Personal Selling
Pre-Test Questions
Course Introduction
Personal Selling is a comprehensive course that explores the principles, strategies, and techniques essential for successful face-to-face sales interactions. Students learn about the sales process, including prospecting, needs assessment, presentation, handling objections, closing, and follow-up. The course emphasizes the development of interpersonal communication and relationship-building skills, enabling students to tailor their approaches to individual customers and build long-term client relationships. Through case studies, role-playing, and real-world simulations, learners gain practical experience in selling products and services, ethical decision making, and adapting to various sales environments across both business-to-business and business-to-consumer contexts.
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
Source URL: https://quizplus.com/study-set/1355
Page 2
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) 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
Q2) In general, the field sales manager's job is limited to sales forecasting and budgeting, training, and motivating sales personnel.
A)True
B)False
Answer: False
Q3) Listening skills are one of the top five skills needed to be successful in a solutions selling model according to a recent survey of sales executives.
A)True
B)False
Answer: True
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Page 3
Chapter 2: Strategy and Sales Program Planning
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62 Verified Questions
62 Flashcards
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Sample Questions
Q1) ____________Is the way an organization attempts to achieve its overall performance objectives.
A) strategy
B) positioning
C) business mission
D) target marketing
E) none of the above
Answer: A
Q2) A firm's sales force strategy should be derived from its marketing strategy.
A)True
B)False
Answer: True
Q3) Focusing your product on a special part of the market is an example of:
A) capital budgeting.
B) segmenting.
C) target marketing.
D) centralization.
E) penetration programming.
Answer: C
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Page 4
Chapter 3: Sales Opportunity Management
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65 Verified Questions
65 Flashcards
Source URL: https://quizplus.com/quiz/27066
Sample Questions
Q1) Sales force costs as a percent of sales are generally about the same across most industries.
A)True
B)False
Answer: False
Q2) Corporate marketing executives are usually in the best position to determine the minimum size customer on which the sales force should be calling.
A)True
B)False
Answer: False
Q3) Which of the following is the greatest time waster according to salespeople?
A) unclear communication
B) meetings
C) telephone interruptions
D) procrastination
Answer: C
Q4) Trade shows are generally not very effective in generating good sales leads.
A)True
B)False
Answer: False
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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) One danger of using price discounts to close a sale is that the customer may seek further discounts in the future.
A)True
B)False
Q2) The term "Buying Center" is used to refer to centralized buying, typically performed at an organization's headquarters.
A)True
B)False
Q3) One of the most productive use of a salesperson's time is usually to call on existing customers, rather than prospects.
A)True
B)False
Q4) It is possible for one person in an organization to occupy the role of both a technical and an economic buyer.
A)True B)False
Q5) The Economic Buyer controls the money to make a purchase. 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) Which of the following are examples of functional specialists?
A) salespeople responsible for landing new customers.
B) salespeople responsible for selling a new product line.
C) salespeople responsible for selling to end-users.
D) Only a and b above.
E) Only a and c above.
Q2) Independent sales agents are almost always compensated by paying a commission on sales.
A)True
B)False
Q3) Sales agents are usually employed when a company has a high sales volume in a particular geographic area.
A)True
B)False
Q4) Some common ways in which telemarketing is used by businesses includes all of the following <b>except</b>:
A) customer service - "800" numbers.
B) prospecting and lead qualification.
C) sales support - selling of services to compliment product purchases.
D) sales training - answering salespeople's questions about specific products.
8
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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) As a wily veteran sales manager, you understand that there are certain opportunity costs with a poor hiring decision. These opportunity costs include all of the following <b>except</b>:
A) dissatisfied customers.
B) reduction of operating costs.
C) lost sales.
D) increased market shares for competitors.
E) sales management problems.
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Available
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Chapter 8: Training
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72 Verified Questions
72 Flashcards
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Sample Questions
Q1) You have just been promoted to sales manager at your sales consulting firm. One of your first tasks is to re-design the sales training program. You realize that a well-designed sales training program typically begins with:
A) determining the training objectives
B) an analysis of what the sales force needs
C) the development of a job description for the sales position
D) the development of an evaluation system that will provide feedback on the effectiveness of each step of the training process
E) establishing a control group that will not undergo training
Q2) A complete training needs analysis includes which of the following?
A) observation and questioning of salespeople
B) review of the firm's strategic objectives
C) customer input
D) review of company records
E) all of the above
Q3) Organizations are able to accurately and objectively measure the bottom-line effects of sales training.
A)True
B)False
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Page 10
Chapter 9: Leadership
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91 Verified Questions
91 Flashcards
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Sample Questions
Q1) The incidence of alcohol and chemical abuse among salespeople as compared to other professionals is:
A) the same.
B) greater among salespeople.
C) less among salespeople.
D) unknown.
E) twice as great.
Q2) Which of the following will <b>not</b> help minimize the risk of a company losing a wrongful termination suit?
