Question 1

Lindsey Smith's selling success is due in large part to her

Accepted Answer

Lindsey Smith's selling orientation and customer relationship philosophy rest on four pillars.First,she is committed to creating value for her clients.Second,she seeks to serve her clients as a trusted consultant.Third,she continually reinforces GE Healthcare's competitive advantage.Finally,she regards challenges as opportunities to provide solutions and resources to customers and to build client trust and long-term relationships.

Question 2

Personal selling include all of the following modes of communication EXCEPT:

Accepted Answer

Social networks such as Facebook are not typically considered a mode of personal selling as there is no direct, one-on-one communication between the buyer and seller.

Question 3

Sales management refers to

Accepted Answer

Sales management involves the planning of the sales program, implementing it, and evaluating the personal selling effort of the firm. It is not just about allocating funds or recruiting and training a sales force. Sales management also includes the segmentation and selection of target markets, but this is just one aspect of the overall process. The two-way flow of communication between a buyer and seller is known as personal selling, which is only a part of sales management.

Question 4

Personal selling requires the __________ flow of communication between a buyer and a seller, often in a face-to-face encounter, designed to influence a person's or a group's purchase decision.

Accepted Answer

Personal selling involves a two-way flow of communication between a buyer and a seller, often in a face-to-face encounter, designed to influence a person's or a group's purchase decision. This means that both parties are actively engaged in the communication process and there is interaction and feedback. Direct and indirect refer to the method of communication, while one-way and recursive are not applicable to personal selling.

Question 5

Planning the selling program and implementing and evaluating the personal selling effort of the firm is referred to as __________.

Accepted Answer

Planning, implementing, and evaluating the personal selling effort of the firm is the responsibility of sales management. Relationship marketing refers to building long-term, mutually beneficial relationships between a company and its customers. Team selling involves using multiple salespeople to work together on a sales account. Personal selling is the actual face-to-face selling process. Sales engineering involves providing technical support to salespeople or designing technical solutions for customers.

Question 6

According to Lindsey Smith of GE Healthcare, all of the following are necessary for a successful sales career EXCEPT:

Accepted Answer

While compensation may be a factor in attracting and retaining sales talent, it is not a necessary component for a successful sales career. Motivation, team orientation, integrity, and trust are all critical elements for building relationships and driving results in sales.

Question 7

The two-way flow of communication between a buyer and seller, often in a face-to-face encounter, designed to influence a person's or group's purchase decision is referred to as

Accepted Answer

Personal selling refers to the two-way flow of communication between a buyer and seller, often in a face-to-face encounter, designed to influence a person's or group's purchase decision. Sales management relates to managing a team of salespeople, sales promotion refers to short-term incentives to encourage purchase, direct selling refers to selling directly to consumers without a retail establishment, and marketing management includes a variety of activities beyond personal selling.

Question 8

Lindsey Smith's task in Molecular Imaging Products at GE Healthcare is to

Accepted Answer

Lindsey Smith's task in Molecular Imaging Products at GE Healthcare is to create value in customer relationships by emphasizing the company's product innovations, solutions, and service. This is in line with her selling orientation and customer relationship philosophy, which rests on creating value for clients, serving them as a trusted consultant, reinforcing GE Healthcare's competitive advantage, and regarding challenges as opportunities to provide solutions and resources to customers, build client trust, and establish long-term relationships.

Question 9

Personal selling serves three major roles in a firm's overall marketing effort. Salespeople: (1) are the critical link between a firm and its customers; (2) __________; and (3) may play a dominant role in a firm's marketing program.

Accepted Answer

Salespeople are the face of the company in a consumer's eyes, and they are often the only direct contact a consumer has with the company. As such, they play a crucial role in shaping consumer perceptions of the company and building relationships with customers. While salespeople may also play a role in research and development or targeting specific markets, these are typically secondary to their primary role as the company's representative to the consumer.

Question 10

According to Lindsey Smith of GE Healthcare, all of the following are necessary skills to be successful in serving her customers EXCEPT:

Accepted Answer

The article does not mention that having an MBA degree is necessary to be successful in serving GE Healthcare's customers. The necessary skills listed include strategic thinking, product knowledge, communication, and analytical abilities.

Question 11

The tasks involved in managing personal selling include: (1) organizing the salesforce; (2) __________; (3) recruiting, selecting, training, and compensating salespeople; and (4) evaluating the performance of individual salespeople.

Accepted Answer

The missing task in the list is setting objectives. The other tasks listed are related to other areas of marketing management, such as identifying target markets and designing promotional campaigns. Managing personal selling specifically involves organizing the salesforce, setting objectives, recruiting and selecting salespeople, training and compensating them, and evaluating their performance. Maintaining open communications is also important but is not specifically listed as one of the four main tasks.

Question 12

Personal selling serves three major roles in a firm's overall marketing effort. Salespeople: (1) are the critical link between a firm and its customers; (2) are the company in consumers' eyes; and (3)

Accepted Answer

Personal selling may play a dominant role in a firm's marketing program, as salespeople are able to provide customized and personalized experiences for customers, which can lead to increased sales and customer loyalty. Additionally, salespeople can provide valuable feedback and insights into customer preferences and market trends, which can inform the firm's overall marketing strategy.

