Test Bank for Selling Today: Partnering to Create Value, 14th Edition
Test Bank for Selling Today: Partnering to Create Value, 14th Edition ensures you’re prepared with expertly crafted questions and solutions.
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1
Selling Today: Partnering to Create Value, 14e (Manning/Ahearne/Reece)
Chapter 1 Relationship Selling Opportunities in the Information Economy
1) The three prescriptions involved in developing a personal-selling philosophy are to adopt the
marketing concept, to assume the role of problem solver or partner in helping customers make
informed and intelligent business decisions, and to:
A) value personal selling
B) assess risk accurately
C) learn skills of persuasion
D) overcome objections
E) create a pipeline
Answer: A
Diff: 1
Objective: LO 1.1: Define personal selling and describe the three prescriptions of a personal
selling philosophy
Ray Sanchez began as a junior sales rep at industrial products maker DECA Corporation 10
years ago, and has worked his way up steadily to Senior Regional Sales Director for the entire
Southwest region. He is good at his job, and his greatest personal satisfaction–also the cause of
his steady rise in the company–is his ability to understand customers and their needs and to sell
them appropriate solutions. As a manager and now Senior Regional Director, Sanchez injects his
department with this same commitment to understanding the customer's needs as the key to long-
term, profitable sales relationships.
2) Sanchez's success is due largely to the fact that:
A) he was born with the personality of a successful salesperson and capitalized on that
B) he understood the key factors involved in becoming an excellent salesperson and worked to
develop skills to support those factors
C) he has unlimited energy and makes more cold calls than any other salesperson at his level in
the company
D) he knows how to persuade prospects to buy the products he is selling
E) men tend to be more successful at selling industrial products than women are
Answer: B
Diff: 3
AACSB: Application of Knowledge
Objective: LO 1.1: Define personal selling and describe the three prescriptions of a personal
selling philosophy
Selling Today: Partnering to Create Value, 14e (Manning/Ahearne/Reece)
Chapter 1 Relationship Selling Opportunities in the Information Economy
1) The three prescriptions involved in developing a personal-selling philosophy are to adopt the
marketing concept, to assume the role of problem solver or partner in helping customers make
informed and intelligent business decisions, and to:
A) value personal selling
B) assess risk accurately
C) learn skills of persuasion
D) overcome objections
E) create a pipeline
Answer: A
Diff: 1
Objective: LO 1.1: Define personal selling and describe the three prescriptions of a personal
selling philosophy
Ray Sanchez began as a junior sales rep at industrial products maker DECA Corporation 10
years ago, and has worked his way up steadily to Senior Regional Sales Director for the entire
Southwest region. He is good at his job, and his greatest personal satisfaction–also the cause of
his steady rise in the company–is his ability to understand customers and their needs and to sell
them appropriate solutions. As a manager and now Senior Regional Director, Sanchez injects his
department with this same commitment to understanding the customer's needs as the key to long-
term, profitable sales relationships.
2) Sanchez's success is due largely to the fact that:
A) he was born with the personality of a successful salesperson and capitalized on that
B) he understood the key factors involved in becoming an excellent salesperson and worked to
develop skills to support those factors
C) he has unlimited energy and makes more cold calls than any other salesperson at his level in
the company
D) he knows how to persuade prospects to buy the products he is selling
E) men tend to be more successful at selling industrial products than women are
Answer: B
Diff: 3
AACSB: Application of Knowledge
Objective: LO 1.1: Define personal selling and describe the three prescriptions of a personal
selling philosophy
1
Selling Today: Partnering to Create Value, 14e (Manning/Ahearne/Reece)
Chapter 1 Relationship Selling Opportunities in the Information Economy
1) The three prescriptions involved in developing a personal-selling philosophy are to adopt the
marketing concept, to assume the role of problem solver or partner in helping customers make
informed and intelligent business decisions, and to:
A) value personal selling
B) assess risk accurately
C) learn skills of persuasion
D) overcome objections
E) create a pipeline
Answer: A
Diff: 1
Objective: LO 1.1: Define personal selling and describe the three prescriptions of a personal
selling philosophy
Ray Sanchez began as a junior sales rep at industrial products maker DECA Corporation 10
years ago, and has worked his way up steadily to Senior Regional Sales Director for the entire
Southwest region. He is good at his job, and his greatest personal satisfaction–also the cause of
his steady rise in the company–is his ability to understand customers and their needs and to sell
them appropriate solutions. As a manager and now Senior Regional Director, Sanchez injects his
department with this same commitment to understanding the customer's needs as the key to long-
term, profitable sales relationships.
2) Sanchez's success is due largely to the fact that:
A) he was born with the personality of a successful salesperson and capitalized on that
B) he understood the key factors involved in becoming an excellent salesperson and worked to
develop skills to support those factors
C) he has unlimited energy and makes more cold calls than any other salesperson at his level in
the company
D) he knows how to persuade prospects to buy the products he is selling
E) men tend to be more successful at selling industrial products than women are
Answer: B
Diff: 3
AACSB: Application of Knowledge
Objective: LO 1.1: Define personal selling and describe the three prescriptions of a personal
selling philosophy
Selling Today: Partnering to Create Value, 14e (Manning/Ahearne/Reece)
Chapter 1 Relationship Selling Opportunities in the Information Economy
1) The three prescriptions involved in developing a personal-selling philosophy are to adopt the
marketing concept, to assume the role of problem solver or partner in helping customers make
informed and intelligent business decisions, and to:
A) value personal selling
B) assess risk accurately
C) learn skills of persuasion
D) overcome objections
E) create a pipeline
Answer: A
Diff: 1
Objective: LO 1.1: Define personal selling and describe the three prescriptions of a personal
selling philosophy
Ray Sanchez began as a junior sales rep at industrial products maker DECA Corporation 10
years ago, and has worked his way up steadily to Senior Regional Sales Director for the entire
Southwest region. He is good at his job, and his greatest personal satisfaction–also the cause of
his steady rise in the company–is his ability to understand customers and their needs and to sell
them appropriate solutions. As a manager and now Senior Regional Director, Sanchez injects his
department with this same commitment to understanding the customer's needs as the key to long-
term, profitable sales relationships.
2) Sanchez's success is due largely to the fact that:
A) he was born with the personality of a successful salesperson and capitalized on that
B) he understood the key factors involved in becoming an excellent salesperson and worked to
develop skills to support those factors
C) he has unlimited energy and makes more cold calls than any other salesperson at his level in
the company
D) he knows how to persuade prospects to buy the products he is selling
E) men tend to be more successful at selling industrial products than women are
Answer: B
Diff: 3
AACSB: Application of Knowledge
Objective: LO 1.1: Define personal selling and describe the three prescriptions of a personal
selling philosophy
2
3) To become a successful salesperson, Sanchez had to adopt a personal selling philosophy.
Which of the three prescriptions of that philosophy is not only a mindset but a skill that he has
practiced and honed to become successful?
A) adopt the marketing concept
B) value personal selling
C) assume the role of problem solver or partner in helping customers make informed and
intelligent buying decisions
D) focus on product knowledge and everything else will follow
E) develop the ability to create rapport with customers so they are buying from a friend
Answer: C
Diff: 3
AACSB: Application of Knowledge
Objective: LO 1.1: Define personal selling and describe the three prescriptions of a personal
selling philosophy
Roni Harris is a college student in the business department of her local university. She came in to
college thinking she wanted to become an accounting major, but discovered that she is interested
in product marketing and sales.
4) What essential quality will Roni need to have to be successful in sales?
A) She will need to enjoy interacting with potential customers and customers.
B) She will need to enjoy making money.
C) She will need to enjoy creating branding and marketing campaigns for products.
D) She will need to enjoy servicing customers who have purchased the product from the
company.
E) She will need to enjoy competing fiercely with other salespeople for sales and commissions.
Answer: A
Diff: 3
AACSB: Application of Knowledge
Objective: LO 1.1: Define personal selling and describe the three prescriptions of a personal
selling philosophy
5) Assuming the role of a problem solver is part of developing a personal-selling philosophy.
Answer: TRUE
Diff: 1
Objective: LO 1.1: Define personal selling and describe the three prescriptions of a personal
selling philosophy
3) To become a successful salesperson, Sanchez had to adopt a personal selling philosophy.
Which of the three prescriptions of that philosophy is not only a mindset but a skill that he has
practiced and honed to become successful?
A) adopt the marketing concept
B) value personal selling
C) assume the role of problem solver or partner in helping customers make informed and
intelligent buying decisions
D) focus on product knowledge and everything else will follow
E) develop the ability to create rapport with customers so they are buying from a friend
Answer: C
Diff: 3
AACSB: Application of Knowledge
Objective: LO 1.1: Define personal selling and describe the three prescriptions of a personal
selling philosophy
Roni Harris is a college student in the business department of her local university. She came in to
college thinking she wanted to become an accounting major, but discovered that she is interested
in product marketing and sales.
4) What essential quality will Roni need to have to be successful in sales?
A) She will need to enjoy interacting with potential customers and customers.
B) She will need to enjoy making money.
C) She will need to enjoy creating branding and marketing campaigns for products.
D) She will need to enjoy servicing customers who have purchased the product from the
company.
E) She will need to enjoy competing fiercely with other salespeople for sales and commissions.
Answer: A
Diff: 3
AACSB: Application of Knowledge
Objective: LO 1.1: Define personal selling and describe the three prescriptions of a personal
selling philosophy
5) Assuming the role of a problem solver is part of developing a personal-selling philosophy.
Answer: TRUE
Diff: 1
Objective: LO 1.1: Define personal selling and describe the three prescriptions of a personal
selling philosophy
2
3) To become a successful salesperson, Sanchez had to adopt a personal selling philosophy.
Which of the three prescriptions of that philosophy is not only a mindset but a skill that he has
practiced and honed to become successful?
A) adopt the marketing concept
B) value personal selling
C) assume the role of problem solver or partner in helping customers make informed and
intelligent buying decisions
D) focus on product knowledge and everything else will follow
E) develop the ability to create rapport with customers so they are buying from a friend
Answer: C
Diff: 3
AACSB: Application of Knowledge
Objective: LO 1.1: Define personal selling and describe the three prescriptions of a personal
selling philosophy
Roni Harris is a college student in the business department of her local university. She came in to
college thinking she wanted to become an accounting major, but discovered that she is interested
in product marketing and sales.
4) What essential quality will Roni need to have to be successful in sales?
A) She will need to enjoy interacting with potential customers and customers.
B) She will need to enjoy making money.
C) She will need to enjoy creating branding and marketing campaigns for products.
D) She will need to enjoy servicing customers who have purchased the product from the
company.
E) She will need to enjoy competing fiercely with other salespeople for sales and commissions.
Answer: A
Diff: 3
AACSB: Application of Knowledge
Objective: LO 1.1: Define personal selling and describe the three prescriptions of a personal
selling philosophy
5) Assuming the role of a problem solver is part of developing a personal-selling philosophy.
Answer: TRUE
Diff: 1
Objective: LO 1.1: Define personal selling and describe the three prescriptions of a personal
selling philosophy
3) To become a successful salesperson, Sanchez had to adopt a personal selling philosophy.
Which of the three prescriptions of that philosophy is not only a mindset but a skill that he has
practiced and honed to become successful?
A) adopt the marketing concept
B) value personal selling
C) assume the role of problem solver or partner in helping customers make informed and
intelligent buying decisions
D) focus on product knowledge and everything else will follow
E) develop the ability to create rapport with customers so they are buying from a friend
Answer: C
Diff: 3
AACSB: Application of Knowledge
Objective: LO 1.1: Define personal selling and describe the three prescriptions of a personal
selling philosophy
Roni Harris is a college student in the business department of her local university. She came in to
college thinking she wanted to become an accounting major, but discovered that she is interested
in product marketing and sales.
