Which of the following products would most likely be the hardest for a new salesperson
to sell?
A. Laptops for students
B. Horse trailers
C. Management consulting services
D. Office supplies to existing customers
E. Restaurant tablecloths
Victor is calling on Meridian Cabinetworks. His goal is to close a deal for a customized
profile sander valued at about $3,500. He’d be willing to accept if Meridian purchases
one of one his firm’s ready-made sanders, which cost about $2,000. Victor wants to
convince the owner of Meridian to use the sander and to provide his company with a
testimonial that would help him approach other local wood workers. For Victor, the sale
of the less expensive ready-made profile sander is his _____.
A. minimum call objective
B. strategic mission
C. sales quota
D. primary call objective
E. optimistic call objective
Which of the following statements about time management is true?
A. Prime selling time depends on the buyer’s industry.
B. Prime selling time is the time a salesperson devotes to performing nonselling
activities.
C. The time of day when a buyer is most likely to be willing to see a salesperson is
called the sales evaluating time.
D. Successful salespeople know that once their daily plan is set, they should not deviate
from it.
E. Prime selling time is the same across most industries.
A telemarketer who was trying to get Chloe to change her Internet usage plan asked
Chloe, “Are you ready to switch now?” This scenario indicates that he was using the
_____ closing method.
A. benefit summary
B. direct request
C. balance sheet
D. assumptive
E. alternative choice
After a sales letter gains a prospect’s attention, the next thing it must do is:
A. explain why the reader should take the desired action.
B. create curiosity about the product being sold.
C. ask the reader to take a specific action.
D. point out a deadline for action.
E. tell the reader when to expect the follow-up visit or phone call from the sales
representative.
Which of the following statements about telephone prospecting is true?
A. Telemarketing is not limited to consumer sales.
B. During telephone encounters, prospects are usually more polite than during
face-to-face meetings.
C. Inbound telemarketing is rarely used to generate and qualify leads.
D. True prospects never find telephone sales calls intrusive.
E. Prospecting over telephone is considered to be a poor business practice in the sales
industry.
Harriet, a salesperson, has been given four additional counties in her territory as a result
of a corporate restructuring, and she needs to rework her travel plans to include these
new accounts while holding travel time to a minimum. The activity Harriet is engaged
in is called:
A. niching.
B. outlining.
C. routing.
D. patterning.
E. converting.
As you seek a job in sales, it is important that you understand your own needs. Which
of the following questions is one you should ask yourself to help you determine what
motivates you?
A. Do I prefer to set my own deadlines, or do I need deadlines set by others?
B. Am I propelled more by financial incentives, personal recognition, or the satisfaction
of just getting a task completed?
C. Am I a risk taker, or do I prefer more secure activities?
D. Do I prefer mechanical and technical topics, or am I more disposed to art, fashion,
and merchandising?
E. What should I do when faced with rejection?
Which of the following statements about RFPs (request for proposal) is true?
A. A salesperson can help a customer identify needs and specify product characteristics.
B. Some customers call RFPs proposed negotiation points (PNPs).
C. Buyers appreciate proposals that contain a large amount of material that require them
to search for answers.
D. Delivery schedules are typically not included in the RFP.
E. All of the above.
When the purchasing team at PDQ Plastics Inc. recalculates the value of future income
to be earned by a new molding machine into terms of current dollars, they are:
A. failing to consider depreciation costs.
B. measuring opportunity costs.
C. discounting the cash flows.
D. calculating their gross income.
E. reducing the payback period.
Tonya is a manager of a retail clothing store. A sales rep calling on her offers overnight
delivery on all re-orders at no extra shipping cost. This will allow Tonya to carry fewer
items in the store and save money by increasing her:
A. opportunity costs.
B. value analysis.
C. stockouts.
D. inventory turnover rate.
E. multiple outlet profit performance.
As Rhonda discussed Sean’s upcoming vacation plans with him, she said, “I know it is a
big decision for you, and you want to be sure that the Great America Adventure Tour
that you have opted for is the right decision for you. Why don’t we list the pros and
cons? On the positive side, the tour will allow you to see a totally different area of the
country. Now, what do you see on the negative side?” This is a partial example of the
_____ method of obtaining commitment.
A. balance sheet
B. probing
C. assumptive
D. emotional close
E. benefit-in-reserve
GEC Inc. has one sales force that sells electric transformers and similar equipment to
electric utility companies and another sales force for its line of consumer goods. These
salespeople best exemplify:
A. product specialists.
B. account specialists.
C. missionary salespeople.
D. telemarketing representatives.
E. geographic salespeople.
Tracy’s company expects her to give no less than three demonstrations per work day.
This is an example of a(n) _____ goal.
A. transformation
B. consequence
C. activity
D. performance
E. conversion
According to the self-management process, which of the following statements is true
about resource allocation?
A. As a rule, 10 percent of a salesperson’s sales come from 90 percent of his customers.
B. Attending meetings and learning about new products are examples of a salesperson’s
nonselling investment of their time.
C. Since there are no limitations on time, the salesperson should spend all his/her work
time making sales calls.
D. The physical resources managed by a salesperson represent costs to him/her but
investments to the company for which he/she works.
E. Resource allocation is the third stage of the self-management process.
When a respiratory therapist saw an article about Zyran, an over-the-counter smoking
cessation drug that does not contain nicotine, he called the toll-free number provided by
the manufacturer to learn more about the drug and to ask that a salesperson call on him.
This is an example of _____.
A. inbound telemarketing
B. bounce-back telemarketing
C. outbound telemarketing
D. seminar marketing
E. convention marketing
Effective selling to government agencies requires:
A. advertising in The New York Times.
B. effective internal controls designed to maximize just-in-time delivery of requests for
proposals.
