Question 1

Because order-getters actively seek orders (usually in a highly competitive environment), they are also called _________________.

Accepted Answer

The answer of Because order-getters actively seek orders (usually in...

Question 2

Personal selling and trust-based relationship selling are essentially the same thing.

Accepted Answer

A) True 
 B)False

Question 3

Salespeople are expected to be recognized as a key force in executing the appropriate strategies and tactics necessary for survival and growth.

Accepted Answer

A) True 
 B)False

Question 4

According to the text, in considering the responsibility for revenue production, salespeople usually feel the brunt of the pressure along with:

Accepted Answer

A)   The firm's stockholders.
B)   The firm's production staff.
C)   The firm's management staff.
D)   The firm's financial staff.
E)   The customer service supervisor.

Question 5

When salespeople alter their sales messages and behaviors during a sales presentation or as they encounter different sales situations they are practicing manipulative selling.

Accepted Answer

A) True 
 B)False

Question 6

When practicing trust-based relationship selling, salespeople should do all of the following except:

Accepted Answer

A)   Act as a business consultant and long-term ally.
B)   Participate in two-way and collaborative communication.
C)   Practice stimulus-response selling.
D)   Be actively involved in the customer's decision making process.
E)   Provide continued follow-through.

Question 7

As the evolution of personal selling continues, which of the following is not a predicted sales force response to an expected change?

Accepted Answer

A)   More emphasis will be placed on developing and maintaining trust-based long-term customer relationships.
B)   Greater emphasis will be placed on team selling.
C)   There will be an increase in the use of technology (e.g., laptop computers, electronic mail, and fax machines) .
D)   More sales dollars will be spent on advertising.
E)   There will be an increase in the globalization of sales efforts.

Question 8

Salespeople who are customer oriented, honest, dependable, competent, and likable are in a good position to establish

Accepted Answer

A)   Rapport.
B)   Trust.
C)   Commitment.
D)   Customer feedback.
E)   Source credibility.

Question 9

____________ is the customer's perception of what they get for what they have to give up.

Accepted Answer

The answer of ____________ is the customer's perception of what...

Question 10

In stimulus-response selling, the salesperson listens for "cues" from the buyer and adjusts his presentation to match those "cues."

Accepted Answer

A) True 
 B)False

Question 11

Which of the following is most accurate with respect to post sale follow-up?

Accepted Answer

A)   Transaction-focused selling includes substantial follow-up.
B)   Transaction-focus selling includes little to no follow-up.
C)   Trust-based relationship selling involves substantial follow-up.
D)   Trust-based relationship selling it involves little to no follow-up.
E)   Both B and C are correct.

Question 12

Natalie is a college graduate seeking a job that will allow here to interact with customers individually. She is looking for a job in _______________.

Accepted Answer

A)   Advertising
B)   Sales promotion
C)   Direct marketing
D)   Personal selling
E)   Management

Question 13

As a salesperson utilizing a trust-based approach to selling, Ann should focus on maximizing her commission and her company's profit each quarter.

Accepted Answer

A) True 
 B)False

Question 14

All of the following statements accurately reflect factors that pertain to need-satisfaction selling except?

Accepted Answer

A)   This method focuses on the salesperson and his/her product offerings.
B)   The salesperson utilizes questioning, probing tactics to uncover important buyer needs.
C)   The salesperson waits until relevant needs have been established before discussing product offerings.
D)   The customer dominates the early portion of the sales interaction.
E)   It is the salesperson's duty to identify the need to be met and then help the buyer in meeting that need.

Question 15

Most sales jobs do not provide much job variety.

Accepted Answer

A) True 
 B)False

Question 16

Which of the following is most accurate with respect to buyers' expectations of salespeople?

Accepted Answer

A)   Buyers expect salespeople to be self-serving.
B)   Buyers expect salespeople to be driven solely by profit.
C)   Ultimately, buyers have little to no expectations of salespeople.
D)   Buyers expect sales people to contribute to the success of the buyer's firm
E)   All of the above are accurate.

Question 17

Unfortunately, the needs-satisfaction approach tends to increase the defensiveness of some prospects because the salesperson rapidly moves to the persuasive part of the sales message.

Accepted Answer

A) True 
 B)False

Question 18

Because order-takers specialize in maintaining current business, they are also called _________________.

Accepted Answer

The answer of Because order-takers specialize in maintaining current business,...

Question 19

Careful listening is required when using the mental-states selling approach to determine which stage the buyer is in at a given point in time.

Accepted Answer

A) True 
 B)False

Question 20

The approach to selling that relies heavily on the AIDA concept is ________________ selling.

Accepted Answer

The answer of The approach to selling that relies heavily...

Exam 1: Overview of Personal Selling

Unfortunately, the needs-satisfaction approach tends to increase the defensiveness of some prospects because the salesperson rapidly moves to the persuasive part of the sales message.

Correct AnswerverifiedShow Answer

Which of the following is most accurate with respect to post sale follow-up?

Correct AnswerverifiedShow Answer

Because order-getters actively seek orders (usually in a highly competitive environment), they are also called _________________.

Correct AnswerverifiedShow Answer

____________ is the customer's perception of what they get for what they have to give up.

Correct AnswerverifiedShow Answer

In stimulus-response selling, the salesperson listens for "cues" from the buyer and adjusts his presentation to match those "cues."

Correct AnswerverifiedShow Answer

Personal selling and trust-based relationship selling are essentially the same thing.

Correct AnswerverifiedShow Answer

Because order-takers specialize in maintaining current business, they are also called _________________.

Correct AnswerverifiedShow Answer

Salespeople are expected to be recognized as a key force in executing the appropriate strategies and tactics necessary for survival and growth.

Correct AnswerverifiedShow Answer

According to the text, in considering the responsibility for revenue production, salespeople usually feel the brunt of the pressure along with:

Correct AnswerverifiedShow Answer

All of the following statements accurately reflect factors that pertain to need-satisfaction selling except?

Correct AnswerverifiedShow Answer

Salespeople who are customer oriented, honest, dependable, competent, and likable are in a good position to establish

Correct AnswerverifiedShow Answer

Natalie is a college graduate seeking a job that will allow here to interact with customers individually. She is looking for a job in _______________.

Correct AnswerverifiedShow Answer

Most sales jobs do not provide much job variety.

Correct AnswerverifiedShow Answer

The approach to selling that relies heavily on the AIDA concept is ________________ selling.

Correct AnswerverifiedShow Answer

Careful listening is required when using the mental-states selling approach to determine which stage the buyer is in at a given point in time.

Correct AnswerverifiedShow Answer

As the evolution of personal selling continues, which of the following is not a predicted sales force response to an expected change?

Correct AnswerverifiedShow Answer

As a salesperson utilizing a trust-based approach to selling, Ann should focus on maximizing her commission and her company's profit each quarter.

Correct AnswerverifiedShow Answer

When salespeople alter their sales messages and behaviors during a sales presentation or as they encounter different sales situations they are practicing manipulative selling.

Correct AnswerverifiedShow Answer

Which of the following is most accurate with respect to buyers' expectations of salespeople?

Correct AnswerverifiedShow Answer

When practicing trust-based relationship selling, salespeople should do all of the following except:

Correct AnswerverifiedShow Answer

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