4) What essential quality will Roni need to have to be successful in sales?
A) She will need to enjoy interacting with potential customers and customers.
B) She will need to enjoy making money.
C) She will need to enjoy creating branding and marketing campaigns for products.
D) She will need to enjoy servicing customers who have purchased the product from the
company.
E) She will need to enjoy competing fiercely with other salespeople for sales and commissions.
Answer: A
Diff: 3
AACSB: Application of Knowledge
Objective: LO 1.1: Define personal selling and describe the three prescriptions of a personal
selling philosophy
5) Assuming the role of a problem solver is part of developing a personal-selling philosophy.
Answer: TRUE
Diff: 1
Objective: LO 1.1: Define personal selling and describe the three prescriptions of a personal
selling philosophy
3
6) Salespeople use social media to:
A) design web pages with product features
B) learn to use administrative software
C) create and maintain customer contact
D) set up mobile offices from their vehicles
E) automate selling so they do not have to make client contact
Answer: C
Diff: 2
AACSB: Information Technology
Objective: LO 1.2: Describe the emergence of relationship selling in the age of information
7) The phrase "information economy" refers to the shift in the economy from:
A) agricultural production to industrial activity
B) industrial activity to agricultural production
C) industrial activity to an emphasis on information processing
D) information processing to industrial activity
E) agricultural production to information processing
Answer: C
Diff: 2
Objective: LO 1.2: Describe the emergence of relationship selling in the age of information
8) Technology has increased the speed at which we collect customer intelligence and disseminate
product information, and it allows salespeople to add value for their employers by doing which
of the following in addition to selling to customers?
A) distributing information to competitors
B) gathering information on the marketplace
C) purchasing from vendors in adjacent industries
D) developing sales training programs for external clients
E) performing marketing and strategy functions
Answer: B
Diff: 3
Objective: LO 1.2: Describe the emergence of relationship selling in the age of information
6) Salespeople use social media to:
A) design web pages with product features
B) learn to use administrative software
C) create and maintain customer contact
D) set up mobile offices from their vehicles
E) automate selling so they do not have to make client contact
Answer: C
Diff: 2
AACSB: Information Technology
Objective: LO 1.2: Describe the emergence of relationship selling in the age of information
7) The phrase "information economy" refers to the shift in the economy from:
A) agricultural production to industrial activity
B) industrial activity to agricultural production
C) industrial activity to an emphasis on information processing
D) information processing to industrial activity
E) agricultural production to information processing
Answer: C
Diff: 2
Objective: LO 1.2: Describe the emergence of relationship selling in the age of information
8) Technology has increased the speed at which we collect customer intelligence and disseminate
product information, and it allows salespeople to add value for their employers by doing which
of the following in addition to selling to customers?
A) distributing information to competitors
B) gathering information on the marketplace
C) purchasing from vendors in adjacent industries
D) developing sales training programs for external clients
E) performing marketing and strategy functions
Answer: B
Diff: 3
Objective: LO 1.2: Describe the emergence of relationship selling in the age of information
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4
Ray Sanchez began as a junior sales rep at industrial products maker DECA Corporation 10
years ago, and has worked his way up steadily to Senior Regional Sales Director for the entire
Southwest region. He is good at his job, and his greatest personal satisfaction–also the cause of
his steady rise in the company–is his ability to understand customers and their needs and to sell
them appropriate solutions. As a manager and now Senior Regional Director, Sanchez injects his
department with this same commitment to understanding the customer's needs as the key to long-
term, profitable sales relationships.
9) Sanchez and his department are most likely using which of the following sales methods?
A) unified selling
B) value-added selling
C) transactional selling
D) traditional selling
E) economy selling
Answer: B
Diff: 3
AACSB: Application of Knowledge
Objective: LO 1.2: Describe the emergence of relationship selling in the age of information
10) Which of the following trends in sales has led to an increase in both the education and skills
a salesperson needs?
A) an increase in commission per sale
B) an increase in the time spent on personal relationships
C) an increase in web-based selling channels
D) a shift from in-person to telephone sales
E) a shift from "selling" to "consulting"
Answer: E
Diff: 2
Objective: LO 1.3: Discuss the rewarding aspects of a career in selling today
11) Of the following activities routinely performed by salespeople, which one contributes
LEAST financially to both the salesperson and the company?
A) service calls
B) face-to-face selling
C) telephone selling
D) waiting and traveling
E) billing clients
Answer: D
Diff: 2
AACSB: Analytical Thinking
Objective: LO 1.3: Discuss the rewarding aspects of a career in selling today
Ray Sanchez began as a junior sales rep at industrial products maker DECA Corporation 10
years ago, and has worked his way up steadily to Senior Regional Sales Director for the entire
Southwest region. He is good at his job, and his greatest personal satisfaction–also the cause of
his steady rise in the company–is his ability to understand customers and their needs and to sell
them appropriate solutions. As a manager and now Senior Regional Director, Sanchez injects his
department with this same commitment to understanding the customer's needs as the key to long-
term, profitable sales relationships.
9) Sanchez and his department are most likely using which of the following sales methods?
A) unified selling
B) value-added selling
C) transactional selling
D) traditional selling
E) economy selling
Answer: B
Diff: 3
AACSB: Application of Knowledge
Objective: LO 1.2: Describe the emergence of relationship selling in the age of information
10) Which of the following trends in sales has led to an increase in both the education and skills
a salesperson needs?
A) an increase in commission per sale
B) an increase in the time spent on personal relationships
C) an increase in web-based selling channels
D) a shift from in-person to telephone sales
E) a shift from "selling" to "consulting"
Answer: E
Diff: 2
Objective: LO 1.3: Discuss the rewarding aspects of a career in selling today
11) Of the following activities routinely performed by salespeople, which one contributes
LEAST financially to both the salesperson and the company?
A) service calls
B) face-to-face selling
C) telephone selling
D) waiting and traveling
E) billing clients
Answer: D
Diff: 2
AACSB: Analytical Thinking
Objective: LO 1.3: Discuss the rewarding aspects of a career in selling today
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5
12) Some top-performing salespeople earn more than their managers. This compensation is most
likely made up of:
A) bonuses only
B) base salary, commissions, bonuses, and incentives
C) commissions and charge-backs
D) bonuses and dividends
E) IPOs and base salary
Answer: B
Diff: 2
Objective: LO 1.3: Discuss the rewarding aspects of a career in selling today
13) On average, an experienced, high-performing salesperson will find the highest compensation
opportunities with which type of selling?
A) feature/benefit
B) transactional
C) value-added
D) solution
E) directed
Answer: C
Diff: 3
Objective: LO 1.3: Discuss the rewarding aspects of a career in selling today
14) Psychic income in selling most likely refers to which one of the following?
A) visibility provided by working in the sales department
B) satisfaction of being on a commission payment plan
C) high commissions earned because of successful "intuitive" selling
D) opportunity to be a member of the sales team
E) job recognition afforded sales personnel
Answer: E
Diff: 2
Objective: LO 1.3: Discuss the rewarding aspects of a career in selling today
15) Salespeople are competitive with workers in other positions when being considered for
promotion to positions of greater responsibilities because salespeople:
A) have limited opportunities for advancement in the sales department
B) are compensated primarily through psychic income
C) have worked for many companies in their careers
D) have numerous opportunities to advance to middle-management ranks
E) have high visibility within companies already relative to other positions
Answer: E
Diff: 2
Objective: LO 1.3: Discuss the rewarding aspects of a career in selling today
12) Some top-performing salespeople earn more than their managers. This compensation is most
likely made up of:
A) bonuses only
B) base salary, commissions, bonuses, and incentives
C) commissions and charge-backs
D) bonuses and dividends
E) IPOs and base salary
Answer: B
Diff: 2
Objective: LO 1.3: Discuss the rewarding aspects of a career in selling today
13) On average, an experienced, high-performing salesperson will find the highest compensation
opportunities with which type of selling?
A) feature/benefit
B) transactional
C) value-added
D) solution
E) directed
Answer: C
Diff: 3
Objective: LO 1.3: Discuss the rewarding aspects of a career in selling today
14) Psychic income in selling most likely refers to which one of the following?
A) visibility provided by working in the sales department
B) satisfaction of being on a commission payment plan
C) high commissions earned because of successful "intuitive" selling
D) opportunity to be a member of the sales team
E) job recognition afforded sales personnel
Answer: E
Diff: 2
Objective: LO 1.3: Discuss the rewarding aspects of a career in selling today
15) Salespeople are competitive with workers in other positions when being considered for
promotion to positions of greater responsibilities because salespeople:
A) have limited opportunities for advancement in the sales department
B) are compensated primarily through psychic income
C) have worked for many companies in their careers
D) have numerous opportunities to advance to middle-management ranks
E) have high visibility within companies already relative to other positions
Answer: E
Diff: 2
Objective: LO 1.3: Discuss the rewarding aspects of a career in selling today
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6
16) There is a pay gap between men and women in the field of sales, with men earning more than
women. Despite this, sales represents an excellent financial opportunity for women for which of
the following reasons?
A) The pay gap in sales is less than the pay gap in the workforce overall.
B) The pay gap varies from company to company.
C) The pay gap is only an issue in certain industries.
D) The psychic income from sales is equivalent to the value of the pay gap.
E) The psychic income from sales cannot be quantified.
Answer: A
Diff: 3
AACSB: Diverse and Multicultural Work Environments
Objective: LO 1.3: Discuss the rewarding aspects of a career in selling today
Ray Sanchez began as a junior sales rep at industrial products maker DECA Corporation 10
years ago, and has worked his way up steadily to Senior Regional Sales Director for the entire
Southwest region. He is good at his job, and his greatest personal satisfaction–also the cause of
his steady rise in the company–is his ability to understand customers and their needs and to sell
them appropriate solutions. As a manager and now Senior Regional Director, Sanchez injects his
department with this same commitment to understanding the customer's needs as the key to long-
term, profitable sales relationships.
17) Which of the following would be a reason for Sanchez to remain in his Senior Regional
Sales Director position instead of moving to executive management?
A) Upper management makes a much larger salary than a Senior Regional Sales Director does.
B) The Senior Regional Sales Director position spends a significant amount of time traveling the
territory every month.
C) He would be one of the only Latino members of the upper management team.
D) He has more freedom to direct his own business strategy in sales than he does in upper
management.
E) The company likes to promote employees with sales backgrounds into upper management.
Answer: D
Diff: 3
AACSB: Application of Knowledge
Objective: LO 1.3: Discuss the rewarding aspects of a career in selling today
16) There is a pay gap between men and women in the field of sales, with men earning more than
women. Despite this, sales represents an excellent financial opportunity for women for which of
the following reasons?
A) The pay gap in sales is less than the pay gap in the workforce overall.
B) The pay gap varies from company to company.
C) The pay gap is only an issue in certain industries.
D) The psychic income from sales is equivalent to the value of the pay gap.
E) The psychic income from sales cannot be quantified.
Answer: A
Diff: 3
AACSB: Diverse and Multicultural Work Environments
Objective: LO 1.3: Discuss the rewarding aspects of a career in selling today
Ray Sanchez began as a junior sales rep at industrial products maker DECA Corporation 10
years ago, and has worked his way up steadily to Senior Regional Sales Director for the entire
Southwest region. He is good at his job, and his greatest personal satisfaction–also the cause of
his steady rise in the company–is his ability to understand customers and their needs and to sell
them appropriate solutions. As a manager and now Senior Regional Director, Sanchez injects his
department with this same commitment to understanding the customer's needs as the key to long-
term, profitable sales relationships.
17) Which of the following would be a reason for Sanchez to remain in his Senior Regional
Sales Director position instead of moving to executive management?
A) Upper management makes a much larger salary than a Senior Regional Sales Director does.
