Compared to consumer purchase decisions, organizational purchase decisions:
A. are more complex.
B. involve fewer people.
C. seldom require negotiations.
D. require less coordination.
E. take a shorter period of time.
If an industrial salesperson makes her first call on an employee at a client’s company
who is most likely willing to listen and provide valuable information, she is most likely
calling on the _____.
A. focus of dissatisfaction
B. focus of receptivity
C. focus of expertise
D. focus of power
E. focus of satisfaction
After making two major sales calls, Jennifer spent time in her hotel room submitting
information about the calls over the Internet to her company. Jennifer was providing
information to her firm’s:
A. distribution channel efficacy system.
B. customer relationship management system.
C. business simulation system.
D. NAICS control center system.
E. situational management system.
Iris, a salesperson, finds her life fun but hectic. She frequently has to adjust whom she
will contact next for a sales call because clients’ demands for her products change
almost weekly. Iris should use a(n) _____ pattern to route her sales calls.
A. linear call
B. sequential
C. regular
D. variable call
E. consecutive call
Adaptive selling suggests that you may have to adjust your selling strategy based on the
prospect’s _____.
A. age
B. religion
C. family customs
D. image of the “perfect product”
E. all of the above
The organizational buyer for McArthur Gardens frequently uses _____ to make sure
that all important factors are considered, such as bulb size, delivery speed, bulb
sprouting time, and level of sales support, before selecting a supplier.
A. vendor analysis
B. marketing audit
C. tying agreement
D. needs assessment
E. value analysis
Damon is experiencing role ambiguity in his new sales job. Which of the following can
he do to overcome this problem?
A. Take on a greater workload
B. Ask for higher commissions
C. Ask his superior for further instructions
D. Speak to an ethics officer
E. Request to be assigned to a different department
_____ goals are important because they reflect how efficiently a salesperson uses
resources, such as time, to accomplish performance goals.
A. Transformation
B. Consequence
C. Activity
D. Performance
E. Conversion
Plasto is a Spanish company that manufactures stadium seating for sports venues. It is
one of many such manufacturers. The city of Marsia, which is going to host the next
Olympic games, forms a committee to make purchases of equipment that would be
required at its venues. The committee has limited knowledge of the products, but
eventually decides to purchase Plasto stadium seating for the venues. This purchase by
the recently formed committee would be an example of a _____ situation.
A. derived demand
B. just-in-time delivery
C. modified rebuy
D. straight rebuy
E. new-task
Which of the following traditional closing methods is based on getting the buyer
perceiving himself or herself as an “agreeable” person?
A. Direct request close
B. Minor-point close
C. Emotional close
D. Continuous yes close
E. Assumptive close
The _____ method of conducting a sales presentation offers the greatest opportunity for
a salesperson to respond to client input.
A. memorized
B. outlined
C. exacting
D. canned
E. customized
Alkara receives $200 per week plus 10 percent of the value of all the sales she makes.
In a particular week she earns $750. The 10 percent of the total revenue of $750 best
exemplifies:
A. a gratuity.
B. a stipend.
C. a fixed pay.
D. incentive pay.
E. a salary.
Which of the following is considered good advice to give someone who is required to
give a test as part of the job application process?
A. You should refuse to participate in tests because such tests are not valid.
B. Stress during tests keeps you mentally sharp and will improve your performance in
the tests.
C. If the test is valid, you should be happy with the outcome no matter what it is.
D. Tests are no longer conducted during the recruitment process because they have been
proven to be unreliable.
E. All of the above are examples of good advice.
Which of the following is true of an agent?
A. The authorization to represent the company has to be in writing.
B. The agent’s statements cannot legally bind his or her company.
C. A person who acts in place of his or her company is an agent.
D. The actions of an agent do not have any financial impact on the company.
E. None of the above.
Diva, a large cosmetics company, wants to create a Web site to sell its cosmetics online.
The company wants its employees to be trained to maintain the Web site. The CEO also
wants an extranet to be created and internal networking facilities to be established for
videoconferencing and similar functions. Since the process requires inputs from several
different experts, Diva has outsourced the purchase of these services to Maxwell
Consultants who will find and hire the people to build Diva’s Web site and train its
employees as well. Maxwell Consultants will act as a _____ for Diva.
A. gatekeeper
B. network seller
C. strategic analyst
D. systems integrator
E. functional supplier
How do computers help international selling organizations operate smoothly?
A. By permitting salespeople to forego their usual sales reports
B. By eliminating the need for videoconferencing
C. By reducing communication barriers between the field and the home office
D. By reducing the need for salespeople
E. By doing all of the above
Hammond Inc. supplies its retailers with handheld Crownlink electronic data
interchange terminals. All of its retailers use these terminals to transmit merchandise
orders to Hammond in Kansas City. Their inventory is always stocked as needed.
Shipments are made daily as required by individual retailers. This is an example of a
_____ system.
A. efficient consumer response
B. total quality management
C. marketing information
D. zero-defect management
E. material requirements planning
By showing a paper products manufacturer that the C.G. Bretting napkin-folding
machine could fold 2,000 paper napkins per minute, twice the rate of the manufacturer’s
current machine, the Bretting salesperson:
A. forced the manufacturer to perform a vendor analysis.
B. showed the manufacturer that it needed this product to improve its efficiency.
C. created derived demand.
D. created a need for more MRO equipment.
E. all of the above.
A(n) _____ is not actually stated but is still an obligation defined by law.
A. codified warranty
B. impressed guarantee
C. implied warranty
D. expressed warranty
E. vocalized guarantee