C. advanced knowledge of 80-20 ordering procedures.
D. thorough knowledge of their unique procurement procedures and rules.
E. active listening centered on the gatekeeper’s internal satisfaction requirements.
Mike’s Autos uses a supply chain management system to schedule the delivery of auto
parts to arrive at its plants exactly thirty minutes before the parts are to be used in the
assembly process. The company use a(n) _____ system.
A. efficient consumer response
B. total quality management
C. just-in-time inventory control
D. zero-defect management
E. material requirements planning
The cover letter for your rsum sent in response to an employment ad:
A. should focus on what you want the hiring company to do.
B. should use boldface type to accent your experience and colorful phrases to attract
readers’ attention.
C. should be no longer than one paragraph.
D. should center on two or three reasons why the company should hire you.
E. is accurately described by all of the above.
Gail is the Westinghouse salesperson on the Deep South Electric account (a major
public utility company). Westinghouse and Deep South have developed a partnering
relationship in which Deep South buys all of its pole mounted transformers from
Westinghouse. Gail worked hard for several years to establish this partnership, and now
she is much more relaxed. Her only client is Deep South and she knows the two firms
are committed to the relationship. Her success has allowed her to take two or three
afternoons off from work in order to work on her garden or play golf with some old
college pals. Gail’s attitude toward her clients and sales targets is now characterized by
_____.
A. synergy
B. complacency
C. acceptability
D. acquiescence
E. competence
Which of the following represents a way by which a salesperson can ensure having a
good number of personal contacts in the customer’s firms?
A. By using the electronic data interchange system to control communication with the
customer
B. By using specialty advertising items to make the selling firm’s presence felt in the
customer’s firm
C. By cultivating three relationships each at three organizational levels of the
customer’s firm
D. By minimizing the use of strategies like cross-selling, full-line selling, and upselling
with the customer’s firm
E. By avoiding action on any trust-destroying conflict that the customer may have
The effort people make to increase the productivity of a relationship by adjusting to the
needs of the other party is known as:
A. dependability.
B. resilience.
C. maneuverability.
D. versatility.
E. compatibility.
Which of the following is an example of an objection related to the source?
A. “You’re not an engineer; you can’t understand the difficulty of drilling for oil in
subsea conditions at 15,000 psi of pressure.”
B. “The lifelike quality of your silk flowers is just not worth the extra costs your
company charges.”
C. “I need to take some time and consider if I want to pay $3,500 for an
industrial-strength vacuum cleaner.”
D. “I have always considered Nitrile gloves to be of superior quality and have never
considered buying another brand.”
E. “While I do need entertainment for the Winter Carnival, I have heard that this
particular entertainer had shown up drunk at a performance.”
Tom has been invited to spend the weekend at Hilton Head by a stock broker called
Nathan. His broker asks Tom to bring along a few of his professional friends as well.
The stock broker is organizing a:
A. trade fair.
B. referral event.
C. list and directory seminar.
D. spotter show.
E. canvassing event.
LifeStream Industries has used BrightLight light bulbs for years. When it needs new
light bulbs, it uses a straight rebuy. The distributor of Tungstram LED light bulbs would
like an opportunity to get his product considered by LifeStream. A(n) _____ would be
particularly useful for Tungstram, the out-supplier.
A. JIT analysis
B. organizational audit
C. environmental assessment
D. value analysis
E. multi-attribute model
Which of the following statements about the effects of a successful buyer-seller
relationship on organizational structure and culture is true?
A. Only the organizational structure of the seller needs to change for a successful
partnering relationship to be implemented.
B. The organizational structure and management provide the necessary support for the
salespeople and buyers in a partnering relationship.
C. Local offices are not affected by partnerships created at headquarters.
D. It is only the sales force of a firm that is required to have an orientation to building
partnerships.
E. Boundary-spanning employees are employees who limit their operations to their
duties within the organization, rather than working with clients and vendors.
_____ refers to a dimension of the social style matrix that describes how emotional
people tend to get in social situations.
A. Assertiveness
B. Attentiveness
C. Receptiveness
D. Awareness
E. Responsiveness
Which of the following statements about how salespeople spend their time each week is
true?
A. Salespeople typically spend the least amount of time in an average week traveling
and sitting in waiting areas.
B. Most of the selling done by salespeople today is done over the telephone.
C. Salespeople spend less than 2 hours per week on administrative tasks.
D. Salespeople spend more time in meetings, working with support people in their
companies, traveling, waiting for a sales interview, doing paperwork, and servicing
customers than in face-to-face selling.
E. None of these statements about how salespeople spend their time each week is true.
The process of locating potential customers for a good or service is defined as _____.
A. adapting
B. investigating
C. prospecting
D. anticipating
E. inquiring
Flora is a chief supplier of flowers to retailers in Dallas. Haley, a salesperson at Flora, is
planning to call on a supermarket chain that stocks flowers but does not buy its supplies
from Flora yet. Why would Haley set multiple call objectives including the goals of
getting the company to buy its Valentine package for $129 and convincing them to
display Flora’s samples in some of its stores for her first meeting itself?
A. Multiple sales call objectives increase the fear of failure, which makes the
salesperson try even harder.
B. Multiple sales call objectives allow the salesperson to avoid focusing on any one
sales call objective for too long.
C. Multiple sales call objectives will force the salesperson to set his or her objectives
too high.
D. Multiple sales call objectives are usually self-correcting in case the call objectives
set are too high or too low.
E. There is no benefit inherent in multiple sales call objectives.