Question 1

Field selling is typically more demanding than inside selling because field selling:

Accepted Answer

Field selling involves face-to-face interactions with customers, which can be more intense and require problem-solving skills to address the customer's needs. It often requires traveling to different locations, conducting on-site visits, and building long-term relationships with customers. Inside selling typically involves selling over the phone or computer and may not require the same level of interpersonal skills or problem-solving abilities. Therefore, field selling is typically more demanding than inside selling.

Question 2

When LeAnn called on a long-time customer,she realized that the man was upset and took the time to listen to his problem.She was able to sympathize with the customer's recent loss of a pet by using her:

Accepted Answer

LeAnn demonstrated emotional intelligence by recognizing and understanding the man's emotions, and responding in a way that showed empathy and care.

Question 3

A salesperson will find that he or she is called upon to use the greatest creativity when:

Accepted Answer

Selling to new prospects requires more creativity as it involves building new relationships and convincing potential customers who may not yet see the value in the product or service.

Question 4

Manufacturers' Representatives Inc.(MRI)is an independent company that employs sales representatives to sell products from a number of producers.MRI's sales reps sell the products to wholesalers and retailers.MRI receives a commission from the producers for the products it sells.MRI is an example of a:

Accepted Answer

Manufacturers' Representatives Inc. (MRI) is an independent company that represents multiple manufacturers and earns a commission on the sales made by its sales reps. This fits the definition of a manufacturers' agent, which is a type of intermediary that represents multiple producers and earns a commission on sales. The other answer choices do not accurately describe the role of MRI.

Question 5

Which of the following is true of inside salespeople?

Accepted Answer

Inside salespeople typically communicate with customers by telephone or computer, rather than spending time in the customer's place of business or communicating face-to-face. They may still be involved in problem-solving with customers, but their primary mode of communication is through technology.

Question 6

Betty follows a strict schedule.She checks her e-mail at 6 a.m.,returns messages and telephone calls from customers by 8 a.m.,meets with customers during the day,and processes sales at home in the evening.She diverts questions related to the products' features to her colleague,Sandra.Betty displays the characteristic of successful salespeople of:

Accepted Answer

Betty's strict schedule indicates that she is a self-starter who is disciplined and motivated to achieve her goals. However, none of the other options are reflected in the given information.

Question 7

_____ is the ability to effectively understand and use one's own feelings and the feelings of people with whom one interacts.

Accepted Answer

Emotional intelligence is the ability to understand and regulate one's own emotions, as well as empathize and connect with others on an emotional level. It involves the ability to recognize and manage emotions, communicate effectively, and build positive relationships. Adaptive learning, environmental awareness, generative learning, and behavioral intelligence are unrelated to the ability to understand and use emotions.

Question 8

Manufacturers' agents:

Accepted Answer

Manufacturers' agents are independent businesspeople who work on behalf of manufacturers to sell their products. They are not employees of the manufacturer and do not take ownership of the products they sell. They are usually paid on a commission basis rather than a monthly fee. They typically call on both those who may influence a sale and those who place the actual order. However, the most accurate description is that manufacturers' agents are independent businesspeople.

Question 9

A person who _____ would probably find a career in sales attractive.

Accepted Answer

A person who likes independence and is willing to take responsibility would likely excel in a career in sales, as it often requires self-motivation and the ability to take ownership of one's performance. Alternatively, options A, B, and C do not align with the typical qualities or incentives of a sales role, while option E directly contradicts the desired trait of taking responsibility.

Question 10

Salespeople who spend most of their time selling their company's products in the customer's place of business are:

Accepted Answer

Field salespeople are the ones who spend most of their time selling their company's products in the customer's place of business. Missionary salespeople focus more on creating awareness and educating potential customers about the company's products rather than selling. Inside salespeople carry out sales activities over the phone or internet from their place of work. The statement about them being obsolete in the partnering era is not necessarily true as field salespeople still play a crucial role in building and maintaining relationships with customers.

Question 11

Which of the following products would most likely be the hardest for a new salesperson to sell?

