Question 1

Which of the following is a sales technique that focuses on making an immediate sale with little or no attempt to develop a relationship with the customer?
A) direct marketing
B) direct selling
C) transactional selling
D) relationship selling
E) creative selling

Accepted Answer

Transactional selling is a sales technique where the focus is on making an immediate sale with little or no attempt to develop a relationship with the customer. It is a one-time transaction where the salesperson does not attempt to upsell or cross-sell to the customer. Direct marketing is a form of advertising where companies communicate directly with the target audience to create a response, such as making a purchase. Direct selling is a sales strategy where salespeople personally interact and sell products to customers. Relationship selling emphasizes building a long-term relationship with the customer by providing personalized solutions, while creative selling involves using innovative or unconventional ways to make a sale.

Question 2

PeopleSoft is an enterprise application software that businesses can use to create more efficient relationships with suppliers, customers, and employees. To sell the entire software package, the company uses ________, which includes a technical specialist, an accounting expert, a human resources expert, and a sales representative.
A) a selling center
B) a buying center
C) transactional selling
D) team selling
E) partner relationship management (PRM)

Accepted Answer

The sales approach described involving a team of specialists is referred to as team selling.

Question 3

Technological advances such as computer networks and videoconferencing have led to an increasing number of salespeople who ________.
A) take orders
B) telecommute
C) use multilevel selling
D) use transactional selling
E) use direct selling

Accepted Answer

Telecommuting allows salespeople to work remotely using computer networks and videoconferencing, which is made possible by technological advances. Therefore, the best choice is B.

Question 4

What type of software links information between selling and buying firms?
A) CRM (customer relationship management)
B) PRM (partner relationship management)
C) TQM (total quality management)
D) PR (public relations)
E) VoIP (Voice-over Internet Protocol)

Accepted Answer

PRM (partner relationship management) software is specifically designed to link information between selling and buying firms, allowing for better collaboration and communication between partners. CRM (customer relationship management) software focuses on managing interactions with customers and TQM (total quality management) is a philosophy for managing quality throughout an organization. PR (public relations) and VoIP (Voice-over Internet Protocol) are not directly related to linking information between selling and buying firms.

Question 5

Which of the following statements about relationship selling is true?
A) Relationship selling primarily uses hard-sell tactics.
B) A salesperson selling new tires to tourists who are stranded in his community will most likely use relationship selling.
C) With relationship selling, the salesperson tries to develop a win-win relationship with customers.
D) People who engage in relationship selling do not prospect for new customers.
E) Relationship selling is a short-sighted approach.

Accepted Answer

Relationship selling is focused on building long-term relationships with customers by understanding their needs and desires, and finding solutions that best fit those needs. The goal is to develop a win-win relationship that benefits both the customer and the salesperson. It is not a short-sighted approach, but rather a strategic and sustainable way of doing business. Hard-sell tactics are not typically used in relationship selling. While relationship selling can involve prospecting for new customers, the ultimate goal is to build lasting relationships with those customers over time. The scenario given in option B may involve relationship selling, but it is not the only scenario where relationship selling is used.

Question 6

Which of the following is a salesperson who works to develop long-term relationships with particular customers and may hold the title of "account manager"?
A) an order taker
B) an order getter
C) a missionary salesperson
D) a new-business salesperson
E) a technical specialist

Accepted Answer

An account manager is a salesperson who works to develop long-term relationships with particular customers, also known as key accounts. They are responsible for maintaining and growing existing accounts and may hold the title of "account manager." This role requires strong relationship-building skills and a focus on customer retention rather than simply acquiring new customers, making option B, an order getter, the best answer. An order taker simply processes incoming orders without necessarily building relationships, while a missionary salesperson focuses on spreading awareness of a product or service rather than on servicing specific accounts. A new-business salesperson is focused on acquiring new customers, and a technical specialist is focused on providing technical expertise rather than sales.

