Question 1

Chesnee works in the office of a building materials company.One of her jobs is to identify new building projects and to determine who will make the building materials purchase decisions.Chesnee is involved in the __________ step of the selling process.

Accepted Answer

Chesnee's job involves identifying potential customers and new building projects, which is a part of the lead generation step in the selling process. The preapproach step involves researching and gathering information about the potential customer, while the sales presentation involves showcasing the product or service in a way that is appealing to the customer. Closing the sale involves convincing the customer to make a purchase, and follow-up involves maintaining a relationship with the customer even after the sale is made.

Question 2

Noah is just starting out as a sales representative,and he has been following the personal selling process carefully.Which of the following statements would describe Noah's approach?

Accepted Answer

The personal selling process typically involves steps such as prospecting and qualifying leads, preapproach, approach, presentation, handling objections, closing, and follow-up. None of the statements accurately describe these steps in the correct order or context.

Question 3

As marketing manager for a newly-created software company,Katrina is deciding whether or not to hire a company sales force.To make this decision,Katrina needs to consider whether or not:

Accepted Answer

Hiring a sales force is a significant expense for any company, so it's important to consider whether the benefits will outweigh the costs. This can be done by examining the potential revenue generated by the sales force compared to their salaries and expenses. If the revenue generated is expected to be higher than the cost of the sales force, then it may be worth hiring one. Factors such as attending trade shows, product popularity, finding a supply chain manager or online advertising are all relevant to the decision, but ultimately the decision needs to be based on whether a sales force will generate enough revenue to justify its cost.

Question 4

Several months ago,Veronica took over the sales territory managed by a very successful salesperson.Veronica should use __________ as a first source of leads.

Accepted Answer

Current customers are the best source of leads because they have already expressed interest in the company's products or services and are therefore more likely to purchase again or refer others. Veronica should start by building relationships with her current customer base and focusing on retaining and upselling them before exploring other sources of leads.

Question 5

Galena is a new agent for a financial services company.She decides to join the local Chamber of Commerce,the local association of businesswomen,and the local chapter of the United Way organization.Galena is attempting to use __________ to generate leads.

Accepted Answer

Galena is using networking to generate leads by connecting with other professionals and organizations in her community.

Question 6

Taylor loves the lifestyle associated with being a salesperson.She particularly values the __________ associated with creating her own schedule.

Accepted Answer

The sentence specifically mentions Taylor's love for the "flexibility associated with creating her own schedule." Therefore, the correct answer is C) flexibility. The other options (structure, role playing, selling team approach) are not mentioned as valued by Taylor in the sentence.

Question 7

Sales representatives add value for customers by doing all of the following EXCEPT:

Accepted Answer

Sales representatives do not reduce the firm's marketing costs. In fact, they may increase marketing costs by actively promoting the firm's products and services.

Question 8

__________ is a method of prospecting in which salespeople telephone or visit potential customers without appointments.

Accepted Answer

Cold calling is a prospecting method where the salesperson contacts potential customers without prior appointments. It is often used when trying to generate new leads or expand the customer base.

Question 9

Bridgette went to The Gap ready to buy a new blouse,but not sure which color or style she wanted.The sales representative,sensing Bridgette's buying mode,began with the __________ stage of the selling process.

Accepted Answer

The sales representative began with the sales presentation stage, as they sensed Bridgette was ready to buy and needed guidance on choosing the right color or style.

Question 10

One of the advantages of personal selling over other types of marketing communications is that:

Accepted Answer

Salespeople can customize and tailor their message to suit the specific needs and preferences of individual buyers which can result in more effective selling compared to other types of marketing communications that have a less personal touch.

Question 11

Whether or not a salesperson will go through all five steps of the selling process depends on the sales situation and:

Accepted Answer

The buyer's readiness to purchase is the main factor that will determine whether or not a salesperson will go through all five steps of the selling process. The other options might have an impact on the selling process, but they are not as critical as the buyer's readiness to purchase.

Question 12

Gwen recognizes that one of her roles as a company sales rep is to be the firm's frontline emissary.As such,she strives to build strong relationships with customers and:

Accepted Answer

Building strong relationships with customers requires a long-term perspective rather than a short-term focus on capturing every possible sale or disparaging competitors. It also does not involve pressuring the supply chain or shifting organizational control from production to marketing. Therefore, choice C is the best option.

Question 13

When Patrick begins the selling process for new customers who are not familiar with his company's commercial coffee service,he assumes he will need to:

Accepted Answer

Patrick should go through all five steps of the personal selling process to effectively introduce and sell his company's service to new customers.

Question 14

One of the disadvantages associated with personal selling is that:

Accepted Answer

Personal selling involves direct interaction with the customers which is more expensive compared to other forms of promotion such as advertising and sales promotion.

Question 15

Trade shows are a particularly good source of B2B sales leads because:

Accepted Answer

Trade shows attract people who are interested in the specific products and services being offered. As such, they are a great source of B2B sales leads. Choices A, B, and D are incorrect as trade shows are typically not open to the general public, are not always sanctioned by the government, and consumers do not tell retailers which shows to attend.

Question 16

__________ is a sales philosophy and process that emphasizes a commitment to maintaining and investing in long-term,mutually beneficial business relationships.

Accepted Answer

Relationship selling is a sales philosophy and process that focuses on building long-term, mutually beneficial relationships with customers. Rather than viewing sales as a one-time transaction, relationship selling emphasizes the importance of customer satisfaction and loyalty. This approach involves understanding the customer's needs, providing personalized solutions, and maintaining ongoing communication and support.

Question 17

Brent is preparing for an initial sales trip to Guatemala.He is hoping to find leads for his company's textile manufacturing equipment.Which of the following would likely be the best source of leads for Brent?

Accepted Answer

The answer of Brent is preparing for an initial sales...

Question 18

Thanh is starting a career in selling,but he eventually wants to become a senior manager.A selling career may help Thanh to achieve that goal by providing:

Accepted Answer

A career in selling can provide visibility to management as Thanh will have the opportunity to interact with senior staff and learn about the operations of the company. This can help him develop the skills and knowledge necessary to move up the career ladder and eventually become a senior manager. While the other options (structure, scheduling flexibility, job security, and income) may also be benefits of a selling career, they may not directly contribute to achieving Thanh's long-term goal of becoming a senior manager.

Question 19

Monica works as a salesperson in a retail clothing store.Of the five stages in the selling process,Monica is least likely to engage in:

Accepted Answer

Generating and qualifying leads typically falls under marketing and advertising efforts, rather than direct salesperson activities. Therefore, Monica is least likely to engage in this stage of the selling process.

Question 20

Although a sales representative may skip a step in the Personal Selling Process,or might sometimes have to go back and repeat steps,there is a logic in the sequence.Which of the following would NOT be appropriate in the Personal Selling Process?

Accepted Answer

Closing the sale is not the final part of the process, as follow-up is still necessary after the sale is made.

Quiz 18: Personal Selling and Sales Management