Question 1

The main difference between B2C and B2B is ___________.

Accepted Answer

A)  Good interpersonal and communication skills are more important for B2C than for B2B
B)  B2B requires more supervision and performance evaluation
C)  Many of the goods and services sold by B2B salespeople are more expensive and technically complex than those in B2C
D)  B2B requires excellent knowledge of the products being sold
E)  B2C requires the ability to discover customer needs and solve their problems

Question 2

The simplest means of sales force organization is __________________.

Accepted Answer

A)  Geographic orientation
B)  Product organization
C)  Customer type
D)  Market organization
E)  Workload method

Question 3

_____________ takes advantage of a salesperson's technical knowledge.

Accepted Answer

A)  Geographic orientation
B)  Product organization
C)  Customer type
D)  Market organization
E)  Workload method

Question 4

The goal of sales is not simply to make the sale but to create a strong value proposition that will lead to a mutually beneficial long-term relationship.

Accepted Answer

A) True 
 B)False

Question 5

The sales engineer from General Electric who calls on Boeing to sell the GE90 jet engine to be used in Boeing aircraft is an example of a ____________.

Accepted Answer

A)  Technical seller
B)  Solutions servicer
C)  Missionary salesperson
D)  Trade servicer
E)  Telemarketer

Question 6

_______ is one of the organizational factors.

Accepted Answer

A)  Job experience
B)  The manager's interaction style
C)  Performance feedback
D)  Company marketing budget
E)  Education

Question 7

The objective of sales contests is to ______________.

Accepted Answer

A)  Satisfy salespeople's security needs
B)  Stimulate additional effort
C)  Target at specific short-term objectives
D)  Both satisfy salespeople's security needs and stimulate additional effort
E)  Both stimulate additional effort and target at specific short-term objectives

Question 8

_______________ is not a critical selling skill.

Accepted Answer

A)  Persistence
B)  Spontaneous planning
C)  Listening
D)  Follow-up
E)  Time management

Question 9

Payment based on short-term results,usually a salesperson's dollar or unit sales volume,is called ________________.

Accepted Answer

A)  Salary
B)  Benefits
C)  Intrinsic rewards
D)  Commission
E)  Incentive pay

Question 10

______________ is one of the least expensive direct marketing channels.

Accepted Answer

A)  Direct mail
B)  Advertising
C)  Public relations
D)  Personal selling
E)  Telemarketing

Question 11

______________ is a distinct advantage (are distinct advantages) of personal selling over the other marketing communication methods.

Accepted Answer

A)  Ability to tailor the message
B)  Delayed feedback
C)  Impersonal relationship between company and customer
D)  Both ability to tailor the message and delayed feedback
E)  All of these

Question 12

Commissions tied to sales volume or profitability,or bonuses for meeting or exceeding specific performance targets,are examples of ___________________________.

Accepted Answer

A)  Salary
B)  Benefits
C)  Intrinsic rewards
D)  Output measures
E)  Incentives

Question 13

To communicate the sales message,the first step is to set goals and objectives.

Accepted Answer

A) True 
 B)False

Question 14

________________ is an example of a technology communication selling activity.

Accepted Answer

A)  Developing effective presentation skills
B)  Following up after customer contact
C)  Developing time management skills
D)  Listening effectively
E)  E-mailing

Question 15

The delivery of information relevant to meet the customer's needs is a ___________.

Accepted Answer

A)  Customer database
B)  Value proposition
C)  FAB
D)  Sales presentation
E)  Transaction cost analysis

Question 16

___________________ are a group of resellers such as retailers or distributors with whom the sales force does business.

Accepted Answer

A)  Missionary sellers
B)  Solutions sellers
C)  Technical sellers
D)  Trade servicers
E)  All of these

Question 17

_______________ is not a step in the personal selling process.

Accepted Answer

A)  Prospecting
B)  Handling objections
C)  Price fixing
D)  Qualifying the prospect
E)  Following up

Question 18

___________ rewards are those controlled and given by people other than the salesperson,such as managers and customers.

Accepted Answer

A)  Intrinsic
B)  Bonus
C)  Contest
D)  Extrinsic
E)  Subjective

Question 19

____________________ is a distinct advantage (are distinct advantages) that personal selling offers over other marketing communications methods.

Accepted Answer

A)  Immediate feedback to the customer
B)  Ability to tailor the message to the customer
C)  The least expensive form of communication
D)  Both immediate feedback to the customer and the least expensive form of communication
E)  Both immediate feedback to the customer and ability to tailor the message to the customer

Question 20

______________ is an interactive marketing system that uses one or more advertising media to effect a measurable response and/or transaction at any location.

Accepted Answer

A)  Personal selling
B)  Interactive marketing
C)  Direct marketing
D)  Public relations
E)  Sales promotion

Exam 14: Personal Selling and Direct Marketing

___________________ are a group of resellers such as retailers or distributors with whom the sales force does business.

Correct AnswerverifiedShow Answer

____________________ is a distinct advantage (are distinct advantages) that personal selling offers over other marketing communications methods.

Correct AnswerverifiedShow Answer

The main difference between B2C and B2B is ___________.

Correct AnswerverifiedShow Answer

_______________ is not a critical selling skill.

Correct AnswerverifiedShow Answer

The delivery of information relevant to meet the customer's needs is a ___________.

Correct AnswerverifiedShow Answer

The simplest means of sales force organization is __________________.

Correct AnswerverifiedShow Answer

_____________ takes advantage of a salesperson's technical knowledge.

Correct AnswerverifiedShow Answer

The sales engineer from General Electric who calls on Boeing to sell the GE90 jet engine to be used in Boeing aircraft is an example of a ____________.

Correct AnswerverifiedShow Answer

_______________ is not a step in the personal selling process.

Correct AnswerverifiedShow Answer

Payment based on short-term results,usually a salesperson's dollar or unit sales volume,is called ________________.

Correct AnswerverifiedShow Answer

______________ is an interactive marketing system that uses one or more advertising media to effect a measurable response and/or transaction at any location.

Correct AnswerverifiedShow Answer

The objective of sales contests is to ______________.

Correct AnswerverifiedShow Answer

________________ is an example of a technology communication selling activity.

Correct AnswerverifiedShow Answer

_______ is one of the organizational factors.

Correct AnswerverifiedShow Answer

Commissions tied to sales volume or profitability,or bonuses for meeting or exceeding specific performance targets,are examples of ___________________________.

Correct AnswerverifiedShow Answer

To communicate the sales message,the first step is to set goals and objectives.

Correct AnswerverifiedShow Answer

______________ is a distinct advantage (are distinct advantages) of personal selling over the other marketing communication methods.

Correct AnswerverifiedShow Answer

______________ is one of the least expensive direct marketing channels.

Correct AnswerverifiedShow Answer

The goal of sales is not simply to make the sale but to create a strong value proposition that will lead to a mutually beneficial long-term relationship.

Correct AnswerverifiedShow Answer

___________ rewards are those controlled and given by people other than the salesperson,such as managers and customers.

Correct AnswerverifiedShow Answer

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