Question 1

The modern selling practice is based upon the principle that the sales process must be built on a foundation of trust and mutual agreement.

Accepted Answer

The modern selling practice recognizes the importance of building trust and mutual agreement as the foundation of the sales process. This approach is based on the understanding that customers are more likely to do business with those they trust and who have their best interests in mind. Therefore, successful salespeople focus on building relationships with their clients, understanding their needs, and providing solutions that meet those needs.

Question 2

High-performing salespeople actively plan and develop strategies that will lead to programs benefitting the customer.

Accepted Answer

High-performing salespeople understand the importance of creating customer-centric solutions and therefore, they actively plan and develop strategies that will lead to beneficial outcomes for their customers.

Question 3

A seller-oriented selling orientation is focused on the long-term relationship with customers.

Accepted Answer

A seller-oriented selling orientation is focused on achieving short-term sales goals, rather than building a long-term relationship with customers. This approach is more focused on the needs and goals of the seller, rather than the needs and interests of the customer.

Question 4

Seller-oriented selling puts the buyer's needs before all else.

Accepted Answer

Seller-oriented selling prioritizes the seller's needs and goals, rather than the buyer's. It focuses on making a sale rather than understanding and meeting the buyer's needs.

Question 5

Companies are increasingly using salesforce.com as a substitute for human salespeople.

Accepted Answer

Salesforce.com is a customer relationship management (CRM) platform, not a substitute for human salespeople. It is used to support sales, marketing, and customer support in more efficient ways.

Question 6

High-performing salespeople emphasize the interests of their clients over their companies to achieve one-way advocacy.

Accepted Answer

High-performing salespeople balance the interests of their clients with those of their companies, aiming for mutual benefits rather than one-way advocacy.

Question 7

The modern selling philosophy relies heavily on wining and dining clients,emphasizing the clients are bought rather than earned.

Accepted Answer

The modern selling philosophy emphasizes on building genuine relationships with clients and earning their trust, rather than just wining and dining them. The focus is on creating long-term partnerships rather than just making a one-time sale.

Question 8

Sales representatives should act as if they work for themselves in order to fulfill the modern selling practice.

Accepted Answer

The answer of Sales representatives should act as if they...

Question 9

Research has shown that role ambiguity in the early stage of employment increases salesperson commitment to the company and decreases turnover.

Accepted Answer

Research typically shows that role ambiguity, especially in the early stages of employment, can decrease job satisfaction and organizational commitment while increasing turnover intentions among employees, including salespersons. Clear roles and expectations are generally linked to higher levels of commitment and lower turnover.

Question 10

No single factor is able to adequately explain salesperson performance.

Accepted Answer

Salesperson performance is influenced by multiple factors such as motivation, product knowledge, communication skills, customer relationship management, market conditions, and more. Therefore, no single factor can fully explain salesperson performance.

Question 11

Personal selling does not need to be person-to-person to be effective.

Accepted Answer

The answer of Personal selling does not need to be...

Question 12

One of the resources of the salesperson that help determine effectiveness is the characteristic of the buying task.

Accepted Answer

The answer of One of the resources of the salesperson...

Question 13

When a salesperson services an account,it means that she is handling shipment problems and handling back orders.

Accepted Answer

The answer of When a salesperson services an account,it means...

Question 14

Personal selling is one-way communication,as are the other promotional tools.

Accepted Answer

Personal selling is two-way communication where the salesperson interacts with the customer and responds to their queries and concerns, making it different from other promotional tools like advertising, sales promotion, and public relations, which are mostly one-way communication.

Question 15

Salesforce.com is an information management tool for salespeople.

Accepted Answer

Salesforce.com is a customer relationship management (CRM) tool designed for sales, marketing, and customer service teams to manage customer information and interactions.

Question 16

The typical activity envisioned when thinking of personal selling is entertaining prospective clients.

Accepted Answer

The typical activity envisioned when thinking of personal selling is engaging in a one-on-one conversation or consultation with a prospective client to understand their needs and offer personalized solutions. Entertaining may be a part of the process, but it is not the main activity.

Question 17

A customer-driven atmosphere in selling is essential to developing long-term growth through customer relationships.

Accepted Answer

A customer-driven atmosphere focuses on understanding and meeting the needs of customers, which can lead to increased customer loyalty, repeat business, and positive word-of-mouth referrals. This customer-centric approach is key to building strong, lasting relationships with customers and driving long-term growth for the business.

Question 18

All elements of the promotional mix and IMC work together to achieve overall organizational objectives.

Accepted Answer

All elements of the promotional mix (advertising, personal selling, sales promotion, direct marketing, and public relations) need to work together in an integrated manner to create a coordinated marketing communication strategy that supports the overall objectives of the organization. This is also known as integrated marketing communication (IMC). Therefore, the statement is true.

Question 19

Motivation is reciprocally related to performance,meaning that it is a determinant of performance and is also determined by performance.

Accepted Answer

Motivation can be a determinant of performance as individuals who are more motivated tend to perform better. However, performance can also impact motivation, as positive results from performance can lead to increased motivation and confidence, while poor performance can lead to decreased motivation. Thus, motivation and performance have a reciprocal relationship.

Question 20

In the modern selling practice,getting the order is the critical step in the selling process.

Accepted Answer

In modern selling practices, building relationships and understanding customer needs are considered more critical steps than simply getting the order. This approach focuses on customer satisfaction and long-term engagement rather than just making a sale.

Quiz 23: Personal Selling