Accepted Answer

Management consulting services involve selling intangible services that require strong communication skills, industry knowledge, and the ability to understand the client's needs. It also involves a lengthy sales process that requires building trust and credibility with the client. Therefore, it would be the hardest for a new salesperson to sell.

Question 12

Which of the following statements about salesperson relationships with customers and prospects is true?

Accepted Answer

Rejection is a common and inevitable part of making initial contacts with potential customers. Salespeople should be prepared to handle rejection and learn from it in order to improve their sales approach. The other statements are incorrect. Selling to new prospects often requires different skills than selling to existing customers, as building a relationship with a new customer takes more effort. Salespeople responsible for existing customers should prioritize relationship building and servicing, as retaining current customers is often more profitable than acquiring new ones. Convincing prospects to purchase a product they already use regularly may require a consultative sales approach rather than self-confidence and aggression.

Question 13

It's early on a Friday morning,and before she goes out to see any of her customers,Ruth checks her company's database to make sure deliveries scheduled for some of her customers went out earlier in the week.This activity is a component of _____.

Accepted Answer

Ruth is checking the database to ensure that deliveries have been made to her customers earlier in the week, which is part of servicing customers.

Question 14

Salespeople are like entrepreneurs because:

Accepted Answer

Salespeople, like entrepreneurs, have the freedom and flexibility to pursue leads and close deals in their own way. They are not typically confined to a strict work schedule or corporate structure, and must often take risks and make decisions on their own. This similarity between salespeople and entrepreneurs is one reason why many successful entrepreneurs have started their careers in sales.

Question 15

Customers constantly consult with Kathy,Hump & Pack's sales representative,regarding installation problems,new product ideas,and other issues because she offers unique,imaginative ideas.This shows that customers value Kathy's _____.

Accepted Answer

The fact that customers value Kathy's unique and imaginative ideas indicates that they appreciate her creativity.

Question 16

Opal is a salesperson for a wholesaler.There are many retailers in her territory and she says,"No two are alike.I must adjust my way of communicating to their different styles.Some are strictly business.Others like to talk about their families or sports before I discuss my company's products." Which characteristic of a successful salesperson is illustrated by Opal's approach?

Accepted Answer

Opal's approach demonstrates flexibility, as she adjusts her way of communicating to the different styles of her clients. This is an important characteristic of a successful salesperson as it helps them build stronger relationships with their clients and ultimately increase sales. The other options may also be important for a successful salesperson, but they are not specifically demonstrated in Opal's approach.

Question 17

Which of the following is NOT one of the aspects of emotional intelligence?

Accepted Answer

The aspect of controlling customer's emotions to avoid conflict does not fall under emotional intelligence. Emotional intelligence is about understanding one's own emotions, managing and controlling them, and using them to communicate and interact effectively with others. However, it does not include controlling the emotions of others.

Question 18

Luis works for USAA,an insurance company headquartered in San Antonio.Luis is employed in the firm's telemarketing center where he answers customers' calls to the firm's 1-800 number about buying insurance.Luis is an example of a(n):

Accepted Answer

Luis works in a telemarketing center and answers customers' calls which indicates that he is selling over the phone and not meeting customers in person. This makes him an inside salesperson.

Question 19

Most of the skills required to be a successful salesperson:

Accepted Answer

The question states that the skills required to be a successful salesperson can be learned. Therefore, option B is the correct answer, while options A, C, D, and E can be eliminated.

Question 20

The Frito-Lay salesperson who drives a truck to a store,checks the store's stock of Frito-Lay products,determines what the store needs,and gets the manager's permission to place that stock in the store is a _____ salesperson.

Accepted Answer

The given scenario describes a salesperson who is driving a truck and visiting stores to check and place stock, which is a typical job of a field salesperson. Option A (production) and option B (inside) are not suitable because they are not involved in physically visiting the stores. Option C (missionary) refers to a salesperson who promotes a company's image rather than selling products directly. Option D (manufacturer's industry service representative) is also not applicable in this scenario.

Quiz 1: Selling and Salespeople