Question 1

Contemporary selling is emphasized in __________ selling.
A)Retail
B)Business-to-business
C)Electronic
D)Key account

Accepted Answer

Business-to-business selling focuses on building relationships between companies and developing long-term partnerships rather than just making one-off sales. This approach emphasizes contemporary selling techniques such as consultative selling, problem-solving, and value-added selling. Retail selling is focused on making individual sales to consumers, electronic selling refers to online sales, and key account selling focuses on managing relationships with major customers.

Question 2

Which of the following is NOT one of the participants in a buying center?
A)Users
B)Initiators
C)Influencers
D)Gatekeepers

Accepted Answer

Gatekeepers are not participants in a buying center.

Question 3

All of the choices are correct.
A)Profit margins
B)Extrinsic rewards.
C)Outsourcing.
D)Derived demand.

Accepted Answer

Derived demand is the best choice as it refers to the demand for a product or service that arises as a result of the demand for another product or service. This is particularly relevant in supply chain management, where companies must understand the needs of their customers and ensure that they are able to meet those needs in a timely and efficient manner. Profit margins, extrinsic rewards, and outsourcing are also important concepts in business, but they do not have the same direct connection to supply chain management as derived demand.

Question 4

Describe the role of the Sales Manager in the closing process.

Accepted Answer

The answer of Describe the role of the Sales Manager...

Question 5

As a result of the recent scandals at Enron and other American businesses, laws have been passed to mandate ________________ for people who break them.
A)Financial policies
B)Jail time
C)Financial penalties and jail time
D)Corporal punishment

Accepted Answer

The question is asking for what laws have been passed to mandate for people who break them in response to scandals at Enron and other American businesses. Since Enron was involved in financial fraud, the most appropriate answer would be financial penalties and jail time. Corporal punishment is not a viable option in the United States, and financial policies alone would not be enough of a deterrent for those who are willing to engage in illegal activities. Therefore, the best choice is C, financial penalties and jail time.

Question 6

Planning the sales call is called:
A)Role playing
B)Making as many cold calls as quickly as possible
C)Setting realistic goals
D)Prospecting with others

Accepted Answer

The answer of Planning the sales call is called:
A)Role playing
B)Making...

Question 7

With a buy-now closing, the benefits of acting now must be:
A)Large.
B)Measurable.
C)Real.
D)Followed up to ensure they are not overpromised.

Accepted Answer

The benefits must be real to ensure that the customer perceives genuine value in acting immediately.

Question 8

Which of the following is NOT a key follow-up activity:
A)Reexamining the value added to the customer.
B)Adding the customer to your daily email message chains.
C)Measuring customer retention and loyalty.
D)Resetting customer expectations as needed.

Accepted Answer

Adding the customer to daily email message chains is not a key follow-up activity as it may be considered as spamming the customer rather than actually following up with them. The other options, reexamining the value added to the customer, measuring customer retention and loyalty, and resetting customer expectations as needed, are all important follow-up activities to ensure customer satisfaction and loyalty.

Question 9

Bob notices his prospective customer leaning forward and examining the samples he has brought to the meeting. The customer is:
A)Displaying non-verbal buying signals.
B)Is hard of hearing.
C)Showing verbal buying signals.
D) Memorizing the material to tell their current supplier.

Accepted Answer

When a customer leans in and examines the samples, it often indicates interest and can be considered a non-verbal buying signal. This is a positive sign for Bob that the customer is interested in his products.

Question 10

When a salesperson cannot close a deal, he/she should:
A)Remember the difference between self-worth and performance.
B)Engage in positive self-talk.
C)Not assume that he/she is the problem.
D)All of the choices are correct.

Accepted Answer

All of the choices are correct. A salesperson should remember that their performance does not define their self-worth, engage in positive self-talk to boost their confidence, and not assume that they are always the problem. It is important to reflect on the situation and identify areas for improvement, whether it is in their approach or the product/service being offered. By utilizing these strategies, the salesperson can learn from the experience and be better equipped to close future deals.

Question 11

The buy-now technique creates a sense of urgency.

Accepted Answer

The buy-now technique is often used to create a sense of urgency for potential customers. It implies that the product or service may not be available at the same price or in the same quantity in the future, encouraging consumers to make a purchase decision quickly.

Question 12

Follow-up should not be done unless there is a customer complaint.

Accepted Answer

Follow-up should be done regardless of whether or not there is a customer complaint. It is a way to ensure customer satisfaction, address any potential issues, and show that the business values and cares about its customers.

Question 13

Roger, a sales manager, uses the company's territory management system to design and monitor sales territories. This use of territory management system is consistent with which reason why time and territory management systems are important?
A)Ensure territory and customer coverage.
B)Minimize sales expenses.
C)Assess sales performance.
D)Align company policies with customer expectations.

Accepted Answer

The answer of Roger, a sales manager, uses the company's...

