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Exam 18: Personal Selling and Sales Management

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Question 31

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Irene Adler works as a salesperson for a pharmaceutical company. Adler's primary responsibilities are to contact physicians and convince them they should prescribe her company's pharmaceutical products. Although Adler is part of her company's salesforce, she does not directly solicit orders. Adler is what type of salesperson?

A) a missionary salesperson
B) an inside order taker
C) a sales engineer
D) an outside order getter

E) A) and B)
F) A) and C)

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Question 32

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The office memo read, "Sales representatives from British Columbia, Alberta, Manitoba and Saskatchewan will report directly to the regional manager." From this information, it would appear the company that issued the memo uses ________ Organization for its salesforce.

A) product
B) geographica l
C) customer
D) profit

E) None of the above
F) A) and C)

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Question 33

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One of the most popular social media and Twitter management tools is:

When after completing an 18-week sales training program, Joshua was told, "You will be paid 4 percent on net dollar volume up to $10 million. Sales in excess of $10 million command a rate of 6 percent." The company Joshua works for is using a __________for him after he completes his sales training program.

Lindsey Smith's clients include doctors, nurses and medical technologist as well as CEOs and CFOs in hospitals. Which of the following statements is true?

When a salesperson in the computer store asks "Will that be a charge or cash?", he has executed which stage of the selling process?

When using an account management policy grid, an account would typically be assigned a light personal selling call frequency if it has a:

Which of the following is NOT a sales manager's task in the implementation stage of the sales management process?

During the prospecting stage of the personal selling process, salespeople will deal with:

The__________ is a selling format based on the assumption that if given the appropriate stimulus by the salesperson, the prospect will buy.

Which of the following statements should the salesperson use as a denial response to a prospect's objection?

Consultative selling:

How does relationship selling create customer value?

Which of the following does NOT describe a situation in which personal selling occurs?

SRC Refrigeration markets refrigerated display cases for flowers. At the end of her sales presentation, the SRC salesperson asks, "Will you be wanting to make monthly payments of $75 with a 10 percent down payment or will you be writing a cheque for the full amount today?" She has just executed a(n) :

Each of the following is a technique for handling objections EXCEPT:

When Margot called the toll-free number to order one dozen water lilies from the Van Ness Water Gardens, she was using:

Doug Ames sells Mercedes Benz automobiles. While making his sales presentation to a newly qualified prospect, the prospect said, "Doug, I would really like to buy the car, but, you know, the price of the automobile is just too high". In order to answer the prospect's objection, Ames responded, "Sir, you are correct. The price of the Mercedes Benz automobile is high because of what you are getting for that price." Ames then proceeded to describe the quality of the materials used in the car, the high resale value of the car, the dependability, and the prestige associated with the Mercedes Benz. What technique did Ames use to handle the prospect's objection?

Which sales strategy is likely to be used to inform physicians at their clinics to recommend a new form of antibiotic for viruses?

The wise and ethical use of technology by salespeople is helping to build long-term relationships with their customers. This reinforces the __________era of marketing.