Professional Selling Practice Questions - 1140 Verified Questions
Professional Selling Practice Questions
Course Introduction
Professional Selling is a comprehensive course that introduces students to the fundamental principles, techniques, and strategies of effective selling in business environments. The course covers the sales process from prospecting and needs assessment to delivering persuasive presentations, handling objections, and closing sales. Students develop communication and interpersonal skills essential for building long-term client relationships while learning ethical and customer-focused approaches. Through case studies, role-plays, and practical exercises, students gain real-world insights into sales careers and acquire the tools needed to succeed 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
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 of the following is usually <b>not</b> an important aspect of the first-line sales manager's job?
A) recruiting.
B) training.
C) motivating.
D) evaluating.
E) setting the corporate growth orientation.
Answer: E
Q2) One reason U.S. companies are looking globally for incremental sales growth opportunities is that over two-thirds of the world's purchasing power is outside of the U.S.
A)True
B)False
Answer: True
Q3) The advantage of advertising and sales promotion over other elements of the promotion mix is that they involve two-way communication.
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) Which of the following participants in a firm's go-to-market strategy is most efficient in that it is inexpensive per customer contact?
A) independent sales agents.
B) telemarketing.
C) advertising.
D) resellers.
E) integrators.
Answer: C
Q2) The sales force is generally responsible for designing and implementing a firm's customer relationship management (CRM) processes.
A)True
B)False
Answer: False
Q3) Supply chain management is primarily concerned with the integration and coordination of a firm's own logistical operations.
A)True
B)False
Answer: False
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Chapter 3: Sales Opportunity Management
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65 Verified Questions
65 Flashcards
Source URL: https://quizplus.com/quiz/27066
Sample Questions
Q1) The ABC account classification system is:
A) an example of a single factor model.
B) an alphabetical portfolio method of time allocation.
C) a method to rank customers by their geographic location.
D) both a and c.
E) both b and c.
Answer: A
Q2) If you are new to the territory and want to find out who are possible prospects for your line of latte machines, the best source with the most leads would be:
A) the Thomas Register of American Manufacturers.
B) the Yellow Pages.
C) the Survey of Industrial Purchasing Power.
D) the local newspaper.
E) all of the above.
Answer: A
Q3) Customer Lifetime Value (CLB) uses an estimate of a customer's future sales.
A)True
B)False
Answer: True
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Page 5
Chapter 4: Account Relationship Management
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63 Flashcards
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Sample Questions
Q1) 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
Q2) A excellent way to identify a good sales advocate is to listen for the name of the person that other people in the buying center frequently mention.
A)True
B)False
Q3) Successful salespeople are usually able to identify an "advocate" who will take over the selling task for the salesperson.
A)True
B)False
Q4) The Economic Buyer controls the money to make a purchase. A)True
B)False
Q5) The purchasing practice of utilizing supplier tiers is becoming a less popular practice.
A)True B)False
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Chapter 5: Customer Interaction Management
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68 Flashcards
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Sample Questions
Q1) Most buyers volunteer to buy without the salesperson needing to explicitly ask for the order.
A)True
B)False
Q2) 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
Q3) the post-interaction phase of the selling process includes:
A) reducing post-purchase anxiety.
B) making sure the order is delivered on time and the customer is satisfied.
C) cross-selling and up-selling.
D) both a and b above.
E) all the above.
Q4) Precall planning should be used to help collect your thoughts and organize your sales strategy prior to meeting the buyer face to face.
A)True B)False
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Chapter 6: Sales Force Organization
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76 Flashcards
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Sample Questions
Q1) Which of the following is true about independent sales agents?
A) They are employees of the firm.
B) They take ownership and physical possession of the products they sell.
C) They are generally more cost effective when sales volumes are low.
D) They are usually compensated solely by a combination of salary and commission.
E) all the above are true.
Q2) Reason(s) for the growing popularity of telemarketing include:
A) telemarketing sales calls can be very cost effective.
B) ease in retraining a telemarketing sales force.
C) telemarketers are easy to motivate.
D) only a and c of the above.
E) all of the above.
Q3) When Hyatt Hotels had a separate sales force dedicated to each of its hotel properties, its sales force was organized according to:
A) geography.
B) product line.
C) customer.
D) functional.
E) none of the above.
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Page 8
Chapter 7: Recruiting and Selecting Personnel
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87 Flashcards
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Sample Questions
Q1) If conducted correctly, testing is usually a more objective measure of management potential as compared to interviews.
A)True
B)False
Q2) The average size of your sales force is 200. Out of that 200, 10 leave every six months for jobs with other companies. The annual sales force turnover rate is:
A) 20%
B) 15%
C) 10%
D) 5%
E) 25%
Q3) According to a survey of ___________, sales managers should hire people who are loyal to the customer, willing to fight for them, thoroughness, and follow through on promises.
A) chief executive officers
B) vice presidents of marketing
C) marketing researchers
D) purchasing agents
E) salespeople
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Page 9
Chapter 8: Training
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72 Flashcards
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Sample Questions
Q1) Using ____________as sales trainers lends credibility to a sales training program because these people have successful sales backgrounds. They know how to sell, and they know what skills trainees need in order to perform well in the field.
A) staff specialists
B) line executives
C) outside specialists
D) sales specialists
E) none of the above
Q2) To enhance product knowledge and teamwork among its new sales recruits, Whirlpool developed a program where all of the recruits would live together in a house (prior to being deployed in the field) to learn about the company's products by actually using them on a daily basis. This type of training can be classified as:
A) centralized training.
