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Exam 18: Personal Selling and Sales Management

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Question 111

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An order taker is a:

A) salesperson who specializes in identifying, analyzing, and solving customer problems, but who does not actually sell products and services.
B) salesperson who processes routine orders or reorders for products that were already sold by the company.
C) salesperson who identifies prospective customers, provides customers with information, persuades customers to buy, closes sales, and follows up on a customer's use of a product or service.
D) person on the selling team who is responsible for obtaining qualified leads.

E) A) and C)
F) None of the above

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Question 112

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At which stage of the personal selling process would a salesperson obtain a purchase commitment from the prospect?

A) approach
B) presentation
C) close
D) follow-up

E) C) and D)
F) B) and C)

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Question 113

Multiple Choice

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A straight salary compensation plan is a compensation plan:

When Joshua was hired to work for Bush Refrigeration Company he was told,"The sales training program is 18 weeks,and we'll pay you $750 per week during that time." While in training,the company used a _____ to compensate Joshua for his time and effort.

All of the following are examples of a behaviourally related sales objective,except:

A home seller asks a prospect whether they want to be connected with their mortgage broker of choice.When the home seller asks this question to the prospect,they are attempting a(n) :

In addition to personal selling,Xerox uses all of the following techniques,except:

Alex is conducting a presentation with a new prospect who speaks quietly and prefers to use his hands when describing what they need.When Alex begins to mirror this prospect,he is demonstrating:

Louisa wanted to make some extra money,so she went door-to-door in her neighborhood asking people if they had any small jobs that they could hire her to perform.Louisa had no idea of whether anyone had any jobs for her,and she picked the doors she knocked on randomly.In terms of the selling process,Louisa was engaged in _____ when she knocked on a door.

On the television show West Wing,the president called the Butterball hotline to learn how to prepare his Thanksgiving turkey and dressing.The toll-free number that Butterball uses each holiday season to provide information on how to prepare turkey is an example of:

When specialized knowledge is needed by members of a customer's buying centre,selling companies often rely on:

Alice Faulkner is a professional salesperson.She earns her living by selling advertising for The New York Times newspaper.In addition to selling advertising to her regular accounts,Alice is responsible for generating new advertising accounts for the newspaper.In order to fulfill her responsibilities,Faulkner works hard to make sure the potential customers she sells to are qualified prospects.How can Faulkner know if the prospects she is selling to are qualified prospects?

Encyclopedia Britannica pays to have a business reply card bound into magazines adjacent to its advertisement.The ad asks people to return the card for more information on how its encyclopedias can help children do better in school.Encyclopedia Britannica is engaging in

Research on salesperson motivation suggests that what produces motivated salespeople is a clear job description,effective sales management practice,a sense of achievement,and: