Question 1

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 group's purchase decision.

Accepted Answer

Personal selling involves two-way communication between the buyer and seller, where the seller tries to influence the buyer's purchase decision by addressing their needs and concerns. This type of communication allows for feedback and dialogue, making it different from direct or unsolicited communication. Indirect and pre-determined communication wouldn't fit the definition of personal selling.

Question 2

Personal selling assumes many forms based on __________ and __________ required to perform the sales task.

Accepted Answer

B

Question 3

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

Accepted Answer

Salespeople play a key role in creating customer value by providing follow-through after the sale, ensuring customer satisfaction, addressing any issues or concerns, and building long-term relationships. While salespeople may have insights into their customers, it is not accurate to say they have the greatest authority or financial leverage within a company, nor are they necessarily the most highly trained.

Question 4

Anne Mulcahy is successfully restoring Xerox's legendary marketing and financial vitality.She states that Xerox's guiding principle is

Accepted Answer

Anne Mulcahy states that Xerox's guiding principle is "Doing what's right for the customer." This indicates that Xerox puts their customers at the center of their business and strives to provide value to them, which ultimately leads to their financial success.

Question 5

Personal selling serves three major roles in a firm's overall marketing effort: they are the critical link between a firm and its customers; __________; and salespeople may play a dominant role in a firm's marketing program.

Accepted Answer

Salespeople are often seen as the face of the company by consumers, making them a critical link between the firm and its customers.

Question 6

Personal selling serves three major roles in a firm's overall marketing effort: they are the critical link between a firm and its customers; salespeople are the company in a consumer's eyes; and

Accepted Answer

Salespeople may play a dominant role in a firm's marketing program as they are the ones who directly interact with customers and have the ability to influence their purchase decisions. Salespeople also provide valuable feedback to the company about customer needs and preferences, which can inform future marketing strategies.

Question 7

Virtually every occupation that involves customer contact has an element of personal selling in it.The Bureau of Labor Statistics reports that almost __________ people are employed in sales positions in the U.S.

Accepted Answer

The Bureau of Labor Statistics reports that almost 15 million people are employed in sales positions in the U.S.

Question 8

Broadly speaking there are two types of personal selling: _________ and order getting.

Accepted Answer

The two types of personal selling are order taking where salespeople answer questions, handle objections, and complete the sale, and order getting where salespeople focus on generating new leads and closing larger deals. Option B, C, D, and E are not accurate descriptions of the two types of personal selling.

Question 9

Anne Mulcahy's task at Xerox Corporation is to

Accepted Answer

The article mentions that Anne Mulcahy's task at Xerox Corporation is to "restore Xerox's legendary marketing and financial vitality."

Question 10

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

The definition provided perfectly describes personal selling, which involves the use of interpersonal communication to persuade potential customers to purchase a product or service. The other options listed are not as applicable to the description provided.

Question 11

Planning the selling program and implementing and evaluating the personal selling effort of the firm are referred to as __________.

Accepted Answer

Sales management involves planning and implementing the selling program of a firm. It includes organizing the sales team, setting goals and quotas, training and motivating the sales force, and evaluating their performance. Personal selling is a key element of the selling program, but it is only one part of sales management. Team selling refers to the collaboration of two or more people in selling to a customer, while sales engineering involves providing technical expertise to support the sales effort. Relationship marketing is a broader concept that focuses on building long-term, mutually beneficial relationships with customers.

Question 12

The two-way flow of communication between a buyer and a 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

The definition provided fits the concept of personal selling, which involves direct interpersonal communication between a salesperson and a potential buyer, with the objective of persuading the latter to buy a product or service. Options A, B, and C do not capture the two-way communication and persuasion elements of personal selling. Option E appears to be a made-up term.

Question 13

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

Accepted Answer

Salespeople are in direct contact with customers and are therefore in a unique position to understand their needs, wants, and problems. This knowledge allows them to identify creative solutions to customer problems. However, salespeople do not have the greatest say in company policy or the most extensive training of all company employees, as suggested in options B and D. Option C is partially true in that salespeople do have valuable knowledge that can help with target market selection, but marketing research and other tools are also used for this purpose. Option E is not accurate; salespeople do not necessarily have greater authority than other employees.

