Course Introduction
Consultative Selling Final
Test Solutions
Consultative Selling focuses on the strategies and practices of building strong, value-driven relationships with clients to address their needs through collaborative problem-solving. This course explores key concepts such as need discovery, active listening, questioning techniques, and solution development, emphasizing the shift from traditional product-focused sales to a customer-centric approach. Students will learn to analyze client businesses, develop tailored proposals, and engage in effective negotiations, all while fostering trust and long-term partnerships. Practical case studies and real-world sales scenarios prepare participants to become effective consultative sales professionals in todays competitive marketplace.
Recommended Textbook
Dalrymples Sales Management Concepts and Cases 10th Edition by William L. Cron
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16 Chapters
1140 Verified Questions
1140 Flashcards
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Chapter 1: Introduction to Selling and Sales Management
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40 Verified Questions
40 Flashcards
Source URL: https://quizplus.com/quiz/27064
Sample Questions
Q1) _______is typically designed to "Pull" merchandise through the channel whereas ________ is designed to answer customer questions and to persuade buyers to sign purchase orders.
A) sales promotion, advertising
B) price, personal selling
C) advertising, sales promotion
D) personal selling, sales promotion
E) advertising, personal selling
Answer: E
Q2) Which is not an important aspect of the sales manager's job?
A) recruiting
B) training
C) motivating
D) evaluating
E) mass advertising
Answer: E
Q3) The sales force is only responsible for generating revenues.
A)True
B)False
Answer: False
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Chapter 2: Strategy and Sales Program Planning
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62 Verified Questions
62 Flashcards
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Sample Questions
Q1) The sales force is most likely to be involved in which of the following supply chain management sub-processes?
A) managing inbound logistics.
B) managing process technology.
C) managing channel partners.
D) managing outbound logistics.
E) managing supplier relationships.
Answer: C
Q2) When a customer purchases from a particular supplier primarily because of the consistency of its product quality, the customer and supplier are most likely in a transactional relationship.
A)True
B)False
Answer: True
Q3) A firm's sales force strategy should be derived from its marketing strategy.
A)True
B)False
Answer: True
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Chapter 3: Sales Opportunity Management
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65 Verified Questions
65 Flashcards
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Sample Questions
Q1) Customer Lifetime Value (CLV) is used by some companies to allocate their marketing and sales force resources.
A)True
B)False
Answer: True
Q2) The biggest time wasters for most people are activities/events that have high apparent urgency, but are low in personal importance.
A)True
B)False
Answer: True
Q3) Which of the following is included when calculating Customer Lifetime Value?
A) a discount rate
B) future product purchases
C) the average contribution margin from purchases
D) none of the above
E) all of the above
Answer: C
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Chapter 4: Account Relationship Management
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63 Verified Questions
63 Flashcards
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Sample Questions
Q1) An advocate is usually needed in complex business-to-business sales situations because the salesperson is not seen as being trustworthy.
A)True
B)False
Q2) When selling to an economic buying influence such as a chief executive officer, salespeople are likely to do which of the following?
A) emphasize the contract's financial consequences for the organization
B) discuss how the deal would improve the firm's competitive position
C) discuss how corporate wide contracts can reduce costs per unit to the buyer
D) both a and b above
E) all of the above
Q3) Which of the following encourages parties to progress into a fully committed buyer-seller relationship?
A) the creation of value
B) building trust in your partner
C) meeting each partner's expectations
D) both a and b above
E) all of the above
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Chapter 5: Customer Interaction Management
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68 Verified Questions
68 Flashcards
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Sample Questions
Q1) According to the findings of a study comparing successful with less successful salespeople, successful people will open the selling process by focusing on product benefits.
A)True
B)False
Q2) Many salespeople are reluctant to close - the major reason being fear of rejection.
A)True
B)False
Q3) Before meeting with a prospect, which of the following may be an important source of information:
A) the prospect's business facilities.
B) other salespeople.
C) current customers.
D) the internet
E) all of the above
Q4) "Recognition by one's boss" is an example of a task motive for making a purchase decision.
