Question 1

Selling often serves as a stepping-stone to top management. In fact, approximately __________ percent of the chief executive officers (CEOs) in the largest U.S. corporations have significant sales and marketing experience in their work history.

Accepted Answer

Approximately 20 percent of CEOs in the largest U.S. corporations have significant sales and marketing experience in their work history, according to research.

Question 2

According to Lindsey Smith of GE Healthcare, all of the following are necessary skills to be successful in serving her customers except

Accepted Answer

Lindsey Smith did not mention having an MBA degree as a necessary skill to be successful in serving her customers.

Question 3

Lindsey Smith's task in Molecular Imaging Products at GE Healthcare is to

Accepted Answer

Lindsey Smith's task in Molecular Imaging Products at GE Healthcare is to create value in customer relationships by emphasizing the company's product innovations, solutions, and service. This involves developing a strong sales and service team that can effectively communicate the benefits of GE Healthcare's products to key customers. By focusing on customer value, GE Healthcare can establish itself as a trusted partner in the field of molecular imaging, increasing customer loyalty and generating additional revenue over time.

Question 4

Which of the following statements regarding the role of salespeople is most accurate?

Accepted Answer

Salespeople play a critical role in creating customer value by providing follow-through after the sale. They ensure that the customer is satisfied with the purchase and address any issues or concerns they may have. This can lead to repeat business and positive word-of-mouth referrals. While salespeople may have some authority and autonomy in their roles, they typically do not have more authority than other company employees. Additionally, salespeople may not always be the most highly trained employees, depending on the industry and company.

Question 5

Planning the selling program and implementing and evaluating the personal selling effort of the firm is referred to as

Accepted Answer

The description given in the question matches the tasks and responsibilities of a sales manager or sales management. Sales management involves planning and implementing the selling program, evaluating the performance of sales personnel, and making necessary adjustments to improve sales results. Relationship marketing refers to building and maintaining long-term customer relationships, team selling is the practice of using a team of professionals to sell to a customer, personal selling is a component of the selling program, and sales engineering is the application of engineering knowledge to sales activities. Therefore, the best choice is E - sales management.

Question 6

The practice of building ties to customers based on a salesperson's attention and commitment to customer needs over time is referred to as

Accepted Answer

The practice of building ties to customers based on a salesperson's attention and commitment to customer needs over time is referred to as relationship selling. This process involves understanding the customer's needs and developing ongoing relationships to ensure customer satisfaction and loyalty. It differs from order taking, which is focused solely on processing and fulfilling immediate customer orders, and partnership selling, which involves working closely with customers to establish long-term mutually beneficial partnerships. Customer value creation is a broader concept that involves creating value for customers through products, services, and experiences.

Question 7

The tasks involved in managing personal selling include the following: (1) setting objectives; (2) organizing the salesforce; (3) recruiting, selecting, training, and compensating salespeople; and (4) __________.

Accepted Answer

The final task involved in managing personal selling is evaluating the performance of individual salespeople. This involves setting performance standards, measuring individual performance against those standards, providing feedback to salespeople, and taking corrective action when necessary. This evaluation process is crucial for ensuring that the salesforce is meeting its objectives and contributing to the overall success of the company.

Question 8

Personal selling serves three major roles in a firm's overall marketing effort. Salespeople: (1) are the critical link between a firm and its customers, (2) are the company in consumers' eyes, and (3) __________.

Accepted Answer

Personal selling may be the dominant or primary promotional tool in a firm's marketing program, particularly in industries such as pharmaceuticals or financial services.

Question 9

The tasks involved in managing personal selling include all of the following except

Accepted Answer

Designing new direct sales promotions to generate new sales is not typically a task involved in managing personal selling. The other options listed are common tasks in managing a salesforce.

Question 10

Relationship selling refers to

Accepted Answer

Relationship selling is the practice of building ties to customers based on a salesperson's attention and commitment to customer needs over time. This approach emphasizes building strong relationships with customers to encourage repeat business and referrals.

Question 11

Personal selling serves three major roles in a firm's overall marketing effort. Salespeople: (1) are the critical link between a firm and its customers, (2) __________, and (3) may play a dominant role in a firm's marketing program.

Accepted Answer

Salespeople are often the primary point of contact between a company and its customers. Because of this, they are seen as the face of the company, and their actions and behavior can greatly impact a customer's perception of the company as a whole. They are responsible for building relationships with customers and creating a positive image of the company.

Question 12

According to Lindsey Smith of GE Healthcare, all of the following are necessary for a successful sales career except

Accepted Answer

While compensation may be important in motivating sales professionals, it is not necessarily a requirement for a successful career. The other options - motivation, team orientation, integrity, and trust - are all crucial for building relationships, maintaining credibility, and achieving long-term success in sales.

Question 13

Personal selling requires the __________ flow of communication between a buyer and a seller, often in a face-to-face encounter, designed to influence a person's or a group's purchase decision.

