Question 1

Which of the following is a difference between pioneers and order-getters?

Accepted Answer

Pioneers are known for moving on to new customers quickly to establish new markets, while order-getters maintain ongoing relationships with existing customers to ensure continued sales.

Question 2

One of the two well-known categories of sales support personnel is _____.

Accepted Answer

Missionary salespeople are one of the well-known categories of sales support personnel, focusing on promoting products and building goodwill rather than directly closing sales.

Question 3

In the context of the attributes required for a successful sales career, written communications skills:

Accepted Answer

Written communication skills in a sales career include the ability to effectively use computer and other technologically facilitated communications to convey messages, proposals, and information to clients and colleagues.

Question 4

Mark is a sales support personnel who works for LiveLife Inc., a pharmaceutical company that specializes in developing drugs for cancer. On a typical day at work, he meets several physicians and gives them information about the capabilities and limitations of the drugs being developed and manufactured by the company. Thus, he can be called a(n) _____.

Accepted Answer

The answer of Mark is a sales support personnel who...

Question 5

Sylvia, a young college graduate, is looking for a job as a sales professional because it offers her the opportunity to interact with customers from different ethnic groups. She is not interested in a traditional office job or any job that involves routine work. In the context of the features of sales jobs, Sylvia is attracted to the characteristic of _____.

Accepted Answer

Sylvia is attracted to the characteristic of job variety because she is looking for a role that allows her to interact with a diverse range of customers and avoids routine work, indicating a preference for diverse and changing tasks.

Question 6

In the context of personal selling jobs that focus on new businesses , the task of _____ requires creative selling and the ability to counter the resistance to change that will likely be present in prospective customers.

Accepted Answer

Pioneers are tasked with creative selling and overcoming resistance to change because they often introduce new products or services to potential customers, requiring them to address skepticism and encourage adoption of new solutions.

Question 7

The _____ has received considerable attention in recent years as an alternative to field selling.

Accepted Answer

The inside-sales operation has gained prominence as an alternative to traditional field selling, largely due to advancements in technology and changes in buying behaviors that allow sales to be conducted remotely or from an office setting.

Question 8

Salespeople who assist in design and specification processes, installation of equipment, and training of a customer's employees are called _____.

Accepted Answer

Technical support salespeople are specifically trained to assist in the design and specification processes, installation of equipment, and training of a customer's employees, distinguishing them from other types of sales roles.

Question 9

Tim is a member of the sales department at Fresh-O-Veggie, a large grocery store. One of his major tasks includes sending weekly emails to existing customers about the latest discounts on products. He is also responsible for calling on customers and procuring routine reorders of stock items. Tim's role at Fresh-O-Veggie describes the role of a(n)_____.

Accepted Answer

Tim's role involves sending weekly emails about discounts and calling customers for routine reorders, which aligns with the responsibilities of an order-taker, not actively seeking new sales but rather facilitating repeat orders and maintaining customer relationships.

Question 10

In the context of the attributes required for a successful sales career, _____ refers to an individual's openness to change and devotion to continual learning .

Accepted Answer

Adaptability refers to an individual's openness to change and their commitment to continuous learning, which is crucial in a sales career where market conditions, customer needs, and products can change rapidly.

Question 11

Who among the following are called hunters?

Accepted Answer

Order-getters are often referred to as "hunters" because their role involves actively seeking out new clients and opportunities, much like hunting.

Question 12

The role of existing-business salespeople is in direct contrast to _____.

Accepted Answer

Existing-business salespeople focus on maintaining and growing relationships with current customers, which contrasts with pioneers, who are responsible for finding new customers and markets.

Question 13

Which of the following is a category of sales support personnel who are not typically involved in the direct solicitation of purchase orders?

Accepted Answer

Missionary salespeople are a type of sales support personnel who focus on promoting the company's products and building goodwill rather than directly soliciting purchase orders. They often work to support the efforts of order-getters by providing information and assistance to customers.

Question 14

Sean, a sales manager at Placit Store, is tasked with generating sales revenue, maintaining customer relationships, and performing sales support activities. This scenario illustrates the _____.

Accepted Answer

The scenario describes a role that encompasses multiple aspects of sales, including generating revenue, maintaining customer relationships, and sales support, which aligns with the combination sales job concept. This concept involves a mix of different sales responsibilities within a single role.

Question 15

Which of the following statements is true of order-takers?

Accepted Answer

Order-takers focus on the reliability and convenience for the customer, ensuring that the process of purchasing is as smooth as possible. They typically respond to already interested customers rather than seeking out new ones, which differentiates them from order-getters or "hunters" who actively seek new sales opportunities.

Question 16

Which of the following statements is true of pioneers?

Accepted Answer

Pioneers, often referred to as order-getters, are salespeople who actively seek new clients and orders, often requiring creativity and persistence. This contrasts with order-takers, who primarily handle repeat sales or straightforward orders. The statement "All pioneers are order-getters but all order-getters are not pioneers" reflects the idea that while all pioneers engage in the proactive aspects of order-getting, not all order-getters necessarily engage in the pioneering aspect of finding new business opportunities.

Question 17

In the context of the attributes required for a successful sales career, which of the following attributes include bringing others together and reconciling differences?

Accepted Answer

Coordination involves organizing activities and ensuring effective cooperation among team members, which naturally includes bringing people together and reconciling differences. Problem-solving skills complement this by addressing and resolving conflicts or discrepancies that may arise in the process.

Question 18

In the context of the attributes required for a successful sales career, which of the following includes asking appropriate questions and not interrupting at inappropriate times?

Accepted Answer

Active listening involves fully concentrating, understanding, responding, and then remembering what is being said. It includes asking appropriate questions at the right time and not interrupting inappropriately, which is crucial for understanding customer needs and building relationships in sales.

Question 19

Who among the following are called farmers?

Accepted Answer

Order-takers are often referred to as farmers because they focus on maintaining and nurturing existing customer relationships rather than seeking new ones.

Question 20

Which of the following statements is true of sales as a career?

Accepted Answer

Salespeople often receive immediate feedback on their performance through sales figures, customer feedback, and other metrics, allowing them to adjust their strategies and efforts in real-time. This is a key aspect of the profession that distinguishes it from many others where feedback may be less frequent or immediate.

Quiz 1: Overview of Personal Selling