39) Terri Milano, employed by a manufacturer of home electronics, offers assistance to retailers
in such areas as credit policies, pricing display, and store layout. She also collects information
regarding acceptance of her firm’s products. She is performing the duties of a(n):
A) detail salesperson
B) retail salesperson
C) inside salesperson
D) field representative
E) manufacturer‘s representative
40) Well-trained salespeople can add value to the traditional retail shopping experience. Selling
for a retailer might involve which of the following products?
A) personal computers, automobiles and assembly line robotics equipment
B) photographic equipment, industrial specialties and recreational equipment
C) fashion apparel, personal computers and recreational vehicles
D) microchips, musical instruments and automobiles
E) software back-end integration services, jewelry, and motorcycles
41) Network (multilevel) marketing is different from traditional sales in that it:
A) creates a pyramid with the CEO at the top and the salespeople at the bottom
B) eschews growth of the salesforce for a given product
C) relies on an interconnected network of independent salespeople to sell the product directly
D) focuses on paid advertising instead of word-of-mouth publicity
E) allies itself with competing products and service providers
42) Sanchez decides to try something new in the Southwest Region. He had been following the
model of sending outside sales reps to follow up with prospects who expressed interest in the
product by various prospecting methods. Now he will augment those efforts by hiring teams of
sales reps to show the product to managers and buyers at stores that do not carry the DECA line
but sell complimentary products, and to call these managers on the phone based on qualifying
work the sales reps in the store have done. What two types of sales reps will Sanchez most likely
hire to comprise these teams?
A) missionary salespeople and inside salespeople
B) outside salespeople and inside salespeople
C) competing salespeople and detail salespeople
D) missionary salespeople and detail salespeople
E) trade salespeople and detail salespeople
43) Roni sees a job posting for a “Business Development Manager in the hospitality industry.”
Which of the following most accurately describes the duties of this position?
A) soliciting donations from charitable donors and foundations for an organization that promotes
hospitality
B) selling guest and conference hotel rooms and other hotel services to organizations
C) working as a front desk clerk at a hotel
D) servicing requests from guests at an upscale resort
E) managing the banquet hall at a large restaurant/catering facility
44) Considering the product and the target market, what would be the best sales model for the
company to most likely use?
A) Sell the product exclusively via self–service online, as it is a technology product.
B) Have the CEO of the company sell the product to prospects because he understands the
importance of making sales.
C) Hire a salesperson with some experience understanding and selling technology products to
sell the product.
D) Hire a highly experienced sales manager from the publishing industry to set up a sales
department.
E) Sell the product through a telemarketing agency.
45) To effectively and efficiently sell the product, what type of salespeople should the company
hire?
A) inside sales reps
B) outside sales reps
C) detail reps
D) missionary reps
E) direct sales reps
46) Examples of industries in the service channel include convention centers, banking, and
advertising.
47) The growth rate for service companies is much higher than the growth rate for companies
that are selling products.
48) The primary task of a detail salesperson is to develop goodwill and stimulate demand for
products.
49) A sales representative for Dell who is selling a new form of sophisticated routing-to–server
software would likely be classified as a sales engineer.
50) Convention center sales managers, investment securities brokers, and real estate salespeople
all have one thing in common—they sell a(n) ________.
51) A(n) ________ works for the manufacturer. This salesperson must have detailed and precise
technical knowledge.
52) List and describe the four major employment settings for sales personnel.
53) Which one of the following people would LEAST likely be considered a “knowledge
worker”?
A) someone who performs research to discover new information
B) someone who takes current research and uses it to facilitate a task
C) someone who relays information from one party to another without changing it
D) someone who puts information in a format that allows others to access it
E) someone who uses information to solve a problem
54) Salespeople are most likely considered knowledge workers because they:
A) position and lay out information in a way that helps buyers understand it
B) gain knowledge of the product before they can sell it
C) repeat a script that they are given by their managers
D) develop an understanding of the best practices of sales
E) create products themselves before they sell them
55) Tamara Grindel is a doctor who practices with a group of other physicians with the same
specialty. She is considering taking a course on selling skills. What is the most important way in
which this will help her medical practice?
A) Learning selling skills will give Dr. Grindel an alternate career once she retires from
medicine.
B) Learning selling skills will help Dr. Grindel bring new patients to her practice.
C) Learning selling skills will aid Dr. Grindel in communicating effectively with pharmaceutical
reps who show her new medications.