Question 7

A group of people from a range of departments tasked with developing products and programs that satisfy the customer's needs is referred to as a ________ team.
A) cross-functional
B) partner relationship management (PRM)
C) customer relationship management (CRM)
D) missionary
E) transactional

Accepted Answer

A cross-functional team includes individuals from different departments who bring their expertise and knowledge to the development process, resulting in a more well-rounded and comprehensive product or program that satisfies the customer's needs. PRM and CRM are specific strategies or tools for managing relationships with partners and customers respectively, while missionary and transactional are not related to team structures.

Question 8

________ bypass channel intermediaries and sell directly from manufacturer to consumer through personal, one-to-one contact.
A) Order getters
B) Transactional sellers
C) Missionary salespeople
D) Direct marketers
E) Direct sellers

Accepted Answer

Direct sellers bypass channel intermediaries and sell directly from manufacturer to consumer through personal, one-to-one contact. The other options all involve selling through some type of intermediary, whether it be wholesalers, retailers, or other business partners.

Question 9

The step that follows preapproach in the creative selling process is ________.
A) presentation
B) qualify
C) handle objections
D) prospect
E) approach

Accepted Answer

The step that follows preapproach in the creative selling process is the approach. The preapproach phase involves preparing for the sales presentation through customer research and goal planning, and the next logical step is to approach the customer to initiate the sales dialogue.

Question 10

Factors that increase a firm's emphasis on ________ include purchases that consumers buy infrequently and transactions that require negotiation.
A) m-commerce
B) mass marketing
C) public relations
D) direct marketing
E) personal selling

Accepted Answer

The factors listed in the question such as infrequent purchases and transactions requiring negotiation often require more personalized and direct communication between the seller and buyer. This is where personal selling comes in, as it allows for one-on-one interaction and the ability to tailor the sales pitch to the individual customer's needs. Therefore, a firm may increase its emphasis on personal selling in these scenarios.

Question 11

The first step in the creative selling process is ________.
A) preapproach
B) prospect and qualify
C) approach
D) handle objections
E) sales presentation

Accepted Answer

The first step in the creative selling process is to identify and qualify potential customers, which is done through prospecting and qualifying. Only after this step can the salesperson move on to preapproach, approach, sales presentation, and handling objections.

Question 12

The preapproach stage in the creative selling process is when the salesperson ________.
A) meets the customer for the first time
B) learns as much as possible about a prospective customer before making a sales call
C) identifies potential customers likely to be interested in purchasing the product
D) anticipates reasons the potential customer might not be interested in purchasing the product
E) clarifies and overcomes a customer's concerns about buying

Accepted Answer

The answer of The preapproach stage in the creative selling...

Question 13

A(n) ________ promotes the firm and tries to stimulate demand for a product but does not actually complete a sale.
A) order taker
B) order getter
C) missionary salesperson
D) relationship manager
E) new-business manager

Accepted Answer

A missionary salesperson promotes the firm and tries to create demand for a product or service, but their role does not involve completing a sale. They do this by educating customers and building relationships with them, with the ultimate goal of creating goodwill and brand awareness for the firm.

Question 14

Which of the following approaches to selling is usually limited to key accounts?
A) relationship selling
B) team selling
C) creative selling
D) direct selling
E) transactional selling

Accepted Answer

Team selling is often used for key accounts where the complexity and importance of the account necessitate the involvement of multiple people from the selling organization, including specialists and high-level managers, to address the client's needs effectively.

Question 15

Prospect and qualify is the step in the creative selling process in which the salesperson ________.
A) meets the customer for the first time
B) learns as much as possible about a prospective customer before making a sales call
C) identifies potential customers likely to be interested in purchasing the product
D) conveys the product's competitive advantages to a potential customer
E) clarifies and overcomes a customer's concerns about buying

Accepted Answer

Prospect and qualify is the step in the creative selling process in which the salesperson identifies potential customers likely to be interested in purchasing the product. This involves researching and analyzing information about potential customers to determine if they fit the criteria of someone who would benefit from the product or service being offered. This step is critical as it helps salespeople focus their efforts on customers who are most likely to buy, saving time and resources.

