Which combination of communication styles between salesperson and customer will
likely result in a good relationship, but will LEAST likely lead to a firm sale?
A) directive salesperson with directive customer
B) directive salesperson with supportive customer
C) supportive salesperson with supportive customer
D) supportive salesperson with reflective customer
E) reflective salesperson with emotive customer
What is the best suggestion for assessing sales force productivity?
A) Recognize that frequency of sales calls is the best indicator of success.
B) Realize that sales call frequency must be compared to the profit earned on each
account.
C) Recognize that assessing sales force productivity is more “art” than ‘science.”
D) Compare salespeople with others on the sales force who have similarly-sized
territories.
E) Compare a salesperson’s current productivity with past productivity.
All of the following are good sources for recruiting quality candidates for sales jobs
EXCEPT:
A) Internet job sites
B) mediation agencies
C) newspaper advertisements
D) employment agencies
E) candidates within the company
A(n) ________ presentation is used by salespeople to ensure that current customers
maintain an ongoing awareness and familiarity with a product.
A) technical
B) probing
C) informative
D) persuasive
E) reminder
The first step toward identifying the type of applicant to be recruited for a sales job is
to:
A) determine the compensation plan
B) consult the sales staff for recommendations
C) determine the actual duties of the position
D) develop personality and skills assessments
E) search for applicants from traditional sources
Of the following practices, which of the following is most likely to be viewed by both
salesperson and customer as unethical?
A) The salesperson gives the customer a cut glass paperweight with the company’s
name engraved on it at the end of December.
B) A salesperson gives a potential customer tickets for front-row seats at a sold-out
concert of the potential customer’s favorite singer.
C) The company throws an annual party for its clients at company headquarters that
includes a buffet and open bar.
D) At a software convention, a software sales rep takes its top five clients out for dinner
at an expensive steakhouse.
E) A railway company gives all of its vendors a 20% discount on passenger rail
services.
One of the simplest ways a salesperson can practice time management skills is to create
a(n):
A) daily to-do list
B) personal Web site
C) written file card system
D) mentoring relationship with a senior salesperson
E) support group of salespeople to keep each other on track
Which of the following is most likely a danger of Internet usage in sales?
A) changing information about products
B) sorting customer information with data mining
C) using extranets to place and monitor customer orders
D) providing customers with information about competitors
E) sending inappropriate emails to customers or to each other
Despite her interest in sales, Roni is concerned when she learns that, on average, female
salespeople make less money than male salespeople do. Which one of the following
statements is most likely true?
A) Male salespeople have controlled the industry for almost a century, so there is no
reason to think female salespeople will ever be able to equal male earnings.
B) Male salespeople would like to earn salaries equal to the salaries of female
salespeople, but industry regulations have set their starting salaries at unequal rates.
C) Female salespeople will never earn as much as male salespeople will in certain
industries, such as heavy industry and transportation.
D) Female salespeople make less money than male salespeople do because they must
take care of their families and therefore cannot be as focused on their jobs as men are.
E) The difference between the average earnings of female and male salespeople is less
than the difference between the average earnings of female and male workers in other
professions.
Which of the following is most useful in guiding a salesperson in ethical behavior?
A) official company policies on bribes and kickbacks
B) salesperson’s actions at previous jobs
C) role model provided by sales manager
D) competitors’ actions
E) customer expectations and desires