77) 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 ________.
A) technical seller
B) solutions servicer
C) missionary salesperson
D) trade servicer
E) telemarketer
78) ________ is the last stage of the personal selling process.
A) Prospecting for customers
B) Handling customer objections
C) Following up with customers
D) Qualifying prospects
E) Opening the relationships
79) Prospective customers call a toll-free number for more information. This is used to identify
and qualify prospects and is considered ________.
A) outbound telemarketing
B) database management
C) closing of the sale
D) follow-up
E) inbound telemarketing
80) The delivery of information relevant to meet the customer’s needs is called a ________.
A) customer needs summary
B) value proposition
C) customer touch point
D) sales presentation
E) transactional analysis
81) One of five principal goals for a sales presentation is to ________.
A) fulfill the customer’s need for affiliation
B) enable evaluation of product alternatives
C) build impersonal relationships with customers
D) build product interest
E) agree on a price
82) ________ is one of the four characteristics of a great sales presentation.
A) Explaining the value proposition
B) Maximizing change conflict
C) Developing competitive pricing
D) Focusing on technology
E) Emphasizing features over benefits
83) ________ is obtaining commitment from the customer to make the purchase.
A) Following up after the sale
B) Closing the sale
C) Handling objections
D) Qualifying the prospect
E) Opening the relationship
84) Which of the following questions are addressed by an effective sales presentation?
A) What is the shareholding pattern of the board of directors of the organization?
B) What is the estimated growth in sales of a product in the next quarter?
C) What is the sales turnover ratio of the organization?
D) What are the marketing strategies adopted by the company to ensure its sales?
E) What is the value-added of the product?
85) The decision to use independent agents or a company sales is determined based
on ________.
A) psychographic segmentation
B) database mining
C) organizational learning
D) institutional cost
E) strategic flexibility
86) Using independent sales agents is referred to as ________.
A) inbounding the sales force
B) out bounding the sales force
C) using the company sales force
D) transferring sales agents
E) outsourcing the sales force
87) ________ is one of the critical mistakes made in closing a sale.
A) Adopting a flippant approach
B) Excessive marketing
C) Standardized presentation
D) Too much talking
E) Geographic segmentation
88) ________ is one of the four factors used when deciding whether to use independent sales
people.
A) Legal resources
B) Risk tolerance
C) Geographic flexibility
D) Transaction cost
E) Psychographic segmentation
89) The simplest method of sales force organization is ________.
A) geographic orientation
B) product organization
C) customer type
D) market organization
E) workload method
90) ________ takes advantage of a salesperson’s technical knowledge.
A) Geographic orientation
B) Product organization
C) Customer type
D) Market organization
E) Workload method
91) The disadvantage of geographic sales orientation is ________.
A) it does not support specialization of labor
B) it tends to have the highest cost
C) its large territories involve maximized travel time
D) its complicated structure maximizes customer confusion
E) it requires additional managerial levels for coordination
92) ________ is one of the three organizational factors that influence a salesperson’s
performance.
A) Job experience
B) Career stage
C) Sales aptitude
D) Company marketing budget
E) Education
93) The individual’s learned proficiency at performing necessary sales tasks is called ________.
A) sales aptitude
B) motivation
C) reward
D) sales skill level
E) satisfaction
94) Bart was awarded sales person of the year and was given a cruise for two by his company.
This is an example of a(n) ________ reward.
A) intrinsic
B) bonus
C) contest
D) extrinsic
E) subjective
95) Feelings of accomplishment, personal growth, and self-worth are examples of ________
rewards.
A) intrinsic
B) transactional
C) objective
D) extrinsic
E) subjective
96) Carlo receives a paycheck every other Friday for the same amount. Carlos receives
________.
A) a salary
B) a stipend
C) an intrinsic reward
D) an output measure
E) incentive pay
97) Which of the following is an intrinsic reward?
A) pay
B) security
C) personal growth
D) promotion
E) recognition
98) Compare and contrast the two major types of advertising and give an example of each.
99) Choose four of the consumer sales promotion options and provide a description and an
example of each.
100) Explain the three core functions of public relations that are most closely aligned with the
role of the marketing manager.
101) Name the three advantages that personal selling has over other forms of marketing
communications, and explain why they are advantages.
102) What are the six stages of the personal selling process?
103) Explain three types of financial compensation and rewards given to salespeople. Give one
example of a nonfinancial reward.