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58.
_____ work for a manufacturer and promote the manufacturer's products to other firms
that buy the products from distributors or other manufacturers, not directly from the
salesperson's firm.
59.
Laura works for Seminole Textiles. As part of her job, she calls on upholsterers, towel and
sheet manufacturers, and other customers of the Seminole distributors to encourage them
to use more Seminole textiles which they would order from their distributor, not directly
from Seminole. Laura is a:
60.
Missionary salespeople:
61.
Manufacturers' Representatives Inc. (MRI) is an independent company that employs sales
representatives to sell the products of many different producers. MRI's sales reps sell
these products to wholesalers and retailers. MRI receives a commission from the
producers for the products it sells. MRI is an example of a:
62.
The difference between a distributor and a manufacturers' agent is that a manufacturers'
agent:
63.
Manufacturers' agents:
64.
Which of the following statements about salesperson relationships with customers and
prospects is true?
65.
In the context of tangible benefits, which of the following products are easier to sell than
others?
66.
Robert works long hours in his firm, making calls to household consumers. Unlike other
salespeople in his team, he is not required to visit customers' residences to sell products.
He also handles the customer grievance helpline of his firm. Which of the following
statements is true about Robert?
67.
Identify the situation in which the creativity level of a salesperson is low.
68.
Which of the following is true of inside salespeople?
69.
Jennifer and Selena are employed by their firm to sell its products. Jennifer is required to
go to the customer's residence and demonstrate the features and benefits of the products,
whereas Selena is required to conduct sales by calling existing customers. Which of the
following statements is most likely true about the scenario?
70.
Which of the following products would most likely be the hardest for a new salesperson to
sell?
71.
Vincent spends very little time explaining the features of a product to a customer. His
colleagues state that salespeople need to be creative in order to generate sales. Vincent
says that he is not required to be creative because of the type of customers he is required
to handle. Which of the following strengthens Vincent's belief?
72.
George is a new salesperson in his firm. He is assigned to attract new buyers by visiting
their homes and demonstrating the features of the firm's products. Though he is
insensitive and rude to most people, he is valued by his management because he is able to
generate new ideas and tactics that retain existing customers. His ability to innovate has
helped improve his performance at his firm. Which of the following statements is true
about George?
73.
_____ is the ability to effectively understand and use one's own feelings and the feelings of
people with whom one interacts.
74.
When LeAnn called on a long-time customer, she realized that the man was upset about
the loss of his pet and took the time to listen to his problem. She was able to sympathize
with the customer's recent loss of a pet by using her:
75.
_____ is the trait of having imagination and inventiveness and using them to come up with
new solutions and ideas.
76.
Most of the skills required to be a successful salesperson:
77.
A person who _____ would probably find a career in sales attractive.
78.
Salespeople are like entrepreneurs because:
79.
Which of the following is usually the first step in the selling process of a product?
80.
Which of the following is usually the last step in the selling process of a product?
Short Answer Questions
81.
What is customer lifetime value?
82.
Relative to advertising, what is the major advantage and disadvantage of personal selling?
83.
Relative to publicity, what are the major advantages and disadvantages of personal
selling?
84.
On average, salespeople spend less than 50 percent of their time on face-to-face
meetings with customers and prospects. What are they doing with the rest of their time?
85.
What are six sigma selling programs?
86.
What do distributor salespeople do?
87.
What are manufacturers' agents?
88.
How does the type of benefits provided by products and services affect the nature of the
sales job?
1-32
89.
What sales situations require high creativity?
90.
Describe the personality profile for the ideal salesperson.
Essay Questions
91.
How is being customer-centric different from the stereotype image of salespeople?
92.
How is value measured for a seller and for a buyer?
93.
Compare personal selling with other marketing communication methods in terms of
control, flexibility, credibility, and cost.
94.
Why do companies spend money on personal selling when there are so many less-
expensive alternatives?
95.
Why do many organizations use integrated marketing communications?
96.
What type of people would most likely be interested in selling?
97.
What is the role of a salesperson as an information provider?
98.
What six factors are used to describe sales jobs?
99.
How do field salespeople differ from inside salespeople?
100.
List the four aspects of emotional intelligence.