A) having company lawyers counsel the sales manager on affirmative action laws
B) establish a paper trail of the employee's performance
C) specifically spell out the reasons for the termination
D) handle the process in a humanitarian manner
E) offer attractive termination benefits package
Q3) The leading cause of plateauing for women is:
A) loss of interest in selling.
B) not having economic needs met.
C) not being adequately managed.
D) burn out from the job.
E) reluctance to be transferred.
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Chapter 10: Ethical Leadership
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77 Verified Questions
77 Flashcards
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Sample Questions
Q1) You have just been promoted to regional sales manager and your replacement for your previous job (branch sales manager) is a very hard-driving person who tends to manipulate people and bend the ethical norms somewhat to achieve her own goals. By focusing on making sure the sales manager does not take power away from you, you would be applying which moral principle?
A) conventional morality
B) idealism
C) Machiavellianism
D) relativism
E) stakeholder view
Q2) The Consumer Credit Protection Act is designed to protect consumers from false statements by salespeople about a product or service.
A)True
B)False
Q3) It is perfectly legal to set your company's own hiring practices.
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) Ability, level of motivation, and opportunity are all important determinants of performance. However, deficiencies in one factor may be offset by the others.
A)True
B)False
Q2) A generally accepted performance standard for incentive programs is to produce $4 for each $1 put into them.
A)True
B)False
Q3) Buying Power Index measures the buying power of the world.
A)True
B)False
Q4) According to equity theory, people will evaluate their treatment in comparison of that of "relevant others".
A)True
B)False
Q5) Sales contests are usually held over periods of a year or more.
A)True B)False
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Chapter 12: Compensating Salespeople
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84 Verified Questions
84 Flashcards
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Sample Questions
Q1) You were given the mandate by your boss to change the compensation plan so that the total salesperson compensation (salary plus commission) is lowered. You think you have finally selected a compensation method and wage level that meets your boss's requirements. According to your text, what would you do next?
A) Implement the plan immediately because it fits the requirement of lowering overall salesperson compensation.
B) Get salesperson feedback about your ideas.
C) Check to see how the salespeople would fare under the new plan by using sales figures from the previous year and calculating expecting compensation.
D) Make sure that the accounting department can implement the new plan.
E) Tell the salespeople that they have been overpaid and now you are bringing them back to reality.
Q2) Salary compensation plans tend to overpay the least productive salespeople.
A)True
B)False
Q3) The most common combination plan is the salary-plus-commission-plus-bonus plan.
A)True
B)False
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Page 14
Chapter 13: Evaluating Sales Force Performance
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95 Verified Questions
95 Flashcards
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Sample Questions
Q1) Evaluation is essentially a comparison of sales force goals and objectives with actual achievements in the field.
A)True
B)False
Q2) The advantage a performance matrix is:
A) its ability to explain the activities of sales representatives.
B) its ability to clarify accomplishments of the sales force on one clear-cut dimension.
C) it directs the sales manager to which performance measures are most appropriate for the review process.
D) a and c of the above.
E) b and c of the above.
Q3) Focusing on the different types of activities carried out by field representatives is an inherent part of:
A) behavioral control systems.
B) outcome control systems.
C) output management.
D) territorial management.
E) portfolio management.
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15
Chapter 14: Estimating Potentials and Forecasting Sales
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85 Verified Questions
85 Flashcards
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Sample Questions
Q1) At least three periods of data are needed for a moving average.
A)True
B)False
Q2) Although many firms use seasonal adjustments, they do not significantly reduce forecasting errors.
A)True
B)False
Q3) The city of Sacramento has 0.165% of U.S. income, 0.166% of retail sales, and 0.142% of the U.S. population. Sacramento's buying power index is:
A) 0.825
B) 0.498
C) 0.284
D) 0.161
E) none of the above
Q4) Time series projections cannot be improved by making adjustments to eliminate seasonal effects.
A)True
B)False
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Chapter 15: Territory Design
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47 Verified Questions
47 Flashcards
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Sample Questions
Q1) Computer programs are increasingly being used to design sales territories.
A)True
B)False
Q2) Combining control units is a fundamental part of the <b>build-up method</b> of territory design.
A)True
B)False
Q3) Which of the following is the most finite geographic control unit used in sales territory alingment:
A) countries.
B) zip codes.
C) census tracts.
D) individual customers.
E) none of the above.
Q4) Balancing territories becomes increasingly more difficult as you add more allocation factors.
A)True
B)False
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Chapter 16: Sales Force Investment and Budgeting
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40 Verified Questions
40 Flashcards
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Sample Questions
Q1) The sales response approach to determining sales force size is based on the relationship between sales force effort and the sales response.
A)True
B)False
Q2) The Customer-Product matrix is a budgeting tool for analyzing the source of anticipated revenues.
A)True
B)False
Q3) The company wants to spend 5% of sales on the sales force, the cost of supporting a salesperson is estimated at approximately $127,500 per person, and 15% of the sales force budget is for management and other costs. Using the percent of sales method, calculate the sales force budget, if sales are forecasted to be $12 million.
A) $420,000
B) $480,800
C) $510,000
D) $600,800
E) none of the above
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