Personal Selling And Sales Management

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Question 1
Free
Multiple Choice

Linda Hatherly is a Senior Learning Solutions Consultant for McGraw-Hill Ryerson.She sells textbooks to professors and instructors of post-secondary institutions.When it comes to her job,Linda does all of the following except:

Choose correct answer/s
A

gather and analyze information on the market, customers, and competitors

B

create and execute solutions that enhance relationships with existing and potential customers

C

provide training and demonstrations

D

tells professors which books they should be using for their courses.

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Question 2
Free
Multiple Choice

Linda attributes her success to:

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A

having a great product

B

working for a well-known company

C

using technology to sell

D

really understanding her customer's needs

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Question 3
Free
Multiple Choice

Personal selling:

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A

occurs when Keith sees an advertisement in Sports Illustrated.

B

is a one-way flow of communication between buyer and seller.

C

occurs when Becca sees a character on Friends eating a Snickers bar.

D

occurs when Girl Scouts ask you to buy a box of cookies.

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Question 4
Free
Multiple Choice

The face-to-face activity that occurs when you go to a car dealer and speak with a representative is likely:

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A

Sales management

B

Personal selling

C

Sales promotion

D

Transformational selling

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Question 5
Free
Multiple Choice

Which of the following statements is NOT an example of personal selling?

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A

A Tupperware dealer demonstrates the company's products to you and your friends in the comfort of your own home.

B

You purchase an 18-carat gold wristwatch through an interactive computer network.

C

You purchase a mountain bike after reading an ad in an outdoor adventure magazine.

D

You purchase a three-year subscription to Martha Stewart Living as the result of a telephone call.

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Question 6
Multiple Choice

Which of the following does NOT describe a situation in which personal selling occurs?

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A
a clerk at the jewelry counter
B
a telemarketer selling magazine subscriptions
C
a stockbroker using a video teleconference to tell customers about a new retirement plan
D
a mail-order catalogue featuring homemade candy
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Question 7
Multiple Choice

Salesforce is a tool that can be used in:

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A
Sales management
B
Team selling
C
Personal selling
D
Relationship marketing
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Question 8
Multiple Choice

Sales management is most accurately defined as the:

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A
allocation of funds for promotion and advertising.
B
recruiting, hiring or firing, and training of a company's salesforce.
C
planning of the selling program and implementing and controlling of the personal selling effort of the firm.
D
segmentation and selection of target markets to be addressed by a company's salesforce.
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Question 9
Multiple Choice

As part of performing their jobs,sales managers will do each of the following EXCEPT:

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A
set objectives for the salesforce.
B
organize the salesforce.
C
evaluate the performance of individual salespeople.
D
create follow-up advertising and direct mail literature.
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Question 10
Multiple Choice

Which of the following statements does NOT describe a role personal selling plays in an organization's marketing effort?

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A
Salespeople monitor investments in R&D and production facilities.
B
Salespeople match company interests with customer needs to satisfy both parties.
C
Salespeople play a dominant role in implementing an organization's push marketing strategy.
D
Salespeople are the critical link between organizations and their customers.
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Question 11
Multiple Choice

Relationship selling is described by all of the following,except:

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A
makes customer value creation possible.
B
builds ties to customers based on a salesperson's attention and commitment to customer needs over time.
C
focuses on creating short-term sales.
D
involves mutual respect and trust among buyers and sellers.
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Question 12
Multiple Choice

John is a salesperson for Ford vehicles in charge of large corporate leased accounts (such as car rental agencies).He stops in to see his contact at Suncor Energy,one of his large corporate accounts,once every two months and often lets his contact test drive a new car for free to keep him interested and develop a strong personal bond.John is likely focused on which aspect of selling?

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A
Order processing
B
Order taking
C
Customer value creation
D
Relationship selling
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Question 13
Multiple Choice

Customer value creation occurs through focusing on:

Choose correct answer/s
A
conference selling
B
relationship selling
C
formula selling
D
seminar selling
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Question 14
Multiple Choice

Bombardier makes corporate jets and its strategy involves streamlining production activities,maintaining its reputation for quality,and reducing its costs.It has developed the Continental,an airplane assembled from just a dozen large component parts.All parts are supplied by carefully chosen independent companies that share the development costs and market risk with Bombardier as part of being its suppliers.To sell sub-assemblies to Bombardier,the salespeople for its supplier companies used:

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A
order processing.
B
order taking.
C
customer value creation.
D
relationship selling.
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Question 15
Multiple Choice

How does relationship selling create customer value?

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A
by expressing periodic concerns about sizes of orders
B
by providing discounts based on the length of the customer relationship
C
by using a common sales promotion for each sales call
D
by identifying creative solutions to customer problems
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Question 16
Multiple Choice

Personal selling serves _____ major role(s)in a firm's overall marketing effort.

Choose correct answer/s
A
one
B
two
C
three
D
four
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Question 17
Multiple Choice

Cisco often joins forces with their clients to develop and offer customized IT equipment that meet the needs of that client.This is an example of:

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A
channel selling
B
cross-functional selling
C
partnership selling
D
seminar selling
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Question 18
Multiple Choice

Partnership selling is sometimes called:

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A
enterprise selling.
B
strategic pairing.
C
creative selling.
D
synergistic marketing.
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Question 19
Multiple Choice

Mail Boxes Etc.(MBE)established a strategic relationship with UPS,whereby UPS took a 10 percent equity position in MBE.The combination of the resources and the expertise of MBE and UPS helped the sale of MBE franchises.The two companies engaged in _____ in which they shared customer,competitive,and company information for each other's mutual benefit and,in turn,to benefit MBE's customers.

Choose correct answer/s
A
partnership selling
B
strategic pairing
C
creative selling
D
synergistic marketing
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Question 20
Multiple Choice

Which of the following does NOT have a type of sales job?

Choose correct answer/s
A
salesclerk
B
outside order taker
C
order getter
D
account supervisor
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