Professional Selling
Final Exam
Course Introduction
Professional Selling explores the principles, techniques, and strategies essential for effective salesmanship in todays dynamic business environment. The course covers the entire sales process, from prospecting and identifying customer needs to presenting solutions, handling objections, and closing deals. Students will learn about building customer relationships, ethical selling practices, and the role of technology in modern sales. Through case studies, role-playing, and real-world projects, participants will develop practical communication, negotiation, and persuasion skills vital for success in professional sales careers.
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) Although many sales managers may reach their positions in a firm because of their sales ability, continued success often depends on their administrative talents.
A)True
B)False
Answer: True
Q2) "You can rant and rave and threaten, but the most effective way to get results is to show someone what you want done." This statement is most closely associated with which competency:
A) team building.
B) coaching.
C) strategic action.
D) self-management.
E) both a and b of the above.
Answer: B
Q3) Recent advances in technology have created an explosion of new sales and service channels.
A)True
B)False
Answer: True
To view all questions and flashcards with answers, click on the resource link above.
Page 3
Chapter 2: Strategy and Sales Program Planning
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62 Verified Questions
62 Flashcards
Source URL: https://quizplus.com/quiz/27065
Sample Questions
Q1) The sales force is generally more involved in a firm's supply chain management (SCM) efforts, than in its customer relationship management (CRM) processes.
A)True
B)False
Answer: False
Q2) Strategic marketing planning focuses on identifying market segments and a designing targeting strategy.
A)True
B)False
Answer: False
Q3) It is very unusual for the customer to be the one to initiate an enterprise type relationship with a supplier.
A)True
B)False
Answer: True
Q4) Supply chain management is a Level 1, top management decision.
A)True
B)False
Answer: False
To view all questions and flashcards with answers, click on the resource link above. 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) A key aspect of managing time effectively is:
A) to increase effort in daily activities.
B) to switch often between several tasks.
C) not to limit what you can accomplish ("never say no").
D) to recognize and control time-wasters.
E) all of the above.
Answer: D
Q2) A good example of a directory for business-to-business selling would be:
A) the Fortune 500 listing.
B) the Associated Almanac.
C) the Businessweek Industrial Index.
D) the Thomas Register of American Manufacturers.
Answer: D
Q3) A salesperson is well advised to provide the same level of service (e.g., number of sales calls) to all accounts in an effort to increase sales volume.
A)True
B)False
Answer: False
To view all questions and flashcards with answers, click on the resource link above. Page 5
Chapter 4: Account Relationship Management
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63 Verified Questions
63 Flashcards
Source URL: https://quizplus.com/quiz/27067
Sample Questions
Q1) A Technical buyer influence's primary focus in the purchasing process is on product or service specifications.
A)True
B)False
Q2) In the U.S., the first step in organizational purchasing is for the buyer to develop a personal relationship with the seller.
A)True
B)False
Q3) With a buying center, salespeople can usually ignore either the purchasing agent or the user of the product, as long as they can influence the economic buyer.
A)True
B)False
Q4) Most buying organizations assign an "advocate" to new salespeople for the purpose of educating them about their operations.
A)True
B)False
To view all questions and flashcards with answers, click on the resource link above. Page 6
Chapter 5: Customer Interaction Management
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68 Verified Questions
68 Flashcards
Source URL: https://quizplus.com/quiz/27068
Sample Questions
Q1) Presenting what you perceive to be a solution for a customer's problem before the customer is ready to make a purchase decision, is most likely to jeopardize the sale in which of the following types of relationships
A) transactional
B) consultative
C) enterprise
D) only b and c above
E) a, b, and c above
Q2) The best advice about when to close is to close early and decisively.
A)True
B)False
Q3) According to Wilson Learning Corporation's process for addressing customer concerns, what is the first thing you should do after listening to a client's concern?
A) clarify the real issue
B) problem solve
C) determine if the concern is real
D) present alternative solutions
E) none of the above
To view all questions and flashcards with answers, click on the resource link above.
