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Which of the following statements about sales jobs is most likely false?
A. Sales jobs require salespeople to exhibit more tact than other professions do.
B. Many salespeople work with little or no supervision.
C. Many sales jobs require considerable traveling and time spent away from family.
D. Salespeople represent their companies to the outside world.
E. Salespeople spend little or no company funds for entertainment.
All of the following are nonfinancial rewards salespeople experience EXCEPT:
A. job knowledge.
B. job satisfaction.
C. club memberships.
D. positive self-worth.
E. customer appreciation.
In Kingston, a group of salespeople get together for breakfast on the first and third
Tuesday of each month. The purpose of their meeting is to share leads and prospecting
tips. The group charges quarterly dues of $65, and participants must sell noncompetitive
products. This group is an example of a(n):
A. prospect network.
B. sales lead club.
C. illegal pyramid scheme.
D. orphan prospect club.
E. list of prospects.
Which of the following questions is an example of a direct question?
A. "Would you like to try a free sample today?'
B. "How will you use this forged steel trowel?"
C. "Why do you need an additional monitor?'
D. "What features do you need in a phone?"
E. "Where will you use this security light?"
Jason Montgomery, a hospital administrator in Montana, lodged a complaint against
the hospital owners when he was asked to keep two sets of accounting records so that
the hospital could reduce its tax liability. Montgomery was engaged in:
A. preconventional moral development.
B. ethical declarations of wrongdoing.
C. consensual reporting.
D. whistle-blowing.
E. reciprocity.
The Golden Rule of Personal Selling refers to the sales philosophy of:
A. unselfishly treating others as you would like to be treated.
B. giving more importance to sales maximization than profit maximization.
C. making sales mutually beneficial to the buyer and seller.
D. obtaining a financial benefit by helping others.
E. realizing a major part of the profit from only a few customers.
Which of the following is a semi-structure method of sales presentation?
A. Seminar
B. Formula
C. Memorized
D. Need-satisfaction
E. Problem-solution
Which of the following statements is most likely true?
A. Selling is a highly complex process.
B. Selling is easy to do on a consistent basis.
C. A sales call must move systematically toward a sale.
D. Selling begins with negating a precall sales objective.
E. Elaborate planning is necessary before making a sales call.
During the _____ phase of the buying decision process, the buyer rates her preferences
among products she is considering.
A. need arousal
B. information collection
C. information evaluation
D. purchase evaluation
E. alternative selection
A successful salesperson was recently promoted to a sales management position, and
she is becoming painfully aware of the magnitude of the changes she must make in her
habits, customs, and relationships. What stage of the transition from subordinate to boss
is she experiencing?
A. Immobilization
B. Depression
C. Acceptance of reality
D. Minimizing change
E. Searching for meanings
Tatum is a sales representative a gourmet cookware manufacturer. Tatum's marketing
plan for a store that would be a logical retail outlet for her products should include:
A. how ultimate consumers should correctly dispose of old kitchen tools.
B. how the retailer can adopt and facilitate the role of end-user.
C. how the reseller will promote the cookware once purchased.
D. the business proposition which the retailer will adhere to.
E. a purchase order based on a seller benefit plan.
A sales manager who has a learning attitude:
A. seeks help when needed.
B. engages in autonomous supervision.
C. expects subordinates to make mistakes.
D. engages in limited sales training programs.
E. has highly optimistic expectations of employees.
As a long-term ally, the consultative salesperson:
A. analyzes and develops diversification strategies for customers.
B. coordinates information and resources for customer support activities.
C. asks customers for confidential data before making purchase recommendations.
D. recommends promotion techniques for the customer that will benefit both parties.
E. helps customers carry out fact-finding missions within the customer's company.
Which term refers to the main purpose of a salesperson's contact with a prospect?
A. Sales call objective
B. Sales mission
C. Organization profile
D. Marketing goal
E. Corporate mission
After presentation, the next step in the selling process is:
A. to determine objections.
B. the referral cycle.
C. to follow-up.
D. the trial close.
E. to meet objections.
An advertisement for Carr Cabinet Doors that is directed to people in the woodworking
industry ran in a publication called Custom Woodworking Business. The ad explained
why Carr Cabinet Doors were the perfect finishing touch for any kind of cabinets. This
manufacturer used _____ advertising to reach potential users of its doors.
A. national
B. industrial
C. cooperative
D. retail
E. institutional
