Question 1

With a __________, a salesperson is paid a fixed fee per week, month, or year.

Accepted Answer

A)  sales response compensation plan
B)  combination compensation plan
C)  straight salary compensation plan
D)  straight commission compensation plan
E)  market share compensation planF) C) and E)
G) A) and B)

Question 2

A sales quota refers to

Accepted Answer

A)  the ratio of sales calls made to actual sales closed.
B)  the minimum number of sales that must be made before a salesperson can be paid.
C)  the maximum threshold for satisfactory performance during an annual performance evaluation.
D)  the maximum number of sales that can be made before receiving a commission on sales.
E)  the specific goals assigned to a salesperson, sales team, branch sales office, or sales district for a stated time period.F) C) and D)
G) B) and C)

Question 3

Which of the following statements regarding cold canvassing is most accurate?

Accepted Answer

A)  Currently, there are no federal regulations regarding cold canvassing.
B)  Generally, only 1 in 100 cold canvass calls results in a sale, so it is only effective for costly items.
C)  Cold calling is the most common type of sales prospecting in Asia and Latin America.
D)  About 75 percent of U.S. consumers consider cold canvassing an intrusion on their privacy.
E)  The Telephone Consumer Protection Act not only protects citizens, it also ensures the rights of telemarketers to call anyone listed in a public directory, whether they choose to be called or not.F) C) and E)
G) A) and D)

Question 4

Canam Canada specializes in the fabrication of steel joists, joist girders, and steel deck. Canam Canada offers value-added engineering support, architectural flexibility and customized solutions and services. Canam Canada uses team selling that focus on important customers to build mutually beneficially, long-term, relationships. Teams include sales, service, and technical personnel to work exclusively with assigned customers. Canam's salesforce practices

Accepted Answer

A)  unique account management.
B)  key account management.
C)  specialty account management.
D)  one of a kind account management.
E)  consultative account management.F) B) and D)
G) B) and C)

Question 5

There are three major tasks involved in the implementation stage of the sales management process: salesforce motivation and compensation, salesforce training, and __________.

Accepted Answer

A)  salesforce recruitment and selection
B)  developing account management policies
C)  assignment of territories and/or accounts
D)  setting sales objectives
E)  salesforce evaluationF) C) and D)
G) None of the above

Question 6

Identifying the buying role of the prospect would be typically done at the __________ stage of the personal selling process.

Accepted Answer

A)  prospecting
B)  preapproach
C)  approach
D)  presentation
E)  closingF) A) and C)
G) C) and D)

Question 7

There are six commonly used techniques to deal with objections: acknowledge and convert the objection; postpone; __________; accept the objection; denial; and ignore the objection.

Accepted Answer

A)  redirect the conversation
B)  defer to a supervisor
C)  agree and neutralize
D)  probe by asking additional questions
E)  distract by identifying competitor shortcomingsF) B) and E)
G) B) and C)

Question 8

Quantitative assessments of sales performance may be based on input-related objectives set forth in the sales plan, such as those involving

Accepted Answer

A)  new sales, new lead generation, and customer billing.
B)  sales calls, selling expenses, and account management policies.
C)  selling expenses, profits generated, and account management policies.
D)  new lead generation, sales quotas, and sales increases over the previous evaluation period.
E)  recruitment, selection, and training of new sales representatives.F) A) and E)
G) A) and D)

Question 9

A __________ contains specific goals assigned to a salesperson, sales team, branch sales office, or sales district for a stated time period.

Accepted Answer

A)  sales call report
B)  selling expense report
C)  sales quota
D)  sales audit report
E)  salesforce planF) A) and E)
G) A) and C)

Question 10

Davidson-Uphoff & Company sells ironware accessories for home and garden to retailers. When its salesperson told the prospect, "For this week only, we will pay the all the shipping costs for new customers," the salesperson was using a(n)  __________.

Accepted Answer

A)  reactive close
B)  assumptive close
C)  urgency close
D)  consultative close
E)  definitive closeF) A) and B)
G) B) and E)

Question 11

On a recent shopping excursion at a local Target store, Jim Krause went from aisle to aisle selecting the products he needed. He bought a variety of products, including shampoo, toothpaste, a green plant for his office, and several pairs of socks. Interestingly, the only salesperson Krause encountered was the person at the checkout counter. The checkout person at Target is an example of a(n)  __________.

