Question 1

Much of the criticism of salespeople regarding their lack of honesty and the use of high pressure tactics is really aimed at

Accepted Answer

Order getters are typically the salespeople who are most often criticized for using high-pressure tactics and lacking honesty because their primary role involves actively seeking out sales and persuading customers, which can sometimes lead to aggressive sales techniques.

Question 2

Which of these types of sales personnel is usually the most highly paid?

Accepted Answer

Order getters are typically the most highly paid among sales personnel because their role involves actively seeking out and winning new customers, which directly contributes to the revenue and growth of the company. They often have to use their skills to persuade and negotiate, which are highly valued in sales.

Question 3

What type of salesperson is most likely to be paid on the basis of a straight commission?

Accepted Answer

Order getters are most likely to be paid on the basis of a straight commission because their primary role involves actively seeking out and winning new customers or convincing current customers to make additional purchases, directly impacting sales volume and revenue.

Question 4

Proprietary-drug makers often use detail persons to describe appropriate uses and recommended dosages, as well as explain the possible side effects of new drugs. Although they distribute written material and samples for patient use, detail persons do not actually sell products. What type of salesperson is involved here?

Accepted Answer

Missionary salespeople focus on promoting their company's products without directly making sales, often providing information and education to potential users, which aligns with the activities described.

Question 5

Which sales technique is most appropriate when salespersons are inexperienced, their turnover is high, and the products are heavily advertised?

Accepted Answer

Canned sales presentations are most appropriate in this scenario because they provide a structured and standardized script for salespersons to follow. This is particularly useful for inexperienced salespersons or when there is high turnover, as it ensures consistency in the sales message. Additionally, when products are heavily advertised, the key features and benefits are likely already familiar to potential customers, making a standardized presentation effective.

Question 6

In comparison with the canned sales presentation, the need-satisfaction approach

Accepted Answer

The need-satisfaction approach requires the salesperson to understand and respond to the customer's specific needs, which demands more training and skill than the more scripted canned sales presentation approach.

Question 7

The need-satisfaction approach closely coincides with

Accepted Answer

The need-satisfaction approach is a fundamental aspect of the marketing concept, which focuses on identifying and meeting the needs and wants of customers.

Question 8

A building contractor has purchased a list of new families that have moved into three neighboring towns as a means of increasing business from new accounts. This listing is an example of

Accepted Answer

The answer of A building contractor has purchased a list...

Question 9

Which method of prospecting has the highest wasted audience?

Accepted Answer

Listings of possible customers in a local telephone directory have the highest wasted audience because they include a broad and unfiltered range of individuals or businesses, many of whom may not be interested in or relevant to the specific product or service being offered. This method lacks the targeting present in referrals, industry-specific listings, or lists of former customers, leading to a higher proportion of uninterested parties.

Question 10

Telephoning recent buyers of major appliances and offering them an extended warranty is part of the follow-up stage of the selling process. It can also be considered

Accepted Answer

Lead prospecting involves identifying potential customers who have shown an interest in the product or service, in this case, by purchasing a major appliance, making them a target for additional offers such as extended warranties.

Question 11

A new car dealer is offering $100 to a current customer for his/her referring a new customer. This practice most closely resembles which sales promotion practice?

Accepted Answer

Referral gifts are incentives given to existing customers for referring new customers to a business, which is exactly what the car dealer is doing by offering $100 to a current customer for referring a new customer.

Question 12

During what stage in the selling process would a real-estate salesperson be most likely to ask a client such questions as: "When do you plan to move?" "How many bedrooms and bathrooms do you require?" and "What down payment can you make?"

Accepted Answer

These questions are typically asked during the Approach stage of the selling process, where the salesperson begins to understand the client's needs and establish rapport.

Question 13

Which of these stages of the selling process would usually be omitted in a canned sales presentation?

Accepted Answer

In a canned sales presentation, the pre-approach stage is often omitted because the presentation is standardized and does not require customization or prior research about the customer.

Question 14

A disadvantage to assigning salespeople on the basis of the similarity of the customer and salesperson is that

Accepted Answer

Assigning salespeople based on the similarity between the customer and salesperson can lead to inefficiencies such as needing multiple salespeople to cover the same geographic area, as different salespeople may be required to match with different types of customers within the same territory.

Question 15

An advantage to assigning sales territories on the basis of geographic area (such as ZIP code) is that salespeople can

Accepted Answer

Assigning sales territories based on geographic areas allows salespeople to manage their territories more efficiently, reducing the distance they need to travel between clients or potential clients. This efficiency in travel directly leads to reduced travel time and expenses.

Question 16

Two salespeople each have territories of equal potential. However, salesperson A's territory is in the downtown area of a major city, while salesperson B has a rural territory. In all likelihood, salesperson B will

Accepted Answer

Salesperson B, working in a rural territory, will likely have to travel greater distances between accounts compared to salesperson A in a dense downtown area. This increased travel time will result in fewer total yearly calls.

Question 17

The best method for compensating a missionary salesperson is a

Accepted Answer

The answer of The best method for compensating a missionary...

Question 18

A new firm has financial controls so that expenses can be maintained as a constant percentage of sales. The best method of salesperson compensation for this firm is a

Accepted Answer

A straight commission plan aligns with the firm's goal of maintaining expenses as a constant percentage of sales, as the salesperson's compensation directly varies with the sales they generate.

Question 19

A major supermarket provides "instant" coupons for selected products on a shelf location alongside the product. A coupon dispenser provides a coupon to each customer based upon the customer's pressing a button. A major advantage to this "instant" coupon over the traditional coupon format (in which consumers cut coupons in their home) is that

Accepted Answer

Instant coupons at the point of purchase make savings accessible to all consumers, not just those who take the time to cut coupons at home.

Question 20

Which of these is NOT a characteristic of sales promotion?

Accepted Answer

Sales promotion typically focuses on short-term incentives to encourage purchasing or sales of a product or service, rather than stressing product-based benefits, which is more characteristic of advertising or personal selling.

Quiz 19: Personal Selling and Sales Promotion