B) decentralized training.
C) on-the-job training.
D) government training.
E) consultant training.
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Chapter 9: Leadership
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91 Verified Questions
91 Flashcards
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Sample Questions
Q1) The best time for providing feedback to improve the selling skills of salespeople is just prior to and following a sales call.
A)True B)False
Q2) Prior to a sales call, coaching should include a sales manager suggesting ways to close the sale.
A)True B)False
Q3) If you were a sales manager, which of the following would you consider to be a signal of plateauing among your salespeople?
A) a loss of interest in prospecting.
B) a lack of follow through in customer service.
C) a reduction in working hours.
D) none of the above would be considered a signal of plateauing.
E) all of the above would be considered a signal of plateauing.
Q4) The "delegating" leadership style should be used with salespeople who have a high degree of professional maturity.
A)True B)False
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Chapter 10: Ethical Leadership
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77 Flashcards
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Sample Questions
Q1) The Consumer Credit Protection Act is designed to protect consumers from false statements by salespeople about a product or service.
A)True
B)False
Q2) On a recent business trip you notice that the person sitting next to you on the airplane works for the competition. She gets up to use the restroom and on her desktop is a marketing plan for the next year stamped "Confidential." You could easily look at the documents and make notes since there is a line to use the restroom and her back is turned. Thoughts go through your head of the number of people in your company that would peek at the documents because of the low probability of getting caught and the potentially high rewards for obtaining this information. Your decision not to look and tell her who you work for when she returns is based on which pattern of moral reasoning?
A) relativism
B) idealism
C) Machiavelliansim
D) moral high brow
E) none of the above adequately describe your moral reasoning
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Page 12
Chapter 11: Motivating Salespeople
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88 Flashcards
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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) As a new first-line sales manager, you would like to understand what motivates each salesperson. Joe, one of your salespeople, is a person who is almost completed self-motivated - you don't need to do much of anything to keep this person going. Joe always sets high goals for himself and likes it when the branch achieves its monthly quota, regardless of who sold the most to make that possible. Based on this information, you determine that Joe has which motivational drive?
A) the Competitor
B) the Ego-driven
C) the Achiever
D) the Service-oriented
E) a combination of all of the above
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Page 13
Chapter 12: Compensating Salespeople
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84 Flashcards
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Sample Questions
Q1) Benefits are often preferred by salespeople because:
A) they are more liquid than cash.
B) they offer tax benefits to the salesperson.
C) they provide more discretionary income.
D) they are especially made for overseas use.
E) none of the above.
Q2) All of the following are possible benefits to salespeople <b>except</b>:
A) automobile.
B) food allowance.
C) lodging.
D) bail money for salespeople at conferences, "just in case".
E) tickets to theaters and sporting events.
Q3) Wage caps are used by some firms to prevent salespeople from making too much money.
A)True
B)False
Q4) Straight salary plans often do not provide strong incentive for extra effort.
A)True
B)False
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Chapter 13: Evaluating Sales Force Performance
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Sample Questions
Q1) As a sales manager, it is often useful to conduct a cost and profit analysis. This analysis starts with gross sales revenues because returns, bad debt accounts, and allowances must be taken into account in order to more accurately assess salesperson performance.
A)True
B)False
Q2) 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
Q3) Detailed call reports allow sales managers to set activity objectives for individual salespeople and then measure results.
A)True
B)False
Q4) A sales force evaluation model does not include taking corrective action. A)True
B)False
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Chapter 14: Estimating Potentials and Forecasting Sales
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85 Verified Questions
85 Flashcards
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Sample Questions
Q1) Predictions of the actual volume that is expected in a future time period can <b>best</b> be expressed as:
A) econometrics.
B) regression.
C) sales potential.
D) forecasting.
E) none of the above.
Q2) Salespeople projecting sales volume for customers in their own territory is known as:
A) jury of executive opinion.
B) sales force composite.
C) time series index.
D) regression.
E) naïve approach.
Q3) Regression methods are generally more suitable for short range forecasts.
A)True
B)False
Q4) For best results, always seasonally adjust time series data.
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) Which of the following sites are common choices for starting points?
A) small towns
B) homes of salespeople
C) mountains and rivers
D) both a and b are correct
E) all of the above are correct
Q3) Rivers, lakes and mountains must sometimes be considered when designing sales territories.
A)True
B)False
Q4) In one form or another all companies use sales territories, so it is important to understand how territories should be designed.
A)True
B)False
Q5) All companies use sales territories.
A)True
B)False
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Chapter 16: Sales Force Investment and Budgeting
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40 Flashcards
Source URL: https://quizplus.com/quiz/27079
Sample Questions
Q1) The Customer-Product matrix is based on new versus existing technologies and channels.
A)True
B)False
Q2) According to your text, the sales force size decision is closely related to sales force automation and other sales force productivity enhancements decisions.
A)True
B)False
Q3) Which of the following are indicators that a low level of sales carryover is likely:
A) the product is mature.
B) the product has strong brand equity.
C) the product is identical to a competitor's
D) only a and b above.
E) a, b, and c are all indicators of a low level of sales carryover.
Q4) A drawback to the percentage of sales approach is that budget allocation for selling expenses tends to change in the <b>same</b> direction as sales.
A)True
B)False
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