Question 1

In conference selling,

Accepted Answer

Conference selling involves a salesperson and other company resource people meeting with buyers to discuss problems and opportunities. It is a face-to-face interaction between the buyer and seller, usually in a group setting. Option A is describing virtual selling, option B is discussing a delivery meeting, option D is describing an educational program, and option E is talking about electronic marketplaces which is not a part of conference selling.

Question 2

Pitney Bowes uses sales personnel, carrier management specialists, and engineering and administrative executives who continually work together to find ways to improve the technology involved in shipping goods across town and around the world. This type of sales approach is called

Accepted Answer

The sales approach used by Pitney Bowes, where different personnel work together to improve technology, is called team selling.

Question 3

Figure 18-2
-As shown in Figure 18-2 above, Box A is the ________ stage in the personal selling process.

Accepted Answer

The answer of  Figure 18-2
-As shown in Figure 18-2...

Question 4

Sales activities occurring before, during, and after the sale itself, and which consist of six stages, are referred to as

Accepted Answer

The personal selling process consists of six stages, which are prospecting and qualifying, preapproach, approach, presentation and demonstration, handling objections, and closing. These stages occur before, during, and after the actual sale takes place. The other options listed do not specifically refer to sales activities occurring before, during, and after a sale, and do not mention the six stages.

Question 5

Team selling refers to the practice of

Accepted Answer

Team selling involves using a group of professionals to sell and service major customers, combining their expertise and resources to provide customized solutions. This is different from simply sending a group of sales representatives into the field, or assigning individual representatives with their own unique products.

Question 6

A salesperson who specializes in identifying, analyzing, and solving customer problems and brings know-how and technical expertise to the selling situation, but often does not actually sell products and services is referred to as a

Accepted Answer

The description given perfectly matches with that of a sales engineer. Their primary role is to identify and solve customer problems using their technical expertise, but they may not always make direct sales. They work together with the sales team to provide technical support and in-depth knowledge to customers.

Question 7

Team selling would most likely be used by a company that sells

Accepted Answer

The answer of Team selling would most likely be used...

Question 8

The personal selling process begins with the ________ stage and ends with the ________ stage.

Accepted Answer

The answer of The personal selling process begins with the...

Question 9

A method of selling in which a salesperson and other company resource people meet with buyers to discuss problems and opportunities is referred to as

Accepted Answer

The answer of A method of selling in which a...

Question 10

FloNetwork, Inc., is a company that has developed automation solutions for electronic marketing. Its software is able to handle all aspects of permission marketing-based campaigns from list generation and email deployment to real-time tracking and in-depth analysis. To sell its system, the company conducts educational programs targeted to the technical staff in a prospective customer's information technology (IT) department to discuss recent technological developments with the product. In this situation, FloNetwork uses

Accepted Answer

FloNetwork uses seminar selling, which involves conducting educational programs targeted to a prospective customer's information technology (IT) department to discuss recent technological developments with the product. This method allows the company to educate potential customers about the benefits of its system and build connections with technical staff who may be involved in the purchasing decision.

Question 11

A sales engineer is a

Accepted Answer

A sales engineer is a specialized salesperson who focuses on identifying, analyzing, and solving customer problems, usually related to technical products or services. They bring technical expertise and knowledge to the selling situation, and work closely with customers to understand and address their specific needs. However, they may not always be directly involved in the actual sale of products and services.

Question 12

The two basic forms of team selling are

Accepted Answer

The answer of The two basic forms of team selling...

Question 13

Seminar selling is a method of personal selling in which

Accepted Answer

The answer of Seminar selling is a method of personal...

Question 14

Many firms such as Xerox and IBM use a cross-functional sales practice known as

Accepted Answer

Cross-functional sales practice known as team selling involves the use of a team of individuals from different departments within a company to sell products or services. This approach allows for a more comprehensive and diverse approach to selling, with each member of the team bringing their own unique perspective to the sales process. Xerox and IBM are known for using team selling as a key part of their sales strategy.

Question 15

Procter & Gamble uses groups of marketing, sales, advertising, computer systems, and supply chain personnel to work with its major retailers, such as Walmart, to identify ways to develop, promote, and deliver products. This type of sales approach is called

Accepted Answer

The sales approach described in the scenario involves multiple groups of personnel working together with major retailers, which indicates a team selling approach. Therefore, the best option is D) team selling.

Question 16

TransWave International is a company that markets patented electronic sensors as an early warning device for locating potential problems with buried pipelines. TransWave sends an environmental expert, a safety engineer, a legal representative to explain new regulations enacted by the U.S. Office of Pipeline Safety, and an experienced pipeline expert when it meets with a prospect. This is an example of how TransWave uses

Accepted Answer

TransWave International uses team selling by bringing together a group of professionals with different areas of expertise to meet with prospects. The team includes an environmental expert, a safety engineer, a legal representative, and an experienced pipeline expert. This approach allows TransWave to provide comprehensive solutions and answer any questions or concerns the prospect may have.

Question 17

DuPont assigned chemists, sales and marketing executives, and regulatory specialists to create and sell an herbicide for corn growers that recorded sales of $57 million in its first year. This type of sales approach is referred to as

Accepted Answer

The sales approach used by DuPont in this scenario is team selling, as they assigned members from different departments to work together towards the goal of creating and selling the herbicide for corn growers.

Question 18

Today, ________ percent of companies employ cross-functional teams of professionals to work with customers to improve relationships, find better ways of doing things, and create and sustain value for their customers.

Accepted Answer

According to various studies and surveys, around 75% of companies now employ cross-functional teams of professionals to work with customers for improving relationships, finding better ways of doing things, and creating and sustaining value for their customers.

Question 19

The personal selling process is

Accepted Answer

The personal selling process consists of six stages: prospecting, preapproach, approach, presentation, close, and follow-up. It begins with the identification and prospecting of potential leads and ends with the follow-up activities that occur after the sale has been made. This process is a structured approach to selling that helps ensure a consistent quality sales presentation.

Question 20

The practice of using a group of professionals in selling to and servicing major customers is referred to as

Accepted Answer

Team selling is the practice of using a group of professionals in selling to and servicing major customers. This approach ensures that all key players are involved in the sales process, including technical experts and customer support representatives. It also helps to build stronger relationships with customers by providing a more comprehensive approach to selling and service.

Quiz 18: Personal Selling and Sales Management