7
Chapter 6: Sales Force Organization
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76 Verified Questions
76 Flashcards
Source URL: https://quizplus.com/quiz/27069
Sample
Questions
Q1) The main objective of developing a strategic account program is to:
A) expand geographic sales coverage on a nationwide basis to take full advantage of total sales potential.
B) Provide an enterprise type of relationship with some customers and a consultative relationship to others.
C) free-up more of the regular sales force's time.
D) both a and b above.
E) all of the above.
Q2) Although telemarketing holds many benefits, gaining acceptance for telemarketing by the field sales force can be difficult because:
A) field salespeople may feel threatened by telemarketers.
B) field salespeople fear an increased work load.
C) telemarketers are unfriendly towards field salespeople.
D) both a and b above.
E) none of the above.
Q3) Many companies service their small accounts by using telemarketing.
A)True
B)False
To view all questions and flashcards with answers, click on the resource link above.
8
Chapter 7: Recruiting and Selecting Personnel
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87 Verified Questions
87 Flashcards
Source URL: https://quizplus.com/quiz/27070
Sample Questions
Q1) Classified ads have the advantage(s) of:
A) attracting only qualified candidates.
B) reaching a wide audience.
C) attracting candidates who are not actively looking for a job.
D) all of the above.
E) both b and c of the above.
Q2) Besides observing what salespeople do on the job, additional information in analyzing sales jobs can best be obtained by:
A) conversing with the personnel department.
B) analyzing financial reports.
C) interviewing sales managers and customers.
D) reviewing the general organization structure.
E) looking at job descriptions at other firms in the same industry.
Q3) The process of aligning a company's recruiting strategies to its core culture should help attract and retain higher performing salespeople as compared to those companies whose recruiting processes are reactive and culturally disconnected.
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) The ultimate objective of any training program is to increase the sales and/or profits of the firm.
A)True
B)False
Q2) The three most popular sales trainers are regular line executives, staff personnel, and outside specialists.
A)True
B)False
Q3) Line executives are not as popular as staff trainers in industrial and consumer products companies because:
A) they are often unable to communicate information to others.
B) they are usually preoccupied with current sales problems.
C) they may not take the time to do a good job.
D) all of the above.
E) none of the above - the statement is false.
Q4) Time management is not a critical factor in managing the sales force.
A)True
B)False
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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) Sales meetings are defined most often by which categories when referring to the size of its scope?
A) internal, external
B) local, regional, national
C) motivational, recognition
D) new or old products
E) beginning training or advanced training
Q2) As a newly hired salesperson, you have been assigned to a territory where your manager basically communicates in a style that tells you when and how to close a sale, with little opportunity for feedback or questions from you. This is an example of which leadership style?
A) telling
B) delegating
C) supporting
D) selling
E) authoritative
Q3) Sales meetings are typically organized around three factors: meeting objectives, budgets, and location/timing.
A)True
B)False
To view all questions and flashcards with answers, click on the resource link above. Page 11
Chapter 10: Ethical Leadership
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77 Verified Questions
77 Flashcards
Source URL: https://quizplus.com/quiz/27073
Sample Questions
Q1) "How much is too much" in today's business world?
A) taking a customer to lunch
B) occasionally taking a client and spouse to a dinner and floor show
C) twenty-five dollar gifts once a year
D) all of the above
E) none of the above
Q2) When evaluating an option on a difficult moral decision, managers must consider:
A) legal implications.
B) appearances to top management.
C) benefits to the employee and the organization.
D) all of the above.
E) both a and c of the above.
Q3) A relativistic manager tends to reject universal moral rules and make decisions on the basis of personal values.
A)True
B)False
Q4) Machiavelli was philosophically a <b>realist</b>.
A)True
B)False
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Chapter 11: Motivating Salespeople
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88 Verified Questions
88 Flashcards
Source URL: https://quizplus.com/quiz/27074
Sample Questions
Q1) _______________ are more optimistic goals used to stimulate the sales force, whereas _______________ are the maximum share of demand in each product market that a multi-product firm can attain under ideal conditions, and are generally unrealistic objectives.