Accepted Answer

A)  inside order getter
B)  outside order getter
C)  sales associate
D)  inside order taker
E)  outside order takerF) B) and E)
G) B) and D)

Question 12

In 2001, Xerox began a shift to a __________ that focused on helping customers solve their business problems rather than just placing more equipment in their office.

Accepted Answer

A)  multi-tiered sales system
B)  salesforce automation system
C)  product-oriented sales organization
D)  geographic-oriented sales organization
E)  consultative selling modelF) A) and E)
G) A) and D)

Question 13

A waitress at a TGI Friday's restaurant uses __________ when she asks a party if they would like another round of drinks.

Accepted Answer

A)  inquiry selling
B)  formula selling
C)  suggestive selling
D)  method selling
E)  canned sales presentationF) B) and D)
G) C) and E)

Question 14

If the salesperson's objective is to obtain a purchase from the prospect and create a customer, what is the name of this stage in the personnel selling process?

Accepted Answer

A)  preapproach
B)  close
C)  follow-up
D)  approach
E)  presentationF) C) and D)
G) All of the above

Question 15

SFA is an acronym for __________.

Accepted Answer

A)  sales force automation
B)  sales factory automation
C)  sales flexible automation
D)  sales functional automation
E)  sales frequency automationF) C) and E)
G) B) and E)

Question 16

Salespeople called __________ visit customers and replenish inventory stocks of resellers, such as retailers or wholesalers.

Accepted Answer

A)  inside order takers
B)  outside order takers
C)  inbound telemarketers
D)  outbound telemarketers
E)  management order takersF) All of the above
G) C) and D)

Question 17

A need-satisfaction presentation format that involves adjusting the presentation to fit the selling situation, such as knowing when to offer solutions and when to ask for more information, is referred to as __________.

Accepted Answer

A)  relationship selling
B)  adaptive selling
C)  consultative selling
D)  proactive selling
E)  cooperative sellingF) C) and D)
G) A) and B)

Question 18

The sales manager told the salesperson, "Your goal is to increase sales volume for the second quarter 5 percent over the sales volume of the first quarter." The sales manager voiced a(n)  __________ sales objective.

Accepted Answer

A)  output-related
B)  input-related
C)  behaviorally-related
D)  cold-call related
E)  market-relatedF) D) and E)
G) A) and B)

Question 19

The sales plan is put into practice through the tasks associated with sales plan implementation. Identify the three major tasks involved in implementing a sales plan.

Accepted Answer

Three major tasks involved in ...

Question 20

A selling format that consists of information that must be provided in an accurate, thorough, and step-by-step manner to inform the prospect is referred to as a __________.

Accepted Answer

A)  traditional hard sell
B)  formula selling presentation
C)  stimulus-response presentation
D)  needs-satisfaction presentation
E)  straight rebuy sales-pitchF) A) and C)
G) C) and D)

Exam 17: Personal Selling and Sales Management

Salespeople called __________ visit customers and replenish inventory stocks of resellers, such as retailers or wholesalers.

Correct Answer
verified

A __________ contains specific goals assigned to a salesperson, sales team, branch sales office, or sales district for a stated time period.

Correct Answer
verified

A sales quota refers to

Correct Answer
verified

A waitress at a TGI Friday's restaurant uses __________ when she asks a party if they would like another round of drinks.

Correct Answer
verified

Correct Answer
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Identifying the buying role of the prospect would be typically done at the __________ stage of the personal selling process.

Correct Answer
verified

The sales plan is put into practice through the tasks associated with sales plan implementation. Identify the three major tasks involved in implementing a sales plan.

Correct Answer
verified
Three major tasks involved in ...
View Answer

Correct Answer
verified

A selling format that consists of information that must be provided in an accurate, thorough, and step-by-step manner to inform the prospect is referred to as a __________.

Correct Answer
verified

SFA is an acronym for __________.

Correct Answer
verified

Davidson-Uphoff & Company sells ironware accessories for home and garden to retailers. When its salesperson told the prospect, "For this week only, we will pay the all the shipping costs for new customers," the salesperson was using a(n) __________.

