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Multiple Choice Quiz
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1
Top sales performers recognize ________ and ________ and take steps to capitalize on them to continually increase sales, profitability, and market share.
A)Sales; marketing opportunities
B)Weak; vulnerable customers
C)Opportunities to dismiss; degrade the competition
D)None of the above
2
Some components of job variety in sales include.
A)Changing internal and external environments
B)Different customer needs and problems
C)Creative problems-solving
D)All of the above
3
Which character portrayed sales as a back-slapping, white-shoe and polyester-wearing buffoon in WKRP Cincinnati?
A)Willy Loman.
B)Herb Tarleck.
C)Glengarry Glen Ross.
D)Donald Trump.
4
Sales careers appeal to people who value:
A)Autonomy.
B)Rewards based on performance.
C)Independence.
D)All of the above.
5
The use of virtual offices by sales people is enhanced through
A)Video conferencing.
B)Email.
C)Computer networks
D)All of the above.
6
Sales people sometimes refuse managerial positions knowing:
A)Management positions do not always pay as much.
B)Management positions are not sufficiently challenging.
C)Sales positions offer better opportunities for advancement beyond management.
D)All of the above.
7
Sales people who can engage in ___________ are better at relationship selling, since understanding customers' needs and problems lets them provide solutions that add value.
A)Buying center analysis
B)Public forum debate
C)Adaptive selling
D)Key account confirmation
8
Sales people spend a majority of their time:
A)Waiting, traveling, and on administrative tasks.
B)Prospecting.
C)On service calls.
D)With customers and on service calls.
9
Because of the high cost of a typical sales call, and the number of calls it takes to close a new account, sales managers emphasize:
A)Using as little technology as possible.
B)Reallocating sales effort to customer acquisition.
C)Focusing on nonessential selling tasks.
D)None of the above.
10
B2B selling is different from B2C selling in that B2B selling typically involves:
A)Less expensive products.
B)Simple products.
C)More customers.
D)Extensive decision-making processes.





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