Question 1

Selling often serves as a stepping-stone to top management.In fact,approximately __________ of the chief executive officers (CEOs)in the largest U.S.corporations have significant sales and marketing experience in their work history.

Accepted Answer

According to various studies and research, almost 20% of the CEOs in the largest US corporations have significant sales and marketing experience in their work history. This suggests that experience in selling and marketing can be a valuable asset for executives and can help in their advancement to top management positions.

Question 2

Which of the following statements regarding the role of salespeople is MOST ACCURATE?

Accepted Answer

Salespeople are often the front-line representatives of a company and are responsible for building relationships with customers. Therefore, they have a unique understanding of customer needs and can use that knowledge to identify creative solutions to their problems. While salespeople may have some input into account management policies, they typically do not have the final say. Salespeople are not necessarily the most highly trained employees and their job security may depend on a variety of factors. Similarly, salespeople do not necessarily have greater authority than other employees when it comes to offering financial terms to customers.

Question 3

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

Accepted Answer

While compensation is certainly important for a sales career, it is not listed as necessary by Lindsey Smith in the given statement. Therefore, B is the correct answer.

Question 4

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 it involves direct interaction with potential customers and can have a significant impact on customer acquisition and retention.

Question 5

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

Accepted Answer

Lindsey Smith's primary 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 indicates that her focus is on developing and maintaining strong customer relationships, highlighting the benefits and value of GE Healthcare's products, solutions, and services to customers. While other tasks such as establishing brand recognition and developing a team of professionals may be important, they are not the primary focus of her role as described in the question.

Question 6

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

Accepted Answer

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

Question 7

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, team selling, and sales engineering are all related to personal selling, but they do not specifically involve the planning, implementing, and evaluating of the selling program of the firm.

Question 8

Relationship selling refers to

Accepted Answer

Relationship selling involves building long-term ties with customers by focusing on meeting their needs and providing exceptional service over time, rather than just making one-time sales. This approach requires salespeople to establish trust and rapport with customers, understand their unique needs, and provide ongoing support and guidance. By doing so, salespeople can develop strong relationships that lead to repeat business and positive referrals.

Question 9

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 is the specific communication between a seller and a buyer with the goal of influencing a purchase decision. It is a face-to-face encounter where both parties can exchange information and negotiate terms. Personal selling is important in building relationships with customers and can be effective in convincing them to make a purchase.

Question 10

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 the responsibility of the marketing team, not the sales management team. The other tasks listed (selecting salespeople, evaluating performance, setting sales objectives, organizing the salesforce) are all essential components of sales management.

Question 11

Sales management refers to

Accepted Answer

Sales management is not just about hiring and training a salesforce, but also involves planning and implementing a selling program, as well as evaluating the effectiveness of the sales effort. It is a comprehensive process that encompasses all aspects of personal selling in a firm. While allocating funds for direct selling and targeting specific markets are part of sales management, they alone do not comprise the full scope of the discipline. Communication between a buyer and seller is part of the personal selling process, but not necessarily the management of those efforts.

Question 12

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 task involved in managing personal selling, after organizing the sales force, is evaluating the performance of individual salespeople. This involves measuring their effectiveness in meeting sales objectives, providing customer service, and representing the company in a professional manner. It is important to continually assess the performance of salespeople to identify areas for improvement and provide feedback and coaching to help them achieve their goals.

Question 13

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 14

Which of the following statements regarding the role of salespeople is MOST ACCURATE?

Accepted Answer

Salespeople create customer value by providing follow through after the sale. This statement is most accurate as salespeople play a crucial role in ensuring customer satisfaction and building long-term relationships with customers. They provide support and follow-up after the sale, ensuring that customers are satisfied with their purchase and addressing any concerns they may have. This creates customer value and leads to increased customer loyalty and retention. The other options are not accurate as they either overstate the role of salespeople or are incorrect.

Question 15

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 managing personal selling is setting objectives. Organizing the salesforce, recruiting and training salespeople, and evaluating their performance are all important steps, but they are not effective without clear objectives to guide them. Setting objectives helps to align the efforts of the salesforce with the overall goals of the company and ensures that everyone is working towards the same targets.

Question 16

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 often the primary point of contact between a company and its customers. Because of this, they are seen as the face of the company, and their actions and behavior can greatly impact a customer's perception of the company as a whole. They are responsible for building relationships with customers and creating a positive image of the company.

Question 17

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, as of May 2020, there were approximately 14 million people employed in sales positions in the U.S. This includes employees in retail sales, wholesale and manufacturing sales, insurance sales, and various other sales-related occupations.

Question 18

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 a necessary skill to be successful in serving customers. The other listed skills - strategic thinking, product knowledge, communication, and analytical skills - are mentioned as important skills for success.

Question 19

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 the buyer and the seller, allowing for interaction and feedback. It is often done in a face-to-face encounter where the seller tries to influence the buyer's purchase decision. Direct communication is involved, but it is not one-way or indirect, and recursion is not applicable in this context.

Question 20

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

Accepted Answer

Personal selling involves direct communication between a seller and a potential customer. While social networks such as Facebook can be used to establish initial contact and maintain relationships, they do not typically involve a direct face-to-face encounter or other forms of personal communication, so they are not considered personal selling. Video teleconferencing, Internet-enabled links, face-to-face encounters, and telephone calls are all forms of personal selling because they involve direct interaction between a seller and a potential customer.

Quiz 20: Personal Selling and Sales Management

Selling often serves as a stepping-stone to top management.In fact,approximately __________ of the chief executive officers (CEOs) in the largest U.S.corporations have significant sales and marketing experience in their work history.

Which of the following statements regarding the role of salespeople is MOST ACCURATE?

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

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)

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

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

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

Relationship 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 is referred to as

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

Sales management refers to

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)

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

Which of the following statements regarding the role of salespeople is MOST ACCURATE?

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) __________;and (3) may play a dominant role in a firm's marketing program.

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.

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

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.

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