Question 1

In terms of types of personal selling, order getters are salespeople who
A) process routine orders from customers
B) actively generate potential leads and persuade customers to make a purchase
C) directly support or assist in the selling function in some manner, but do not process orders or directly solicit orders
D) are involved in going to potential customers' places of business to solicit accounts

Accepted Answer

Order getters are salespeople who actively generate potential leads and persuade customers to make a purchase, focusing on acquiring new customers and increasing sales.

Question 2

In terms of types of personal selling, support personnel are salespeople who
A) process routine orders from customers
B) actively generate potential leads and persuade customers to make a purchase
C) directly support or assist in the selling function in some manner, but do not process orders or directly solicit orders
D) are involved in going to potential customers' places of business to solicit accounts

Accepted Answer

Support personnel assist in the selling process by providing support functions such as technical assistance, customer service, or training, but they do not directly process orders or solicit sales.

Question 3

In terms of types of personal selling, field salespeople are salespeople who
A) process routine orders from customers
B) actively generate potential leads for salespeople
C) directly support or assist in the selling function in some manner, but do not process orders or directly solicit orders
D) are involved in going to potential customers' places of business to solicit accounts

Accepted Answer

Field salespeople are involved in visiting potential customers' places of business to solicit accounts, making them distinct from other types of sales roles that may focus on order processing or support functions.

Question 4

In terms of types of personal selling, missionary salespeople are salespeople who
A) provide information about a good or service
B) actively generate potential leads and persuade customers to make a purchase
C) follow-up telemarketing leads that have been generated
D) are involved in going to potential customers' places of business to solicit accounts

Accepted Answer

In terms of types of personal selling, missionary salespeople are salespeople who provide information about a good or service but are not involved in direct selling.

Question 5

Personal selling staff can be divided into all of the following broad categories except
A) order takers
B) order getters
C) support personnel
D) field salespeople

Accepted Answer

Field salespeople are not a broad category of personal selling staff; they are typically considered a subset of either order getters or support personnel.

Question 6

Arnold works for Little Debbie snack cakes. His job is to go to retail stores and keep the shelves stocked with snack cakes. Arnold would be classified as a(n) _____.
A) order taker
B) order getter
C) missionary salesperson
D) field salesperson

Accepted Answer

Arnold works for Little Debbie snack cakes. His job is to go to retail stores and keep the shelves stocked with snack cakes. Arnold would be classified as an order taker since he does not actively seek customers.

Question 7

Chad works for Target. He operates the cash register, stock shelves, and answers questions for customers. Chad would be classified as a(n) _____.
A) order taker
B) order getter
C) missionary salesperson
D) field salesperson

Accepted Answer

Chad works for Target. He operates the cash register, stocks shelves, and answers questions for customers. Chad would be classified as an order taker since he does not actively seek customers or actively sell to them.

Question 8

Carlos works for Dell Computers. He processes telephone orders and Internet orders for customers that contact Dell. Carlos would be classified as a(n) _____.
A) order taker
B) order getter
C) missionary salesperson
D) field salesperson

Accepted Answer

Carlos works for Dell Computers. He processes telephone orders and Internet orders for customers that contact Dell. Carlos would be classified as an order taker since Carlos responds to telephone calls from customers wanting to make a purchase.

Question 9

Regina works as a salesperson for a local furniture store and is paid a commission on her sales. Regina would mostly be classified as a(n) _____.
A) order taker
B) order getter
C) missionary salesperson
D) field salesperson

Accepted Answer

Regina works as a salesperson for a local furniture store and is paid a commission on her sales. Regina would mostly be classified as an order getter because she would actively attempt to sell furniture to customers in an effort to increase sales and her commission.

Question 10

Cross-selling would most likely be used by a(n) _____.
A) order taker
B) order getter
C) missionary salesperson
D) support salesperson

Accepted Answer

Cross-selling would most likely be used by an order getter because he or she is actively involved in selling and actively seeking customers.

Question 11

Jen is an electronic engineer for Raytheon. Her role is to discuss the technical aspect of the product with prospects. Jen would be classified as a(n) _____.
A) order taker
B) order getter
C) missionary salesperson
D) field salesperson

Accepted Answer

Jen is an electronic engineer for Raytheon. Her role is to discuss the technical aspect of the product with prospects. Jen would be classified as a missionary salesperson since her role is to support the selling function.

Question 12

Of the following consumer purchases, _____ would be the most likely to be classified as a single transaction.
A) real estate
B) furniture
C) automobiles
D) food

Accepted Answer

Real estate sales would be the most likely to be classified as a single transaction since most sales involve a single transaction and seldom involve repeat purchases.

