Question 1

Clara works in sales at Marylyn Cosmetics.She procures her products from the manufacturer and goes door-to-door in suburban neighborhoods to try to sell Marylyn products at discount rates.Clara can be described as a _____.

Accepted Answer

A)   retail salesperson
B)   distributor
C)   missionary salesperson
D)   trade salesperson
E)   direct salespersonF) A) and C)
G) C) and E)

Question 2

Why do companies spend money on personal selling when there are so many less expensive alternatives?

Accepted Answer

The higher cost of personal selling is j...

Question 3

Which of the following statements best describes someone engaged in personal selling?

Accepted Answer

A)   The governor directs the state's legislature to enact a law that provides more legal protection to abused children.
B)   Jackson's parents loan him $1,000 to repair his car.
C)   A mother assigns a chore to her child.
D)   Vivian attends an interview for a job she really wants.
E)   Your professor gives you a choice of essay or multiple choice questions.F) A) and B)
G) B) and D)

Question 4

Why does personal selling work better than other communications options available to firms selling in the business-to-business market?

Accepted Answer

A)   Personal selling employs more people in the United States than advertising.
B)   Salespeople are able to tailor unique messages for each prospective buyer.
C)   Firms in the United States have become particularly adept at hiring "born" salespeople.
D)   Personal selling is the cheapest form of promotion.
E)   Salespeople are proficient in all aspects of new product development.F) B) and C)
G) All of the above

Question 5

Salespeople who spend most of their time selling their company's products in the customer's place of business are:

Accepted Answer

A)   missionary salespeople.
B)   inside salespeople.
C)   obsolete in the partnering era.
D)   field salespeople.
E)   none of these.F) None of the above
G) C) and E)

Question 6

How does the type of benefits provided by products and services affect the nature of the sales job?

Accepted Answer

Products such as chemicals and trucks ty...

Question 7

Relative to publicity,what are the major advantages and disadvantages of personal selling?

Accepted Answer

Greater control and flexibilit...

Question 8

Why do many organizations use integrated marketing communications?

Accepted Answer

Organizations use integrated marketing c...

Question 9

What sales situations require higher creativity?

Accepted Answer

Situations that require higher creativit...

Question 10

Normally,missionary salespeople and local distributor salespeople for the same firm are intensively competitive with each other as each strives to take business away from the other.

Accepted Answer

A) True 
 B)False

Question 11

One of the advantages of personal selling is that it is the most _____ method used to communicate with customers.

Accepted Answer

A)   credible
B)   reasonable
C)   generic
D)   defensive
E)   flexibleF) B) and E)
G) C) and E)

Question 12

What does it mean to say salespeople are account team managers?

Accepted Answer

This means that salespeople co...

Question 13

Valerie's goal as a sales rep is to _____,which is the total benefit that her company's products and services provide to the buyer.

Accepted Answer

A)   add creativity
B)   improve relationships
C)   maximize profits
D)   create value
E)   focus on sales numbersF) A) and B)
G) All of the above

Question 14

Salespeople coordinate the activities within their firms to solve customer problems.

Accepted Answer

A) True 
 B)False

Question 15

Selling capital goods to manufacturers is much easier than selling cookies to consumers.

Accepted Answer

A) True 
 B)False

Question 16

In a selling situation,the seller's profit is the benefits received minus the selling price.

Accepted Answer

A) True 
 B)False

Question 17

As a sales job category,what tasks do missionary salespeople perform?

Accepted Answer

Missionary...

Question 18

What is the role of missionary salespeople?

Accepted Answer

Missionary salespeop...

Question 19

A person who _____ would probably find a career in sales attractive.

Accepted Answer

A)   wants a nine-to-five job
B)   wants to work in an office
C)   is not motivated by financial rewards
D)   likes independence and is willing to take responsibility
E)   does not like to take responsibilityF) A) and E)
G) A) and D)

Question 20

_____ sell to firms that resell the products rather than using them within the firm.

Accepted Answer

A)   Distributor salespeople
B)   Trade salespeople
C)   Runners
D)   Manufacturers' customer service representatives
E)   Retail salespeopleF) C) and D)
G) A) and C)

Exam 1: Selling and Salespeople

Selling capital goods to manufacturers is much easier than selling cookies to consumers.

Correct AnswerverifiedShow Answer

Relative to publicity,what are the major advantages and disadvantages of personal selling?

Correct AnswerverifiedGreater control and flexibilit...View AnswerShow Answer

One of the advantages of personal selling is that it is the most _____ method used to communicate with customers.

Correct AnswerverifiedShow Answer

What sales situations require higher creativity?

Correct AnswerverifiedSituations that require higher creativit...View AnswerShow Answer

How does the type of benefits provided by products and services affect the nature of the sales job?

Correct AnswerverifiedProducts such as chemicals and trucks ty...View AnswerShow Answer

Clara works in sales at Marylyn Cosmetics.She procures her products from the manufacturer and goes door-to-door in suburban neighborhoods to try to sell Marylyn products at discount rates.Clara can be described as a _____.

Correct AnswerverifiedShow Answer

Which of the following statements best describes someone engaged in personal selling?

Correct AnswerverifiedShow Answer

Normally,missionary salespeople and local distributor salespeople for the same firm are intensively competitive with each other as each strives to take business away from the other.

Correct AnswerverifiedShow Answer

What does it mean to say salespeople are account team managers?

Correct AnswerverifiedThis means that salespeople co...View AnswerShow Answer

Salespeople coordinate the activities within their firms to solve customer problems.

Correct AnswerverifiedShow Answer

A person who _____ would probably find a career in sales attractive.

Correct AnswerverifiedShow Answer

As a sales job category,what tasks do missionary salespeople perform?

Correct AnswerverifiedMissionary...View AnswerShow Answer

_____ sell to firms that resell the products rather than using them within the firm.

Correct AnswerverifiedShow Answer

Why does personal selling work better than other communications options available to firms selling in the business-to-business market?

Correct AnswerverifiedShow Answer

What is the role of missionary salespeople?

Correct AnswerverifiedMissionary salespeop...View AnswerShow Answer

Salespeople who spend most of their time selling their company's products in the customer's place of business are:

Correct AnswerverifiedShow Answer

Why do companies spend money on personal selling when there are so many less expensive alternatives?

Correct AnswerverifiedThe higher cost of personal selling is j...View AnswerShow Answer

Valerie's goal as a sales rep is to _____,which is the total benefit that her company's products and services provide to the buyer.

Correct AnswerverifiedShow Answer

In a selling situation,the seller's profit is the benefits received minus the selling price.

Correct AnswerverifiedShow Answer

Why do many organizations use integrated marketing communications?

Correct AnswerverifiedOrganizations use integrated marketing c...View AnswerShow Answer

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Greater control and flexibilit...
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Situations that require higher creativit...
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Products such as chemicals and trucks ty...
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Correct Answer
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Correct Answer
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Correct Answer
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This means that salespeople co...
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Missionary...
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Missionary salespeop...
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The higher cost of personal selling is j...
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Correct Answer
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Organizations use integrated marketing c...
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