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Multiple Choice Quiz
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1
A major problem for sales people is it often takes longer to
A)Make a sale than it does to identify a prospect.
B)Identify prospects than it does to make a sale
C)To generate prospects from qualified leads
D)All of the above are problems
E)None of the above is a problem
2
When considering the evolution of personal selling, which of the following best describes the Sales Era?
A)The sales objective is to satisfy customer needs and the role of the sales person is to be a problem solver.
B)The sales objective is to build relationships with the customer and the role of the sales person is to be a value creator.
C)The sales objective is to make sales transactions and the role of the sales person is to be a persuader and take orders.
D)The sales objective is to find prospective customers and the role of the sales person is to identify and qualify prospective customers.
E)None of the above
3
Which of the following activities is not part of personal selling?
A)Making sales calls
B)Closing the sale
C)Qualifying leads
D)Generating leads
E)Managing profit
4
Which of the following activities are involved in personal selling?
A)Making sales calls
B)Closing the sale
C)Qualifying leads
D)Generating leads
E)All of the above
5
CRM enables a company to:
A)Know which leads were followed
B)Give the leads that were not followed to other salespeople
C)Determine why sales were not made
D)Keep track of buyers who leave one company and go to another
E)All of the above
6
Where do sales leads come from?
A)Direct-response advertising
B)Publicity
C)Satisfied customers
D)Competitors
E)All of the above
7
To motivate sales people to have a customer relationship focus, companies use:
A)Average customer lifetime
B)Increases in purchases from customers
C)Customer satisfaction
D)Sales force problem solving
E)All of the above
8
To measure personal selling efforts managers use:
A)cost per call
B)Call/sales ratios
C)Sales cost per sale
D)All of the above
E)None of the above
9
The strength of personal selling is:
A)Customized two-way communication
B)Accountability of sales performance
C)Measurability of sales performance
D)Flexibility of sales performance
E)All of the above





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