Question 13

The practice of building ties to customers based on a salesperson's attention and commitment to customer needs over time is referred to as __________.

Accepted Answer

The practice of building ties to customers based on a salesperson's attention and commitment to customer needs over time is referred to as relationship selling. This requires the salesperson to develop a relationship with the customer, understand their needs and preferences, and offer personalized solutions. The focus is on creating long-term customer loyalty rather than just making one-time sales.

Question 14

Which of the following statements regarding the role of salespeople is most accurate?

Accepted Answer

Salespeople are often the ones who are closest to the customer and can identify creative solutions to their problems. This is because salespeople have a direct line of communication with customers and can better understand their needs and wants. While salespeople may provide input on account management policies, they typically do not have the final say in these decisions. While salespeople do know their customers well, it is marketing research that is used to segment and select target markets. Salespeople are not necessarily the most highly trained employees and do not have greater authority than others in terms of offering financial terms.

Question 15

Which of the following statements regarding the role of salespeople is most accurate?

Accepted Answer

Salespeople create customer value by ensuring customer satisfaction after the sale is made. They provide follow-up support, answer questions, and address any concerns the customer may have. This builds trust and loyalty, leading to repeat business and positive word-of-mouth referrals. While salespeople may have some influence on account management policies, they are not typically the primary decision-makers. Salespeople may receive training, but they are not necessarily the most highly trained personnel in the company. Similarly, they may be given some authority but this does not necessarily mean they can offer the best financial terms for purchases.

Question 16

Virtually every occupation that involves customer contact has an element of personal selling in it. The Bureau of Labor Statistics reports that about __________ people are employed in sales positions in the U.S.

Accepted Answer

According to the Bureau of Labor Statistics, approximately 14 million people are employed in sales positions in the United States.

Question 17

The tasks involved in managing personal selling include all of the following EXCEPT:

Accepted Answer

Designing new direct sales promotions to generate new sales is not a task involved in managing personal selling. The other options, such as selecting salespeople, evaluating their performance, setting sales objectives, and organizing the salesforce, are all important tasks in managing personal selling.

Question 18

Relationship selling refers to

Accepted Answer

Relationship selling refers to the practice of building ties to customers based on a salesperson's attention and commitment to customer needs over time. It involves creating a long-term relationship with the customer and understanding their needs, preferences, and buying habits. By building trust and rapport with the customer, the salesperson can increase customer loyalty and retention, leading to increased sales and profits.

Question 19

"Everyone lives by selling something" was an observation made by __________.

Accepted Answer

The answer of "Everyone lives by selling something" was an...

Question 20

The tasks involved in managing personal selling include the following: (1) setting objectives; (2) organizing the salesforce; (3) recruiting, selecting, training, and compensating salespeople; and (4)

Accepted Answer

The fourth task involved in managing personal selling is evaluating the performance of individual salespeople. This helps to ensure that they are meeting their objectives and provides opportunities for improvement and coaching. While maintaining open communications and using salesforce input are important aspects of managing personal selling, they do not necessarily fall under the fourth task specifically. Identifying target markets and designing new promotional campaigns are typically part of the overall marketing strategy and may not directly relate to managing personal selling.

Quiz 17: Personal Selling and Sales Management

Lindsey Smith's selling success is due in large part to her

Personal selling include all of the following modes of communication EXCEPT:

Sales management refers to

Personal selling requires the __________ flow of communication between a buyer and a seller, often in a face-to-face encounter, designed to influence a person's or a group's purchase decision.

Planning the selling program and implementing and evaluating the personal selling effort of the firm is referred to as __________.

According to Lindsey Smith of GE Healthcare, all of the following are necessary for a successful sales career EXCEPT:

The two-way flow of communication between a buyer and seller, often in a face-to-face encounter, designed to influence a person's or group's purchase decision is referred to as

Lindsey Smith's task in Molecular Imaging Products at GE Healthcare is to

Personal selling serves three major roles in a firm's overall marketing effort. Salespeople: (1) are the critical link between a firm and its customers; (2) __________; and (3) may play a dominant role in a firm's marketing program.

According to Lindsey Smith of GE Healthcare, all of the following are necessary skills to be successful in serving her customers EXCEPT:

The tasks involved in managing personal selling include: (1) organizing the salesforce; (2) __________; (3) recruiting, selecting, training, and compensating salespeople; and (4) evaluating the performance of individual salespeople.

Personal selling serves three major roles in a firm's overall marketing effort. Salespeople: (1) are the critical link between a firm and its customers; (2) are the company in consumers' eyes; and (3)

The practice of building ties to customers based on a salesperson's attention and commitment to customer needs over time is referred to as __________.

Which of the following statements regarding the role of salespeople is most accurate?

Which of the following statements regarding the role of salespeople is most accurate?

Virtually every occupation that involves customer contact has an element of personal selling in it. The Bureau of Labor Statistics reports that about __________ people are employed in sales positions in the U.S.

The tasks involved in managing personal selling include all of the following EXCEPT:

Relationship selling refers to

"Everyone lives by selling something" was an observation made by __________.

The tasks involved in managing personal selling include the following: (1) setting objectives; (2) organizing the salesforce; (3) recruiting, selecting, training, and compensating salespeople; and (4)