Question 1

Salespeople play an inconsequential role in the diffusion of innovation.

Accepted Answer

A) True 
 B)False

Question 2

The most important part of the salesperson's job is:

Accepted Answer

A)   Tracking accounts receivable.
B)   The sales process.
C)   Training new salespersons.
D)   Maintaining their credibility and integrity.
E)   Attending training sessions.

Question 3

Susan's customers are always concerned about what they're receiving in exchange for what they're paying. In other words, they are concerned about _______________.

Accepted Answer

A)   Marketing
B)   Personal selling
C)   Customer value
D)   Marketing Communications
E)   Advertising

Question 4

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 5

Salespeople are revenue producers for the company.

Accepted Answer

A) True 
 B)False

Question 6

____________refers to something that stimulates or incites activity in the economy.

Accepted Answer

The answer of ____________refers to something that stimulates or incites...

Question 7

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 8

Essentially, transaction-focused selling and trust-based selling require the same skill sets.

Accepted Answer

A) True 
 B)False

Question 9

_________________ salespeople refers to a category of sales support personnel who are not typically involved in the direct solicitation of purchase orders.

Accepted Answer

The answer of _________________ salespeople refers to a category of...

Question 10

Salespeople are rarely involved in market research because their time is better utilized in sales efforts.

Accepted Answer

A) True 
 B)False

Question 11

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...

Question 12

The desired outcomes in trust-based relationship selling include which of the following?

Accepted Answer

A)   Closed sales
B)   Order volume
C)   Trust, mutual benefits, and enhanced profits
D)   Profit in the short-term
E)   None of the above.

Question 13

Kim is proud to be a salesperson because she knows she is benefiting society by helping to __________ and promote the ____________

Accepted Answer

A)   Stimulate the economy; diffusion of innovation
B)   Add value; welfare of the company for which she works
C)   Uncover needs; solutions
D)   Sell products; company's brands
E)   Sell products; development of her customers

Question 14

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 15

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 16

Salespeople should only be concerned with sales revenue.

Accepted Answer

A) True 
 B)False

Question 17

The primary focus of transaction-focused selling is the ________________________.

Accepted Answer

A)   Salesperson and the selling organization
B)   Customer
C)   Product
D)   Communication process
E)   All of the above.

Question 18

Although missionary salespeople engage in the sales process, they usually are not involved with the actual purchase transaction.

Accepted Answer

A) True 
 B)False

Question 19

The final stage of the trust-based sales process is ______________ customer relationships.

Accepted Answer

The answer of The final stage of the trust-based sales...

Question 20

_______________ refers to the process whereby new products, services, and ideas are distributed to the members of society.

Accepted Answer

Diffusion ...

Exam 1: Overview of Personal Selling

The final stage of the trust-based sales process is ______________ customer relationships.

Correct AnswerverifiedShow Answer

Salespeople are revenue producers for the company.

Correct AnswerverifiedShow Answer

Although missionary salespeople engage in the sales process, they usually are not involved with the actual purchase transaction.

Correct AnswerverifiedShow Answer

Essentially, transaction-focused selling and trust-based selling require the same skill sets.

Correct AnswerverifiedShow Answer

Salespeople are rarely involved in market research because their time is better utilized in sales efforts.

Correct AnswerverifiedShow Answer

Salespeople play an inconsequential role in the diffusion of innovation.

Correct AnswerverifiedShow Answer

The desired outcomes in trust-based relationship selling include which of the following?

Correct AnswerverifiedShow Answer

_________________ salespeople refers to a category of sales support personnel who are not typically involved in the direct solicitation of purchase orders.

Correct AnswerverifiedShow Answer

Salespeople should only be concerned with sales revenue.

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

The most important part of the salesperson's job is:

Correct AnswerverifiedShow Answer

Kim is proud to be a salesperson because she knows she is benefiting society by helping to __________ and promote the ____________

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

Susan's customers are always concerned about what they're receiving in exchange for what they're paying. In other words, they are concerned about _______________.

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

_______________ refers to the process whereby new products, services, and ideas are distributed to the members of society.

Correct AnswerverifiedDiffusion ...View AnswerShow Answer

The primary focus of transaction-focused selling is the ________________________.

Correct AnswerverifiedShow Answer

____________refers to something that stimulates or incites activity in the economy.

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

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

Correct AnswerverifiedShow Answer

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Kim is proud to be a salesperson because she knows she is benefiting society by helping to and promote the __

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Diffusion ...
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