Personal selling can take place in all of the following situations EXCEPT __________.
|B)||over the Internet|
|D)||over the telephone|
Which of the following is one of the benefits associated with a career in sales?
|D)||measurable performance standards|
|E)||All of the above|
Personal selling adds value to a product or service by all of the following EXCEPT:
|A)||educating customers about uses for the product and alternatives.|
|B)||sharing the companies ethical standards and code of ethics with potential customers to demonstrate the professionalism of sales representatives.|
|C)||providing advice, sometime quite technical, to customers.|
|D)||saving customers time.|
|E)||making things easier for the customer.|
In B2B market situations, it is particularly important to:
|A)||work to undermine the competition in subtle but effective ways.|
|B)||continually find new and potentially profitable customers.|
|C)||provide gifts to purchasing agents and decision makers, but well within company guidelines.|
|D)||know the names and ages of the families of those involved in the buying decisions as well as the personal interests of the buyers.|
|E)||all of the above.|
The preapproach stage occurs prior to meeting the customer for the first time and:
|A)||includes generating new leads|
|B)||extends the qualification of leads procedure.|
|C)||focuses on preparing for the customer's reservations.|
|D)||often leads directly to closing the sale if done properly|
|E)||follows the sales presentation.|
Which of the following is NOT one of the important differences between the Personal Selling and B2B buying processes?
|A)||The B2B process begins with need recognition, while in Personal Selling the representative begins with generating and qualifying leads.|
|B)||The sales representative has the same amount of control in each process.|
|C)||Performance assessment in the B2B buying process has a different set of activities than the Follow-up stage of the Personal Selling Process.|
|D)||Closing the sales requires a different set of skills than used by the company in Order specification.|
|E)||The B2B buying process, unless it is a straight rebuy, will attempt to include a range of competing companies, while the Personal selling process seeks to diminish the impact and importance of competing products or firms.|
PDAs, cell phones and the Internet give salespeople the ability to _________________ at almost any time or place.
|E)||all of the above|
Ethical and legal issues arise in which of the following personal selling areas?
|A)||The relationship between the sales manager and the sales force|
|B)||Inconsistencies between company policies and the salesperson's ethical comfort zone.|
|C)||Salesperson's interactions with customers.|
|D)||All of the above|
|E)||None of the above|
Which of the following is NOT one of the important activities of sales managers?
|A)||recruiting sales representatives|
|B)||designing and executing sales training programs|
|C)||discovering ways to motivate representatives effectively|
|D)||advising senior management on the advertising budget|
|E)||evaluating performance and taking corrective action if required|
Which of the following is NOT one of the reasons companies often employ manufacturers' representatives?
|A)||when they cannot afford to hire a sales force.|
|B)||when they are small and trying to get established.|
|C)||when company salespeople have captured almost 100 percent of the market.|
|D)||when they want to achieve extensive sales coverage quickly.|
|E)||when entering new markets.|
While financial rewards are important, nonfinancial rewards ______________.
|A)||are only appropriate for veteran sales reps since they no longer needs as many financial rewards|
|B)||can help motivate representatives, especially through recognition programs|
|C)||don't cost the firm any money|
|D)||have relatively low symbolic value because they are nonfinancial|
|E)||All of the above|
When evaluating sales people, managers should:
|A)||focus on those activities and outcomes that the sales people can control.|
|B)||use subjective measures with caution.|
|C)||make sure the objective measures are used in the proper context|
|D)||make sure the measures relate to performance|
|E)||All of the above.|