Question 1

Chesnee works in the office of a building materials company.One of her jobs is to identify new building projects and to determine who will make the building materials purchase decisions.Chesnee is involved in the _______________ step of the selling process.

Accepted Answer

Chesnee is identifying potential customers and building a list of leads for the company to target. This falls under the "generate leads" step of the selling process.

Question 2

When Patrick begins the selling process for new customers who are not familiar with his company's commercial coffee service,he assumes he will need to:

Accepted Answer

The answer of When Patrick begins the selling process for...

Question 3

Noah is just starting out as a sales representative,and he has been following the personal selling process carefully.Which of the following statements would describe Noah's approach?

Accepted Answer

The answer of Noah is just starting out as a...

Question 4

Sales representatives add value for customers by doing all of the following EXCEPT:

Accepted Answer

Sales representatives do not reduce the firm's marketing costs; in fact, they are a significant expense for most firms. However, they do provide value by educating customers, providing problem-solving advice, saving them time, and simplifying communication.

Question 5

_________________ is a sales philosophy and process that emphasizes a commitment to maintaining and investing in long-term,mutually beneficial business relationships.

Accepted Answer

Relationship selling is the only choice that emphasizes the importance of building and maintaining long-term, mutually beneficial relationships with customers. Organizational buying and cold calling are methods of reaching out to potential customers, while psychographic selling refers to targeting customers based on their personality traits and values. Sales management is a broader term that encompasses the entire process of managing a sales team and optimizing sales performance.

Question 6

______________ is a method of prospecting in which salespeople telephone or visit potential customers without appointments.

Accepted Answer

Cold calling is a sales prospecting technique in which salespeople reach out to potential customers without any prior appointment or arrangement. The purpose of cold calling is to generate leads and to get potential customers interested in the company's products or services. It can be a challenging technique, but with practice and good communication skills, it can be an effective way to generate new business. None of the other answer options accurately describe cold calling.

Question 7

Thanh is starting a career in selling but,he eventually wants to become a senior manager.A selling career may help Thanh to achieve that goal by providing:

Accepted Answer

A selling career can provide visibility to management, which can lead to potential advancement opportunities and a path towards a senior management position. While income and job security are important factors in any career, they may not directly lead to advancement in the same way that visibility to management can. Scheduling flexibility and structure may also be important, but they are not necessarily specific to a career in selling versus other career paths.

Question 8

As marketing manager for a newly-created software company,Katrina is deciding whether or not to hire a company sales force.To make this decision,Katrina needs to consider whether or not:

Accepted Answer

Hiring a sales force can be expensive, and Katrina needs to ensure that the benefits of having a sales force (increased sales, expanding customer base, etc.) outweigh the costs associated with hiring and maintaining a sales team. Therefore, it is important for her to consider whether or not having a sales force is worth more than it costs.

Question 9

Trade shows are a particularly good source of B2B sales leads because:

Accepted Answer

Trade shows are a good source of B2B sales leads because people who attend are often interested in the products or services being offered, making them more likely to become potential customers. They are not open to the general public, nor are they typically sanctioned by the government. The attendees are also typically business professionals, not consumers, so the choice D is also incorrect. Therefore, option C is the best choice.

Question 10

Taylor loves the lifestyle associated with being a salesperson.She particularly values the _________________ associated with creating her own schedule.

Accepted Answer

The sentence specifies that Taylor values the aspect of "creating her own schedule," which directly relates to flexibility. Therefore, option C is the best choice. The other options are not directly related to creating one's schedule.

Question 11

Several months ago,Veronica took over the sales territory managed by a very successful salesperson.Veronica should use __________________ as a first source of leads.

Accepted Answer

Veronica should start with her current customers because they already have a relationship with the company and may have additional needs or referrals for her to pursue. The other options may also be useful, but starting with existing customers will likely provide the most immediate and successful leads.

Question 12

Bridgette went to The Gap ready to buy a new blouse,but not sure which color or style she wanted.The sales representative,sensing Bridgette's buying mode,began with the _________________ stage of the selling process.

Accepted Answer

The answer of Bridgette went to The Gap ready to...

Question 13

One of the disadvantages associated with personal selling is that:

Accepted Answer

Personal selling is expensive because it involves a one-on-one interaction between a salesperson and a potential customer. The cost of hiring and compensating salespeople, as well as any travel expenses, can quickly add up. While personal selling allows for personalized communication and the ability to tailor messages to individual customers, this customization can also be a disadvantage if salespeople are inconsistent or deviate from the brand's messaging. Cold calling, or approaching potential customers without prior contact, is also a common tactic in personal selling, but it is not necessarily easier than direct mail advertising as it requires a lot of effort and skill to be successful. While personal selling can be directed toward customers with the highest potential, this is not unique to this type of promotion as other methods can also target specific customer segments.

Question 14

Brent is preparing for an initial sales trip to Guatemala.He is hoping to find leads for his company's textile manufacturing equipment.Which of the following would likely be the best source of leads for Brent?

Accepted Answer

The answer of Brent is preparing for an initial sales...

Question 15

Monica works as a salesperson in a retail clothing store.Of the five stages in the selling process,Monica is least likely to engage in:

Accepted Answer

Generating and qualifying leads is typically done by marketing or advertising efforts before the salesperson engages with potential customers. Monica's job as a salesperson starts with the preapproach, where she prepares to make contact with a potential customer.

Question 16

Gwen recognizes that one of her roles as a company sales rep is to be the firm's frontline emissary.As such,she strives to build strong relationships with customers and:

Accepted Answer

By taking a long-term perspective, Gwen can build trust and rapport with customers, which can lead to loyalty and more sales in the future. This approach focuses on building relationships rather than just capturing immediate sales or putting pressure on the supply chain. Disparaging competitors or shifting control from production to marketing do not necessarily align with being a frontline emissary and building strong customer relationships.

Question 17

Although a sales representative may skip a step in the Personal Selling Process,or might sometimes have to go back and repeat steps,there is a logic in the sequence.Which of the following would NOT be appropriate in the Personal Selling Process?

Accepted Answer

Closing the sale is an important part of the Personal Selling Process, but it is not the final step. Follow-up is crucial to building and maintaining relationships with customers, and can result in additional sales for the representative.

Question 18

One of the advantages of personal selling over other types of marketing communications is that:

Accepted Answer

One of the advantages of personal selling is that salespeople can tailor their message to fit the needs of a specific buyer. This level of customization is not possible with other types of marketing communications like advertising, where the message must be generalized to reach a large audience.

Question 19

Whether or not a salesperson will go through all five steps of the selling process depends on the sales situation and:

Accepted Answer

The buyer's readiness to purchase is the most important factor in determining whether or not a salesperson will go through all five steps of the selling process. If the buyer is already aware of the product or service, has a need or desire for it, and has the ability and willingness to make the purchase, then the salesperson may be able to skip some steps or move through them quickly. On the other hand, if the buyer is not yet aware of the product or has objections or concerns that need to be addressed, the salesperson may need to follow all five steps to successfully close the sale. The other factors listed are not as relevant to the selling process as the buyer's readiness.

Question 20

Galena is a new agent for a financial services company.She decides to join the local Chamber of Commerce,the local association of businesswomen,and the local chapter of the United Way organization.Galena is attempting to use _______________ to generate leads.

Accepted Answer

Galena is using networking to generate leads by joining various local organizations and building relationships with other professionals in her community.

Quiz 19: Personal Selling and Sales Management