Question 1

A salesperson is usually not involved in which of the following activities with their clients:

Accepted Answer

Providing the client with the pros of competitive products is not the role of a salesperson as they are expected to promote their own products/services. The other options mentioned in the question are important activities that a salesperson is expected to undertake with their clients.

Question 2

Which one of the following is correct in regard to the continuum of sales jobs and their complexities?

Accepted Answer

Senior Reps typically handle complex sales processes and are responsible for generating new business, making them order getters.

Question 3

Rob has been struggling to get his sales numbers up recently.He has been working for the firm for the past 25 years and therefore has not incorporated social media into his work world. A recently hired young person, Manni, is getting a lot of recognition from his work.He advises Rob to develop his social media profile and start using it to get prospects.Which one of the following apps would most likely not be on Manni's recommendation list?

Accepted Answer

Tik-Tok is mainly used for entertainment purposes and is not usually used for professional networking or sales prospecting. It is unlikely that Manni would recommend using it for business purposes.

Question 4

All of the following are reasons why, historically, salespeople have developed a negative reputation, except:

Accepted Answer

Salespeople being confident is generally seen as a positive trait and not a reason for a negative reputation.

Question 5

Jack is in his office and is researching his client for the upcoming sales presentation.Jack is looking at what the client is currently using, what the client's needs are, how Jack's company's product will benefit the client, and preparing answers for some objections he might face.In this scenario, Jack is focusing on what skills?

Accepted Answer

Jack is using conceptual skills by analyzing the client's current situation and understanding how his company's product can benefit them. He is also preparing for objections which requires critical thinking and problem-solving skills.

Question 6

According to the textbook, which of the following is NOT considered a characteristic of a successful salesperson?

Accepted Answer

While a desire to succeed and achieve goals is important, a successful salesperson should not prioritize their personal success above the needs and satisfaction of their customers. A customer-centered approach should be the top priority.

Question 7

As you start off your first job as a salesperson, which one of these experiences would you likely not encounter during your initial few months?

Accepted Answer

Being accountable for a multimillion-dollar key account is a higher-level responsibility that typically takes more experience and time to obtain. It is unlikely for a new salesperson to be immediately assigned such a significant account.

Question 8

Which of the following is not a reason why a person may choose a sales career?

Accepted Answer

The limited number of jobs available is not a reason why a person may choose a sales career. In fact, sales is a popular field with numerous opportunities for employment.

Question 9

Sarah has been her company's top selling salesperson for three years in a row.She has recently been informed by her manager that based on her performance, the company is rewarding her with a manager post at her favourite destination: Scotland.In this case, which of the following best describes her reward?

Accepted Answer

The answer of Sarah has been her company's top selling...

Question 10

Which of the following choices describe the sales force of the 21^st century as compared to the sales force of earlier years?

Accepted Answer

The sales force of the 21st century is more ethnically diverse to reflect the demographic of the Canadian market, as Canada's population is becoming increasingly diverse. There is no evidence provided to support the other options.

Question 11

As described in the text, which of the following terms does not describe the act of selling?

Accepted Answer

The answer of As described in the text, which of...

Question 12

According to the textbook, which of the following terms best describes personal communication of information as a process to persuade a prospective customer to buy something that satisfies his or her needs?

Accepted Answer

Personal selling involves the process of communicating information to a prospective customer in an effort to persuade them to make a purchase that satisfies their needs. This form of promotion involves direct, face-to-face interaction between the salesperson and the customer, and can be highly effective in building relationships and closing sales. While marketing, promotion, public relations, and advertising are all important aspects of the overall marketing mix, personal selling is specifically focused on the one-on-one communication between the seller and the buyer.

Question 13

Cathy is currently learning new skills and techniques and incorporating new of usage of technology to improve her selling process.Cathy is involved in revamping which of the following skills?

Accepted Answer

Cathy is incorporating new usage of technology, indicating that she is improving her technical skills.

Question 14

Mary is thinking of pursuing a career in sales.Which of the following is a characteristic of sales that Mary should consider?

Accepted Answer

Mary should consider the potential rewards offered by a career in sales, such as commission-based pay or the opportunity to earn bonuses for meeting sales targets. This can be a motivating factor and make sales a lucrative career choice. The other options, such as being restricted by dependence on others or creating problems for customers, are not desirable characteristics for a career in sales.

Question 15

Rita is currently in a boardroom meeting where her company's board members are looking to invest in robots to replace the salespeople selling their vehicles.Rita is against this idea and is challenging the board members by talking about how technology cannot build relationships the same way as a human.In this case, Rita is highlighting which skills?

Accepted Answer

Rita is highlighting the importance of human skills, specifically the ability to build relationships, which is something that robots cannot do. This suggests that Rita believes in the value of human interaction and emotional intelligence, both of which fall under the category of human skills.

Question 16

Which of the following is a correct hierarchy of sales job titles, starting with an entry level position and finishing with a high-level job role?

Accepted Answer

The hierarchy starts with an entry-level position of Merchandisers, followed by CSRs, then Senior Reps, and finally Key Account Reps which is the highest level job role.

Question 17

Which of the following statements about the importance of salespeople and selling is true?

Accepted Answer

The lack of selling capability puts people at a disadvantage. This is true because selling is important for achieving business success and generating revenue. Without the ability to sell, businesses may struggle to maintain existing products or introduce new ones, leading to a loss of revenue and potential jobs. Therefore, having skilled salespeople is crucial for the success of a company.

Question 18

Aaron is a sales representative for a wholesale office supply company.Which of the following would it not be part of his job to sell office supplies to?

Accepted Answer

Aaron's job is to sell office supplies to businesses and organizations, not individual students.

Question 19

Which of the following scenarios is not classified as selling?

Accepted Answer

Prescribing medicine is a professional medical decision, not a sales activity.

Question 20

Carlos works in the Jewelry department at The Bay.His main duties include; helping you make a purchase decision, entering your order and finalizing payment.Which of the following job titles would best describe Carlos' job at the Bay?

Accepted Answer

Carlos is assisting customers with their purchases in a retail setting, which is the primary responsibility of a sales clerk. The other job titles listed do not accurately describe Carlos' job duties at The Bay.

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