Personal Selling Exam 1 Mizzou

Unlike traditional trust-based relationship selling involves:

a. a strategy that maximizes sales in the short run

b. developing short-term relationships with clients

c. finding prospects and making sales presentations

d. a selling strategy that meets customer needs

e. pushing products to customers

a selling strategy that meets customers needs

Kim, a salesperson, has a group of customers who are concerned about customer value. In other words, they are concerned about:

a. the strategic priorities of the salesperson

b. the specifications of the product they are buying

c. the costs other than monetary costs

d. the dependability of the salesperson

e. the benefits they receive in comparison to the amount they spend.

the benefits they receive in comparison to the amount they spend

Which of the following is true of salespeople?

a. they do not play a role in market research

b. they are territory source of info for customers

c. they play a role in producing revenue for their firms

d. they lead to the concentration innovation

e. they hinder the stimulation of action in the economy

they play a role in producing revenue for their firms

in the context of qualifications and skills required for success by salespeople, ____ refers to actively seeking ways to help customers

a. oral communication skills

b. service orientation

c. logical reasoning

d. active listening

e. coordination and problem solving

service orientation

Marie, a salesperson, uses a variety of statements and questions while trying to sell products to prospective buyers. She designs the statements and questions in such a way that they elicit favorable answers from the prospective buyers, until a desired result is obtained. In this scenario, Marie uses the _____ approach to sell products to customers.

a. consultative selling

b. need satisfaction selling

c. adaptive selling

d. stimulus response selling

e. mental states selling

stimulus response selling

Which of the following is a basic way in which salespeople contribute to their nations' economic growth?

a. by promoting the company's brands

b. by ensuring the welfare of their companies

c. by stimulation of economic transactions

d. by encouragement of customer development

e. by hunting for economic solutions

by stimulation of economic transactions

personal selling is:

a. no longer needed thanks to ecommerce

b. an interpersonal form of advertising

c. a form of sales promotion

d. an important part of marketing which relies heavily on interpersonal interactions

e. another name for closing

an important part of marketing which relies heavily on interpersonal interactions

Ramon, a senior in college, has compared the characteristics of different jobs to what he expects from his career. He wants a job that can match his expectations. He looks forward to beginning his career in sales because of its characteristics. Which of the following are some of the characteristics of sales that most likely interested Ramon?

a. nontransferable skills, booming industry, indirect feedback

b. job variety, dependence on others, non transferable skills

c. well-established routine, dependence on others, and no feedback

d. office job, well-established routine, indirect feedback

e. job variety, compensation, and advancement opportunities

job variety, compensation, and advancement opportunities

According to the mental states selling approach to personal selling, the mental states are:

a. motivation, innovation, curiosity, action

b. attention, interest, desire, action

c. consideration, motivation, decision, purchase

d. curiosity, interest, conviction, purchase

e.attention, innovation, consideration, desire

consideration, motivation, decision, purchase

In the context of qualifications and skills required for success by salespeople, initiative refers to:

a. being open to change and devoted to continual learning

b. bringing others together and reconciling differences

c. planning and executing work efficiently

d. willingness to take on responsibilities and challenges

e. actively seeking ways to help customers

willingness to take on other responsibilities and challenges

Which of the following is a requirement for salespeople in order to be successful in problem-solving selling?

a. Salespeople must be able to memorize standardized question in order to generate continued positive affirmations

b. Salespeople must be able to lead buyers through certain mental states in the buying process.

c. Salespeople must be able to get the buyer to agree that a complication exists and that solving it is worth the time and effort required

d. Salespeople must be able to help customers reach their strategic goals by using the products, services, and expertise of their sales organizations.

salespeople must be able to get the buyer to agree that a complication exists and that solving it is worth the time and effort required

_____ is an example of stimulus response selling in which a series of questions or statements furnished by the salesperson is designed to condition the prospective buyer into answering "yes" time after time, until, it is hoped, he or she will be inclined to say "yes" to the entire sales proposition.

continued affirmation

Kevin is a salesperson who believes that one should not just find prospects and make sales presentations but should also be involved in listening to and questioning customers, building an efficient and motivated sales team, and gathering information about the customer's needs and tastes. Kevin believes in _____.

trust-based relationship selling

salespeople contribute to their nations' economic growth by:

furthering the diffusion of innovation

According to a study examining the status of sales as a true profession, which of the following is an area where sales needs to improve?

adherence to a uniform ethical code

Customers appreciate the need satisfaction selling approach because they get to define their needs prior to a sales presentation or a written sales proposal

Which of the following is an advantage of the need satisfaction selling approach?

_____ are salespeople who specialize in maintaining current business.

order-takers

Which of the following is a difference between missionary salespeople and technical support salespeople?

Missionary salespeople work for a manufacturer, while technical support salespeople assist with installation and follow-up service for equipment

_____ refer to salespeople who are not typically involved in the direct solicitation of purchase orders. Their primary role is disseminating information, stimulating the sales effort, and reinforcing customer relationships.

sales support personnel

Which of the following is a stage in the problem-solving approach to selling?

generate alternative solutions

Salespeople can make a valuable contribution to their employers because:

they are in direct contact with the all-important customer

Given the increasing importance of building trust with customers and an emphasis on establishing and maintaining long-term relationships, it is imperative that salespeople:

are candid and honest with their customers

one of the purposes of sales dialogue is to:

determine if the prospective customer should be targeted for further sales attention.

A _____ is a role a salesperson plays in consultative selling were he or she arranges the use of the sales organization's resources in an effort to satisfy a customer.

strategic orchestrator

which of the following is a category of support salespeople

detailers

which of the following is a long-standing expectation of a buyer of salespeople

salespeople need to be the key contact for the buyer

Natalie, a salesperson for Johnson and Radcliffe Bank, frequently engages in personal selling with her customers. She makes it a point to discuss the strategic goals of the customers when she meets them. She then closely works with them and offers suitable products and services in order to help them achieve their goals. Sometimes she has to work with her customers for a very long time, as an immediate sale of the company's products or services might not be possible. In this scenario, Natalie uses the _____ approach to personal selling.

consultative selling

The _____ is described as a series of interrelated steps, beginning with locating qualified prospective customers. From there, a salesperson plans the sales presentation, makes an appointment to see the customers, completes the sale, and performs postsale activities.

sales process

Identify an accurate statement about salespeople.

they have a responsibility for improving the productivity of their actions

According to a study examining the status of sales as a true profession, the amount of public trust granted to salespeople can be improved by:

providing a widely accepted certification program such as the Certified Public Accountant designation for accountants

which of the following skills is least essential for an existing business salesperson?

creative selling skills

which of the following is an advantage of the need satisfaction selling approach

customers appreciate the need satisfaction selling approach because they get to define their needs prior to a sales presentation or a written sales proposal

_____ refers to nonretail salespeople who remain in their employer's place of business while dealing with customers.

Scott believes that his customers buy products and services in order to satisfy their desires or a set of desires. He makes an extensive effort to figure out what his customers want and helps them fulfill their desires. He focuses on his customers rather than on himself. In this scenario, Scott most likely uses the _____ approach to personal selling.

Grace is a college graduate seeking a job as a salesperson. She wants a job that will allow her to be involved in conversations with prospective customers not only before the sale is made, but also during the process of purchase, as well as after. Grace is looking for a job in _____.