B) The Senior Regional Sales Director position spends a significant amount of time traveling the
territory every month.
C) He would be one of the only Latino members of the upper management team.
D) He has more freedom to direct his own business strategy in sales than he does in upper
management.
E) The company likes to promote employees with sales backgrounds into upper management.
Answer: D
Diff: 3
AACSB: Application of Knowledge
Objective: LO 1.3: Discuss the rewarding aspects of a career in selling today
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7
Roni Harris is a college student in the business department of her local university. She came in to
college thinking she wanted to become an accounting major, but discovered that she is interested
in product marketing and sales.
18) Despite her interest in sales, Roni is concerned when she learns that, on average, female
salespeople make less money than do male salespeople. Which one of the following statements is
most likely true?
A) Male salespeople have controlled the industry for almost a century, so there is no reason to
think female salespeople will ever be able to equal male earnings.
B) Male salespeople would like to earn salaries equal to the salaries of female salespeople, but
industry regulations have set their starting salaries at unequal rates.
C) Female salespeople will never earn as much as male salespeople will in certain industries,
such as heavy industry and transportation.
D) Female salespeople make less money than male salespeople do because they must take care
of their families and therefore cannot be as focused on their jobs as men are.
E) The difference between the average earnings of female and male salespeople is less than the
difference between the average earnings of female and male workers in other professions.
Answer: E
Diff: 3
AACSB: Application of Knowledge
Objective: LO 1.3: Discuss the rewarding aspects of a career in selling today
19) Right before graduation, Roni receives two job offers. One is for a sales position and offers a
base salary of $30,000 plus commissions. The other is for a marketing assistant position and
offers a straight salary of $40,000. Which of the following is likely to be true about the two
positions?
A) The sales job could end up paying more than the marketing job if Roni does well and makes
more than $10,000 in commissions.
B) The sales and marketing positions will have roughly equivalent duties, but different salaries.
C) Roni will need more training to do the marketing job than to do the sales job.
D) The marketing job pays more in salary because it is more demanding than the sales job is.
E) The sales job relies more on personality and the marketing job relies more on skills.
Answer: A
Diff: 3
AACSB: Application of Knowledge
Objective: LO 1.3: Discuss the rewarding aspects of a career in selling today
Roni Harris is a college student in the business department of her local university. She came in to
college thinking she wanted to become an accounting major, but discovered that she is interested
in product marketing and sales.
18) Despite her interest in sales, Roni is concerned when she learns that, on average, female
salespeople make less money than do male salespeople. Which one of the following statements is
most likely true?
A) Male salespeople have controlled the industry for almost a century, so there is no reason to
think female salespeople will ever be able to equal male earnings.
B) Male salespeople would like to earn salaries equal to the salaries of female salespeople, but
industry regulations have set their starting salaries at unequal rates.
C) Female salespeople will never earn as much as male salespeople will in certain industries,
such as heavy industry and transportation.
D) Female salespeople make less money than male salespeople do because they must take care
of their families and therefore cannot be as focused on their jobs as men are.
E) The difference between the average earnings of female and male salespeople is less than the
difference between the average earnings of female and male workers in other professions.
Answer: E
Diff: 3
AACSB: Application of Knowledge
Objective: LO 1.3: Discuss the rewarding aspects of a career in selling today
19) Right before graduation, Roni receives two job offers. One is for a sales position and offers a
base salary of $30,000 plus commissions. The other is for a marketing assistant position and
offers a straight salary of $40,000. Which of the following is likely to be true about the two
positions?
A) The sales job could end up paying more than the marketing job if Roni does well and makes
more than $10,000 in commissions.
B) The sales and marketing positions will have roughly equivalent duties, but different salaries.
C) Roni will need more training to do the marketing job than to do the sales job.
D) The marketing job pays more in salary because it is more demanding than the sales job is.
E) The sales job relies more on personality and the marketing job relies more on skills.
Answer: A
Diff: 3
AACSB: Application of Knowledge
Objective: LO 1.3: Discuss the rewarding aspects of a career in selling today
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8
A start-up has developed a business-to-business product that allows for integration of inventory,
billing, shipping, teleconferencing, and webinar functions. This allows salespeople to
demonstrate, check inventory, close a sale, and ship the product during a presentation with the
client in person or by webinar.
20) The target client for this system is likely to be a client company that:
A) is interested in using technology to sell to clients, but has not started yet because they don't
know exactly what their needs are or how their clients will react
B) has a stable base of clients that have been with them for years and place consistent orders
C) has enough familiarity with using technology to sell to clients to know that an integrated
system will increase sales efficiency
D) focuses exclusively on selling services and not products, so that they can conduct business
exclusively over the internet
E) is expanding into new markets and needs help with supply chain efficiency and logistics
Answer: C
Diff: 3
AACSB: Application of Knowledge
Objective: LO 1.3: Discuss the rewarding aspects of a career in selling today
21) Another name for missionary salespeople is "detail salespeople."
Answer: TRUE
Diff: 1
Objective: LO 1.3: Discuss the rewarding aspects of a career in selling today
22) Salespeople today need to have more education and skills than salespeople did in the past.
Answer: TRUE
Diff: 1
Objective: LO 1.3: Discuss the rewarding aspects of a career in selling today
23) Salespeople who are promoted to management make more money than do their coworkers
who stay in sales.
Answer: FALSE
Diff: 2
Objective: LO 1.3: Discuss the rewarding aspects of a career in selling today
24) Sales positions can be a good track for promotion to supervisory-management positions.
Answer: TRUE
Diff: 2
Objective: LO 1.3: Discuss the rewarding aspects of a career in selling today
25) The highest compensation for salespeople generally goes to those focusing on transactional
sales.
Answer: FALSE
Diff: 2
Objective: LO 1.3: Discuss the rewarding aspects of a career in selling today
A start-up has developed a business-to-business product that allows for integration of inventory,
billing, shipping, teleconferencing, and webinar functions. This allows salespeople to
demonstrate, check inventory, close a sale, and ship the product during a presentation with the
client in person or by webinar.
20) The target client for this system is likely to be a client company that:
A) is interested in using technology to sell to clients, but has not started yet because they don't
know exactly what their needs are or how their clients will react
B) has a stable base of clients that have been with them for years and place consistent orders
C) has enough familiarity with using technology to sell to clients to know that an integrated
system will increase sales efficiency
D) focuses exclusively on selling services and not products, so that they can conduct business
exclusively over the internet
E) is expanding into new markets and needs help with supply chain efficiency and logistics
Answer: C
Diff: 3
AACSB: Application of Knowledge
Objective: LO 1.3: Discuss the rewarding aspects of a career in selling today
21) Another name for missionary salespeople is "detail salespeople."
Answer: TRUE
Diff: 1
Objective: LO 1.3: Discuss the rewarding aspects of a career in selling today
22) Salespeople today need to have more education and skills than salespeople did in the past.
Answer: TRUE
Diff: 1
Objective: LO 1.3: Discuss the rewarding aspects of a career in selling today
23) Salespeople who are promoted to management make more money than do their coworkers
who stay in sales.
Answer: FALSE
Diff: 2
Objective: LO 1.3: Discuss the rewarding aspects of a career in selling today
24) Sales positions can be a good track for promotion to supervisory-management positions.
Answer: TRUE
Diff: 2
Objective: LO 1.3: Discuss the rewarding aspects of a career in selling today
25) The highest compensation for salespeople generally goes to those focusing on transactional
sales.
Answer: FALSE
Diff: 2
Objective: LO 1.3: Discuss the rewarding aspects of a career in selling today
Loading page 9...
9
26) ________ income helps satisfy our need for recognition and security.
Answer: Psychic
Diff: 2
Objective: LO 1.3: Discuss the rewarding aspects of a career in selling today
27) The ________ salesperson is usually not compensated on the basis of the orders obtained,
but receives recognition for indirectly increasing sales.
Answer: detail
Diff: 2
Objective: LO 1.3: Discuss the rewarding aspects of a career in selling today
28) Which of the following is an activity that would most likely be performed by a customer
service representative (CSR)?
A) processing employee paperwork
B) delivering supplies to the factory floor
C) providing telephone support for installation
D) calling on prospects to sell them the product
E) reconciling bank statements with accounting records
Answer: C
Diff: 1
AACSB: Analytical Thinking
Objective: LO 1.4: Discuss the different employment settings in selling today
29) The duties of inside salespeople may overlap heavily with the duties of:
A) sales managers
B) account managers
C) product developers
D) supply buyers
E) internal auditors
Answer: B
Diff: 2
AACSB: Analytical Thinking
Objective: LO 1.4: Discuss the different employment settings in selling today
30) Alan Karbashian spends all day driving from customer site to customer site for sales
meetings in his job with a national medical parts manufacturer. Alan is considered a(n):
A) inside sales representative
B) outside sales representative
C) alignment representative
D) distributing representative
E) interchange representative
Answer: B
Diff: 1
AACSB: Analytical Thinking
Objective: LO 1.4: Discuss the different employment settings in selling today
26) ________ income helps satisfy our need for recognition and security.
Answer: Psychic
Diff: 2
Objective: LO 1.3: Discuss the rewarding aspects of a career in selling today
27) The ________ salesperson is usually not compensated on the basis of the orders obtained,
but receives recognition for indirectly increasing sales.
Answer: detail
Diff: 2
Objective: LO 1.3: Discuss the rewarding aspects of a career in selling today
28) Which of the following is an activity that would most likely be performed by a customer
service representative (CSR)?
A) processing employee paperwork
B) delivering supplies to the factory floor
C) providing telephone support for installation
D) calling on prospects to sell them the product
E) reconciling bank statements with accounting records
Answer: C
Diff: 1
AACSB: Analytical Thinking
Objective: LO 1.4: Discuss the different employment settings in selling today
29) The duties of inside salespeople may overlap heavily with the duties of:
A) sales managers
B) account managers
C) product developers
D) supply buyers
E) internal auditors
Answer: B
Diff: 2
AACSB: Analytical Thinking
Objective: LO 1.4: Discuss the different employment settings in selling today
30) Alan Karbashian spends all day driving from customer site to customer site for sales
meetings in his job with a national medical parts manufacturer. Alan is considered a(n):
A) inside sales representative
B) outside sales representative
C) alignment representative
D) distributing representative
E) interchange representative
Answer: B
Diff: 1
AACSB: Analytical Thinking
Objective: LO 1.4: Discuss the different employment settings in selling today
Loading page 10...
10
31) In a well-structured sales department, inside and outside salespeople often:
A) compete for sales and customers
B) duplicate their efforts and increase the company's cost per sale
C) work together to generate leads, close sales, and provide service
D) exchange leads depending on what the expected sales will be
E) combine their monthly sales figures to increase commissions
Answer: C
Diff: 2
Objective: LO 1.4: Discuss the different employment settings in selling today
32) Trade selling and missionary (detail) sales are both examples of sales:
A) directly from the manufacturer to the consumer
B) from the distributor to the consumer
C) bypassing the manufacturer to the distributor
D) inside the supply chain but not to the consumer
E) externally from the consumer to the supplier
Answer: D
Diff: 2
Objective: LO 1.4: Discuss the different employment settings in selling today
33) Sales opportunities in the service sector are most likely expanding because:
A) service providers connect directly with consumers
B) the service industry has a higher growth rate than does the product industry
C) modern consumers need help with activities that they used to be able to do on their own
D) the service industry is starting to saturate the market relative to the industrial and product
industries
E) the service industry provides a higher commission rate for salespeople than other industries
Answer: B
Diff: 2
Objective: LO 1.4: Discuss the different employment settings in selling today
34) Which of the following sectors would NOT be considered part of the service industry?
