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1 | |
Personal selling involves 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 a group's: |
| | A) | self-esteem. |
| | B) | team spirit. |
| | C) | relationship model. |
| | D) | management strategy. |
| | E) | purchase decision. |
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2 | |
The practice of building ties to customers based on a salesperson's attention and commitment to customer needs over time is called: |
| | A) | order processing. |
| | B) | personal selling. |
| | C) | customer value creation. |
| | D) | relationship selling. |
| | E) | grooming. |
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3 | |
Which type of salesperson would most likely be involved in an industrial straight rebuy situation? |
| | A) | Order takers |
| | B) | Order getters |
| | C) | Missionary salesperson |
| | D) | Team seller |
| | E) | Sales support personnel |
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4 | |
Which type of salesperson sells in a "conventional" sense, from identifying prospective customers to closing and following up on sales? |
| | A) | order taker. |
| | B) | order getter. |
| | C) | missionary salesperson. |
| | D) | sales engineer. |
| | E) | team seller. |
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5 | |
Which of the following situations is seminar selling? |
| | A) | A salesperson and other company resources people meet with buyers to discuss problems and opportunities. |
| | B) | The salespeople concentrate on performing promotional activities and introducing new products. |
| | C) | Salespeople who specialize in identifying, analyzing, and solving customer problems and brings technical expertise to the selling situation. |
| | D) | A company team conducts an educational program for a customer's technical staff. |
| | E) | None of the above. |
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6 | |
The process which consists of six stages; prospecting, preapproach, approach, presentation, close, and follow-up is called the: |
| | A) | product marketing process. |
| | B) | sales response function. |
| | C) | personal selling process. |
| | D) | consumer purchase decision process. |
| | E) | relational selling. |
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7 | |
At which stage in the personal selling process do you search for and qualify potential customers? |
| | A) | Prospecting |
| | B) | Preapproach |
| | C) | Introduction |
| | D) | Initial canvassing |
| | E) | Planning stage |
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8 | |
Identifying the prospect's role in the buying centre would be typically done in which stage of the personal selling process? |
| | A) | Prospecting |
| | B) | Preapproach |
| | C) | Approach |
| | D) | Presentation |
| | E) | Close |
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9 | |
A selling format that assumes a presentation consists of information that must be provided in an accurate, thorough, and step-by-step manner to inform the prospect is called a: |
| | A) | formula selling presentation. |
| | B) | stimulus-response presentation. |
| | C) | needs-satisfaction presentation. |
| | D) | hard sell. |
| | E) | persuasive sales presentation. |
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10 | |
Excuses for NOT making a purchase commitment or decision are called: |
| | A) | rationalizations. |
| | B) | constraints. |
| | C) | objections. |
| | D) | refusals. |
| | E) | qualifications. |
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11 | |
At which stage of the personal selling process would you obtain a purchase commitment from the prospect? |
| | A) | Approach |
| | B) | Presentation |
| | C) | Close |
| | D) | Follow-up |
| | E) | Sale |
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12 | |
The following statement represents which type of close? "Do you like the four-door model?" |
| | A) | Trial close |
| | B) | Assumptive close |
| | C) | Persuasive close |
| | D) | Urgency close |
| | E) | None of the above |
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13 | |
The final stage in the personal sales process is the stage. |
| | A) | presentation |
| | B) | assumptive close |
| | C) | trial close |
| | D) | urgency close |
| | E) | follow-up |
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14 | |
An effective sales plan objective should be: |
| | A) | precise, measurable, and time specific. |
| | B) | general, measurable, and flexible. |
| | C) | profitable, subjective, and measurable. |
| | D) | precise, profitable, and flexible. |
| | E) | general, flexible, and profitable. |
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15 | |
If a company chooses to employ its own sales force, the three organizational structures it may use are: |
| | A) | dollar volume, geography, and customer. |
| | B) | geography, customer, and product. |
| | C) | geography, market size, and product. |
| | D) | market size, product, and customer. |
| | E) | dollar volume, market size, and product. |
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16 | |
Which of the following elements is NOT used for determining the size of a sales force in the workload method? |
| | A) | Number of salespeople. |
| | B) | Number of customers. |
| | C) | Length of an average call. |
| | D) | Number of years in sales experience |
| | E) | Average amount of selling time available per year |
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17 | |
A job description is: |
| | A) | a study of a particular sales position. |
| | B) | a sales plan that outlines the tasks of each employee. |
| | C) | Statement job qualifications, including the aptitudes, knowledge, and skills. |
| | D) | a written document that describes job relationships and requirements that characterize each sales position. |
| | E) | none of the above. |
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18 | |
Research on salesperson motivation suggests that what produces motivated salespeople is: (1) a clear job description, (2) effective sales management practice, (3) a sense of achievement, and (4): |
| | A) | a swift kick in the butt now and then. |
| | B) | freedom to do one's own thing. |
| | C) | an unlimited expense account. |
| | D) | proper incentives and rewards. |
| | E) | a higher-than-average salary. |
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19 | |
The most frequently used type of compensation plan is a: |
| | A) | straight salary compensation plan. |
| | B) | straight commission compensation plan. |
| | C) | combination compensation plan. |
| | D) | weighted compensation plan. |
| | E) | delayed compensation plan. |
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20 | |
The use of technology designed to make the sales function more effective and efficient is called: |
| | A) | decentralization. |
| | B) | field computerization. |
| | C) | salesforce automation. |
| | D) | commercial hacking. |
| | E) | all of the above. |
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