56) Which of the following falls within the definition of “place”?
A) Promotional allowances
B) Returns
C) Image
D) Inventory
E) Customer service
57) Which of the following is defined as the personal communication of information to persuade
a prospective customer to buy something that satisfies his/her needs?
A) marketing
B) personal selling
C) promotion
D) public relations
E) advertising
58) According to the text, the traditional definition of selling includes all of the following
components EXCEPT:
A) providing customers with information.
B) communication between buyer and seller.
C) providing after-the-sale service.
D) persuading a prospective customer to buy.
E) explaining how to appear unselfish to customers.
59) The modern concept of professional selling is best defined as the:
A) personal communication of information to persuade a prospective customer to buy something
which satisfies that individual’s needs.
B) mass communication of information to persuade a prospective customer to buy something
which satisfies that individual’s needs.
C) process during which someone is persuaded to buy something which they may not want or
need.
D) the holistic business system required to effectively develop, manage, enable, and execute a
mutually beneficial, interpersonal exchange of goods and/or services for equitable value.
E) sales made only to individuals in ways that benefit the organization and its stakeholders.
60) According to a Gallup poll, what do people assume is the priority of traditional salespeople?
A) Self-interests
B) Legal duties
C) Recognition
D) Personal pride
E) Customer satisfaction
61) According to the text, the core principles of professional selling:
A) relates to transactional marketing.
B) excludes e-selling.
C) includes the word “unselfishly.”
D) excludes telemarketing activities.
E) substitutes the word “relationship marketing” for “personal selling.”
62) ________ refers to the holistic business system required to effectively develop, manage,
enable, and execute a mutually beneficial, interpersonal exchange of goods and/or services for
equitable value.
A) integrated marketing communications
B) dyadic communications
C) professional selling
D) transactional marketing
E) relationship marketing
63) According to the ________, salespeople should unselfishly treat others as they would like to
be treated.
A) Pareto Principle of Selling
B) Principle of Reciprocity
C) Fairplay Rule of Selling
D) Core Principles of Professional Selling
E) Equity Theory of Selling
64) According to the Core Principles of Professional Selling, an effective salesperson:
A) has the Midas touch.
B) owes greater allegiance to his/her employer than to customers.
C) unselfishly treats others as they would like to be treated.
D) can use manipulation if needed to make the sale.
E) creates customer loyalty through discipline, persistence and optimism.
65) A salesperson who adheres to the Core Principles of Professional Selling:
A) is primarily motivated by money.
B) is ego-driven.
C) does what he/she is legally required to do.
D) enjoys personal recognition.
E) attributes his/her success to others.
66) Which of the following statements about selling is most likely true?
A) You are not involved in sales when you go to an interview with a potential employer.
B) Unlike other professions, journalists do not engage in selling activities.
C) Everyone sells at their place of work, but not when at home with their families.
D) You are involved in selling when you ask someone to accompany you on a shopping trip.
E) Only trained salespeople ever engage in selling activities.
67) Which of the following is most likely characteristic of traditional salespeople?
A) building long-term relationships with customers
B) making legal and ethical decisions
C) focusing exclusively on customer service
D) finding others’ interests more important than their own
E) seeking recognition for their efforts
68) In which of the following situations is the individual not actively engaged in selling?
A) Steve is trying to convince his professor that he deserves an “A.”
B) Brendan is persuading Meryl to loan him $10 so he can order a pizza.
C) Chad is trying to convince his biology lab partner to sketch the internal organs of the frog
they dissected in lab.
D) Anna is trying to persuade her husband to attend her family reunion.
E) Daniel is creating a logo for his home-based Web services company.
69) A person may choose a sales career because he/she desires:
A) a job that is unchanging and requires mastery of a minimal number of skills.
B) the rewards offered by a career in sales.
C) the freedom of being self-employed.
D) the limited hours of work.
E) the minimal challenges it offers.
70) Sales jobs are classified according to the type of product sold and:
A) how the salesperson is compensated.
B) the type of customers the salesperson calls on.
C) jobs performed by the salesperson.
D) the salesperson’s type of employer.
E) territory size.
71) The person behind the counter at the movie theater who asks you what movie you wish to
see, takes your money, and hands you your ticket would be classified as a(n):
A) retail salesperson.
B) sales engineer.
C) order-getter.
D) service salesperson.
E) account representative.
72) Another name for a salesperson is a(n):
A) transaction manager.
B) exchange coordinator.
C) counter trader.
D) stakeholder supervisor.
E) customer contact person.
73) Donna Carter goes from house-to-house in her neighborhood taking orders for Pampered
Chef kitchen products. Donna’s face-to-face sales with consumers are an example of:
A) direct selling.
B) wholesale selling.
C) account representation.
D) detail selling.
E) sales engineering.
74) The person who phoned Howard last night to ask him if he might be interested in adding
HBO and Cinemax to his current television cable system would be classified as a(n):
A) detail salesperson.
B) retail salesperson.
C) order-taker.
D) account representative.
E) sales engineer.
75) Joseph is a salesperson for a wholesale meat company. It would NOT be part of his job to
sell meat to:
A) a final consumer.
B) the United States government.
