The Life,times,and Career Of The Professional Salesperson

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The Life,Times,and Career of the Professional Salesperson
Relationship Marketing: Where Personal Selling Fits
Ethics First Then Customer Relationships
The Psychology of Selling: Why People Buy
Communication for Relationship Building: Its Not All Talk
Sales Knowledge: Customers,Products,technologies
Prospecting the Lifeblood of Selling
Planning the Sales Call Is a Must
Carefully Select Which Sales Presentation Method to Use
Begin Your Presentation Strategically
Elements of a Great Sales Presentation
Welcome Your Prospects Objections
Closing Begins the Relationship
Service and Follow-Up for Customer Retention
Time,Territory,and Self-Management: Keys to Success
Planning,Staffing,and Training Successful Salespeople
Motivation,Compensation,Leadership,and Evaluation of Salespeople

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Question 1

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True/False

Selling and marketing are interchangeable terms for the same business activity.

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Question 2

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True/False

According to recent Gallup surveys,most Americans believe that traditional salespeople are overly interested in the needs of customers.

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Question 3

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True/False

Personal selling refers to the personal communication of information to unselfishly persuade a prospective customer to buy something that satisfies that individual's needs.

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Question 4

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True/False

The Golden Rule of Personal Selling describes the willingness to plan and execute product,price,distribution,and promotion plans so as to create exchanges that satisfy individual and organizational objectives.

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Question 5

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True/False

As a salesperson's self-interest decreases,a salesperson's interest in providing customer service is more likely to increase.

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Question 6

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An employee at a fast-food restaurant who asks the manager for a raise is engaged in the selling process.

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Question 7

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Unlike traditional and Golden Rule salespeople,professional salespeople have a tendency to attribute sales success to others rather than to their own actions.

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Question 8

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Golden Rule salespeople tend to believe that money is to be shared and that customer service is a top priority.

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Question 9

True/False

A retail salesperson sells goods or services to consumers for personal and business use.

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Question 10

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A customer contact person performs the same tasks as a salesperson.

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Question 11

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Direct sellers sell face-to-face to consumers who use the products for their personal use.

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Question 12

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A wholesale salesperson would sell athletic shoes to a sporting goods store which in turn would resell the shoes to individual customers.

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Question 13

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A detail salesperson concentrates on directly soliciting orders.

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Question 14

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The role of a service salesperson is selling the benefits of intangible products such as financial services.

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Question 15

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Order-getters ask what the customers want or wait for customers to place an order.

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Question 16

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Jobs such as inside retail sales and outside delivery are typically performed by order-getters.

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Question 17

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A divisional sales manager has a higher ranking in most firms than a regional sales manager.

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Question 18

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Nonfinancial rewards given by the company are referred to as commissions.

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Question 19

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Given that sales jobs offer higher nonfinancial rewards than most other areas of corporate America,the compensation of salespeople is typically lower than that of workers in areas like production who are at a comparable level in the organization.

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Question 20

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Financial rewards for professional salespeople are commonly solely based on performance.

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