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Exam 19: Personal Selling and Sales Management

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Question 41

Multiple Choice

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Retail salespeople should not __________ and assume that a person in the store cannot afford to purchase the store's products based on appearances.

A) assume Murphy's Law is true
B) "run for the roses"
C) "judge a book by its cover"
D) "let sleeping dogs lie"
E) attempt to "keep up with the Joneses"

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Question 42

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The __________ stage occurs prior to meeting the customer for the first time and extends the qualification of leads.

A) qualify leads
B) preapproach
C) closing the sale
D) follow-up
E) sales presentation

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Question 43

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Like any effective salesperson,Tiffany walks into a customer's office,shakes hands,looks the customer in the eye,and smiles.After exchanging pleasantries,Tiffany will try to create interest in her company's product.Tiffany will likely __________ to adapt or customize her presentation to match the customer's needs.

Tasha was selling siding and her boss told her that she could hide an extra charge for trim in the total,even though the customer was told he would not be charged for trim.Tasha was told this was standard practice for the siding company.If the customer takes legal action for this,who is most likely liable?

__________ involves the planning,direction,and control of personal selling activities,including recruitment,selection,training,motivation,compensation,and evaluation of members of the sales force.

Monica works as a salesperson in a retail clothing store.Of the five stages in the selling process,Monica is least likely to engage in

Kathleen has found out everything she can about a newly qualified lead.She has practiced making her sales presentation and has determined what goals she has for the first meeting.Kathleen has finished the ___________ stage of the selling process.

The attitudes that Ryan's customers develop after they have purchased his yearly lawn care service will become the basis for determining whether they renew each year.He needs to convey _______,delivering the right services the right way.

The attitudes that Ryan's customers develop after they have purchased his yearly lawn care service will become the basis for determining whether they renew each year.He needs to demonstrate the ____________ dimension of service quality by showing consistently well-maintained yards with neat,professional personnel.

After exchanging greetings and getting to know the customer a bit in an initial sales call,the first goal of a sales presentation is to

Firms that use personal selling do so because the benefits exceed the costs.

Bhakti was recently promoted to a sales management position.She had been an effective representative,but her strengths and educational background were in management.She was about to begin her first salesperson recruitment campaign.The most important thing Bhakti can do to ensure that she recruits the right people is to

Before approaching a potentially major B2B customer,a salesperson will usually

When Pat was talking with his customer about the new accounting system,his customer mentioned that she thought the new system was not going to fit into their budget.Pat explained that once her people were trained on it,it would require less time to process orders,and therefore save her money in payroll.Which part of the sales presentation is demonstrated in this example?

Most beverage distributors have their delivery people act as the firm's sales representatives.The delivery people primarily function as

Which of the following is not considered typical financial compensation for sales representatives?

Sales,profits,orders,and sales ratios are all _________ measures that can be used to evaluate sales representatives.

If you are hired as a sales manager,you will be responsible for recruiting,selecting,training,motivating,compensating,and evaluating the sales force.

Trent is creating a sales force for his new hydrogen-powered vehicles company.What questions will Trent will need to address when creating a sales force?

Almost everyone is engaged in some form of selling.