A) hotel
B) insurance
C) banking
D) real estate
E) chemicals
Answer: E
Diff: 1
Objective: LO 1.4: Discuss the different employment settings in selling today
31) In a well-structured sales department, inside and outside salespeople often:
A) compete for sales and customers
B) duplicate their efforts and increase the company's cost per sale
C) work together to generate leads, close sales, and provide service
D) exchange leads depending on what the expected sales will be
E) combine their monthly sales figures to increase commissions
Answer: C
Diff: 2
Objective: LO 1.4: Discuss the different employment settings in selling today
32) Trade selling and missionary (detail) sales are both examples of sales:
A) directly from the manufacturer to the consumer
B) from the distributor to the consumer
C) bypassing the manufacturer to the distributor
D) inside the supply chain but not to the consumer
E) externally from the consumer to the supplier
Answer: D
Diff: 2
Objective: LO 1.4: Discuss the different employment settings in selling today
33) Sales opportunities in the service sector are most likely expanding because:
A) service providers connect directly with consumers
B) the service industry has a higher growth rate than does the product industry
C) modern consumers need help with activities that they used to be able to do on their own
D) the service industry is starting to saturate the market relative to the industrial and product
industries
E) the service industry provides a higher commission rate for salespeople than other industries
Answer: B
Diff: 2
Objective: LO 1.4: Discuss the different employment settings in selling today
34) Which of the following sectors would NOT be considered part of the service industry?
A) hotel
B) insurance
C) banking
D) real estate
E) chemicals
Answer: E
Diff: 1
Objective: LO 1.4: Discuss the different employment settings in selling today
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11
35) What event contributed most to the increased need for telecommunications salespeople?
A) deregulation of telephone service
B) anti-trust suits brought against the telecommunications industry
C) financial improprieties in the telecommunications industry
D) creation of a national regulatory committee for telephone service
E) development of voice-over-IP (VoIP) technologies
Answer: A
Diff: 2
Objective: LO 1.4: Discuss the different employment settings in selling today
36) Sales engineers are people with extensive knowledge of their product who also:
A) provide service on the product after the sale
B) develop the product as part of the research and development team
C) communicate the benefits of the product to the customers
D) have advanced degrees in science or technology
E) have graduate-level sales training
Answer: C
Diff: 2
Objective: LO 1.4: Discuss the different employment settings in selling today
37) Which of the following describes a category of sales personnel in the field of manufacturing?
A) sales engineer
B) field researcher
C) comptroller
D) technical support representative
E) research and development director
Answer: A
Diff: 2
Objective: LO 1.4: Discuss the different employment settings in selling today
38) Salespeople in the U.S. report that they work in sales primarily to:
A) be promoted to management
B) avoid working traditional hours
C) have greater flexibility with retirement
D) make more money
E) generate pension credits
Answer: D
Diff: 1
Objective: LO 1.4: Discuss the different employment settings in selling today
35) What event contributed most to the increased need for telecommunications salespeople?
A) deregulation of telephone service
B) anti-trust suits brought against the telecommunications industry
C) financial improprieties in the telecommunications industry
D) creation of a national regulatory committee for telephone service
E) development of voice-over-IP (VoIP) technologies
Answer: A
Diff: 2
Objective: LO 1.4: Discuss the different employment settings in selling today
36) Sales engineers are people with extensive knowledge of their product who also:
A) provide service on the product after the sale
B) develop the product as part of the research and development team
C) communicate the benefits of the product to the customers
D) have advanced degrees in science or technology
E) have graduate-level sales training
Answer: C
Diff: 2
Objective: LO 1.4: Discuss the different employment settings in selling today
37) Which of the following describes a category of sales personnel in the field of manufacturing?
A) sales engineer
B) field researcher
C) comptroller
D) technical support representative
E) research and development director
Answer: A
Diff: 2
Objective: LO 1.4: Discuss the different employment settings in selling today
38) Salespeople in the U.S. report that they work in sales primarily to:
A) be promoted to management
B) avoid working traditional hours
C) have greater flexibility with retirement
D) make more money
E) generate pension credits
Answer: D
Diff: 1
Objective: LO 1.4: Discuss the different employment settings in selling today
Loading page 12...
12
39) Terri Milano, employed by a manufacturer of home electronics, offers assistance to retailers
in such areas as credit policies, pricing display, and store layout. She also collects information
regarding acceptance of her firm's products. She is performing the duties of a(n):
A) detail salesperson
B) retail salesperson
C) inside salesperson
D) field representative
E) manufacturer's representative
Answer: A
Diff: 2
AACSB: Analytical Thinking
Objective: LO 1.4: Discuss the different employment settings in selling today
40) Well-trained salespeople can add value to the traditional retail shopping experience. Selling
for a retailer might involve which of the following products?
A) personal computers, automobiles and assembly line robotics equipment
B) photographic equipment, industrial specialties and recreational equipment
C) fashion apparel, personal computers and recreational vehicles
D) microchips, musical instruments and automobiles
E) software back-end integration services, jewelry, and motorcycles
Answer: C
Diff: 2
Objective: LO 1.4: Discuss the different employment settings in selling today
41) Network (multilevel) marketing is different from traditional sales in that it:
A) creates a pyramid with the CEO at the top and the salespeople at the bottom
B) eschews growth of the salesforce for a given product
C) relies on an interconnected network of independent salespeople to sell the product directly
D) focuses on paid advertising instead of word-of-mouth publicity
E) allies itself with competing products and service providers
Answer: C
Diff: 2
Objective: LO 1.4: Discuss the different employment settings in selling today
39) Terri Milano, employed by a manufacturer of home electronics, offers assistance to retailers
in such areas as credit policies, pricing display, and store layout. She also collects information
regarding acceptance of her firm's products. She is performing the duties of a(n):
A) detail salesperson
B) retail salesperson
C) inside salesperson
D) field representative
E) manufacturer's representative
Answer: A
Diff: 2
AACSB: Analytical Thinking
Objective: LO 1.4: Discuss the different employment settings in selling today
40) Well-trained salespeople can add value to the traditional retail shopping experience. Selling
for a retailer might involve which of the following products?
A) personal computers, automobiles and assembly line robotics equipment
B) photographic equipment, industrial specialties and recreational equipment
C) fashion apparel, personal computers and recreational vehicles
D) microchips, musical instruments and automobiles
E) software back-end integration services, jewelry, and motorcycles
Answer: C
Diff: 2
Objective: LO 1.4: Discuss the different employment settings in selling today
41) Network (multilevel) marketing is different from traditional sales in that it:
A) creates a pyramid with the CEO at the top and the salespeople at the bottom
B) eschews growth of the salesforce for a given product
C) relies on an interconnected network of independent salespeople to sell the product directly
D) focuses on paid advertising instead of word-of-mouth publicity
E) allies itself with competing products and service providers
Answer: C
Diff: 2
Objective: LO 1.4: Discuss the different employment settings in selling today
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13
Ray Sanchez began as a junior sales rep at industrial products maker DECA Corporation 10
years ago, and has worked his way up steadily to Senior Regional Sales Director for the entire
Southwest region. He is good at his job, and his greatest personal satisfaction–also the cause of
his steady rise in the company–is his ability to understand customers and their needs and to sell
them appropriate solutions. As a manager and now Senior Regional Director, Sanchez injects his
department with this same commitment to understanding the customer's needs as the key to long-
term, profitable sales relationships.
42) Sanchez decides to try something new in the Southwest Region. He had been following the
model of sending outside sales reps to follow up with prospects who expressed interest in the
product by various prospecting methods. Now he will augment those efforts by hiring teams of
sales reps to show the product to managers and buyers at stores that do not carry the DECA line
but sell complimentary products, and to call these managers on the phone based on qualifying
work the sales reps in the store have done. What two types of sales reps will Sanchez most likely
hire to comprise these teams?
A) missionary salespeople and inside salespeople
B) outside salespeople and inside salespeople
C) competing salespeople and detail salespeople
D) missionary salespeople and detail salespeople
E) trade salespeople and detail salespeople
Answer: A
Diff: 3
AACSB: Application of Knowledge
Objective: LO 1.4: Discuss the different employment settings in selling today
Roni Harris is a college student in the business department of her local university. She came in to
college thinking she wanted to become an accounting major, but discovered that she is interested
in product marketing and sales.
43) Roni sees a job posting for a "Business Development Manager in the hospitality industry."
Which of the following most accurately describes the duties of this position?
A) soliciting donations from charitable donors and foundations for an organization that promotes
hospitality
B) selling guest and conference hotel rooms and other hotel services to organizations
C) working as a front desk clerk at a hotel
D) servicing requests from guests at an upscale resort
E) managing the banquet hall at a large restaurant/catering facility
Answer: B
Diff: 3
AACSB: Application of Knowledge
Objective: LO 1.4: Discuss the different employment settings in selling today
Ray Sanchez began as a junior sales rep at industrial products maker DECA Corporation 10
years ago, and has worked his way up steadily to Senior Regional Sales Director for the entire
Southwest region. He is good at his job, and his greatest personal satisfaction–also the cause of
his steady rise in the company–is his ability to understand customers and their needs and to sell
them appropriate solutions. As a manager and now Senior Regional Director, Sanchez injects his
department with this same commitment to understanding the customer's needs as the key to long-
term, profitable sales relationships.
42) Sanchez decides to try something new in the Southwest Region. He had been following the
model of sending outside sales reps to follow up with prospects who expressed interest in the
product by various prospecting methods. Now he will augment those efforts by hiring teams of
sales reps to show the product to managers and buyers at stores that do not carry the DECA line
but sell complimentary products, and to call these managers on the phone based on qualifying
work the sales reps in the store have done. What two types of sales reps will Sanchez most likely
hire to comprise these teams?
A) missionary salespeople and inside salespeople
B) outside salespeople and inside salespeople
C) competing salespeople and detail salespeople
D) missionary salespeople and detail salespeople
E) trade salespeople and detail salespeople
Answer: A
Diff: 3
AACSB: Application of Knowledge
Objective: LO 1.4: Discuss the different employment settings in selling today
Roni Harris is a college student in the business department of her local university. She came in to
college thinking she wanted to become an accounting major, but discovered that she is interested
in product marketing and sales.
43) Roni sees a job posting for a "Business Development Manager in the hospitality industry."
Which of the following most accurately describes the duties of this position?
A) soliciting donations from charitable donors and foundations for an organization that promotes
hospitality
B) selling guest and conference hotel rooms and other hotel services to organizations
C) working as a front desk clerk at a hotel
D) servicing requests from guests at an upscale resort
E) managing the banquet hall at a large restaurant/catering facility
Answer: B
Diff: 3
AACSB: Application of Knowledge
Objective: LO 1.4: Discuss the different employment settings in selling today
Loading page 14...
14
A start-up has developed a business-to-business product that allows for integration of inventory,
billing, shipping, teleconferencing, and webinar functions. This allows salespeople to
demonstrate, check inventory, close a sale, and ship the product during a presentation with the
client in person or by webinar.
44) Considering the product and the target market, what would be the best sales model for the
company to most likely use?
A) Sell the product exclusively via self-service online, as it is a technology product.
B) Have the CEO of the company sell the product to prospects because he understands the
importance of making sales.
C) Hire a salesperson with some experience understanding and selling technology products to
sell the product.
D) Hire a highly experienced sales manager from the publishing industry to set up a sales
department.
E) Sell the product through a telemarketing agency.
Answer: C
Diff: 3
AACSB: Application of Knowledge
Objective: LO 1.4: Discuss the different employment settings in selling today
45) To effectively and efficiently sell the product, what type of salespeople should the company
hire?
A) inside sales reps
B) outside sales reps
C) detail reps
D) missionary reps
E) direct sales reps
Answer: A
Diff: 3
AACSB: Application of Knowledge
Objective: LO 1.4: Discuss the different employment settings in selling today
46) Examples of industries in the service channel include convention centers, banking, and
advertising.