D) Learning selling skills will show Dr. Grindel how to ensure that her patients take the
medications she prescribes them.
E) Learning selling skills will require Dr. Grindel to understand the financial pressures of
running a practice.
56) The CEO of SwiftLink spends one week each month going to sales appointments with
various salespeople in the company. In addition to assisting the salespeople with presentations, a
likely reason the CEO goes on sales calls is to:
A) gather information on customer needs and preferences
B) deduct mileage on his vehicle as a way to offset taxes
C) undercut the salespeople in underperforming divisions of SwiftLink
D) ensure that the salespeople do not give volume discount pricing
E) trade information to customers in exchange for information on competitors
57) Peter Kumar has developed a software application that will reduce costs and increase server
speed for corporations of all sizes. Even with this useful application, Peter still needs to develop
personal selling skills in order to:
A) understand and write a business plan for his company
B) explain his application to potential buyers
C) apply for a patent on his application
D) maintain the discipline and stamina required to develop such a complicated piece of software
E) ensure that only corporate users buy his application
58) Roni is taking a time management class as an elective in college because she feels she
occasionally struggles with effectively managing her time and tasks. What effect do time
management skills have on a career in sales?
A) Time management skills are the key to sales, so someone who is not extremely organized
cannot succeed in this career.
B) Time management skills are necessary to be able to set priorities and manage the various
tasks of sales while setting one’s own schedule.
C) Time management skills are difficult to learn if one is not born with them, so it is unlikely
that someone without an internal sense of organization will be successful in sales.
D) Time management skills are not a huge issue for salespeople because the sales manager sets
the list of tasks and priorities, so the salesperson just needs to follow the list and execute.
E) Time management skills do not intersect significantly with the tasks required to be good at
sales.
59) How does a sales rep most likely create value for the customer with this product?
A) Sell the customer the exact components that will integrate with the customer’s current system.
B) Speed the transaction along so that the customer can purchase quickly.
C) Offer a lower price if the customer buys more than one system.
D) Offer to demonstrate the product in the customer’s office.
E) Allow the customer to see a demo of the product online to see how they will be able to use the
product.
60) The customer service representatives employed by the company for after–sales support are
likely to need:
A) training to learn to speak standard American English and lose accents they have
B) to be instructed in basic telephone manners and standards of politeness
C) mileage allowances for the time they will spend visiting client sites to physically install the
software
D) special sales skills that allow them to close particularly difficult sales
E) specialized technical skills to assist customer companies in installing and implementing the
software
61) Knowledge workers are people who succeed by adding value to information.
62) Knowledge workers need selling skills to communicate information to consumers.
63) Managers do not need sales skills because they need to obtain information from clients, not
communicate information to clients.
64) Firms that hire professionals such as accountants and engineers almost always hire separate
sales staff so the professionals do not have to sell.
65) Once an entrepreneur’s company is successful, the entrepreneur no longer has to sell.
66) Born salespeople have an advantage over people who learn selling skills through training.
67) ________ has no value until it is communicated effectively.
68) Name four categories of employees who use sales techniques in their daily jobs but would
not necessarily consider themselves salespeople.
69) Corporate-sponsored sales training usually includes training on:
A) CRM software
B) accounting methods and theory
C) shipping systems and logistics
D) operating production machinery
E) competitors’ products
70) Commercial vendors who provide sales training offer courses based on:
A) Universal Sales Theory
B) the theories of Dale Carnegie and Napoleon Hill
C) a variety of sales approaches dating back decades
D) modern sales approaches that have been regression-tested
E) graduate-level MBA sales work
71) A training and education initiative with specific requirements delivered by an industry
professional association to salespeople in that industry is an example of a(n):
A) university sales methods class
B) corporate-sponsored training class
C) Internet–based training program
D) certification program
E) college concentration
72) To train the sales reps, the company should most likely:
A) ask the sales reps to read three classic sales texts and engage in a role-playing workshop
B) hire a trainer who understands sales techniques to train the sales reps in groups of three
C) send the sales reps to a standardized course that teaches sales theory
D) develop an in-house training course focused on product knowledge supplemented by a
refresher in sales techniques delivered by a hired company
E) send the sales reps to shadow the product developers to learn how they develop products for
the company
73) Companies that deliver their own corporate-sponsored training do not also use training
programs provided by commercial vendors.
74) Increased professionalism in personal selling has led to a rise in the number of sales
________ programs offered to those who complete coursework in sales techniques and best
practices.
75) List the four sources of sales training.