Question 16

________, which uses a data network to carry voice calls, is frequently used for communication between salespeople and customers.
A) Voice-over internet Protocol (VoIP)
B) Customer relationship management (CRM)
C) Telemarketing
D) Partner relationship management (PRM)
E) Total quality management (TQM)

Accepted Answer

Voice-over Internet Protocol (VoIP) uses a data network to transmit audio signals as digital data packets. This technology is often used for business communication between salespeople and customers because it offers cost savings, flexibility, and advanced features like call recording and transcription.

Question 17

Of the following, which sales job requires the LEAST creative selling?
A) order getter
B) order taker
C) team selling member
D) new-business salesperson
E) missionary salesperson

Accepted Answer

An order taker simply takes orders from customers, rather than actively persuading them to make a purchase. This requires the least amount of creative selling.

Question 18

Voice-over internet protocol (VoIP) systems enable salespeople to ________.
A) access data from key partners
B) deliver text messages to key customers through a short-messaging system
C) track all aspects of customer interaction
D) avoid the capital outlay of a CRM system
E) make and receive phone calls anywhere just as though they were in the office

Accepted Answer

VoIP systems allow salespeople to make and receive phone calls anywhere with an internet connection, as if they were in the office. This provides flexibility and convenience for salespeople who are frequently on-the-go or working remotely. The other options mentioned, such as accessing data from key partners, delivering text messages, and tracking customer interactions, may be possible with certain VoIP systems, but are not inherently tied to the technology. The statement about avoiding the capital outlay of a CRM system is not necessarily true or relevant to the question at hand.

Question 19

What type of software do salespeople use to track all aspects of customer interaction?
A) TQM (total quality management)
B) CRM (customer relationship management)
C) DRM (direct response management)
D) PR (public relations)
E) JIT (just in time)

Accepted Answer

Salespeople use CRM (customer relationship management) software to track all aspects of customer interaction, including customer preferences, purchasing patterns, communication history, and other relevant information. This allows them to better serve their customers, anticipate their needs, and build long-term relationships. TQM (total quality management) is a philosophy and strategy for improving product and service quality, DRM (direct response management) is a type of marketing that focuses on generating immediate responses from targeted prospects, PR (public relations) is the practice of managing and maintaining a positive image and reputation for an organization or individual, and JIT (just in time) is a production strategy that emphasizes minimizing inventory and maximizing efficiency.

Question 20

Direct sellers bypass channel intermediaries and sell directly from manufacturers to consumers.

Accepted Answer

Direct sellers eliminate the need for channel intermediaries by selling directly to consumers.

Quiz 14: Promotion Ii: Social Media, Directdatabase Marketing, Personal Selling, and Public Relations

Which of the following is a sales technique that focuses on making an immediate sale with little or no attempt to develop a relationship with the customer?

Technological advances such as computer networks and videoconferencing have led to an increasing number of salespeople who ________.

What type of software links information between selling and buying firms?

Which of the following statements about relationship selling is true?

Which of the following is a salesperson who works to develop long-term relationships with particular customers and may hold the title of "account manager"?

A group of people from a range of departments tasked with developing products and programs that satisfy the customer's needs is referred to as a ________ team.

________ bypass channel intermediaries and sell directly from manufacturer to consumer through personal, one-to-one contact.

The step that follows preapproach in the creative selling process is ________.

Factors that increase a firm's emphasis on ________ include purchases that consumers buy infrequently and transactions that require negotiation.

The first step in the creative selling process is ________.

The preapproach stage in the creative selling process is when the salesperson ________.

A(n) ________ promotes the firm and tries to stimulate demand for a product but does not actually complete a sale.

Which of the following approaches to selling is usually limited to key accounts?

Prospect and qualify is the step in the creative selling process in which the salesperson ________.

________, which uses a data network to carry voice calls, is frequently used for communication between salespeople and customers.

Of the following, which sales job requires the LEAST creative selling?

Voice-over internet protocol (VoIP) systems enable salespeople to ________.

What type of software do salespeople use to track all aspects of customer interaction?

Direct sellers bypass channel intermediaries and sell directly from manufacturers to consumers.