Answer: TRUE
Diff: 1
Objective: LO 1.4: Discuss the different employment settings in selling today
47) The growth rate for service companies is much higher than the growth rate for companies
that are selling products.
Answer: TRUE
Diff: 2
Objective: LO 1.4: Discuss the different employment settings in selling today
A start-up has developed a business-to-business product that allows for integration of inventory,
billing, shipping, teleconferencing, and webinar functions. This allows salespeople to
demonstrate, check inventory, close a sale, and ship the product during a presentation with the
client in person or by webinar.
44) Considering the product and the target market, what would be the best sales model for the
company to most likely use?
A) Sell the product exclusively via self-service online, as it is a technology product.
B) Have the CEO of the company sell the product to prospects because he understands the
importance of making sales.
C) Hire a salesperson with some experience understanding and selling technology products to
sell the product.
D) Hire a highly experienced sales manager from the publishing industry to set up a sales
department.
E) Sell the product through a telemarketing agency.
Answer: C
Diff: 3
AACSB: Application of Knowledge
Objective: LO 1.4: Discuss the different employment settings in selling today
45) To effectively and efficiently sell the product, what type of salespeople should the company
hire?
A) inside sales reps
B) outside sales reps
C) detail reps
D) missionary reps
E) direct sales reps
Answer: A
Diff: 3
AACSB: Application of Knowledge
Objective: LO 1.4: Discuss the different employment settings in selling today
46) Examples of industries in the service channel include convention centers, banking, and
advertising.
Answer: TRUE
Diff: 1
Objective: LO 1.4: Discuss the different employment settings in selling today
47) The growth rate for service companies is much higher than the growth rate for companies
that are selling products.
Answer: TRUE
Diff: 2
Objective: LO 1.4: Discuss the different employment settings in selling today
Loading page 15...
15
48) The primary task of a detail salesperson is to develop goodwill and stimulate demand for
products.
Answer: TRUE
Diff: 2
Objective: LO 1.4: Discuss the different employment settings in selling today
49) A sales representative for Dell who is selling a new form of sophisticated routing-to-server
software would likely be classified as a sales engineer.
Answer: TRUE
Diff: 1
Objective: LO 1.4: Discuss the different employment settings in selling today
50) Convention center sales managers, investment securities brokers, and real estate salespeople
all have one thing in common—they sell a(n) ________.
Answer: service
Diff: 2
Objective: LO 1.4: Discuss the different employment settings in selling today
51) A(n) ________ works for the manufacturer. This salesperson must have detailed and precise
technical knowledge.
Answer: sales engineer
Diff: 2
Objective: LO 1.4: Discuss the different employment settings in selling today
52) List and describe the four major employment settings for sales personnel.
Answer:
Selling for a retailer — Retailers sell to the final consumer, so final consumer goods such as
vehicles, apparel, appliances, furniture, and personal computers fit this category.
Selling for a wholesaler — Wholesalers employ over a million salespeople in the United States.
Responsibilities of wholesale salespeople might include determining and granting credit,
maintaining inventories, and helping with promotional activities.
Selling for a manufacturer — These are highly technical sales. The category includes sales
engineers, "detail" salespeople, field sales representatives, and inside salespeople.
Selling a service — This includes hotel and convention center services, financial services,
advertising sales, business services, real estate, and insurance.
Diff: 2
Objective: LO 1.4: Discuss the different employment settings in selling today
48) The primary task of a detail salesperson is to develop goodwill and stimulate demand for
products.
Answer: TRUE
Diff: 2
Objective: LO 1.4: Discuss the different employment settings in selling today
49) A sales representative for Dell who is selling a new form of sophisticated routing-to-server
software would likely be classified as a sales engineer.
Answer: TRUE
Diff: 1
Objective: LO 1.4: Discuss the different employment settings in selling today
50) Convention center sales managers, investment securities brokers, and real estate salespeople
all have one thing in common—they sell a(n) ________.
Answer: service
Diff: 2
Objective: LO 1.4: Discuss the different employment settings in selling today
51) A(n) ________ works for the manufacturer. This salesperson must have detailed and precise
technical knowledge.
Answer: sales engineer
Diff: 2
Objective: LO 1.4: Discuss the different employment settings in selling today
52) List and describe the four major employment settings for sales personnel.
Answer:
Selling for a retailer — Retailers sell to the final consumer, so final consumer goods such as
vehicles, apparel, appliances, furniture, and personal computers fit this category.
Selling for a wholesaler — Wholesalers employ over a million salespeople in the United States.
Responsibilities of wholesale salespeople might include determining and granting credit,
maintaining inventories, and helping with promotional activities.
Selling for a manufacturer — These are highly technical sales. The category includes sales
engineers, "detail" salespeople, field sales representatives, and inside salespeople.
Selling a service — This includes hotel and convention center services, financial services,
advertising sales, business services, real estate, and insurance.
Diff: 2
Objective: LO 1.4: Discuss the different employment settings in selling today
Loading page 16...
16
53) Which one of the following people would LEAST likely be considered a "knowledge
worker"?
A) someone who performs research to discover new information
B) someone who takes current research and uses it to facilitate a task
C) someone who relays information from one party to another without changing it
D) someone who puts information in a format that allows others to access it
E) someone who uses information to solve a problem
Answer: C
Diff: 1
AACSB: Analytical Thinking
Objective: LO 1.5: Explain how personal selling skills have become one of the master skills
needed for success in the information age and how personal selling skills contribute to the work
performed by knowledge workers
54) Salespeople are most likely considered knowledge workers because they:
A) position and lay out information in a way that helps buyers understand it
B) gain knowledge of the product before they can sell it
C) repeat a script that they are given by their managers
D) develop an understanding of the best practices of sales
E) create products themselves before they sell them
Answer: A
Diff: 2
Objective: LO 1.5: Explain how personal selling skills have become one of the master skills
needed for success in the information age and how personal selling skills contribute to the work
performed by knowledge workers
55) Tamara Grindel is a doctor who practices with a group of other physicians with the same
specialty. She is considering taking a course on selling skills. What is the most important way in
which this will help her medical practice?
A) Learning selling skills will give Dr. Grindel an alternate career once she retires from
medicine.
B) Learning selling skills will help Dr. Grindel bring new patients to her practice.
C) Learning selling skills will aid Dr. Grindel in communicating effectively with pharmaceutical
reps who show her new medications.
D) Learning selling skills will show Dr. Grindel how to ensure that her patients take the
medications she prescribes them.
E) Learning selling skills will require Dr. Grindel to understand the financial pressures of
running a practice.
Answer: B
Diff: 2
AACSB: Analytical Thinking
Objective: LO 1.5: Explain how personal selling skills have become one of the master skills
needed for success in the information age and how personal selling skills contribute to the work
performed by knowledge workers
53) Which one of the following people would LEAST likely be considered a "knowledge
worker"?
A) someone who performs research to discover new information
B) someone who takes current research and uses it to facilitate a task
C) someone who relays information from one party to another without changing it
D) someone who puts information in a format that allows others to access it
E) someone who uses information to solve a problem
Answer: C
Diff: 1
AACSB: Analytical Thinking
Objective: LO 1.5: Explain how personal selling skills have become one of the master skills
needed for success in the information age and how personal selling skills contribute to the work
performed by knowledge workers
54) Salespeople are most likely considered knowledge workers because they:
A) position and lay out information in a way that helps buyers understand it
B) gain knowledge of the product before they can sell it
C) repeat a script that they are given by their managers
D) develop an understanding of the best practices of sales
E) create products themselves before they sell them
Answer: A
Diff: 2
Objective: LO 1.5: Explain how personal selling skills have become one of the master skills
needed for success in the information age and how personal selling skills contribute to the work
performed by knowledge workers
55) Tamara Grindel is a doctor who practices with a group of other physicians with the same
specialty. She is considering taking a course on selling skills. What is the most important way in
which this will help her medical practice?
A) Learning selling skills will give Dr. Grindel an alternate career once she retires from
medicine.
B) Learning selling skills will help Dr. Grindel bring new patients to her practice.
C) Learning selling skills will aid Dr. Grindel in communicating effectively with pharmaceutical
reps who show her new medications.
D) Learning selling skills will show Dr. Grindel how to ensure that her patients take the
medications she prescribes them.
E) Learning selling skills will require Dr. Grindel to understand the financial pressures of
running a practice.
Answer: B
Diff: 2
AACSB: Analytical Thinking
Objective: LO 1.5: Explain how personal selling skills have become one of the master skills
needed for success in the information age and how personal selling skills contribute to the work
performed by knowledge workers
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17
56) The CEO of SwiftLink spends one week each month going to sales appointments with
various salespeople in the company. In addition to assisting the salespeople with presentations, a
likely reason the CEO goes on sales calls is to:
A) gather information on customer needs and preferences
B) deduct mileage on his vehicle as a way to offset taxes
C) undercut the salespeople in underperforming divisions of SwiftLink
D) ensure that the salespeople do not give volume discount pricing
E) trade information to customers in exchange for information on competitors
Answer: A
Diff: 2
AACSB: Analytical Thinking
Objective: LO 1.5: Explain how personal selling skills have become one of the master skills
needed for success in the information age and how personal selling skills contribute to the work
performed by knowledge workers
57) Peter Kumar has developed a software application that will reduce costs and increase server
speed for corporations of all sizes. Even with this useful application, Peter still needs to develop
personal selling skills in order to:
A) understand and write a business plan for his company
B) explain his application to potential buyers
C) apply for a patent on his application
D) maintain the discipline and stamina required to develop such a complicated piece of software
E) ensure that only corporate users buy his application
Answer: B
Diff: 2
AACSB: Analytical Thinking
Objective: LO 1.5: Explain how personal selling skills have become one of the master skills
needed for success in the information age and how personal selling skills contribute to the work
performed by knowledge workers
56) The CEO of SwiftLink spends one week each month going to sales appointments with
various salespeople in the company. In addition to assisting the salespeople with presentations, a
likely reason the CEO goes on sales calls is to:
A) gather information on customer needs and preferences
B) deduct mileage on his vehicle as a way to offset taxes
C) undercut the salespeople in underperforming divisions of SwiftLink
D) ensure that the salespeople do not give volume discount pricing
E) trade information to customers in exchange for information on competitors
Answer: A
Diff: 2
AACSB: Analytical Thinking
Objective: LO 1.5: Explain how personal selling skills have become one of the master skills
needed for success in the information age and how personal selling skills contribute to the work
performed by knowledge workers
57) Peter Kumar has developed a software application that will reduce costs and increase server
speed for corporations of all sizes. Even with this useful application, Peter still needs to develop
personal selling skills in order to:
A) understand and write a business plan for his company
B) explain his application to potential buyers
C) apply for a patent on his application
D) maintain the discipline and stamina required to develop such a complicated piece of software
E) ensure that only corporate users buy his application
Answer: B
Diff: 2
AACSB: Analytical Thinking
Objective: LO 1.5: Explain how personal selling skills have become one of the master skills
needed for success in the information age and how personal selling skills contribute to the work
performed by knowledge workers
Loading page 18...
18
Roni Harris is a college student in the business department of her local university. She came in to
college thinking she wanted to become an accounting major, but discovered that she is interested
in product marketing and sales.
58) Roni is taking a time management class as an elective in college because she feels she
occasionally struggles with effectively managing her time and tasks. What effect do time
management skills have on a career in sales?
A) Time management skills are the key to sales, so someone who is not extremely organized
cannot succeed in this career.
B) Time management skills are necessary to be able to set priorities and manage the various
tasks of sales while setting one's own schedule.
C) Time management skills are difficult to learn if one is not born with them, so it is unlikely
that someone without an internal sense of organization will be successful in sales.
D) Time management skills are not a huge issue for salespeople because the sales manager sets
the list of tasks and priorities, so the salesperson just needs to follow the list and execute.
E) Time management skills do not intersect significantly with the tasks required to be good at
sales.
Answer: B
Diff: 3
AACSB: Application of Knowledge
Objective: LO 1.5: Explain how personal selling skills have become one of the master skills
needed for success in the information age and how personal selling skills contribute to the work
performed by knowledge workers
A start-up has developed a business-to-business product that allows for integration of inventory,
billing, shipping, teleconferencing, and webinar functions. This allows salespeople to
demonstrate, check inventory, close a sale, and ship the product during a presentation with the
client in person or by webinar.
59) How does a sales rep most likely create value for the customer with this product?
A) Sell the customer the exact components that will integrate with the customer's current system.
B) Speed the transaction along so that the customer can purchase quickly.
C) Offer a lower price if the customer buys more than one system.
D) Offer to demonstrate the product in the customer's office.
E) Allow the customer to see a demo of the product online to see how they will be able to use the
product.
Answer: A
Diff: 3
AACSB: Application of Knowledge
Objective: LO 1.5: Explain how personal selling skills have become one of the master skills
needed for success in the information age and how personal selling skills contribute to the work
performed by knowledge workers
Roni Harris is a college student in the business department of her local university. She came in to
college thinking she wanted to become an accounting major, but discovered that she is interested
in product marketing and sales.
58) Roni is taking a time management class as an elective in college because she feels she
occasionally struggles with effectively managing her time and tasks. What effect do time
management skills have on a career in sales?
A) Time management skills are the key to sales, so someone who is not extremely organized
cannot succeed in this career.
B) Time management skills are necessary to be able to set priorities and manage the various
tasks of sales while setting one's own schedule.
C) Time management skills are difficult to learn if one is not born with them, so it is unlikely
that someone without an internal sense of organization will be successful in sales.
D) Time management skills are not a huge issue for salespeople because the sales manager sets
the list of tasks and priorities, so the salesperson just needs to follow the list and execute.
E) Time management skills do not intersect significantly with the tasks required to be good at
sales.
Answer: B
Diff: 3
AACSB: Application of Knowledge
Objective: LO 1.5: Explain how personal selling skills have become one of the master skills
needed for success in the information age and how personal selling skills contribute to the work
performed by knowledge workers
A start-up has developed a business-to-business product that allows for integration of inventory,
billing, shipping, teleconferencing, and webinar functions. This allows salespeople to
demonstrate, check inventory, close a sale, and ship the product during a presentation with the
client in person or by webinar.
59) How does a sales rep most likely create value for the customer with this product?
A) Sell the customer the exact components that will integrate with the customer's current system.
B) Speed the transaction along so that the customer can purchase quickly.
C) Offer a lower price if the customer buys more than one system.
D) Offer to demonstrate the product in the customer's office.
E) Allow the customer to see a demo of the product online to see how they will be able to use the
product.
Answer: A
Diff: 3
AACSB: Application of Knowledge
Objective: LO 1.5: Explain how personal selling skills have become one of the master skills
needed for success in the information age and how personal selling skills contribute to the work
performed by knowledge workers
Loading page 19...
19
60) The customer service representatives employed by the company for after-sales support are
likely to need:
A) training to learn to speak standard American English and lose accents they have
B) to be instructed in basic telephone manners and standards of politeness
C) mileage allowances for the time they will spend visiting client sites to physically install the
software
D) special sales skills that allow them to close particularly difficult sales
E) specialized technical skills to assist customer companies in installing and implementing the
software
Answer: E
Diff: 3
AACSB: Application of Knowledge
Objective: LO 1.5: Explain how personal selling skills have become one of the master skills
needed for success in the information age and how personal selling skills contribute to the work
performed by knowledge workers
61) Knowledge workers are people who succeed by adding value to information.
Answer: TRUE
Diff: 1
Objective: LO 1.5: Explain how personal selling skills have become one of the master skills
needed for success in the information age and how personal selling skills contribute to the work
performed by knowledge workers
62) Knowledge workers need selling skills to communicate information to consumers.
Answer: TRUE
Diff: 1
AACSB: Written and Oral Communication
Objective: LO 1.5: Explain how personal selling skills have become one of the master skills
needed for success in the information age and how personal selling skills contribute to the work
performed by knowledge workers
63) Managers do not need sales skills because they need to obtain information from clients, not
communicate information to clients.
Answer: FALSE
Diff: 2
AACSB: Written and Oral Communication
Objective: LO 1.5: Explain how personal selling skills have become one of the master skills
needed for success in the information age and how personal selling skills contribute to the work
performed by knowledge workers
64) Firms that hire professionals such as accountants and engineers almost always hire separate
sales staff so the professionals do not have to sell.
Answer: FALSE
Diff: 1
Objective: LO 1.5: Explain how personal selling skills have become one of the master skills
needed for success in the information age and how personal selling skills contribute to the work
performed by knowledge workers
60) The customer service representatives employed by the company for after-sales support are
likely to need:
A) training to learn to speak standard American English and lose accents they have
B) to be instructed in basic telephone manners and standards of politeness
C) mileage allowances for the time they will spend visiting client sites to physically install the
software
D) special sales skills that allow them to close particularly difficult sales
E) specialized technical skills to assist customer companies in installing and implementing the
software
Answer: E
Diff: 3
AACSB: Application of Knowledge
Objective: LO 1.5: Explain how personal selling skills have become one of the master skills
needed for success in the information age and how personal selling skills contribute to the work
performed by knowledge workers
61) Knowledge workers are people who succeed by adding value to information.
Answer: TRUE
Diff: 1
Objective: LO 1.5: Explain how personal selling skills have become one of the master skills
needed for success in the information age and how personal selling skills contribute to the work
performed by knowledge workers
62) Knowledge workers need selling skills to communicate information to consumers.
Answer: TRUE
Diff: 1
AACSB: Written and Oral Communication
Objective: LO 1.5: Explain how personal selling skills have become one of the master skills
needed for success in the information age and how personal selling skills contribute to the work
performed by knowledge workers
63) Managers do not need sales skills because they need to obtain information from clients, not
communicate information to clients.
Answer: FALSE
Diff: 2
AACSB: Written and Oral Communication
Objective: LO 1.5: Explain how personal selling skills have become one of the master skills
needed for success in the information age and how personal selling skills contribute to the work
performed by knowledge workers
64) Firms that hire professionals such as accountants and engineers almost always hire separate
sales staff so the professionals do not have to sell.
Answer: FALSE
Diff: 1
Objective: LO 1.5: Explain how personal selling skills have become one of the master skills
needed for success in the information age and how personal selling skills contribute to the work
performed by knowledge workers
Loading page 20...
20
65) Once an entrepreneur's company is successful, the entrepreneur no longer has to sell.
Answer: FALSE
Diff: 1
Objective: LO 1.5: Explain how personal selling skills have become one of the master skills
needed for success in the information age and how personal selling skills contribute to the work
performed by knowledge workers
66) Born salespeople have an advantage over people who learn selling skills through training.
Answer: FALSE
Diff: 2
Objective: LO 1.5: Explain how personal selling skills have become one of the master skills
needed for success in the information age and how personal selling skills contribute to the work
performed by knowledge workers
67) ________ has no value until it is communicated effectively.
Answer: Information
Diff: 1
AACSB: Written and Oral Communication
Objective: LO 1.5: Explain how personal selling skills have become one of the master skills
needed for success in the information age and how personal selling skills contribute to the work
performed by knowledge workers
68) Name four categories of employees who use sales techniques in their daily jobs but would
not necessarily consider themselves salespeople.
Answer:
1. Managers
2. Professionals
3. Entrepreneurs
4. Customer service representatives
Diff: 2
Objective: LO 1.5: Explain how personal selling skills have become one of the master skills
needed for success in the information age and how personal selling skills contribute to the work
performed by knowledge workers
69) Corporate-sponsored sales training usually includes training on:
A) CRM software
B) accounting methods and theory
C) shipping systems and logistics
D) operating production machinery
E) competitors' products
Answer: A
Diff: 1
Objective: LO 1.6: Identify the four major sources of sales training
65) Once an entrepreneur's company is successful, the entrepreneur no longer has to sell.
Answer: FALSE
Diff: 1
Objective: LO 1.5: Explain how personal selling skills have become one of the master skills
needed for success in the information age and how personal selling skills contribute to the work
performed by knowledge workers
66) Born salespeople have an advantage over people who learn selling skills through training.
Answer: FALSE
Diff: 2
Objective: LO 1.5: Explain how personal selling skills have become one of the master skills
needed for success in the information age and how personal selling skills contribute to the work
performed by knowledge workers
67) ________ has no value until it is communicated effectively.
Answer: Information
Diff: 1
AACSB: Written and Oral Communication
Objective: LO 1.5: Explain how personal selling skills have become one of the master skills
needed for success in the information age and how personal selling skills contribute to the work
performed by knowledge workers
68) Name four categories of employees who use sales techniques in their daily jobs but would
not necessarily consider themselves salespeople.
Answer:
1. Managers
2. Professionals
3. Entrepreneurs
4. Customer service representatives
Diff: 2
Objective: LO 1.5: Explain how personal selling skills have become one of the master skills
needed for success in the information age and how personal selling skills contribute to the work
performed by knowledge workers
69) Corporate-sponsored sales training usually includes training on:
A) CRM software
B) accounting methods and theory
C) shipping systems and logistics
D) operating production machinery
E) competitors' products
Answer: A
Diff: 1
Objective: LO 1.6: Identify the four major sources of sales training
Loading page 21...
21
70) Commercial vendors who provide sales training offer courses based on:
A) Universal Sales Theory
B) the theories of Dale Carnegie and Napoleon Hill
C) a variety of sales approaches dating back decades
D) modern sales approaches that have been regression-tested
E) graduate-level MBA sales work
Answer: C
Diff: 2
Objective: LO 1.6: Identify the four major sources of sales training
71) A training and education initiative with specific requirements delivered by an industry
professional association to salespeople in that industry is an example of a(n):
A) university sales methods class
B) corporate-sponsored training class
C) Internet-based training program
D) certification program
E) college concentration
Answer: D
Diff: 1
Objective: LO 1.6: Identify the four major sources of sales training
A start-up has developed a business-to-business product that allows for integration of inventory,
billing, shipping, teleconferencing, and webinar functions. This allows salespeople to
demonstrate, check inventory, close a sale, and ship the product during a presentation with the
client in person or by webinar.
72) To train the sales reps, the company should most likely:
A) ask the sales reps to read three classic sales texts and engage in a role-playing workshop
B) hire a trainer who understands sales techniques to train the sales reps in groups of three
C) send the sales reps to a standardized course that teaches sales theory
D) develop an in-house training course focused on product knowledge supplemented by a
refresher in sales techniques delivered by a hired company
E) send the sales reps to shadow the product developers to learn how they develop products for
the company
Answer: D
Diff: 3
AACSB: Application of Knowledge
Objective: LO 1.6: Identify the four major sources of sales training
73) Companies that deliver their own corporate-sponsored training do not also use training
programs provided by commercial vendors.
Answer: FALSE
Diff: 1
Objective: LO 1.6: Identify the four major sources of sales training
70) Commercial vendors who provide sales training offer courses based on:
A) Universal Sales Theory
B) the theories of Dale Carnegie and Napoleon Hill
C) a variety of sales approaches dating back decades
D) modern sales approaches that have been regression-tested
E) graduate-level MBA sales work
Answer: C
Diff: 2
Objective: LO 1.6: Identify the four major sources of sales training
71) A training and education initiative with specific requirements delivered by an industry
professional association to salespeople in that industry is an example of a(n):
A) university sales methods class
B) corporate-sponsored training class
C) Internet-based training program
D) certification program
E) college concentration
Answer: D
Diff: 1
Objective: LO 1.6: Identify the four major sources of sales training
A start-up has developed a business-to-business product that allows for integration of inventory,
billing, shipping, teleconferencing, and webinar functions. This allows salespeople to
demonstrate, check inventory, close a sale, and ship the product during a presentation with the
client in person or by webinar.