C) a restaurant like McDonald’s.
D) an assisted-living facility that is hosting a family cookout.
E) a hospital cafeteria.
76) Nancy Henderson is a salesperson for a manufacturer of small kitchen appliances. She does
not directly solicit orders. Her primary duties involve promotional activities and introducing new
products to her employer’s indirect customers. She spends much of her time demonstrating
appliances at various retail stores. Nancy would be classified as a(n):
A) retail salesperson.
B) detail salesperson.
C) sales engineer.
D) service salesperson.
E) account representative.
77) Ted works for T & J Textiles and spends his day visiting the firm’s established retail
customers to see how much fabric they need to order. Which type of manufacturer’s sales
representative best describes Ted?
A) Detail salesperson
B) Sales engineer
C) Account representative
D) Direct seller
E) Service salesperson
78) Which of the following does NOT create sales through presentations and probably never
attempts to close a sale?
A) Account representative
B) Detail salesperson
C) Sales engineer
D) Order-taker
E) Industrial products salesperson
79) Eugene is a salesperson for APM Industries. He sells machines for molding plastic furniture.
APM has developed a machine that is 50 percent smaller than what is currently on the market
and costs 25 percent more. It is Eugene’s job to show potential customers how the new machine
will save them money in the long run. He must be able to address each customer’s needs with
technical know-how and an ability to communicate his knowledge. Ephraim is an example of
a(n):
A) retail salesperson.
B) detail salesperson.
C) sales engineer.
D) service salesperson.
E) account representative.
80) In which of the following industries are you most likely to find a sales engineer?
A) Apparel
B) Heavy equipment
C) Pharmaceuticals
D) Pet supplies
E) Food
81) Brian Simpson has recently joined Martin Industries as a salesperson. The company
manufactures lithography equipment purchased by computer chip manufacturers. Brian can be
classified as a(n):
A) detail salesperson.
B) direct seller.
C) account representative.
D) industrial products salesperson.
E) service salesperson.
82) Alane sells drawer pulls, hinges, and other decorative metal pieces used in the manufacture
of furniture. Since the products she sells to the furniture makers are nontechnical in nature, Alane
would be described as a(n):
A) account representative.
B) detail salesperson.
C) sales engineer.
D) order-taker.
E) industrial products salesperson.
83) James sells blank aluminum cans for soda manufacturers to fill and label. James would be
classified as a(n):
A) detail salesperson.
B) account representative.
C) sales engineer.
D) direct salesperson.
E) industrial products salesperson.
84) Insurance products, gym memberships, and cruise vacations would be sold by:
A) detail salespeople.
B) account representatives.
C) sales engineers.
D) service salespeople.
E) industrial products salespeople.
85) Susan is a door-to-door insurance policy salesperson. She is a(n):
A) detail salesperson.
B) sales engineer.
C) account representative.
D) industrial products salesperson.
E) service salesperson.
86) Fred has decided to switch from cable to satellite television. Fred calls DirecTV and speaks
with an individual named Susan who places the order and collects Fred’s payment information.
Susan is most likely a(n):
A) detail salesperson
B) order-taker
C) service salesperson
D) wholesale salesperson
E) order-getter
87) Salespeople who are order-________ obtain new and repeat business using creative sales
strategies and well-executed sales presentations.
A) collectors
B) takers
C) capturers
D) detailers
E) getters
88) Order-takers:
A) use creative sales strategies.
B) have an infinitely more difficult selling situation than order-getters.
C) usually earn much more than order-getters.
D) rely on well-executed sales presentations.
E) do not have a sales strategy and often do not use sales presentations.
89) Order-getters:
A) do not use a sales strategy.
B) never truly create sales.
C) rely on customer recommendations.
D) often do not attempt to close a sale.
E) are useful for selling tangible goods in highly competitive industries.
90) Which of the following statements about order-getters is true?
A) They do not use a sales strategy.
B) They never truly create sales.
C) They avoid creative sales presentations.
D) They often do not attempt to close a sale.
E) They typically earn more money than order-takers.
91) According to the text, the most difficult selling situation faced by a creative salesperson is:
A) persuading prospects that the current products they are using are no longer satisfactory.
B) having to sell to numerous people in an organization to get one order.
C) handling questions and objections raised by prospects.
D) persuading people that they can afford something they think they cannot.
E) dealing with prospects who resent the salesperson coming to see them.
92) A career in sales management begins with the position of:
A) sales trainee.
B) salesperson.
C) sales representative.
D) key account salesperson.
E) assistant sales representative.
93) In large firms like Xerox, 3M, and General Electric, a salesperson’s career path usually
begins at the level of:
A) salesperson.
B) sales representative.
C) key account salesperson.
D) sales trainee.
E) assistant sales representative.
94) Usually, the first sales management position to which a salesperson is promoted is:
A) senior salesperson.
B) district sales manager.
C) key accounts sales manager.
D) regional sales manager.
E) divisional sales manager.
95) In addition to performance, the salary earned by a sales manager is LEAST related to:
A) the annual sales volume of units managed.
B) the number of salespeople managed.
C) the length of experience in sales.
D) the annual sales volume of the firm.
E) the number of hours worked every week.