Question 1

To truly have effective impact on their organization,salespeople need to be skillful at disseminating the knowledge they have acquired from customers to other people in their companies.

Accepted Answer

Salespeople often have valuable insights and information gained from interacting with customers that can benefit other teams within their organization. Being able to effectively share this knowledge can lead to improved collaboration and decision-making, ultimately resulting in greater success for the company as a whole.

Question 2

Publicity is a form of unpaid marketing communication between buyers and the selling firm.

Accepted Answer

Publicity refers to the dissemination of information about a firm, product or service through media channels without any payment made by the selling firm. It is a tool for generating awareness and interest among consumers and is a form of unpaid marketing communication.

Question 3

Salespeople coordinate the activities within their firms to solve customer problems.

Accepted Answer

Salespeople serve as a liaison between the customer and the company, and they work with other departments such as production, logistics, and customer service to coordinate efforts to solve customer problems.

Question 4

In a selling situation,buyers and sellers calculate profit differently.

Accepted Answer

Buyers calculate profit as the difference between the price they paid for the product and the value they receive from it. On the other hand, sellers calculate profit as the difference between the cost of producing the product and the price at which they sell it.

Question 5

The salesperson's job does not end when the customer places an order.

Accepted Answer

The salesperson's job involves follow-up after the order has been placed, such as ensuring timely delivery and addressing any concerns or issues the customer may have.

Question 6

Generally,salespeople spend more than 50 percent of their time on-site in face-to-face meetings with customers and prospects.

Accepted Answer

With advancements in technology and changes in sales practices, salespeople now often use a mix of email, phone calls, virtual meetings, and social media to engage with customers and prospects, reducing the need for as much on-site, face-to-face interaction.

Question 7

The phrase customer-centric means making the customer the center of everything the salesperson does.

Accepted Answer

Customer-centric means focusing on the customer's needs, preferences, and satisfaction, and making them the priority in all sales and marketing activities. It is about creating a customer-focused culture and building relationships based on trust, empathy, and understanding.

Question 8

The Personal Value Equation of a buyer is the selling price minus the benefits received.

Accepted Answer

The Personal Value Equation of a buyer is the benefits received minus the selling price.

Question 9

Advertising is the most costly method of communication for selling firms.

Accepted Answer

Advertising is not always the most costly method of communication for selling firms; other methods like personal selling, sales promotions, or direct marketing can be more expensive depending on the scale and target audience.

Question 10

Trying to convince your professor to give you the position of a teaching assistant is an example of personal selling.

Accepted Answer

Personal selling involves the interactive process of communicating with potential customers to persuade them to buy a product or service. In this case, the student is trying to persuade their professor to give them a specific position, which involves personal selling techniques.

Question 11

Go-to-market strategies are used by buyers to select a suitable vendor in the buying process.

Accepted Answer

Go-to-market strategies are used by sellers to create a plan for reaching and targeting potential customers. The buying process involves evaluating these strategies and selecting a vendor that aligns with the buyer's needs and preferences.

Question 12

Integrated marketing communications programs focus exclusively on coordinating video with radio advertising.

Accepted Answer

Integrated marketing communications programs involve coordinating various elements of the promotional mix, including advertising, personal selling, public relations, direct marketing, and digital marketing, not just video and radio advertising.

Question 13

Personal selling is focused on the need to create value for the seller rather than for the buyer.

Accepted Answer

Personal selling is focused on the need to create value for the buyer rather than for the seller. The goal of personal selling is to build relationships, understand the buyer's needs, and provide solutions that meet those needs, ultimately leading to a sale for the seller.

Question 14

If salespeople want to sell effectively,they have to recognize that the buyer has needs that are met not only by the product but also by the selling process itself.

Accepted Answer

Salespeople need to understand that the buyer's needs are not just based on the product, but also on the process of selling. Therefore, recognizing and addressing these needs is crucial for effective sales.

Question 15

Organizations whose go-to-market strategies rely heavily on advertising and publicity are called sales force-intensive organizations.

Accepted Answer

Organizations whose go-to-market strategies rely heavily on advertising and publicity are called marketing-intensive organizations, not sales force-intensive organizations.

Question 16

In a selling situation,the seller's profit is the benefits received minus the selling price.

Accepted Answer

In a selling situation, the seller's profit is the selling price minus the costs associated with producing and selling the product or service. Therefore, the formula for profit is Profit = Selling Price - Cost.

Question 17

Activities such as prospecting for new customers,making sales presentations,demonstrating products,negotiating price and delivery terms,writing orders,and increasing sales to existing customers are only part of a sales job.

Accepted Answer

These are all typical activities of a sales job.

Question 18

Six sigma selling programs are designed to reduce and eliminate errors in the selling system.

Accepted Answer

Six sigma selling programs aim to reduce errors and improve the effectiveness of the selling process by utilizing data and statistical analysis. By identifying and eliminating errors, the selling system can become more efficient and lead to increased sales and customer satisfaction.

Question 19

A firm's products move from the manufacturer to the final user through a series of institutions called a production network.

Accepted Answer

The series of institutions through which a firm's products move from manufacturer to user is called a distribution channel, not a production network.

Question 20

The goal of selling is merely to promote the product or service.

Accepted Answer

The goal of selling is not just to promote the product or service, but also to convince the potential customer to make a purchase. The ultimate goal of selling is to generate revenue for the company.

Quiz 1: Selling and Salespeople