A)True B)False
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Chapter 6: Sales Force Organization
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76 Verified Questions
76 Flashcards
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Sample Questions
Q1) Motivation and retention continue to be two management problems associated with telemarketing sales forces.
A)True
B)False
Q2) A 3M engineer responsible for working with the design engineers in an customer account is an example of an end-user specialists
A)True
B)False
Q3) The primary objective of forming a functional team sales organization is to develop a closer customer relationship when servicing existing customers.
A)True
B)False
Q4) A simple geographic organization of a sales force generally works best when the product line is fairly broad and complex.
A)True
B)False
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Page 8
Chapter 7: Recruiting and Selecting Personnel
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87 Verified Questions
87 Flashcards
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Sample Questions
Q1) As an executive with Apsi-Chem, a major supplier of fertilizer in Colorado, you decide to create an application blank in order to provide your sales managers with standardized information on candidates. In order to avoid being sued for discriminatory hiring practices, questions concerning the following variables could be asked:
A) sex or age exceeding 18 years.
B) resident status.
C) marital status.
D) reasons for dishonorable military discharge
E) none of the above.
Q2) Hiring salespeople who have a different perspective than that of your company culture will always improve an organization because they bring a new cultural perspective.
A)True
B)False
Q3) The law states that employers have the option, but are not required, to provide reasonable accommodations for handicapped new hires.
A)True
B)False
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9
Chapter 8: Training
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72 Verified Questions
72 Flashcards
Source URL: https://quizplus.com/quiz/27071
Sample Questions
Q1) Individual sales training programs may be designed to accomplish which of these specific objectives?
A) time management
B) territory management
C) product knowledge
D) company orientation
E) all of the above
Q2) Your company is moving toward a flatter organizational structure next year. You want to keep all of your salespeople productive and happy, but you realize that this will become more difficult because of fewer advancement opportunities. You decide to meet with your salespeople to let them know of the changes because this is an excellent time to provide:
A) centralized sales training to reinforce current behaviors.
B) individualized career planning.
C) more reporting requirements to make sure the salespeople are doing their job.
D) a more challenging quota to focus their efforts on their current job.
E) because this decision was made without your input, there is nothing you can do.
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Chapter 9: Leadership
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91 Verified Questions
91 Flashcards
Source URL: https://quizplus.com/quiz/27072
Sample Questions
Q1) A sales manager who states the following is using what type of power: "Joe, as a favor for me, could you take over the new territory?"
A) legitimate
B) expertise
C) referent
D) coercive
E) reward
Q2) The assessment phase of a change management project is where sales managers engage in reexamining the customer operating environment.
A)True
B)False
Q3) An important step in dealing with sexual harassment is to have written procedures on how employees should deal with such behavior.
A)True
B)False
Q4) Intuition refers to a leader's ability to bring about change in sharing a vision.
A)True
B)False
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Chapter 10: Ethical Leadership
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77 Verified Questions
77 Flashcards
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Sample Questions
Q1) The first place to look for guidelines on ethical behavior in the workplace is:
A) the job description.
B) court opinion and legislation.
C) the Golden Rule.
D) Social Darwinism.
E) Machiavelli
Q2) If a salesperson displays Machiavellian tendencies, we would also expect to find:
A) psychological disorders.
B) abnormally low customer satisfaction.
C) lower ethics than other salespeople.
D) lax ethical rules or guidelines put in place by the organization.
E) a sales management team rewarding such behavior.
Q3) The moral climate of a business is seldom based on the words and actions of its top executives.
A)True
B)False
Q4) In general, relativism leads to better ethical decisions than idealism.
A)True
B)False
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Chapter 11: Motivating Salespeople
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88 Verified Questions
88 Flashcards
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Sample Questions
Q1) Herzberg's Motivation Theory referred to the desire for unfulfilled needs as:
A) deficiency factors.
B) motivation factors.
C) achievement factors.
D) hygiene factors.
E) ego factors.
Q2) Buying Power Index measures the buying power of the world.
A)True
B)False
Q3) Studies indicate that sales performance is usually highest during the maintenance career stage.
