary information,is performed by

Accepted Answer

Creative selling involves identifying a potential buyer's needs and providing them with the necessary information, which requires more initiative and creativity than simply taking orders. This is the role of the order getter, who actively seeks out new business opportunities and engages in persuasive selling techniques to close deals. The other options listed primarily focus on servicing current customers or providing technical support, and may not involve as much proactive selling.

Question 10

Michelle works for a company that sells rotisseries for chicken and other foods.She answers phone calls from customers who see infomercials on TV and call to order the product.Michelle is considered a(n)

Accepted Answer

Michelle is taking orders from customers who call the company, which makes her an inside order taker. She is not going out to meet customers in the field, so she cannot be a field order taker or a trade salesperson. While she does represent the company and provide support to customers, her primary role is taking orders, which makes her an inside order taker rather than a support person. Finally, the term "order getter" typically refers to salespeople who actively seek out new customers rather than simply taking orders from those who call in.

Question 11

A salesperson should try to close the sale

Accepted Answer

The answer of A salesperson should try to close the...

Question 12

A salesperson will be better able to determine the prospect's specific needs by

Accepted Answer

By listening carefully to the prospect's questions, comments, and reactions during the sales presentation, the salesperson can better understand the prospect's specific needs and tailor the presentation accordingly. This allows the salesperson to address any concerns the prospect may have and offer solutions that meet their specific needs. Waiting until after the sale or doing extensive research beforehand may not provide the same level of insight into the prospect's needs. Using trial closings throughout the sales presentation can also be helpful but may not be as effective as actively listening to the prospect. Making a very thorough and detailed sales presentation may overwhelm the prospect and not address their specific concerns.

Question 13

During his presentation to Mrs.French about a high-end gourmet oven,Brian asks,"Would you prefer black or stainless steel?" This is an example of a

Accepted Answer

Brian's question of "Would you prefer black or stainless steel?" is a trial close, which is a technique used to gauge a customer's level of interest and willingness to buy by posing a question that assumes the sale has already been made. This type of question allows the salesperson to get feedback from the customer and overcome any objections before actually asking for the sale.

Question 14

Hannah is a retail salesperson for Crate and Barrel in Chicago.She is most likely classified as

Accepted Answer

Hannah is working as a salesperson in a retail store, which means she is most likely classified as an inside order taker. She is not actively seeking out new business (order getter), nor is she selling to businesses (trade salesperson) or providing support services (support personnel). Hannah is also not working outside of the store (field order taker).

Question 15

Cheyenne calls to see if her customer's new hardwood floors were installed correctly

Accepted Answer

Checking in with the customer to ensure satisfaction and proper installation is part of the follow-up step in the sales process.

Question 16

During the personal selling process,a salesperson,if possible,should handle objections when

Accepted Answer

It is important for a salesperson to handle objections as soon as they arise during the sales process. This shows that the salesperson is actively listening to the customer and addressing their concerns, which can ultimately lead to closing the sale. Waiting too long to address objections can lead to frustration on the customer's part and may even cause them to lose interest in the product or service being offered.

Question 17

Sebastian,Kevin's sales manager,points out to him that his last shopper in the housewares department didn't seem interested or involved as he explained the new food processor to her.Sebastian suggests that Kevin use a(n)____ as part of his presentation next time.

Accepted Answer

A demonstration can help the customer visualize the benefits of the product and engage them in the process. It allows the customer to interact with the product and ask questions, which increases their interest and understanding. A video or pamphlet may not be as effective in creating a personalized experience for the customer. A trial close and overcoming objections approach come later in the sales process after the customer has shown interest in the product.

Question 18

Which of the following is not true when making the sales presentation?

Accepted Answer

Anticipating questions and answering them before they're asked can be a good strategy, but it's not something that is not true when making a sales presentation. It's actually beneficial to anticipate potential questions to demonstrate knowledge and preparedness, which can build trust with the customer. The other options (B, C, D, E) are all recommended practices for effective sales presentations.

Question 19

The two groups of order takers in personal selling are

Accepted Answer

Inside order takers are responsible for taking orders over the phone, email, or website, while field order takers visit customers in their physical locations to take orders.

Question 20

The purpose of the ____ stage in personal selling is to determine customers' problems and questions about using the product.

Accepted Answer

The follow-up stage in personal selling is crucial for determining customers' problems and questions about using the product, as it involves checking in with the customer after the sale to ensure satisfaction and address any issues or concerns they may have.

Quiz 19: Personal Selling and Sales Promotion