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| 1 | |
Selling involves helping customers identify problems, offering information about potential solutions, and providing after-the-sale service to ensure long-term satisfaction. The phrase often used to describe this is: |
| | A) | absolute advantage |
| | B) | beneficial design |
| | C) | customer-centric |
| | D) | distribution dynamics |
| | E) | emotional intelligence |
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| 2 | |
Valerie's goal as a sales rep is to add _______, which is the total benefit that her company's products and services provide to the buyer. |
| | A) | Creativity |
| | B) | Relationships |
| | C) | Mission-driven maximization |
| | D) | Value |
| | E) | Go-to-market success |
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| 3 | |
In which of the following professions would knowledge of selling principles be useful? |
| | A) | Engineers seeking support for their projects. |
| | B) | English majors seeking their first jobs. |
| | C) | Politicians seeking office. |
| | D) | Physicians attempting to influence their patients. |
| | E) | All of the above |
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| 4 | |
A company considering Internet sales, hiring sales reps, business partners, using a manufacturer's rep, and other options is considering its: |
| | A) | Go-to-market strategies |
| | B) | Public relations goals |
| | C) | Personal versus impersonal sales success |
| | D) | Sales force alliance strategy |
| | E) | Emotional versus intellectual challenge |
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| 5 | |
A program coordinating personal selling with other promotional efforts is called: |
| | A) | personal sales management |
| | B) | Effectiveness control |
| | C) | JIT |
| | D) | Value proposition systems |
| | E) | Integrated marketing communications |
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| 6 | |
Henriette gets her first sales job and is surprised to discover that she spends less than _____ percent of her time in face-to-face selling. |
| | A) | 5 |
| | B) | 10 |
| | C) | 25 |
| | D) | 35 |
| | E) | 50 |
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| 7 | |
Martin perceives one of his roles as a salesperson is to identify opportunities to create value for his customers. Martin is a: |
| | A) | service representative |
| | B) | go-to-market specialist |
| | C) | relationship manager |
| | D) | distributor |
| | E) | missionary |
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| 8 | |
To say salespeople are the eyes and ears of a company in the marketplace suggests one of the roles of salespeople is: |
| | A) | account team manager |
| | B) | channel manager |
| | C) | vendor manager |
| | D) | information provider to their firm |
| | E) | client relationship manager |
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| 9 | |
In the distributor channel the manufacturer employs salespeople to sell to distributors. These salespeople are referred to as: |
| | A) | vendors |
| | B) | trade salespeople |
| | C) | missionary salespeople |
| | D) | multichannel providers |
| | E) | Retailers |
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| 10 | |
Brian frequently calls on people who influence a buying decision but who do not actually place the order. Brian is a: |
| | A) | retailer |
| | B) | consumer |
| | C) | missionary salesperson |
| | D) | buyer |
| | E) | commission agent |
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| 11 | |
Manufacturers' agents: |
| | A) | actually take ownership of the products they sell |
| | B) | are independent businesspeople |
| | C) | are paid a monthly fee for their services |
| | D) | typically call on people who may influence a sale and not those who actually place the order |
| | E) | are accurately described by all of the above |
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| 12 | |
Which of the following is one of the factors used in describing sales jobs? |
| | A) | the stage of the buyer-seller relationship |
| | B) | the salesperson's role |
| | C) | location of the salesperson-customer contact |
| | D) | importance of the customer's purchase decision |
| | E) | All of the above |
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| 13 | |
Rick spends most of his time selling his company's products in the customer's place of business. Rick is a: |
| | A) | missionary salesperson |
| | B) | inside salesperson |
| | C) | field salesperson |
| | D) | vendor |
| | E) | none of the above |
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| 14 | |
A salesperson who sells products to businesses which involve a group making the purchase decision and purchased infrequently sells: |
| | A) | ice cream |
| | B) | MRO supplies |
| | C) | services |
| | D) | retail products |
| | E) | capital goods |
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| 15 | |
Successful salespeople are: |
| | A) | highly motivated |
| | B) | dependable |
| | C) | ethical |
| | D) | knowledgeable |
| | E) | All of the above |
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| 16 | |
Garrett, a drug company representative, has learned that the sales approach he uses with general practice physicians does not work well with hospital managers. Garrett has learned that one of the skills in sales is: |
| | A) | persistence |
| | B) | flexibility |
| | C) | aggressiveness |
| | D) | customer knowledge |
| | E) | competitiveness |
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| 17 | |
Joanna has the ability to effectively understand and use her emotions and the emotions of people with whom she interacts with. Joanna has developed: |
| | A) | generative learning |
| | B) | adaptive learning |
| | C) | environmental awareness |
| | D) | emotional intelligence |
| | E) | behavioral intelligence |
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| 18 | |
Retailers employ ____________ of all salespeople in the United States. |
| | A) | ninety percent |
| | B) | relatively few |
| | C) | over half |
| | D) | twelve percent |
| | E) | none, since retail selling is not considered sales |
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| 19 | |
Whether a sales job will be financially rewarding depends primarily on the: |
| | A) | competitive environment |
| | B) | level of skill and sophistication needed |
| | C) | value proposition |
| | D) | government agency supervising that industry |
| | E) | lifetime value of a customer |
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| 20 | |
Which of the following is NOT part of the Building Partnerships Model? |
| | A) | the corporate accountability ethic |
| | B) | the salesperson as a manager |
| | C) | the partnering landscape |
| | D) | knowledge and skills needed for partnerships |
| | E) | the partnership development process |
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