Question 1

The move from transactional selling to relationship selling necessitates rethinking performance evaluation.

Accepted Answer

Relationship selling requires salespeople to focus on building and maintaining long-term customer relationships rather than simply making individual transactions. This shift in focus also requires a different approach to evaluating sales performance that goes beyond simply measuring the number of sales made. Instead, performance evaluation should consider factors such as customer satisfaction, repeat business, and the ability to develop and maintain strong customer relationships.

Question 2

Most salespeople are employed in various kinds of retail selling.

Accepted Answer

This statement is true. According to the Bureau of Labor Statistics, retail salespeople are the largest occupation in the sales and related occupations group.

Question 3

Which of the following is NOT one of the six drivers of change identified in reinventing sales organizations?

Accepted Answer

The six drivers of change identified in reinventing sales organizations are: building long-term relationships with customers, creating sales organizational structures that are more nimble and adaptable to the needs of different customer groups, shifting sales management style from commanding to coaching, better integrating salesperson performance evaluation, adopting a customer-centric approach to sales and leveraging technology to gain insights into customer behavior. Organizing sales teams into regional office structures is not one of the six drivers of change.

Question 4

A salesperson is engaged in closing when he asks the customer,"Would you like your new dishwasher installed on Tuesday or Wednesday?"

Accepted Answer

This statement shows that the salesperson has already assumed that the customer is going to purchase the new dishwasher and is now focusing on finalizing the details of the sale and arranging for installation. This is a common tactic used in the closing stage of sales.

Question 5

Which driver of change in the selling environment recognizes that sales managers are often guilty of blocking successful relationship selling?

Accepted Answer

The driver of change that recognizes that sales managers are often guilty of blocking successful relationship selling is shifting sales management style from commanding to coaching. This indicates a need for a change in the approach taken by sales managers, who may have traditionally focused on commanding their sales team. Instead, sales managers need to shift towards a more coaching-based approach to enable relationship selling.

Question 6

A company that includes a toll-free phone number in its advertisements and asks customers to call the number to find out more about a specific product is using outbound telemarketing as a prospecting tool.

Accepted Answer

The company is using inbound telemarketing, as it is inviting potential customers to initiate contact through the toll-free number.

Question 7

For most professional salespeople,it is the simplicity and lack of challenge of their jobs that motivate them.

Accepted Answer

It is unlikely that the simplicity and lack of challenge in a sales job would motivate most professional salespeople. In fact, many salespeople are motivated by a competitive environment, the opportunity to earn commissions or bonuses, and the satisfaction of meeting or exceeding sales goals.

Question 8

In today's rapidly changing selling environment,sellers

Accepted Answer

Providing solutions has become an essential part of selling today, as customers are looking for more than just products and services. This helps to differentiate the seller and build customer loyalty. While proving best practices and using sophisticated technology can also be important, they are not necessarily the primary focus for successful selling in today's environment. Profitability is important but not the only focus. Therefore, option A is the best choice.

Question 9

Successful salespeople naturally make successful sales managers.

Accepted Answer

While successful salespeople have the skills needed to close deals and foster customer relationships, being a successful sales manager involves a different set of skills, such as leadership, coaching, and team management. Just because someone is a great salesperson does not necessarily mean they will be a great manager.

Question 10

On average,salespeople still spend more time selling than in the performance of non-selling activities.

Accepted Answer

On average, salespeople spend less time selling and more time on non-selling activities such as administrative tasks, data entry, and attending meetings.

Question 11

Freedom of action and opportunities for personal initiative are things most salespeople fear.

Accepted Answer

Freedom of action and opportunities for personal initiative are typically valued by salespeople as they allow for creativity and the ability to tailor their approach to each individual customer.

Question 12

In terms of the buying center,an employee at a daycare center who realized that babies were getting sick because the center did not use an antibacterial cleaner on all of its wood and plastic surfaces would be both a user and an initiator.

Accepted Answer

The employee is a user because they interact with the surfaces and see the effects on the babies. They are also an initiator because they identified the problem and brought it to the attention of the buying center.

Question 13

Missionary salespeople often do not take orders from customers directly but persuade customers to buy their firm's product from distributors or wholesalers.

Accepted Answer

Missionary salespeople focus on promoting their firm's products and building relationships with customers, while leaving the actual sales transactions to distributors or wholesalers.

Question 14

The first step in the selling process is to qualify prospects.

Accepted Answer

The first step in the selling process is typically to generate leads, which involves identifying potential customers before moving on to qualify those prospects as the next step.

Question 15

The first step of the organizational buying process is anticipation or recognition of a need or problem.

Accepted Answer

The first step of the organizational buying process is indeed anticipation or recognition of a need or problem. This involves identifying a need for a product or service to fulfill a specific task or solve a particular issue.

Question 16

Rick,sales manager for an automobile dealership,encourages his sales force to identify and manage their assigned customer relationships.Rick is responding to the ____________ driver of change is today's selling environment.

Accepted Answer

The answer of Rick,sales manager for an automobile dealership,encourages his...

Question 17

In recent years,the average cost of making a sales call has declined.

Accepted Answer

The average cost of making a sales call has generally increased in recent years due to factors such as inflation, higher labor costs, and increased expenses related to technology and travel.

Question 18

Opportunities for rewards in a sales job include

Accepted Answer

Sales jobs offer both intrinsic and extrinsic rewards. Intrinsic rewards involve personal satisfaction, achievement, and sense of purpose from doing a job well. Extrinsic rewards include tangible compensation such as salary, commission, bonuses, benefits, and recognition. Successful salespeople can earn both types of rewards, making sales an attractive career option for many.

Question 19

The freedom of action and opportunities for personal initiative in a sales job refers to

Accepted Answer

Autonomy refers to having the freedom of action and opportunities for personal initiative in a sales job. Monotony refers to performing the same tasks repeatedly, while variety refers to having diverse activities. Sales activities refer to the tasks and processes involved in selling a product or service. None of the above is not a suitable option as one of the given options must be the correct answer.

Question 20

The buying center tends to be more complex when dealing with a straight rebuy situation.

Accepted Answer

The buying center tends to be more complex in a new buy situation or a modified rebuy situation as more individuals are involved in making decisions and evaluating options. In a straight rebuy situation, the buying center is usually less complex as stakeholders have already made the decision to continue purchasing from the same supplier without major changes.

Quiz 2: The Process of Selling and Buying