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| 1 | |
Personal selling can take place in all of the following situations EXCEPT __________. |
| | A) | face-to-face |
| | B) | over the Internet |
| | C) | video teleconferencing |
| | D) | over the telephone |
| | E) | direct marketing |
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| 2 | |
Which of the following is one of the benefits associated with a career in sales? |
| | A) | income |
| | B) | variety |
| | C) | flexibility |
| | D) | measurable performance standards |
| | E) | All of the above |
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| 3 | |
Personal selling adds value to a product or service by all of the following EXCEPT: |
| | A) | educating customers about uses for the product and alternatives. |
| | B) | sharing the companies ethical standards and code of ethics with potential customers to demonstrate the professionalism of sales representatives. |
| | C) | providing advice, sometime quite technical, to customers. |
| | D) | saving customers time. |
| | E) | making things easier for the customer. |
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| 4 | |
In B2B market situations, it is particularly important to: |
| | A) | work to undermine the competition in subtle but effective ways. |
| | B) | continually find new and potentially profitable customers. |
| | C) | provide gifts to purchasing agents and decision makers, but well within company guidelines. |
| | D) | know the names and ages of the families of those involved in the buying decisions as well as the personal interests of the buyers. |
| | E) | all of the above. |
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| 5 | |
The preapproach stage occurs prior to meeting the customer for the first time and: |
| | A) | includes generating new leads |
| | B) | extends the qualification of leads procedure. |
| | C) | focuses on preparing for the customer's reservations. |
| | D) | often leads directly to closing the sale if done properly |
| | E) | follows the sales presentation. |
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| 6 | |
Which of the following is NOT one of the important differences between the Personal Selling and B2B buying processes? |
| | A) | The B2B process begins with need recognition, while in Personal Selling the representative begins with generating and qualifying leads. |
| | B) | The sales representative has the same amount of control in each process. |
| | C) | Performance assessment in the B2B buying process has a different set of activities than the Follow-up stage of the Personal Selling Process. |
| | D) | Closing the sales requires a different set of skills than used by the company in Order specification. |
| | E) | The B2B buying process, unless it is a straight rebuy, will attempt to include a range of competing companies, while the Personal selling process seeks to diminish the impact and importance of competing products or firms. |
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| 7 | |
PDAs, cell phones and the Internet give salespeople the ability to _________________ at almost any time or place. |
| | A) | make appointments |
| | B) | take orders |
| | C) | solve problems |
| | D) | get information |
| | E) | all of the above |
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| 8 | |
Ethical and legal issues arise in which of the following personal selling areas? |
| | A) | The relationship between the sales manager and the sales force |
| | B) | Inconsistencies between company policies and the salesperson's ethical comfort zone. |
| | C) | Salesperson's interactions with customers. |
| | D) | All of the above |
| | E) | None of the above |
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| 9 | |
Which of the following is NOT one of the important activities of sales managers? |
| | A) | recruiting sales representatives |
| | B) | designing and executing sales training programs |
| | C) | discovering ways to motivate representatives effectively |
| | D) | advising senior management on the advertising budget |
| | E) | evaluating performance and taking corrective action if required |
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| 10 | |
Which of the following is NOT one of the reasons companies often employ manufacturers' representatives? |
| | A) | when they cannot afford to hire a sales force. |
| | B) | when they are small and trying to get established. |
| | C) | when company salespeople have captured almost 100 percent of the market. |
| | D) | when they want to achieve extensive sales coverage quickly. |
| | E) | when entering new markets. |
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| 11 | |
While financial rewards are important, nonfinancial rewards ______________. |
| | A) | are only appropriate for veteran sales reps since they no longer needs as many financial rewards |
| | B) | can help motivate representatives, especially through recognition programs |
| | C) | don't cost the firm any money |
| | D) | have relatively low symbolic value because they are nonfinancial |
| | E) | All of the above |
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| 12 | |
When evaluating sales people, managers should: |
| | A) | focus on those activities and outcomes that the sales people can control. |
| | B) | use subjective measures with caution. |
| | C) | make sure the objective measures are used in the proper context |
| | D) | make sure the measures relate to performance |
| | E) | All of the above. |
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