Question 1

Robert performs sales activities such as prospecting, assessing the situation and determining the needs to be met, presenting the capabilities for satisfying these needs, and closing the sale.Robert is in which type of sales job?

Accepted Answer

Robert's role involves activities like prospecting, assessing needs, presenting capabilities, and closing sales, which are characteristics of creative selling. Missionary sales reps focus on educating customers and promoting products, while distributors focus on logistics and supply chain management. Providers and order-takers are not applicable in this scenario.

Question 2

In some industries, personal selling accounts for most of the promotional budget.This is true because

Accepted Answer

Personal selling often accounts for a significant portion of the promotional budget in some industries because it usually requires multiple interactions to close a deal. Unlike mass media advertising, which can reach many potential customers at once but with less personalization, personal selling involves direct, one-on-one interactions that can be more effective in complex sales situations but also more time-consuming and costly, necessitating multiple contacts to successfully close a sale.

Question 3

Personal selling has many advantages over other communications methods.However, most companies do not use this extensively.Which of the following is a reason for this?

Accepted Answer

Personal selling is generally considered to be the most expensive communication method due to the high cost of hiring, training, and compensating sales professionals. This cost factor often makes companies reluctant to use personal selling as extensively as they might like.

Question 4

At Little Corp., Rick works as an order taker while Dev works as a missionary sales rep.Sasha is the only creative seller in the firm.Which of the following is most likely to happen when Rick encounters a situation that involves a major purchase decision if they follow a typical personal-selling procedure?

Accepted Answer

Since Rick works as an order taker, it is not his responsibility to make major purchase decisions. As Sasha is the creative seller in the firm, it is most likely that Rick will route the sale to her to handle the situation.

Question 5

Rafael visits an agent from whom he has purchased auto insurance to clarify some queries.Once the agent clarifies his queries, he asks Rafael if he has renters' insurance.After a briefing by the agent, Rafael is convinced that he needs renters' insurance and signs up for it.The agent's act of striking a second deal is an example of

Accepted Answer

The agent's act of convincing Rafael to purchase renters' insurance is an example of cross-selling, where the agent is selling an additional product to an existing customer.

Question 6

The _____ is the salesperson who introduces new products, promotions, and/or programs to potential customers without directly closing the sale.

Accepted Answer

A missionary sales representative is someone who introduces new products, promotions, and/or programs to potential customers without directly closing the sale. They focus on building relationships and generating interest in the product rather than making an immediate sale.

Question 7

Salespeople who travel to customers just to get their orders are called

Accepted Answer

Field order takers are salespeople who travel to customers primarily to collect orders, rather than to persuade the customer to buy, which distinguishes them from order getters who actively seek to generate new sales.

Question 8

HRTech is a company that provides human resource management (HRM) services for small- and medium-sized businesses.HRTech visits LW Corp.for a sales presentation.At the end of the presentation, the sales person of HRTech asks, "Do you think you would like us to set up a personalized HR system for you?" This question is an example of a(n)

Accepted Answer

This question is an example of a "close," where the salesperson is attempting to conclude the sale by asking for a decision from the potential client.

Question 9

People who work at desk-jobs in the sales office and receive orders by phone, mail, or the Internet are called

Accepted Answer

Inside order takers are those who work within an office environment, handling orders that come through phone, mail, or online, as opposed to field order takers who work outside the office, directly with clients.

Question 10

Which of the following steps of selling is performed right before demonstrating the capabilities of the firm and its products?

Accepted Answer

The answer of Which of the following steps of selling...

Question 11

Tia works in the sales team of Blitz Inc.Her role involves receiving orders by phone or email.If she faces a situation that involves a major purchase decision, she forwards the email or call to Dan, a creative seller in the team.Tia is most likely to be a(n) _____ for Blitz.

Accepted Answer

Tia's role involves receiving orders, which makes her an inside order taker. Her forwarding major purchase decisions to Dan makes her a part of the sales support team, rather than a missionary or outside order getter. "Field order taker" is not a relevant term in this context.

Question 12

Leads are different from prospects in that

Accepted Answer

Leads are individuals or companies who have shown interest in the product or service offered, but may not necessarily have a need for it. On the other hand, prospects are individuals or companies who have been identified as having a need for the product or service offered. Therefore, leads are not as qualified as prospects and may need further nurturing before they become prospects.

Question 13

Which of the following products is likely to be the most expensive in terms of sales call costs?

Accepted Answer

Sales calls for computers are likely to require technical expertise and longer consultation periods, resulting in higher costs for the company selling the products. Cosmetics, personal care products, cigarettes, and liquor may require less time and expertise during sales calls in comparison.

Question 14

Catharine introduces new products, new promotions, and new programs to customers, while the actual order is taken by Salim, the company's order taker.Catharine is likely to be a(n)

Accepted Answer

The answer of Catharine introduces new products, new promotions, and...

Question 15

Adoption of a customer relationship management (CRM) approach will require sales managers to

Accepted Answer

Adoption of a CRM approach may require sales managers to decrease the use of traditional sales strategies as they will need to focus more on building relationships with customers and understanding their needs and preferences. CRM emphasizes building long-term collaborations and customer loyalty. Direct marketing and websites can still be used as part of the overall marketing strategy but may need to be integrated into the CRM approach. Building relationships based on trust is a key factor in CRM success.

Question 16

Which of the following types of sales jobs requires the most skill and preparation?

Accepted Answer

Creative sellers require the most skill and preparation as they need to develop innovative strategies to sell products or services, often in competitive or complex markets.

Question 17

Nina, marketing head of Red Inc., changes the existing marketing strategy by adopting a customer relationship management (CRM) approach.Which of the following is likely to be a consequence of Nina's choice of the CRM approach?

Accepted Answer

Adopting a CRM approach involves building long-term relationships with customers through personalized communication and interaction. This will likely result in an increased use of direct marketing techniques to engage with customers personally and build stronger relationships. Thus, the role of direct marketing is likely to increase as a consequence of Nina's choice of the CRM approach.

Question 18

Order taking is most likely to happen at the stage of

Accepted Answer

Order taking typically occurs during the stage of closing the sale when the salesperson has successfully addressed any objections, built rapport with the customer, and convinced them that their product or service is the best solution for their needs. This is the final step before completing the sale and taking the customer's order. Feedback, objection handling, need determination, and pre-approach all occur earlier in the sales process and are not directly related to order taking.

Question 19

Which type of sales personnel would most likely be handling sales situations involving straight rebuy?

Accepted Answer

Straight rebuy is a situation where the customer is a repeat buyer who is satisfied with the product and simply needs to reorder it. In this case, an order taker would be the most appropriate type of sales personnel who can handle routine orders efficiently. Missionary sales representatives, problem solvers, creative sellers, and prospectors are more suited for complex sales situations where the customer needs help with product information, customization, or problem-solving.

Question 20

Which of the following involves some tasks of creative selling, but does not include taking an order?

Accepted Answer

A missionary salesperson focuses on educating and promoting a particular product or service, often in settings such as trade shows or seminars. While they may perform some creative selling tasks, they typically do not take orders directly. Telemarketers, route salespeople, field order takers, and inside sales reps all involve taking orders as part of their sales responsibilities.

Quiz 22: Personal Selling Online