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1 | |
After painting his living room, Henry Clark decided that the world needed a nondrip paint tray. After developing a prototype of such a product, he had to convince a manufacturer to make the product and retailers like The Home Depot to carry the product. What promotion method did Clark most likely use to convince the manufacturer and retailers that his product would appeal to consumers? |
| | A) | sales promotion |
| | B) | mass advertising |
| | C) | personal selling |
| | D) | publicity |
| | E) | integrated marketing communications (IMC) |
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2 | |
Which of the following is an example of an individual engaged in selling? |
| | A) | a child asking her mother for a cookie |
| | B) | a student asking a teacher to postpone a test |
| | C) | a Girl Scout asking you to buy cookies |
| | D) | a telemarketer asking you to subscribe to Sports Illustrated |
| | E) | all of the above |
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3 | |
Which of the following is NOT one of the major reasons for choosing a career in sales? |
| | A) | character building as a result of rejection |
| | B) | the challenge of selling |
| | C) | the opportunity for advancement in a company |
| | D) | the freedom of being on your own |
| | E) | the wide variety of types of sales jobs |
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4 | |
Deborah invited a group of people who liked to cook to her home so that she could show them Pampered Chef kitchen products. Each attendee was handed a catalog and an order form. Then Deborah demonstrated how various Pampered Chef products made cooking easier. As the attendees left, they gave their filled-in order forms to Deborah who submitted them to the Pampered Chef Company. A month later she delivered their orders to their homes. Deborah is an example of a(n): |
| | A) | retail salesperson |
| | B) | detail salesperson |
| | C) | sales engineer |
| | D) | order taker |
| | E) | telemarketer |
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5 | |
Alan is a salesperson for a company that sells hospital supplies. Alan's job requires him to interact with physicians that work at specific hospital, but not to sell to them. He explains how his company's products will save the hospital money without jeopardizing the quality of patient care it offers. Sometimes, he holds seminars for medical personnel to explain how new equipment operates. Alan works as a(n): |
| | A) | retail salesperson |
| | B) | detail salesperson |
| | C) | service representative |
| | D) | account representative |
| | E) | sales engineer |
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6 | |
Which of the following is NOT an example of a type of manufacturer's sales representative? |
| | A) | detail salesperson |
| | B) | account representative |
| | C) | service salesperson |
| | D) | retail salesperson |
| | E) | sales engineer |
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7 | |
Order-takers: |
| | A) | use creative selling techniques |
| | B) | use various types of sales presentations |
| | C) | do not have a sales strategy |
| | D) | have an infinitely more difficult sales job than order-getters |
| | E) | usually earn more than order-getters |
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8 | |
Which of the following is the BEST example of a nonfinancial reward that might be given to a salesperson who had made a million-dollar sale? |
| | A) | a $10,000 bonus |
| | B) | a customer entertainment allowance |
| | C) | a vacation trip to the Bahamas |
| | D) | the unlimited use of a company car |
| | E) | the feeling of accomplishment |
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9 | |
Which of the following statements about sales jobs is true? |
| | A) | Prospects judge a company by its products-not the salespeople the company hires. |
| | B) | Salespeople need to have above-average levels of diplomacy, tact, and social poise because of the amount of time they spent interacting with the public. |
| | C) | People with health problems make excellent salespeople because sales jobs require less physical stamina than other types of jobs. |
| | D) | The typical outside salesperson is more closely supervised than an inside production line worker. |
| | E) | All of the above statements about sales jobs are true. |
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10 | |
A professional salesperson: |
| | A) | provides his or her company with market information |
| | B) | builds long-term relationships with customers |
| | C) | creates new customers |
| | D) | provides solutions to customers' problems |
| | E) | does all of the above |
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11 | |
A salesperson engages in e-selling when he or she: |
| | A) | sells electronic equipment |
| | B) | sells Web design |
| | C) | uses any form of electronics in the selling process |
| | D) | creates an atmosphere conducive to e-mail communications |
| | E) | sells ethically |
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12 | |
The three general levels of selling relationships with customers are: |
| | A) | transaction selling, relationship selling, and partnering |
| | B) | relationship selling, relationship marketing, and partnering |
| | C) | transaction selling, relationship selling, and transformation selling. |
| | D) | exchange-oriented, seller-oriented, and customer-oriented. |
| | E) | transformation selling, relationship marketing, and partnering |
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13 | |
Megan lives in Florida. Her car had a flat tire on her way to visit the Biltmore House in North Carolina. She had to stop in eastern Tennessee and buy a tire from a dealer that she never expects to buy from again. In terms of selling relationships with customers, the Tennessee tire dealer engaged in _____ with Megan. |
| | A) | transformation selling |
| | B) | transaction selling |
| | C) | customer-oriented selling |
| | D) | relationship selling |
| | E) | partnering |
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14 | |
The company Della works for renovates sports arenas, gymnasiums, and other sports venues that attract 20,000 or more people to each event. Della's job is to locate venues in need of renovation and sell the venue owner on her company's renovation plan. When Della asks people to whom she has successfully sold her company's services to recommend potential customers, she is engaging in: |
| | A) | performing a trial close |
| | B) | creating a sales presentation |
| | C) | handling customer objections |
| | D) | prospecting |
| | E) | a preapproach |
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15 | |
Which of the following statements about the steps in the customer relationship selling process is true? |
| | A) | The preapproach should be done before prospecting begins. |
| | B) | The approach involves obtaining interviews and determining sales call objectives. |
| | C) | The trial close always occurs after the sales presentation. |
| | D) | The last step in the customer relationship selling process is the close. |
| | E) | The presentation comes after the approach. |
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2002 McGraw-Hill Higher Education