72) To train the sales reps, the company should most likely:
A) ask the sales reps to read three classic sales texts and engage in a role-playing workshop
B) hire a trainer who understands sales techniques to train the sales reps in groups of three
C) send the sales reps to a standardized course that teaches sales theory
D) develop an in-house training course focused on product knowledge supplemented by a
refresher in sales techniques delivered by a hired company
E) send the sales reps to shadow the product developers to learn how they develop products for
the company
Answer: D
Diff: 3
AACSB: Application of Knowledge
Objective: LO 1.6: Identify the four major sources of sales training
73) Companies that deliver their own corporate-sponsored training do not also use training
programs provided by commercial vendors.
Answer: FALSE
Diff: 1
Objective: LO 1.6: Identify the four major sources of sales training
Loading page 22...
22
74) Increased professionalism in personal selling has led to a rise in the number of sales
________ programs offered to those who complete coursework in sales techniques and best
practices.
Answer: certification
Diff: 2
Objective: LO 1.6: Identify the four major sources of sales training
75) List the four sources of sales training.
Answer:
1. Corporate-sponsored training
2. Training provided by commercial vendors
3. Certification programs
4. College and University coursework
Diff: 2
Objective: LO 1.6: Identify the four major sources of sales training
74) Increased professionalism in personal selling has led to a rise in the number of sales
________ programs offered to those who complete coursework in sales techniques and best
practices.
Answer: certification
Diff: 2
Objective: LO 1.6: Identify the four major sources of sales training
75) List the four sources of sales training.
Answer:
1. Corporate-sponsored training
2. Training provided by commercial vendors
3. Certification programs
4. College and University coursework
Diff: 2
Objective: LO 1.6: Identify the four major sources of sales training
Loading page 23...
1
Selling Today: Partnering to Create Value, 14e (Manning/Ahearne/Reece)
Chapter 2 Evolution of Selling Models That Compliment the Marketing Concept
1) The development of a personal selling philosophy most likely involves:
A) a full acceptance of the limits of the marketing concept
B) a full appreciation of the tenets of the free enterprise system
C) a desire to sell internationally
D) assuming the role of a problem-solver in helping customers make complex buying decisions
E) assuming the role of a competitor for customers' business
Answer: D
Diff: 2
Objective: LO 2.1: Discuss the evolution of personal selling models as an extension of the
marketing concept
2) Sales departments and marketing departments often compete for:
A) the largest number of employees in the company
B) the biggest customers
C) financial resources and budget share
D) management's favor
E) product to give away
Answer: C
Diff: 2
Objective: LO 2.1: Discuss the evolution of personal selling models as an extension of the
marketing concept
3) The ultimate goal of the "marketing concept" is:
A) product diversification
B) customer satisfaction
C) brand loyalty
D) rising profit margins
E) efficiency of production
Answer: B
Diff: 2
Objective: LO 2.1: Discuss the evolution of personal selling models as an extension of the
marketing concept
Selling Today: Partnering to Create Value, 14e (Manning/Ahearne/Reece)
Chapter 2 Evolution of Selling Models That Compliment the Marketing Concept
1) The development of a personal selling philosophy most likely involves:
A) a full acceptance of the limits of the marketing concept
B) a full appreciation of the tenets of the free enterprise system
C) a desire to sell internationally
D) assuming the role of a problem-solver in helping customers make complex buying decisions
E) assuming the role of a competitor for customers' business
Answer: D
Diff: 2
Objective: LO 2.1: Discuss the evolution of personal selling models as an extension of the
marketing concept
2) Sales departments and marketing departments often compete for:
A) the largest number of employees in the company
B) the biggest customers
C) financial resources and budget share
D) management's favor
E) product to give away
Answer: C
Diff: 2
Objective: LO 2.1: Discuss the evolution of personal selling models as an extension of the
marketing concept
3) The ultimate goal of the "marketing concept" is:
A) product diversification
B) customer satisfaction
C) brand loyalty
D) rising profit margins
E) efficiency of production
Answer: B
Diff: 2
Objective: LO 2.1: Discuss the evolution of personal selling models as an extension of the
marketing concept
Loading page 24...
2
4) Which of the following statements would NOT be an application of the marketing concept?
A) Let's speed up production and get these products to customers faster by eliminating the field
test.
B) Let's show these product designs to some prospective buyers for their reactions.
C) Let's examine our points of distribution to see if we're reaching the market effectively.
D) Let's do some research to see which colors consumers prefer.
E) Let's ask customers which products they used most heavily.
Answer: A
Diff: 2
AACSB: Analytical Thinking
Objective: LO 2.1: Discuss the evolution of personal selling models as an extension of the
marketing concept
5) When UPS was first established, founder Jim Casey described the firm's focus as follows:
A) to become a leader in international shipping
B) to become the world's most profitable company
C) to render perfect service to our stores and their customers
D) to become the world's most efficient shipping company
E) to become the fastest shipper in the world
Answer: C
Diff: 2
Objective: LO 2.1: Discuss the evolution of personal selling models as an extension of the
marketing concept
6) The marketing mix consists of product, promotion, place, and:
A) personnel
B) principle
C) perfection
D) pride
E) price
Answer: E
Diff: 1
Objective: LO 2.1: Discuss the evolution of personal selling models as an extension of the
marketing concept
7) The promotion element of a marketing program can be subdivided into the areas of:
A) sales, promotion, and advertising
B) market research, personnel, and product publicity
C) product research, product design, product production, and product publicity
D) public relations, place, personal selling, and personnel
E) sales promotion, public relations, personal selling, and advertising
Answer: E
Diff: 2
Objective: LO 2.1: Discuss the evolution of personal selling models as an extension of the
marketing concept
4) Which of the following statements would NOT be an application of the marketing concept?
A) Let's speed up production and get these products to customers faster by eliminating the field
test.
B) Let's show these product designs to some prospective buyers for their reactions.
C) Let's examine our points of distribution to see if we're reaching the market effectively.
D) Let's do some research to see which colors consumers prefer.
E) Let's ask customers which products they used most heavily.
Answer: A
Diff: 2
AACSB: Analytical Thinking
Objective: LO 2.1: Discuss the evolution of personal selling models as an extension of the
marketing concept
5) When UPS was first established, founder Jim Casey described the firm's focus as follows:
A) to become a leader in international shipping
B) to become the world's most profitable company
C) to render perfect service to our stores and their customers
D) to become the world's most efficient shipping company
E) to become the fastest shipper in the world
Answer: C
Diff: 2
Objective: LO 2.1: Discuss the evolution of personal selling models as an extension of the
marketing concept
6) The marketing mix consists of product, promotion, place, and:
A) personnel
B) principle
C) perfection
D) pride
E) price
Answer: E
Diff: 1
Objective: LO 2.1: Discuss the evolution of personal selling models as an extension of the
marketing concept
7) The promotion element of a marketing program can be subdivided into the areas of:
A) sales, promotion, and advertising
B) market research, personnel, and product publicity
C) product research, product design, product production, and product publicity
D) public relations, place, personal selling, and personnel
E) sales promotion, public relations, personal selling, and advertising
Answer: E
Diff: 2
Objective: LO 2.1: Discuss the evolution of personal selling models as an extension of the
marketing concept
Loading page 25...
3
A company has developed a calendar/messaging/paperwork center that helps working mothers
organize their families' schedules and paperwork. All the mothers who have tried it have loved it,
and it is priced comparably to normal planners, although it offers much more.
8) The product was developed by gathering focus groups of mothers and asking them what they
need and what they wish normal planners offered them. This method of product development
most likely:
A) is costly and inefficient
B) is performed by the marketing department
C) subscribes to the marketing concept
D) reduces the barriers to purchasing
E) is a method developed in the last decade
Answer: C
Diff: 3
AACSB: Application of Knowledge
Objective: LO 2.1: Discuss the evolution of personal selling models as an extension of the
marketing concept
9) As part of the marketing mix, the makers of the calendar will be running an advertising
campaign directed at working mothers. Another part of the marketing mix is sending salespeople
to sell:
A) calendars to retail outlets
B) calendars to working mothers
C) organizational skills to working mothers
D) nostalgia to organizers
E) organizational skills to online reviewers
Answer: A
Diff: 3
AACSB: Application of Knowledge
Objective: LO 2.1: Discuss the evolution of personal selling models as an extension of the
marketing concept
A company has developed a calendar/messaging/paperwork center that helps working mothers
organize their families' schedules and paperwork. All the mothers who have tried it have loved it,
and it is priced comparably to normal planners, although it offers much more.
8) The product was developed by gathering focus groups of mothers and asking them what they
need and what they wish normal planners offered them. This method of product development
most likely:
A) is costly and inefficient
B) is performed by the marketing department
C) subscribes to the marketing concept
D) reduces the barriers to purchasing
E) is a method developed in the last decade
Answer: C
Diff: 3
AACSB: Application of Knowledge
Objective: LO 2.1: Discuss the evolution of personal selling models as an extension of the
marketing concept
9) As part of the marketing mix, the makers of the calendar will be running an advertising
campaign directed at working mothers. Another part of the marketing mix is sending salespeople
to sell:
A) calendars to retail outlets
B) calendars to working mothers
C) organizational skills to working mothers
D) nostalgia to organizers
E) organizational skills to online reviewers
Answer: A
Diff: 3
AACSB: Application of Knowledge
Objective: LO 2.1: Discuss the evolution of personal selling models as an extension of the
marketing concept
Loading page 26...
4
XFormation is a company that develops and delivers custom trainings for products, procedures,
and change at companies. XFormation developers have extensive knowledge of adult learning
theory, and the trainers are dynamic, engaged teachers.
10) Xformation's marketing mix needs to:
A) be balanced across all four of the Ps because the product is not complicated or difficult to
understand
B) rely heavily on promotion, especially personal selling, to help the client purchase custom
trainings
C) focus on price, because XFormation's competition can provide identical training at a lower
price point
D) further refine the product, and offer more standardized options for clients
E) pay more attention to place, and consider how the location of the office affects sales volume
Answer: B
Diff: 3
AACSB: Application of Knowledge
Objective: LO 2.1: Discuss the evolution of personal selling models as an extension of the
marketing concept
11) A company that ignores the marketing concept will not have any negative effects.
Answer: FALSE
Diff: 2
Objective: LO 2.1: Discuss the evolution of personal selling models as an extension of the
marketing concept
12) Business firms vary in terms of how strongly they support the marketing concept.
Answer: TRUE
Diff: 1
Objective: LO 2.1: Discuss the evolution of personal selling models as an extension of the
marketing concept
13) It is not as important to focus on the marketing concept if a company has an established
product.
Answer: FALSE
Diff: 2
Objective: LO 2.1: Discuss the evolution of personal selling models as an extension of the
marketing concept
14) There is no set path to using the marketing concept successfully.
Answer: TRUE
Diff: 1
Objective: LO 2.1: Discuss the evolution of personal selling models as an extension of the
marketing concept
XFormation is a company that develops and delivers custom trainings for products, procedures,
and change at companies. XFormation developers have extensive knowledge of adult learning
theory, and the trainers are dynamic, engaged teachers.
