Question 1

Ways of closing a sale include asking for the order and getting the buyer to make minor choices such as color or size.

Accepted Answer

Asking for the order and getting the buyer to make minor choices are both effective ways to close a sale. By asking for the order, the salesperson is directly asking the buyer to make a decision and commit to purchasing the product or service. Additionally, by getting the buyer to make minor choices such as selecting a color or size, the salesperson is allowing the buyer to feel in control and more invested in the purchase, increasing the likelihood of a sale.

Question 2

Jack is the sales representative of a company that designs and installs modular kitchens. The company's sales force is trained to customize their offerings as per customer requirements. After analyzing factors such as the space available and the budget, Jack provides personalized designs to individual customers. What kind of a salesperson is Jack? Briefly explain your answer.

Accepted Answer

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Question 3

What key indicators of sales performance do sales managers extract from call reports?

Accepted Answer

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Question 4

You work as a sales representative in a company that manufactures surgical equipment. Before calling on an important prospect, you decide to search the Internet and find out details about him. What step in the selling process is being carried out here? What is involved in this step?

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Question 5

Most companies set annual quotas. Quotas can be on dollar sales, unit volume, margin, selling effort, or activity and product type. Compensation is often tied to the degree of quota attainment. What problems does the setting of quotas present to both the company and to the sales representative?

Accepted Answer

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Question 6

The term sales representative covers a broad range of positions, tasks, and responsibilities. List and briefly describe each of the positions.

Accepted Answer

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Question 7

Variable compensation is common in jobs where the selling task is technically complex and requires teamwork.

Accepted Answer

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Question 8

A salesperson who is contacting possible buyers by mail or phone to assess their level of interest and financial capacity is in the ________ step of the selling process.

Accepted Answer

The salesperson is prospecting and qualifying potential buyers by contacting them to assess their level of interest and financial capacity. This is the second step in the selling process, which involves identifying potential customers and determining whether they meet the criteria for becoming a qualified prospect.

Question 9

What are the six steps in personal selling?

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Question 10

List the various tasks that the salespeople of an organization may perform to achieve sales force objectives.

Accepted Answer

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Question 11

The first step in the workload approach for designing salesforce size is to establish desirable call frequencies for each customer class.

Accepted Answer

This statement is accurate. The workload approach starts with establishing call frequencies for each customer class to determine the necessary size of the salesforce.

Question 12

A company that sells one product line to one end-using industry with customers in many locations would use product or market structure for its salesforce.

Accepted Answer

This company would likely use a market structure for its salesforce because the focus is on serving a specific end-using industry across many locations, rather than offering a diverse range of products.

Question 13

The fixed amount in a salesperson's salary is primarily designed to stimulate and reward efforts from salespeople.

Accepted Answer

The fixed amount in a salesperson's salary is primarily designed to provide a baseline income and stability, rather than solely to stimulate and reward efforts from salespeople. Commission or other incentives are typically used to reward sales performance.

Question 14

Sales representatives who are paid mostly in commissions require more supervision than other salespeople.

Accepted Answer

Sales representatives who are paid mostly in commissions are typically more self-motivated and focused on closing deals, leading to a higher level of independence and less need for constant supervision.

Question 15

A manager is using feed-forward sales supervision when he communicates what the sales reps should be doing and motivates them to do it.

Accepted Answer

Feed-forward sales supervision involves providing guidance and motivation to sales reps before they begin their work, to ensure they are focused on the right tasks and goals. This is exactly what the manager is doing in the scenario described.

Question 16

In which of the following stages of personal selling does a salesperson tell the product story to the buyer?

Accepted Answer

Presentation and demonstration is the stage where a salesperson tells the product story to the buyer. In this stage, the salesperson presents the product or service and demonstrates its features and benefits to the customer.

Question 17

Which of the following questions is LEAST relevant during the preapproach stage of the sales process?

Accepted Answer

The preapproach stage of the sales process is focused on research and preparation before making direct contact with the prospect. While handling objections will be important later in the sales process, it is not as relevant during the preapproach stage as questions related to the prospect's needs, the buying process, and who is involved in the decision-making process. Knowing buyers' personal characteristics can also be relevant for tailoring the approach, but it is not as essential as understanding the buying process and needs of the prospect.

Question 18

You are the sales manager of a company that manufactures and markets server computers. The company's products require high-involvement from the sellers and require salespeople to provide complex and technical information. What kind of a compensation structure do you select for your sales representatives?

Accepted Answer

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Question 19

What can you learn from John Smith from the sales report reflected in the table?

Accepted Answer

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Question 20

Which of the following is the first step in the process of personal selling?

Accepted Answer

Prospecting and qualifying is the first step in the process of personal selling. It involves identifying potential customers, assessing their needs and determining whether they are likely to make a purchase.

Quiz 17: Managing Personal Communications: Direct and Database Marketing and Personal Selling