A)True
B)False
Q4) A problem that is likely to arise when having an incentive program at the same time each year is:
A) burnout of the sales force.
B) exhausting the firms compensation budget.
C) money will eventually lose its ability to motivate.
D) salespeople may withhold orders just prior to the contest.
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Chapter 12: Compensating Salespeople
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84 Flashcards
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Sample Questions
Q1) With regard to compensation programs, most firms just use a draw against commission.
A)True
B)False
Q2) More firms use straight commission plans than any other type of compensation plan.
A)True
B)False
Q3) You are leaning towards implementing a salary plus commission plan for your sales force. You recognize that this plan is popular because it provides:
A) fixed income security.
B) incentive to increase sales.
C) both fixed income security and incentive to increase sales.
D) stock options in all cases.
E) none of the above.
Q4) The goal of the compensation package is to reward employees for their efforts without putting the firm's profitability in jeopardy.
A)True
B)False
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Chapter 13: Evaluating Sales Force Performance
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95 Verified Questions
95 Flashcards
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Sample Questions
Q1) You were asked to develop a sales force evaluation system by your boss. The first step in this process is:
A) Decide how the goals will be achieved.
B) Set performance standards for different levels of salespeople.
C) Set performance standards for individual products.
D) Decide what you want the sales force to accomplish.
E) Look at the differences between performance standards and hypothetical results from future sales.
Q2) If you, as the sales manager, were given the task of implementing a method to keep track of field representative activities, which of the following would be best course of action? "I would institute "
A) quotas.
B) daily call reports.
C) spot checks.
D) MBO.
E) Online customer buying capabilities.
Q3) A sales force evaluation model does not include taking corrective action.
A)True
B)False
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Page 15
Chapter 14: Estimating Potentials and Forecasting Sales
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85 Verified Questions
85 Flashcards
Source URL: https://quizplus.com/quiz/27077
Sample Questions
Q1) Pat Murphy is working on a special project for the marketing manager of the Television Land Company. The marketing manager asked Pat to determine the unit potential demand for color television sets in Indianapolis. All the data Pat was given is provided below. What is the correct unit potential demand that pat should have calculated? (Within errors of rounding) Given:
Per capital expenditures on TV sets per year = 180
Average price = $500
Population of Indianapolis = 1,000,000
Proportion spent on TV sets = .40
Proportion spent on black and white sets = .35
Proportion spent on color TV sets = .65
A) 504
B) 693
C) 936
D) 1287
E) It cannot be calculated from the information given.
Q2) A limitation of simple regression forecasting is the assumption that sales follow a linear pattern.
A)True
B)False
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Page 16
Chapter 15: Territory Design
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47 Verified Questions
47 Flashcards
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Sample Questions
Q1) Well-designed sales territories can reduce a sales department's overall travel expenses.
A)True
B)False
Q2) An effort should usually be made to equalize territories on size, sales potential, and workload.
A)True
B)False
Q3) Which of the following are possible criteria used to make territory allocations:
A) current customer base.
B) the Buying Power Index.
C) number of prospects.
D) a and c only.
E) all of the above.
Q4) The "equal opportunity" principle in designing sales territories is that:
A) territories should be assigned regardless of race, religion, age, or sex.
B) creating territories of equal sales potential.
C) having equal compensation among salespeople.
D) a and b only.
E) all of the above.
Page 17
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Chapter 16: Sales Force Investment and Budgeting
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40 Verified Questions
40 Flashcards
Source URL: https://quizplus.com/quiz/27079
Sample Questions
Q1) The sales force sizing approach that examines the total amount of sales time needed to service all customers is known as the
A) workload approach
B) sales effort approach
C) sales response approach
D) percent of sales approach
E) none of the above
Q2) Sales carryover refers to the phenomenon of some portion of current sales being a function of previous sales efforts.
A)True
B)False
Q3) The sales force sizing approach that is based on the sales costs and profit targets is known as the
A) workload approach
B) sales effort approach
C) sales response approach
D) percent of sales approach
E) none of the above
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