Question 1

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

Accepted Answer

Salespeople often interact directly with customers and have the opportunity to understand their needs and preferences. This knowledge can help them come up with creative solutions to problems that meet the customer's specific needs.

Question 2

Sales management refers to __________.

Accepted Answer

Sales management refers to the planning, implementation, and evaluation of the personal selling effort of a firm. This includes setting sales goals, developing a sales strategy, overseeing the sales team, and measuring and improving performance. Options B, C, D, and E may be part of sales management, but they do not encompass the entire range of activities involved in managing the sales function.

Question 3

PRIMARY way in which relationship selling creates customer value is by __________.

Accepted Answer

Relationship selling focuses on building a long-term relationship of trust and respect with the customer. By understanding their needs, the sales rep can offer personalized solutions and consistently deliver value over time. This leads to increased customer loyalty and ultimately creates more customer value. A, C, D and E are not necessarily primary ways relationship selling creates customer value, as they focus more on transactional aspects of sales rather than building long-term relationships.

Question 4

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

Accepted Answer

Salespeople create customer value by providing follow-through after the sale. While all the other options are false or overly exaggerated, this statement is a true reflection of the role of salespeople. Salespeople are responsible for ensuring that customers are satisfied with their purchases and that any problems or concerns are addressed promptly. By doing so, salespeople create value for their customers and help build long-term relationships that are beneficial to both the customer and the company.

Question 5

practice whereby buyers and sellers combine their expertise and resources to create customized solutions,commit to joint planning,and share customer,competitive,and company information for their mutual benefit,and ultimately the benefit of the customer,is referred to as __________.

Accepted Answer

Partnership selling is the best choice as it involves collaboration between buyers and sellers to create customized solutions and share information for mutual benefit, including the benefit of the customer. The other options do not fully capture the concept of joint planning and shared resources.

Question 6

Lindsey Smith sees her selling orientation and customer relationship philosophy as including _____.

Accepted Answer

Lindsey Smith's selling orientation and customer relationship philosophy includes creating value in customer relationships by emphasizing the company's product innovations, solutions, and service.

Question 7

Relationship selling refers to __________.

Accepted Answer

Relationship selling involves building long-term ties with customers by focusing on their needs and maintaining a commitment to them over time.

Question 8

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

According to the Bureau of Labor Statistics, as of 2020, there were approximately 14.1 million people employed in sales and related occupations in the United States. This includes a variety of positions that involve personal selling, such as retail salespersons, telemarketers, real estate agents, and insurance sales agents, among others.

Question 9

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 play a dominant role in a firm's marketing program as it involves direct interaction between the salesperson and potential customers, allowing for a customized and personalized approach to selling. Additionally, salespeople often have the ability to influence the purchase decision and build long-term relationships with customers, making them a valuable asset in a firm's overall marketing strategy.

Question 10

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 described practice is known as relationship selling, which focuses on building long-term relationships with customers through personalized attention and commitment to meeting their needs. Option A (order processing) and B (order taking) refer to more transactional sales processes, while customer value creation (C) and partnership selling (E) may involve elements of relationship selling, but do not fully encompass the concept as described.

Question 11

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

Accepted Answer

Evaluating the performance of individual salespeople is a crucial task in managing personal selling as it helps in identifying strengths and weaknesses of each salesperson, providing feedback, and making necessary improvements. This task is usually done through performance appraisals and helps in tracking progress towards achieving sales objectives.

Question 12

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 is a two-way communication between a salesperson and a potential customer with the goal of influencing their purchase decision. This type of selling takes place in a face-to-face encounter, where the salesperson can tailor their message to the customer's needs and objections. Sales management refers to the process of managing a company's sales operations, while sales promotion and direct selling are different marketing techniques that may or may not involve personal selling. Marketing management encompasses a broader range of activities related to managing a company's marketing efforts.

Question 13

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

Question 14

Partnership selling refers to __________.

Accepted Answer

Partnership selling refers to the practice whereby buyers and sellers combine their expertise and resources to create customized solutions, commit to joint planning, and share customer, competitive, and company information for their mutual benefit, and ultimately the benefit of the customer. This approach involves building long-term relationships based on trust and collaboration between the buyer and seller, and it can lead to increased customer loyalty, higher sales, and more profitable outcomes for both parties involved.

Question 15

Which of the following does Lindsey Smith list as one of the ingredients necessary for a successful sales career?

Accepted Answer

Lindsey Smith lists integrity as an ingredient necessary for a successful sales career in the given information. While education, technical proficiency, and networking can also play a role in a successful sales career, good looks do not have any relevance in this context.

Question 16

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 for customers, and as such, they represent the company in the eyes of consumers. This means that their interactions can have a significant impact on the customer's perception of the company and its products or services. Additionally, salespeople may be responsible for implementing various elements of a firm's marketing program, such as delivering promotional messages or guiding customers through the sales process. While they may not be directly involved in research and development, target market selection, or other aspects of marketing, their role is still critical to the overall success of a firm's marketing efforts.

Question 17

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

Accepted Answer

Planning the selling program and implementing and evaluating the personal selling effort of the firm are the key responsibilities of sales management. Relationship marketing is a broader concept that focuses on building and maintaining long-term relationships with customers. Team selling refers to the collaboration of individuals from different functional areas within the company to win and serve customers. Personal selling and sales engineering are subsets of sales management.

Question 18

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 two-way communication between a buyer and a seller, where the seller tries to influence the buyer's purchase decision. Therefore, option D - two-way, best describes the communication flow required for personal selling. Options A, B, and C are incorrect as they do not accurately describe the necessary communication flow for personal selling. Option E - recursive, is not applicable in this context.

Question 19

tasks involved in managing personal selling include organizing the salesforce; __________; 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 20

tasks involved in managing personal selling include all of the following EXCEPT __________.

Accepted Answer

Designing new sales promotional campaigns for generating new sales is not a task involved in managing personal selling. The other options (selecting salespeople, evaluating performance, setting sales objectives, organizing the salesforce) are all key responsibilities of managing personal selling.

Quiz 20: Personal Selling and Sales Management

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

Sales management refers to __________.

PRIMARY way in which relationship selling creates customer value is by __________.

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

practice whereby buyers and sellers combine their expertise and resources to create customized solutions,commit to joint planning,and share customer,competitive,and company information for their mutual benefit,and ultimately the benefit of the customer,is referred to as __________.

Lindsey Smith sees her selling orientation and customer relationship philosophy as including _____.

Relationship selling refers to __________.

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.

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) __________.

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

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

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 __________.

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

Partnership selling refers to __________.

Which of the following does Lindsey Smith list as one of the ingredients necessary for a successful sales career?

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.

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

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.

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

tasks involved in managing personal selling include all of the following EXCEPT __________.