Question 13

Of the following consumer purchases, _____ would be the most likely to be classified as an occasional transaction.
A) real estate
B) clothes
C) automobiles
D) food

Accepted Answer

Of the consumer purchases listed, automobiles would be the most likely to be classified as an occasional transaction since vehicles are purchased on an occasional basis.

Question 14

Of the following consumer purchases, _____ would be the most likely to be classified as a repeat transaction.
A) real estate
B) computers
C) automobiles
D) food

Accepted Answer

Of the consumer purchases list, food would be the most likely to be classified as a repeat transaction since it is purchased on a weekly or frequent basis.

Question 15

In all of the following types of buyer-seller dyads, there is little or no relationship developed between the buyer and the seller except for the
A) single transaction
B) repeat transaction
C) occasional transaction
D) contractual agreement

Accepted Answer

In single transaction, repeat transaction, and occasional transaction buyer-seller dyads, there is little or no relationship developed between the buyer and the seller.

Question 16

With a(n) _____ buyer-seller dyad, sellers know that it is more difficult for the buyer to switch vendors because of the physical cost of hooking up with a new vendor.
A) electronic data interchange (EDI)
B) strategic partnership
C) trust relationship
D) contractual agreement

Accepted Answer

Electronic Data Interchange (EDI) systems create a situation where switching vendors involves significant physical and technical costs due to the integration of systems and processes.

Question 17

In most cases, the most difficult part of prospecting is
A) developing a list of potential customers
B) determining which prospects are viable
C) deciding on the criteria for classifying prospects
D) deciding the potential of prospects

Accepted Answer

In most cases, the most difficult part of prospecting is developing an original list of potential customers who are considered viable.

Question 18

Instead of using salespeople's time to cold canvass, some companies will hire a(n) _____ to make cold calls; his or her task is not to make a sale but to leave information or a sample of the product.
A) order getter
B) order taker
C) missionary salesperson
D) field salesperson

Accepted Answer

Instead of using salespeople's time to cold canvass, some companies will hire a missionary salesperson to make cold calls; his or her task is not to make a sale but to leave information or a sample of the product.

Question 19

The second part of prospecting is to
A) develop a list of names
B) develop a list of viable names
C) gather background information about each name on the list
D) qualify each name on the list

Accepted Answer

The second part of prospecting is to qualify each name on the list in terms of viability to make a purchase. Often names collected are not viable prospects and have little chance of making a purchase.

Question 20

In qualifying leads, the goal is to
A) choose the prospects with the greatest potential for sales and to rank them based on potential
B) gather demographic background information such as phone numbers
C) determine past purchase history and what vendor the company is now using
D) identify the various members of the buying center

Accepted Answer

The primary goal of qualifying leads is to identify and prioritize prospects who have the highest potential for conversion into sales, ensuring that sales efforts are focused on the most promising opportunities.

Quiz 16: Personal Selling, Databases, and Direct Marketing

In terms of types of personal selling, order getters are salespeople who

In terms of types of personal selling, support personnel are salespeople who

In terms of types of personal selling, field salespeople are salespeople who

In terms of types of personal selling, missionary salespeople are salespeople who

Personal selling staff can be divided into all of the following broad categories except

Arnold works for Little Debbie snack cakes. His job is to go to retail stores and keep the shelves stocked with snack cakes. Arnold would be classified as a(n) _____.

Chad works for Target. He operates the cash register, stock shelves, and answers questions for customers. Chad would be classified as a(n) _____.

Carlos works for Dell Computers. He processes telephone orders and Internet orders for customers that contact Dell. Carlos would be classified as a(n) _____.

Regina works as a salesperson for a local furniture store and is paid a commission on her sales. Regina would mostly be classified as a(n) _____.

Cross-selling would most likely be used by a(n) _____.

Jen is an electronic engineer for Raytheon. Her role is to discuss the technical aspect of the product with prospects. Jen would be classified as a(n) _____.

Of the following consumer purchases, _____ would be the most likely to be classified as a single transaction.

Of the following consumer purchases, _____ would be the most likely to be classified as an occasional transaction.

Of the following consumer purchases, _____ would be the most likely to be classified as a repeat transaction.

In all of the following types of buyer-seller dyads, there is little or no relationship developed between the buyer and the seller except for the

With a(n) _____ buyer-seller dyad, sellers know that it is more difficult for the buyer to switch vendors because of the physical cost of hooking up with a new vendor.

In most cases, the most difficult part of prospecting is

Instead of using salespeople's time to cold canvass, some companies will hire a(n) _____ to make cold calls; his or her task is not to make a sale but to leave information or a sample of the product.

The second part of prospecting is to

In qualifying leads, the goal is to