Question 1

Insurance products, gym memberships, and cruise vacations would be sold by:

Accepted Answer

Insurance products, gym memberships, and cruise vacations are all services rather than physical goods. Therefore, they would be sold by service salespeople, who specialize in selling intangible products and services.

Question 2

All of the following are nonfinancial rewards salespeople experience EXCEPT:

Accepted Answer

Club memberships are a form of financial reward, as they have a tangible monetary value. The other options listed—job knowledge, job satisfaction, positive self-worth, and customer appreciation—are forms of nonfinancial rewards that salespeople may experience.

Question 3

According to the text, there are several questions you should ask yourself as you decide whether a career in sales is appropriate for you. Which one of the following is LEAST relevant to determining whether a career in sales is best for you?

Accepted Answer

Although income is important, it is less relevant to your career choice. Being in sales requires specific skills and demands including an outgoing personality and the willingness to travel.

Question 4

According to the text, the most difficult selling situation faced by a creative salesperson is:

Accepted Answer

Selling to numerous people in an organization to get one order is often the most complex and challenging situation for a salesperson, as it involves navigating different opinions, interests, and decision-making processes within the organization.

Question 5

Which of the following statements about order-getters is true?

Accepted Answer

Order-getters are salespeople who actively seek out customers and work to persuade them to make purchases, often through personalized and creative sales strategies. They are typically involved in more complex selling situations and are rewarded for their efforts with higher earnings compared to order-takers, who primarily process routine orders or reorders for products.

Question 6

James sells blank aluminum cans for soda manufacturers to fill and label. James would be classified as a(n):

Accepted Answer

James sells products (in this case, blank aluminum cans) that are used in the manufacturing process of another product (soda), which classifies him as an industrial products salesperson. These salespeople specialize in selling goods and materials used in production processes rather than selling to end consumers.

Question 7

Order-takers:

Accepted Answer

Order-takers typically do not employ complex sales strategies or rely heavily on sales presentations. Their role often involves simply taking orders from customers rather than actively selling or persuading, which contrasts with the more proactive and strategic approach of order-getters.

Question 8

In large firms like Xerox, 3M, and General Electric, a salesperson's career path usually begins at the level of:

Accepted Answer

In large firms, a salesperson's career path typically starts at the entry-level position of a sales trainee. This position involves learning about the company's products or services, sales techniques, and customer service skills before advancing to more senior sales roles.

Question 9

Usually, the first sales management position to which a salesperson is promoted is:

Accepted Answer

The answer of Usually, the first sales management position to...

Question 10

According to the text, a(n) ________ test can be a useful tool for determining if a career in sales is appropriate for you.

Accepted Answer

A job aptitude test is designed to assess whether an individual's skills and interests align with a particular career path, making it a useful tool for determining suitability for a career in sales.

Question 11

Alane sells drawer pulls, hinges, and other decorative metal pieces used in the manufacture of furniture. Since the products she sells to the furniture makers are nontechnical in nature, Alane would be described as a(n):

Accepted Answer

The answer of Alane sells drawer pulls, hinges, and other...

Question 12

In addition to performance, the salary earned by a sales manager is LEAST related to:

Accepted Answer

The salary of a sales manager is typically least related to the number of hours worked every week. Salaries for such positions are more often influenced by factors like sales volume (both of units managed and of the firm overall), the number of salespeople managed, and the manager's experience in the field, rather than by the sheer number of hours worked.

Question 13

Fred has decided to switch from cable to satellite television. Fred calls DirecTV and speaks with an individual named Susan who places the order and collects Fred's payment information. Susan is most likely a(n):

Accepted Answer

Susan is taking Fred's order and collecting payment information, indicating that she is an order-taker.

Question 14

Susan is a door-to-door insurance policy salesperson. She is a(n):

Accepted Answer

Susan is a service salesperson because she sells insurance policies, which are considered a service rather than a tangible product.

Question 15

Order-getters:

Accepted Answer

Order-getters are salespeople who actively engage in promoting and selling a product, often in competitive markets where tangible goods are involved. They use various sales strategies to persuade customers to make a purchase, contrary to the implications of the other options.

Question 16

________ rewards are generated by the individual, not given by the company.

Accepted Answer

Psychological rewards are generated internally by the individual, such as satisfaction or a sense of achievement, rather than being provided externally by the company like financial bonuses or other tangible rewards.

Question 17

Brian Simpson has recently joined Martin Industries as a salesperson. The company manufactures lithography equipment purchased by computer chip manufacturers. Brian can be classified as a(n):

Accepted Answer

Brian is selling lithography equipment, which is used in the manufacturing process of computer chips, making him an industrial products salesperson. This type of salesperson specializes in selling goods and equipment used in industrial or manufacturing processes.

Question 18

A career in sales management begins with the position of:

Accepted Answer

A career in sales management typically begins with the position of sales trainee, as it provides the foundation and training necessary for advancement in the field.

Question 19

Salespeople who are order-________ obtain new and repeat business using creative sales strategies and well-executed sales presentations.

Accepted Answer

The term "order-getters" refers to salespeople who actively seek out, engage with, and secure customers by using innovative sales strategies and effective sales presentations. This contrasts with "order-takers," who passively take orders without needing to engage in extensive sales tactics.

Question 20

Which of the following is NOT an example of a financial reward that a salesperson could receive?

Accepted Answer

Psychological income refers to non-financial benefits or rewards, such as job satisfaction, recognition, or personal achievement, that a salesperson might receive. It does not involve direct financial compensation or tangible rewards like the other options listed.

Quiz 1: The Life, Times, and Career of the Professional Salesperson