Accepted Answer

Personal selling involves a two-way flow of communication between a buyer and a seller, where the seller tries to influence the buyer's purchase decision. It often takes place in a face-to-face encounter or through other forms of direct communication, such as phone calls or video conferencing. The two-way nature of the communication allows for the buyer to ask questions, clarify doubts, and negotiate terms, leading to a more personalized and persuasive sales pitch.

Question 14

Which of the following statements regarding the role of salespeople is most accurate?

Accepted Answer

Salespeople are often in direct contact with customers and can use their knowledge and expertise to find creative solutions to customer problems. This can lead to greater customer satisfaction and loyalty. Additionally, salespeople may also provide valuable insights and feedback to the company regarding customer needs and preferences.

Question 15

Personal selling includes all of the following modes of communication except

Accepted Answer

Social networks such as Facebook are not typically considered a mode of personal selling communication, as personal selling usually involves direct, interactive communication between the salesperson and the customer.

Question 16

The two-way flow of communication between a buyer and seller, often in a face-to-face encounter, designed to influence a person's or group's purchase decision is referred to as

Accepted Answer

Personal selling involves a two-way communication between a buyer and seller, often in a face-to-face encounter. The goal is to influence the person or group's purchase decision by addressing specific needs and concerns and presenting the features and benefits of the product or service. Sales management, sales promotion, direct selling, and marketing management may all be related to personal selling but do not fully encompass its definition.

Question 17

Sales management refers to

Accepted Answer

Sales management involves the planning, implementation, and evaluation of a company's personal selling effort, which includes developing the selling program, setting objectives, determining sales strategies, training and motivating the sales team, and analyzing and measuring performance. The other options listed are either too narrow in focus (B, C, and D) or describe general aspects of personal selling (E).

Question 18

Lindsey Smith's selling success is due in large part to her

Accepted Answer

Lindsey Smith's selling orientation and customer relationship philosophy rest on four pillars.First,she is committed to creating value for her clients.Second,she seeks to serve her clients as a trusted consultant.Third,she continually reinforces GE Healthcare's competitive advantage.Finally,she regards challenges as opportunities to provide solutions and resources to customers and to build client trust and long-term relationships.

Question 19

"Everyone lives by selling something" was an observation made by

Accepted Answer

The answer of "Everyone lives by selling something" was an...

Question 20

The tasks involved in managing personal selling include: (1) organizing the salesforce; (2) __________; (3) recruiting, selecting, training, and compensating salespeople; and (4) evaluating the performance of individual salespeople.

Accepted Answer

The missing task in the list is setting objectives. The other tasks listed are related to other areas of marketing management, such as identifying target markets and designing promotional campaigns. Managing personal selling specifically involves organizing the salesforce, setting objectives, recruiting and selecting salespeople, training and compensating them, and evaluating their performance. Maintaining open communications is also important but is not specifically listed as one of the four main tasks.

Quiz 20: Personal Selling and Sales Management

Selling often serves as a stepping-stone to top management. In fact, approximately __________ percent of the chief executive officers (CEOs) in the largest U.S. corporations have significant sales and marketing experience in their work history.

According to Lindsey Smith of GE Healthcare, all of the following are necessary skills to be successful in serving her customers except

Lindsey Smith's task in Molecular Imaging Products at GE Healthcare is to

Which of the following statements regarding the role of salespeople is most accurate?

Planning the selling program and implementing and evaluating the personal selling effort of the firm is referred to as

The practice of building ties to customers based on a salesperson's attention and commitment to customer needs over time is referred to as

The tasks involved in managing personal selling include the following: (1) setting objectives; (2) organizing the salesforce; (3) recruiting, selecting, training, and compensating salespeople; and (4) __________.

Personal selling serves three major roles in a firm's overall marketing effort. Salespeople: (1) are the critical link between a firm and its customers, (2) are the company in consumers' eyes, and (3) __________.

The tasks involved in managing personal selling include all of the following except

Relationship selling refers to

Personal selling serves three major roles in a firm's overall marketing effort. Salespeople: (1) are the critical link between a firm and its customers, (2) __________, and (3) may play a dominant role in a firm's marketing program.

According to Lindsey Smith of GE Healthcare, all of the following are necessary for a successful sales career except

Personal selling requires the __________ flow of communication between a buyer and a seller, often in a face-to-face encounter, designed to influence a person's or a group's purchase decision.

Which of the following statements regarding the role of salespeople is most accurate?

Personal selling includes all of the following modes of communication except

The two-way flow of communication between a buyer and seller, often in a face-to-face encounter, designed to influence a person's or group's purchase decision is referred to as

Sales management refers to

Lindsey Smith's selling success is due in large part to her

"Everyone lives by selling something" was an observation made by

The tasks involved in managing personal selling include: (1) organizing the salesforce; (2) __________; (3) recruiting, selecting, training, and compensating salespeople; and (4) evaluating the performance of individual salespeople.