10) Xformation's marketing mix needs to:
A) be balanced across all four of the Ps because the product is not complicated or difficult to
understand
B) rely heavily on promotion, especially personal selling, to help the client purchase custom
trainings
C) focus on price, because XFormation's competition can provide identical training at a lower
price point
D) further refine the product, and offer more standardized options for clients
E) pay more attention to place, and consider how the location of the office affects sales volume
Answer: B
Diff: 3
AACSB: Application of Knowledge
Objective: LO 2.1: Discuss the evolution of personal selling models as an extension of the
marketing concept
11) A company that ignores the marketing concept will not have any negative effects.
Answer: FALSE
Diff: 2
Objective: LO 2.1: Discuss the evolution of personal selling models as an extension of the
marketing concept
12) Business firms vary in terms of how strongly they support the marketing concept.
Answer: TRUE
Diff: 1
Objective: LO 2.1: Discuss the evolution of personal selling models as an extension of the
marketing concept
13) It is not as important to focus on the marketing concept if a company has an established
product.
Answer: FALSE
Diff: 2
Objective: LO 2.1: Discuss the evolution of personal selling models as an extension of the
marketing concept
14) There is no set path to using the marketing concept successfully.
Answer: TRUE
Diff: 1
Objective: LO 2.1: Discuss the evolution of personal selling models as an extension of the
marketing concept
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5
15) When measured by either the number of people employed or expenses as a percentage of
sales, personal selling is often the major promotional method used by American businesses.
Answer: TRUE
Diff: 2
Objective: LO 2.1: Discuss the evolution of personal selling models as an extension of the
marketing concept
16) The marketing concept is the foundation of the sales methods and techniques used since the
1950s.
Answer: TRUE
Diff: 1
Objective: LO 2.1: Discuss the evolution of personal selling models as an extension of the
marketing concept
17) Peter Drucker stated that "the ________ defines the business."
Answer: customer
Diff: 1
Objective: LO 2.1: Discuss the evolution of personal selling models as an extension of the
marketing concept
18) List and describe the four parts of the marketing mix.
Answer:
1. Price–What the product will cost the customer
2. Product–The qualities and specifications of the product
3. Place–Where the customer can buy the product
4. Promotion–How the company will promote the product to the customer
Diff: 1
Objective: LO 2.1: Discuss the evolution of personal selling models as an extension of the
marketing concept
19) In consultative selling, the customer is seen as:
A) a person to be served
B) a prospect to be sold
C) a point on the funnel
D) progress toward a quota
E) a challenge to be overcome
Answer: A
Diff: 1
Objective: LO 2.2: Describe the evolution of consultative selling from the marketing era to the
present
15) When measured by either the number of people employed or expenses as a percentage of
sales, personal selling is often the major promotional method used by American businesses.
Answer: TRUE
Diff: 2
Objective: LO 2.1: Discuss the evolution of personal selling models as an extension of the
marketing concept
16) The marketing concept is the foundation of the sales methods and techniques used since the
1950s.
Answer: TRUE
Diff: 1
Objective: LO 2.1: Discuss the evolution of personal selling models as an extension of the
marketing concept
17) Peter Drucker stated that "the ________ defines the business."
Answer: customer
Diff: 1
Objective: LO 2.1: Discuss the evolution of personal selling models as an extension of the
marketing concept
18) List and describe the four parts of the marketing mix.
Answer:
1. Price–What the product will cost the customer
2. Product–The qualities and specifications of the product
3. Place–Where the customer can buy the product
4. Promotion–How the company will promote the product to the customer
Diff: 1
Objective: LO 2.1: Discuss the evolution of personal selling models as an extension of the
marketing concept
19) In consultative selling, the customer is seen as:
A) a person to be served
B) a prospect to be sold
C) a point on the funnel
D) progress toward a quota
E) a challenge to be overcome
Answer: A
Diff: 1
Objective: LO 2.2: Describe the evolution of consultative selling from the marketing era to the
present
Loading page 28...
6
20) Consultative selling emphasizes need identification, which the salesperson achieves by:
A) leading with the benefits of the product or service, not the features
B) giving a professional sales presentation that engages multiple modalities
C) mirroring the client's speech and body language to establish rapport
D) carefully labeling all the steps to install and use the product
E) asking the client questions and listening carefully to the answers
Answer: E
Diff: 2
Objective: LO 2.2: Describe the evolution of consultative selling from the marketing era to the
present
21) Transactional selling is less complicated than consultative selling because:
A) consultative selling takes into consideration the clients' varying needs
B) consultative selling requires giving the client the product at the lowest price possible
C) consultative selling is an earlier form of selling than transactional selling
D) all sales begin with transactional selling
E) a higher percentage of transactional sales close than do consultative sales
Answer: A
Diff: 3
Objective: LO 2.2: Describe the evolution of consultative selling from the marketing era to the
present
22) A key ingredient in the consultative selling process is:
A) discounting appropriately
B) serving the client
C) overcoming objections
D) selling in teams
E) asking for the sale
Answer: B
Diff: 2
Objective: LO 2.2: Describe the evolution of consultative selling from the marketing era to the
present
20) Consultative selling emphasizes need identification, which the salesperson achieves by:
A) leading with the benefits of the product or service, not the features
B) giving a professional sales presentation that engages multiple modalities
C) mirroring the client's speech and body language to establish rapport
D) carefully labeling all the steps to install and use the product
E) asking the client questions and listening carefully to the answers
Answer: E
Diff: 2
Objective: LO 2.2: Describe the evolution of consultative selling from the marketing era to the
present
21) Transactional selling is less complicated than consultative selling because:
A) consultative selling takes into consideration the clients' varying needs
B) consultative selling requires giving the client the product at the lowest price possible
C) consultative selling is an earlier form of selling than transactional selling
D) all sales begin with transactional selling
E) a higher percentage of transactional sales close than do consultative sales
Answer: A
Diff: 3
Objective: LO 2.2: Describe the evolution of consultative selling from the marketing era to the
present
22) A key ingredient in the consultative selling process is:
A) discounting appropriately
B) serving the client
C) overcoming objections
D) selling in teams
E) asking for the sale
Answer: B
Diff: 2
Objective: LO 2.2: Describe the evolution of consultative selling from the marketing era to the
present
Loading page 29...
7
A company has developed a calendar/messaging/paperwork center that helps working mothers
organize their families' schedules and paperwork. All the mothers who have tried it have loved it,
and it is priced comparably to normal planners, although it offers much more.
23) Because this product looks similar to other products and only differentiates itself when a
customer uses it, customers might be more influenced to buy it because of:
A) advertising on websites geared to women
B) marketing campaigns in non-traditional outlets
C) word of mouth endorsements from other mothers
D) teacher recommendations
E) telephone marketing campaigns
Answer: C
Diff: 3
AACSB: Application of Knowledge
Objective: LO 2.2: Describe the evolution of consultative selling from the marketing era to the
present
24) Company management is having a difficult time deciding whether to allot more money to a
marketing campaign involving ad buys and promotional events, or to a staff of sales
representatives to sell the organizers. What factor should they consider in allotting the budget?
A) A national marketing campaign can cost more than the yearly salaries of an entire sales
department.
B) A marketing campaign can reach prospects in several geographic areas at the same time.
C) Salespeople can visit several retail outlets a day.
D) Salespeople work on commission.
E) Even with a marketing campaign, retail outlets will need to order through and be trained on
product knowledge by salespeople.
Answer: E
Diff: 3
AACSB: Application of Knowledge
Objective: LO 2.2: Describe the evolution of consultative selling from the marketing era to the
present
A company has developed a calendar/messaging/paperwork center that helps working mothers
organize their families' schedules and paperwork. All the mothers who have tried it have loved it,
and it is priced comparably to normal planners, although it offers much more.
23) Because this product looks similar to other products and only differentiates itself when a
customer uses it, customers might be more influenced to buy it because of:
A) advertising on websites geared to women
B) marketing campaigns in non-traditional outlets
C) word of mouth endorsements from other mothers
D) teacher recommendations
E) telephone marketing campaigns
Answer: C
Diff: 3
AACSB: Application of Knowledge
Objective: LO 2.2: Describe the evolution of consultative selling from the marketing era to the
present
24) Company management is having a difficult time deciding whether to allot more money to a
marketing campaign involving ad buys and promotional events, or to a staff of sales
representatives to sell the organizers. What factor should they consider in allotting the budget?
A) A national marketing campaign can cost more than the yearly salaries of an entire sales
department.
B) A marketing campaign can reach prospects in several geographic areas at the same time.
C) Salespeople can visit several retail outlets a day.
D) Salespeople work on commission.
E) Even with a marketing campaign, retail outlets will need to order through and be trained on
product knowledge by salespeople.
Answer: E
Diff: 3
AACSB: Application of Knowledge
Objective: LO 2.2: Describe the evolution of consultative selling from the marketing era to the
present
Loading page 30...
8
XFormation is a company that develops and delivers custom trainings for products, procedures,
and change at companies. XFormation developers have extensive knowledge of adult learning
theory, and the trainers are dynamic, engaged teachers.
25) Which of the following is the main goal for XFormation salespeople in terms of product
strategy?
A) Create products that customers really want to buy instead of products that the company wants
to sell.
B) Understand all the training products they sell and how to customize a package for the
customer.
C) Examine how they can add value for customers so the customers will continue to contract
with XFormation on a long-term basis.
D) Give a presentation to the customer after planning out the objectives carefully ahead of time.
E) Understand the customer's needs and what and how they need to buy.
Answer: B
Diff: 3
AACSB: Application of Knowledge
Objective: LO 2.2: Describe the evolution of consultative selling from the marketing era to the
present
26) Which of the following is the customer strategy that XFormation salespeople should use?
A) Understand all the training products they sell and how to customize a package for the
customer.
B) Examine how they can add value for customers so the customers will continue to contract
with XFormation on a long-term basis.
C) Give a presentation to the customer after planning out the objectives carefully ahead of time.
D) Spend enough time with the customer that the salesperson lives and breathes the customer's
business.
E) Understand the customer's needs and what and how they need to buy.
Answer: E
Diff: 3
AACSB: Application of Knowledge
Objective: LO 2.2: Describe the evolution of consultative selling from the marketing era to the
present
27) E-commerce has contributed to the decline in popularity of transactional selling.
Answer: TRUE
Diff: 2
AACSB: Information Technology
Objective: LO 2.2: Describe the evolution of consultative selling from the marketing era to the
present
XFormation is a company that develops and delivers custom trainings for products, procedures,
and change at companies. XFormation developers have extensive knowledge of adult learning
theory, and the trainers are dynamic, engaged teachers.
25) Which of the following is the main goal for XFormation salespeople in terms of product
strategy?
A) Create products that customers really want to buy instead of products that the company wants
to sell.
B) Understand all the training products they sell and how to customize a package for the
customer.
C) Examine how they can add value for customers so the customers will continue to contract
with XFormation on a long-term basis.
D) Give a presentation to the customer after planning out the objectives carefully ahead of time.
E) Understand the customer's needs and what and how they need to buy.
Answer: B
Diff: 3
AACSB: Application of Knowledge
Objective: LO 2.2: Describe the evolution of consultative selling from the marketing era to the
present
26) Which of the following is the customer strategy that XFormation salespeople should use?
A) Understand all the training products they sell and how to customize a package for the
customer.
B) Examine how they can add value for customers so the customers will continue to contract
with XFormation on a long-term basis.
C) Give a presentation to the customer after planning out the objectives carefully ahead of time.
D) Spend enough time with the customer that the salesperson lives and breathes the customer's
business.
E) Understand the customer's needs and what and how they need to buy.
Answer: E
Diff: 3
AACSB: Application of Knowledge
Objective: LO 2.2: Describe the evolution of consultative selling from the marketing era to the
present
27) E-commerce has contributed to the decline in popularity of transactional selling.
Answer: TRUE
Diff: 2
AACSB: Information Technology
Objective: LO 2.2: Describe the evolution of consultative selling from the marketing era to the
present
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Subject
Marketing