Correct Answer
verified

There are three major tasks involved in the implementation stage of the sales management process: salesforce motivation and compensation, salesforce training, and __________.

Correct Answer
verified

There are six commonly used techniques to deal with objections: acknowledge and convert the objection; postpone; __________; accept the objection; denial; and ignore the objection.

Correct Answer
verified

In 2001, Xerox began a shift to a __________ that focused on helping customers solve their business problems rather than just placing more equipment in their office.

Correct Answer
verified

Quantitative assessments of sales performance may be based on input-related objectives set forth in the sales plan, such as those involving

Correct Answer
verified

Which of the following statements regarding cold canvassing is most accurate?

Correct Answer
verified

With a __________, a salesperson is paid a fixed fee per week, month, or year.

Correct Answer
verified

The sales manager told the salesperson, "Your goal is to increase sales volume for the second quarter 5 percent over the sales volume of the first quarter." The sales manager voiced a(n) __________ sales objective.

Correct Answer
verified

A need-satisfaction presentation format that involves adjusting the presentation to fit the selling situation, such as knowing when to offer solutions and when to ask for more information, is referred to as __________.

Correct Answer
verified

If the salesperson's objective is to obtain a purchase from the prospect and create a customer, what is the name of this stage in the personnel selling process?

Correct Answer
verified

Exam 17: Personal Selling and Sales Management

Salespeople called __________ visit customers and replenish inventory stocks of resellers, such as retailers or wholesalers.

Correct AnswerverifiedShow Answer

A __________ contains specific goals assigned to a salesperson, sales team, branch sales office, or sales district for a stated time period.

Correct AnswerverifiedShow Answer

A sales quota refers to

Correct AnswerverifiedShow Answer

A waitress at a TGI Friday's restaurant uses __________ when she asks a party if they would like another round of drinks.

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

Identifying the buying role of the prospect would be typically done at the __________ stage of the personal selling process.

Correct AnswerverifiedShow Answer

The sales plan is put into practice through the tasks associated with sales plan implementation. Identify the three major tasks involved in implementing a sales plan.

Correct AnswerverifiedThree major tasks involved in ...View AnswerShow Answer

Correct AnswerverifiedShow Answer

A selling format that consists of information that must be provided in an accurate, thorough, and step-by-step manner to inform the prospect is referred to as a __________.

Correct AnswerverifiedShow Answer

SFA is an acronym for __________.

Correct AnswerverifiedShow Answer

Davidson-Uphoff & Company sells ironware accessories for home and garden to retailers. When its salesperson told the prospect, "For this week only, we will pay the all the shipping costs for new customers," the salesperson was using a(n) __________.

Correct AnswerverifiedShow Answer

There are three major tasks involved in the implementation stage of the sales management process: salesforce motivation and compensation, salesforce training, and __________.

Correct AnswerverifiedShow Answer

There are six commonly used techniques to deal with objections: acknowledge and convert the objection; postpone; __________; accept the objection; denial; and ignore the objection.

Correct AnswerverifiedShow Answer

In 2001, Xerox began a shift to a __________ that focused on helping customers solve their business problems rather than just placing more equipment in their office.

Correct AnswerverifiedShow Answer

Quantitative assessments of sales performance may be based on input-related objectives set forth in the sales plan, such as those involving

Correct AnswerverifiedShow Answer

Which of the following statements regarding cold canvassing is most accurate?

Correct AnswerverifiedShow Answer

With a __________, a salesperson is paid a fixed fee per week, month, or year.

Correct AnswerverifiedShow Answer

The sales manager told the salesperson, "Your goal is to increase sales volume for the second quarter 5 percent over the sales volume of the first quarter." The sales manager voiced a(n) __________ sales objective.

Correct AnswerverifiedShow Answer

A need-satisfaction presentation format that involves adjusting the presentation to fit the selling situation, such as knowing when to offer solutions and when to ask for more information, is referred to as __________.

Correct AnswerverifiedShow Answer

If the salesperson's objective is to obtain a purchase from the prospect and create a customer, what is the name of this stage in the personnel selling process?

Correct AnswerverifiedShow Answer

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Three major tasks involved in ...
View Answer

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