Question 14

Sales management refers to the

Accepted Answer

Sales management involves planning, implementing, and evaluating the personal selling efforts, which includes overseeing the salesforce and ensuring the selling program aligns with company goals.

Question 15

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. It involves focusing on building long-term relationships with customers, rather than just making one-off sales transactions.

Question 16

The tasks involved in managing personal selling include organizing the saleforce; __________; recruiting, selecting, training, and compensating salespeople; and evaluating the performance of individual salespeople.

Accepted Answer

Setting objectives is a key task in managing personal selling as it provides direction and goals for the salesforce to achieve.

Question 17

The tasks involved in managing personal selling include setting objectives; organizing the salesforce; recruiting, selecting, training, and compensating salespeople; and

Accepted Answer

Evaluating the performance of individual salespeople is a key task in managing personal selling, as it helps to measure the effectiveness of the salesforce and identify areas for improvement. The other options are relevant to marketing management overall but not specifically to managing personal selling.

Question 18

Anne Mulcahy is successfully restoring Xerox's legendary marketing and financial vitality.Her success is due in great part to staying in sync with

Accepted Answer

The passage states that Anne Mulcahy's success is due in great part to staying in sync with Xerox customers and employees. This suggests that she is focusing on meeting the needs and preferences of these stakeholders, which has helped to restore the company's marketing and financial vitality. Options A, B, and D may also be important considerations for Xerox, but the passage does not highlight these as the key factors behind Mulcahy's success. Option E is unlikely to be the best choice, as the passage suggests that Mulcahy's success is based on staying in sync with existing stakeholders, rather than pioneering new technologies.

Question 19

Relationship selling refers to

Accepted Answer

Relationship selling is a sales approach that involves building strong relationships with customers over time through attentive service and meeting their needs. It emphasizes the importance of understanding the customer's needs and preferences to provide tailored solutions that meet their needs, rather than just trying to make a quick sale. By developing relationships with customers, salespeople can establish trust and loyalty, which can lead to repeat business and referrals.

Question 20

The primary way in which relationship selling creates customer value is

Accepted Answer

Relationship selling focuses on understanding the customer's needs and providing tailored solutions, which ultimately leads to a long-term relationship built on trust and respect. This creates value for the customer as they receive personalized service, which can result in increased satisfaction and loyalty. Assigning a single sales representative, providing fair prices, and offering cumulative discounts are all benefits that can come from relationship selling, but the primary value comes from the personalized approach to meeting the customer's needs.

Quiz 17: Personal Selling and Sales Management

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 group's purchase decision.

Personal selling assumes many forms based on and required to perform the sales task.

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

Anne Mulcahy is successfully restoring Xerox's legendary marketing and financial vitality.She states that Xerox's guiding principle is

Personal selling serves three major roles in a firm's overall marketing effort: they are the critical link between a firm and its customers; __________; and salespeople may play a dominant role in a firm's marketing program.

Personal selling serves three major roles in a firm's overall marketing effort: they are the critical link between a firm and its customers; salespeople are the company in a consumer's eyes; and

Virtually every occupation that involves customer contact has an element of personal selling in it.The Bureau of Labor Statistics reports that almost __________ people are employed in sales positions in the U.S.

Broadly speaking there are two types of personal selling: _________ and order getting.

Anne Mulcahy's task at Xerox Corporation is to

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

Planning the selling program and implementing and evaluating the personal selling effort of the firm are referred to as __________.

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

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

Sales management refers to the

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 organizing the saleforce; __________; recruiting, selecting, training, and compensating salespeople; and evaluating the performance of individual salespeople.

The tasks involved in managing personal selling include setting objectives; organizing the salesforce; recruiting, selecting, training, and compensating salespeople; and

Anne Mulcahy is successfully restoring Xerox's legendary marketing and financial vitality.Her success is due in great part to staying in sync with

Relationship selling refers to

The primary way in which relationship selling creates customer value is