Question 1

All of the following tactics are used to generate leads except which?

Accepted Answer

Suggestive selling is a sales technique used by salespeople to increase the likelihood that a customer will make a purchase. It is not typically used as a lead generation tactic. The other choices listed (cold canvassing, toll-free numbers, coupons, and trade shows) are all commonly used tactics to generate leads.

Question 2

The salesperson's objective is to "ensure that the customer is satisfied with the product or service" during which stage in the personnel selling process?

Accepted Answer

The answer of The salesperson's objective is to "ensure that...

Question 3

The salesperson's objective is to "gather information and decide how to approach the prospect" during which stage in the personnel selling process?

Accepted Answer

During the preapproach stage, the salesperson gathers information about the prospect and decides how to approach them with their pitch.

Question 4

The name of a person who may be a possible customer is referred to as

Accepted Answer

The answer of The name of a person who may...

Question 5

Figure 17-2

-As shown in Figure 17-2,F is the __________ stage in the personal selling process.

Accepted Answer

The follow-up stage is typically the final step in the personal selling process, where the salesperson ensures customer satisfaction and addresses any issues after the sale.

Question 6

Figure 17-2

-As shown in Figure 17-2,E is the __________ stage in the personal selling process.

Accepted Answer

As shown in Figure 17-2, the first stage in the personal selling process is the prospecting stage followed by the preapproach. The third stage is the approach, where the salesperson makes the initial contact with the potential customer. Therefore, E is the correct answer.

Question 7

The salesperson's objective is to "gain a prospect's attention,stimulate interest,and make a transition to the presentation" during which stage in the personnel selling process?

Accepted Answer

The salesperson's objective during the approach stage is to gain the prospect's attention, stimulate interest, and make a smooth transition to the presentation stage. During this stage, the salesperson is introducing themselves to the prospect and trying to establish a positive relationship.

Question 8

The salesperson's objective is to "search for and qualify potential customers" during which stage in the personnel selling process?

Accepted Answer

Prospecting is the stage in the personnel selling process where the salesperson searches for and qualifies potential customers. During this stage, the salesperson identifies potential customers and evaluates whether they meet the criteria for a good prospect before moving forward with making contact and developing the sales pitch.

Question 9

The salesperson's objective is to "obtain a purchase commitment from the prospect and create a customer" during which stage in the personnel selling process?

Accepted Answer

The "close" stage in the personnel selling process is where the salesperson aims to obtain a purchase commitment from the prospect and create a customer. The other stages are as follows: approach (initial meeting with prospect), presentation (offering the product/service), preapproach (gathering information before meeting the prospect), and follow-up (maintaining the relationship after the sale).

Question 10

Advertising with a coupon,using a toll-free number,exhibiting at trade shows,using email,and making cold calls are all activities that would take place during the __________ stage of the personal selling process.

Accepted Answer

The answer of Advertising with a coupon,using a toll-free number,exhibiting...

Question 11

Figure 17-2

-As shown in Figure 17-2,D is the __________ stage in the personal selling process.

Accepted Answer

The preapproach stage is the stage where the salesperson conducts research on the prospect and prepares for the upcoming sales call. This includes gathering information about the prospect's needs and preferences, deciding on the approach and communication strategy, and planning the details of the presentation. It is the stage before actually approaching the prospect, hence the name preapproach. Therefore, the correct answer is D.

Question 12

Alice Faulkner is a professional salesperson.She earns her living by selling advertising for The New York Times newspaper.In addition to selling advertising to her regular accounts,Faulkner is responsible for generating new advertising accounts for the newspaper.In order to fulfill her responsibilities,Faulkner works hard to make sure the potential customers she sells to are qualified prospects.How can Faulkner know if the prospects she is selling to are in fact qualified prospects?

Accepted Answer

Qualified prospects must meet three criteria: they have a need for the advertising, they can afford to buy it, and they have the authority to make the purchase decision. This helps ensure that Faulkner is selling to potential customers who are most likely to result in a successful sale.

Question 13

Personal selling begins with the __________ stage.

Accepted Answer

The answer of Personal selling begins with the __________ stage.
...

Question 14

What are the three types of prospects?

Accepted Answer

The three types of prospects are leads, prospects, and qualified prospects. Leads are potential customers who have shown interest in a product or service, whereas prospects are those who have been qualified as potentially interested and may be worth pursuing further. Qualified prospects are those who have been identified as having a higher likelihood of becoming a buyer based on certain criteria, such as their budget, authority, need, and timing. This classification helps salespeople to prioritize their efforts and focus on the most promising leads.

Question 15

Figure 17-2

-As shown in Figure 17-2,C is the __________ stage in the personal selling process.

Accepted Answer

The "close" is the stage in the personal selling process where the salesperson finalizes the sale and secures the customer's commitment to purchase.

Question 16

The search for and qualification of potential customers during the personal selling process is referred to as

Accepted Answer

Prospecting is the process of identifying and qualifying potential customers or prospects that might be interested in a product or service. It is a crucial part of the personal selling process as it helps salespeople identify and target individuals or organizations that have a need for their offering and are likely to make a purchase. Customer mining, lead initiation, cold calling, and garnering are all related to prospecting but are not synonymous with it.

Question 17

In personal selling,the customer who wants or needs the product is referred to as a

Accepted Answer

A customer who wants or needs the product is referred to as a prospect in personal selling. A hot lead refers to a potential customer who has shown a high level of interest and is ready to make a purchase, while a cold call is the act of approaching a potential customer without any prior contact. A lead refers to any potential customer, regardless of their level of interest or need for the product, and a qualified prospect is a potential customer who has been researched and determined to have a high likelihood of making a purchase. Therefore, prospect is the best choice for this scenario.

Question 18

A __________ is an individual who wants a product,can afford to buy it,and is the decision maker.

Accepted Answer

A qualified prospect is someone who has the desire or need for a product or service, has the financial capability to purchase it, and is the decision maker in the buying process. The other answer choices are either too broad or too specific. A customer is someone who has already made a purchase, a lead is anyone who has expressed interest in a product or service, a prospect is someone who matches the criteria of your ideal customer but has not yet expressed interest, and a gatekeeper is someone who controls access to the decision maker.

Question 19

Which of the following statements describes the major difference between a prospect and a qualified prospect?

Accepted Answer

The major difference between a prospect and a qualified prospect is that a qualified prospect not only has the need or desire for your product, but also has the ability and authority to purchase it. A prospect may only have a need or desire but may not have the financial means or decision-making power to make the purchase.

Question 20

The salesperson's objective is to "begin converting a prospect into a customer by creating a desire for the product or service" during which stage in the personnel selling process?

Accepted Answer

The presentation stage is when the salesperson begins to sell the product or service to the prospect. The primary objective of this stage is to create a desire for the product or service by highlighting its benefits and showing how it can meet the needs of the prospect. Therefore, option C is the correct answer. The other options are not relevant to this objective.

Quiz 17: Personal Selling and Sales Management

All of the following tactics are used to generate leads except which?

The salesperson's objective is to "ensure that the customer is satisfied with the product or service" during which stage in the personnel selling process?

The salesperson's objective is to "gather information and decide how to approach the prospect" during which stage in the personnel selling process?

The name of a person who may be a possible customer is referred to as

Figure 17-2 -As shown in Figure 17-2,F is the __________ stage in the personal selling process.

Figure 17-2 -As shown in Figure 17-2,E is the __________ stage in the personal selling process.

The salesperson's objective is to "gain a prospect's attention,stimulate interest,and make a transition to the presentation" during which stage in the personnel selling process?

The salesperson's objective is to "search for and qualify potential customers" during which stage in the personnel selling process?

The salesperson's objective is to "obtain a purchase commitment from the prospect and create a customer" during which stage in the personnel selling process?

Advertising with a coupon,using a toll-free number,exhibiting at trade shows,using email,and making cold calls are all activities that would take place during the __________ stage of the personal selling process.

Figure 17-2 -As shown in Figure 17-2,D is the __________ stage in the personal selling process.

Personal selling begins with the __________ stage.

What are the three types of prospects?

Figure 17-2 -As shown in Figure 17-2,C is the __________ stage in the personal selling process.

The search for and qualification of potential customers during the personal selling process is referred to as

In personal selling,the customer who wants or needs the product is referred to as a

A __________ is an individual who wants a product,can afford to buy it,and is the decision maker.

Which of the following statements describes the major difference between a prospect and a qualified prospect?

The salesperson's objective is to "begin converting a prospect into a customer by creating a desire for the product or service" during which stage in the personnel selling process?