A) Sales forecasts, quotas
B) Quotas, sales forecasts
C) Quotas, sales potentials
D) Sales potentials, quotas
Q2) Providing frequent feedback is recommended for goal setting to be effective.
A)True
B)False
Q3) Studies indicate that sales performance is usually highest during the maintenance career stage.
A)True
B)False
Q4) "Working smarter" refers to the understanding that an increase in the right kind of effort will produce greater performance.
A)True
B)False
To view all questions and flashcards with answers, click on the resource link above. Page 13
Chapter 12: Compensating Salespeople
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84 Verified Questions
84 Flashcards
Source URL: https://quizplus.com/quiz/27075
Sample Questions
Q1) The compensation plan in which virtually every type of sales activity is rewarded, is a:
A) progressive incentive rate plan.
B) salary plus commission plus bonus plan.
C) straight commission.
D) fringe benefit plan.
E) none of the above.
Q2) Salary programs are most appropriate when it is difficult to relate the efforts of individual salespeople to the size or timing of a sale.
A)True
B)False
Q3) In designing plans one must balance the goals of the firm, as well as the needs of the sales force and customers.
A)True
B)False
Q4) Wage caps are used by some firms to prevent salespeople from making too much money.
A)True
B)False
To view all questions and flashcards with answers, click on the resource link above. Page 14
Chapter 13: Evaluating Sales Force Performance
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95 Verified Questions
95 Flashcards
Source URL: https://quizplus.com/quiz/27076
Sample Questions
Q1) Managers who control stockbrokers, insurance and other salespeople commission tends to emphasize ______________measures of performance.
A) outcome
B) input
C) regression-based
D) behavioral.
E) none of the above.
Q2) One can look at sales results by breaking them out by territories.
A)True
B)False
Q3) One problem with using sales results in evaluating salespeople is that they do not adequately measure conditions faced by salespeople in the field.
A)True
B)False
Q4) Once sales managers have reliable measures of potential, the next step is to convert these numbers into planned sales figures for each territory.
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) Sales force composite methods involve regression analysis.
A)True
B)False
Q2) The main consideration with forecasting by ____________ is that it is difficult to teach someone how to forecast using this method.
A) sales force composite
B) jury of executive opinion
C) customer surveys
D) leading indicators
E) none of the above
Q3) Time series projections cannot be improved by making adjustments to eliminate seasonal effects.
A)True
B)False
Q4) Managers rarely need forecasts for designing sales territories.
A)True
B)False
Q5) What is ironic about the moving average method is that it really doesn't move.
A)True
B)False
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Chapter 15: Territory Design
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47 Verified Questions
47 Flashcards
Source URL: https://quizplus.com/quiz/27078
Sample Questions
Q1) When sales potential is not explicitly considered in designing sales territories:
A) travel expenses may become excessive.
B) salespeople may have less time to close sales.
C) some salespeople's earnings may be very limited.
D) both a and b are correct.
E) none of the above are correct.
Q2) The most popular approach to designing sales territories is known as the buildup method.
A)True
B)False
Q3) Population is never used as a key input data for designing sales territories.
A)True
B)False
Q4) Designing sales territories with equal sales potential is very common among business firms.
A)True
B)False
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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) A sales forecast is usually made prior to estimating selling costs as a percent of sales.
A)True
B)False
Q2) Which of the following are indicators that a sales force might be too large:
A) key customers wonder where your salesperson is.
B) current customers are considering switching suppliers.
C) new customer development is down.
D) your salespeople don't seem sufficiently stimulated.
E) all the above are all indicators of too large a sales force.
Q3) When sales carryover effects are high, then there will likely be a large sales decrease if a sales force's size is reduced.
A)True
B)False
Q4) A company is usually well advised to put significant sales force effort behind its new products, even if that means not having enough support for current products.
A)True
B)False
To view all questions and flashcards with answers, click on the resource link above.
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