Question 14

Which of the following questions drive salespeople in time and territory management?
A)What is the most efficient use of my time?
B)When will the product be available to sell?
C)How often should I repeat myself?
D)Who are my competitors?

Accepted Answer

Time and territory management is all about making the most of a salesperson's time and effort. Therefore, the most important question in this area is what is the most efficient use of my time.

Question 15

Beverly is assessing personal career questions. She will need to ask herself:
A)How important is my family?
B)Is the customer satisfied with my company/me?
C)Do I live to work or work to live?
D)How important is personal wealth?

Accepted Answer

The answer of Beverly is assessing personal career questions. She...

Question 16

Sandy Chen is looking at the ratios of her sales team members - particularly the ratio of prospect calls to sales appointments, sales appointments to closing calls, closing calls to sales closed, and finally, average dollar amount of sales made. Sandy should be able to determine:
A)Problem areas for individual sales people as well as for the sales team.
B)Areas of strength that individual sales people may have.
C)Potential explanations for why some sales people are performing poorly.
D)All of the choices are correct.

Accepted Answer

By analyzing the ratios of her sales team members, Sandy can determine problem areas for individual sales people as well as for the sales team, areas of strength that individual sales people may have, and potential explanations for why some sales people are performing poorly. Therefore, all of the choices are correct.

Question 17

Globalization is:
A)The development of an increasingly differentiated global markets.
B)The development of an increasingly integrated global economy marked by free trade, free flow of capital and the tapping of cheaper foreign labor markets
C)A trending marketing strategy.
D)The developing business strategy for gaining foreign direct investors.

Accepted Answer

Globalization refers to the increasing interconnectedness and interdependence of economies, cultures, and societies around the world. This includes the development of an increasingly integrated global economy marked by free trade, free flow of capital, and the tapping of cheaper foreign labor markets. While the development of differentiated global markets may also be a part of globalization, it is not the defining characteristic. Similarly, while globalization may involve marketing and business strategies to tap into foreign markets, these strategies alone do not encompass the scope of globalization.

Question 18

Which of the following is NOT a critical global challenge to the sales process:
A)The need for management to make new sales territories.
B)Impact of culture on the salesperson.
C)Affect of technology.
D)Impact of global sales environment on business practices.

Accepted Answer

The need for management to make new sales territories may be an important factor in the sales process, but it is not a critical global challenge that affects sales on a worldwide level. The other options, such as the impact of culture, technology, and the global sales environment, are all critical challenges that can significantly impact the success of the sales process on a global scale.

Question 19

Culture is comprised of:
A)Values systems.
B)Belief systems.
C)Morals.
D)All of the above.

Accepted Answer

Culture is a broad term that includes all aspects of a society's way of life, including its values, beliefs, and morals. Therefore, all choices are components of culture.

Question 20

Jack is preparing for a sales presentation for a potential customer in South East Asia. He understands that salesperson-customer relationships are different in that region. For a successful meeting he should expect to:
A)Plan a relationship building activity such as a dinner.
B)Bring his potential customer a large gift.
C)Plan a formal presenation and serious negotiation.
D)None of the above.

Accepted Answer

Building a personal relationship with a potential customer is important in South East Asia. Planning a social activity such as a dinner is a good way to build that relationship and establish trust. Bringing a large gift may be seen as trying to buy the customer's favor and is not recommended. While a formal presentation and negotiation are important, focusing solely on business and neglecting relationship building may not be well-received in that region.

Quiz 1: Contemporary Selling Building Relationships Creating Value

Contemporary selling is emphasized in __________ selling.

Which of the following is NOT one of the participants in a buying center?

All of the choices are correct.

Describe the role of the Sales Manager in the closing process.

As a result of the recent scandals at Enron and other American businesses, laws have been passed to mandate ________________ for people who break them.

Planning the sales call is called:

With a buy-now closing, the benefits of acting now must be:

Which of the following is NOT a key follow-up activity:

Bob notices his prospective customer leaning forward and examining the samples he has brought to the meeting. The customer is:

When a salesperson cannot close a deal, he/she should:

The buy-now technique creates a sense of urgency.

Follow-up should not be done unless there is a customer complaint.

Roger, a sales manager, uses the company's territory management system to design and monitor sales territories. This use of territory management system is consistent with which reason why time and territory management systems are important?

Which of the following questions drive salespeople in time and territory management?

Beverly is assessing personal career questions. She will need to ask herself:

Sandy Chen is looking at the ratios of her sales team members - particularly the ratio of prospect calls to sales appointments, sales appointments to closing calls, closing calls to sales closed, and finally, average dollar amount of sales made. Sandy should be able to determine:

Globalization is:

Which of the following is NOT a critical global challenge to the sales process:

Culture is comprised of:

Jack is preparing for a sales presentation for a potential customer in South East Asia. He understands that salesperson-customer relationships are different in that region. For a successful meeting he should expect to: