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A salesperson for an athletic shoe company is assigned the functions of order-getting, order-taking, and sales support. Is this a mistake by his company?


A) No, because order-getters tend to be less well trained than order-takers.
B) No, because sales support activities can require a great deal of technical knowledge.
C) Yes, because order-takers are often required to develop sales presentations.
D) Yes, because one employee may fulfill all three types of roles for some businesses.
E) Yes, because supporting salespeople should always be involved in order-getting as well.

Correct Answer

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A _____ is the salesperson's request for an order.


A) close
B) prospect
C) sales quota
D) job description
E) proposal

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A sales rep might use new software for ______________ to provide a competitive advantage.


A) sales forecasting
B) spreadsheet analysis
C) electronic presentations
D) customer contacts
E) Any or all of these software could help provide a competitive advantage

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Robert Jackson sells luxury automobiles at a dealership in an upscale section of a major city. When he started out as a salesperson, he identified potential customers by visiting office buildings near the dealership and examining the directories in the buildings' lobbies. He discovered that there were several large law firms within a mile or two of the dealership. He would copy down the names of the law firms and their attorneys from the building directory. Then he would mail engraved invitations to each of the attorneys inviting them to the dealership to test drive a new car. Deciding to focus on attorneys exclusively, he purchased a directory of attorneys in the area and started expanding his potential customer base. Robert is engaged in


A) The consultative selling approach.
B) Prospecting.
C) The selling formula approach.
D) Closing.
E) None of these is a good answer.

Correct Answer

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Order takers:


A) are not necessary if the firm has good order getters.
B) are the routine contact people in the sales force.
C) usually don't call on customers.
D) do not require any specialized training.
E) All of these alternatives are correct.

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Which of the following statements is true?


A) Good salespeople are born with inherent selling traits and need little training.
B) All salespeople need training.
C) Selling skills are best learned with interactive web training programs.
D) New salespeople should be immediately sent out on the road to get acquainted with the firm's best customers.
E) Training should include on-the-job observation, but classroom and web-based learning is rarely needed.

Correct Answer

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Customer service reps


A) work with customers to resolve problems that arise at the time of purchase.
B) work for producers calling on their intermediaries and their customers.
C) provide technical assistance to order-oriented salespeople.
D) work with customers to resolve problems that arise with a purchase, usually after the purchase has been made.
E) are invaluable in working with business customers, but not final consumers.

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According to the text, a salesperson may have choices about all of the following except


A) what target customers to aim at.
B) which particular products to emphasize.
C) which intermediaries to rely on or help.
D) what to manufacture.
E) how to adjust prices.

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Customer service reps help:


A) customers buy.
B) the company win customers.
C) when a customer has technical questions that an order taker can't answer.
D) the company keep customers.
E) All of these alternatives are correct.

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Agent wholesalers-particularly manufacturers' agents and brokers-are often order getters.

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Order getters:


A) may make a sale by helping a customer solve a business problem.
B) are more likely to be used with homogeneous shopping products than heterogeneous shopping products.
C) are used in business markets but not in consumer markets.
D) generally rely on a routine "canned" sales presentation.
E) All of these alternatives are correct.

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Some sales reps try to get a prospect to do most of the talking at first-to help pinpoint the potential customer's needs. After the sales rep feels that he understands the customer's needs, he begins to enter more into the discussion, helping the customer understand his own needs, showing how his product satisfies the customer's needs, and then trying to close the sale. This type of sales presentation uses the:


A) selling formula approach.
B) target market presentation.
C) consultative selling approach.
D) prepared sales presentation.
E) None of these is a good answer.

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Retail order getters are usually needed for unsought consumer products, and are desirable for heterogeneous shopping products as well.

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Sarah Manchester works for a cable TV company in a large city. She consults with architects and builders who want advice about planning for a home theater set-up before a home is built and wired. The cable company created Sarah's position when it learned that a local satellite TV service provider was signing up a larger share of new home owners in luxury subdivisions. Sarah is a(n) :


A) technical specialist.
B) sales promotion specialist.
C) order taker.
D) order getter.
E) customer service rep.

Correct Answer

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Which of the following statements relating to sales quotas is FALSE?


A) Sales potential usually differs from one sales territory to another.
B) A salesperson's sales quota is the specific level of sales he or she achieved in the previous sales period.
C) Unless the pay plan allows for territory differences, some sales reps may be overworked and others may be underworked.
D) Unless the pay plan allows for territory differences, some sales reps may be underpaid for the same amount of effort.

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Charles Brothers Bakery's sales efforts to local schools emphasizes personal selling without any e-commerce support. If Charles Brothers Bakery is doing things right, we would expect that the situation of selling to schools requires:


A) High relationship building and a low degree of standardized information exchange
B) Low relationship building and low degree of consumer product awareness
C) Low relationship building and high degree of standardized information exchange
D) High relationship building and high consumer technology understanding
E) Low relationship building and low degree of standardized information exchange

Correct Answer

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Simon Juarez sells life insurance for a large New Mexico firm. He locates customers by selecting names out of a telephone directory and calling to arrange an appointment. He begins each presentation by explaining the basic features and merits of his product-eventually bringing the customer into the conversation to clarify the customer's insurance needs. Then he tells how his insurance policy would satisfy the customer's needs and attempts to close the sale. Simon's sales presentation is based on the:


A) consultative selling approach.
B) selling formula approach.
C) canned presentation approach.
D) target market approach.
E) customer service approach.

Correct Answer

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Personal selling techniques include all of the following EXCEPT:


A) searching for prospects.
B) making sales presentations.
C) planning sales presentations.
D) preparing job descriptions.
E) following up after the sale.

Correct Answer

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With the ___________ approach, the customer and the salesperson work together to satisfy the customer's needs and solve the problem.


A) Prepared sales
B) Fixed sales
C) Selling formula
D) Consultative selling
E) Differentiated value

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Which of the following statements about salesperson compensation is FALSE?


A) Commissions reduce the need for working capital.
B) Incentives must be carefully aligned with the firm's objectives.
C) Compensation plans should be clear.
D) Sales managers must plan, implement, and control.
E) None of these alternatives is FALSE.

Correct Answer

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Showing 41 - 60 of 293

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