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Trang 1Free Test Bank for Fundamentals of Selling 13th Edition
Mutiple Choice Questions
People like to buy from people they know and trust, which
illustrates the importance of using:
1 A the Golden Rule of Selling.
2 B traditional methods of selling.
3 C a transactional approach to sales.
4 D the trial close ahead of close.
5 E an alternative sales close.
The person behind the counter at McDonald's who enters
your order, takes your money, and hands you your food is a(n):
1 A retail salesperson.
2 B sales executive.
3 C order-getter.
4 D direct salesperson.
5 E account representative.
Billy Marshall sells blank aluminum cans for soda
manufacturers to fill Billy would be best classified as a(n):
1 A detail salesperson.
2 B account representative.
3 C sales engineer.
4 D direct salesperson.
5 E industrial products salesperson.
Peter sells electrical supplies to retailers and home builders
Peter's organization buys the electrical supplies from various manufacturers Peter is best classified as a(n) _
1 A retail salesperson
2 B detail salesperson
3 C accounts representative
4 D wholesale salesperson
5 E sales engineer
Trang 2According to the text, which of the following is an example of
a technical skill?
1 A Mastering presentation techniques
2 B Solving problems strategically
3 C Building customer relationships
4 D Setting long-term goals
5 E Working with others
In the position of an account representative, an employee is
most likely to:
1 A concentrate on performing promotional activities and introducing new products.
2 B sell products that call for an ability to discuss technical aspects of the product.
3 C sell tangible, highly complex products to industrial buyers and manufacturers.
4 D call on a large number of already established customers and ask for orders.
5 E sell the benefits of intangible or nonphysical products such as financial
services.
What is one of the reasons that people choose sales jobs?
1 A Very little pressure
2 B High degree of freedom
3 C Minimal accountability required
4 D Few skills needed for success in the field
5 E High fixed salaries compared to most other jobs.
In which of the following situations is the individual NOT
actively engaged in selling?
1 A Steve is trying to convince his professor that he deserves an "A."
2 B Brendan is persuading Marilyn to loan him $10, so he can order a pizza.
3 C Chad is trying to convince his biology lab partner to sketch the internal organs
of the frog they dissected in lab.
4 D Anna is trying to persuade her husband to attend her family reunion.
5 E Daniel is creating a logo for his home-based Web services company.
The acronym SSUCCESS is used in selling to help you
remember the eight:
1 A most frequently listed characteristics needed to be successful in sales.
2 B steps required to create a customer profile.
3 C mental stages of the customer purchasing process.
4 D types of knowledge a salesperson needs to succeed.
5 E steps to creating an effective sales presentation.
Which of the following statements about sales jobs is most
likely false?
1 A Sales jobs require salespeople to exhibit more tact than other professions do.
Trang 32 B Many salespeople work with little or no supervision.
3 C Many sales jobs require considerable traveling and time spent away from family.
4 D Salespeople represent their companies to the outside world.
5 E Salespeople spend little or no company funds for entertainment.
Unlike the traditional definition of personal selling, the new
definition:
1 A relates personal selling more closely to transactional marketing.
2 B identifies electronic selling as the most effective channel.
3 C stresses the importance of being unselfish in selling.
4 D excludes telemarketing activities due to ethical concerns.
5 E substitutes the word "relationship marketing" for "personal selling."
Anderson is a used cars salesperson, and he believes in the
Golden Rule of Personal Selling He would most likely believe that:
1 A profit maximization is the ultimate goal of business.
2 B an action is acceptable if it is legally correct.
3 C salespeople should be driven by pride and achievements.
4 D money and long-term customer loyalty are essential.
5 E positive sales results are to be attributed to other people.
Which of the following is NOT part of the acronym
SSUCCESS?
1 A Use of the Golden Rule
2 B Stamina for the job
3 C Personal characteristics
4 D Strategic thinking
5 E Cultural sensitivity
In addition to performance, the salary earned by a sales
manager is LEAST related to the:
1 A annual sales volume of units managed.
2 B number of salespeople managed.
3 C length of experience in sales.
4 D annual sales volume of the firm.
5 E educational qualifications.
_ is traditionally defined as the personal communication
of information to persuade a prospective customer to buy something which satisfies that individual's needs
1 A Marketing
2 B Personal selling
3 C Public relations
Trang 44 D Advertising
5 E Promotion
The _ refers to the sales philosophy of unselfishly
treating others as you would like to be treated
1 A Equity Sales Theory
2 B Reciprocity Principle
3 C 80/20 Principle of Sales
4 D ABCS Rule of Salesmanship
5 E Golden Rule of Personal Selling
Which term refers to the salesperson's sequential series of
actions that lead toward the customer taking a desired action?
1 A Talent management
2 B Marketing mix
3 C Sales process
4 D Sales presentation
5 E Marketing process
A(n) _ focuses on performing promotional activities and
introducing new products rather than directly
soliciting orders
1 A sales engineer
2 B account representative
3 C detail salesperson
4 D retail salesperson
5 E service salesperson
Which of the following statements about sales success is
most likely true?
1 A For success in sales, it is more important to speak well than to listen well.
2 B Modern salespeople make contributions to the welfare of others through
service.
3 C Operational orientation is more important to salespeople than strategic
orientation.
4 D Successful salespeople are more focused on closing than the other aspects of sales.
5 E Physical attributes such as stamina are not relevant to long-term sales success.
Surveys have found that salespeople are rated low on ethics
and honesty What is the most likely reason for such results?
1 A People believe products are overpriced.
2 B People lack trust and confidence in sales personnel.
Trang 53 C People perceive that salespeople sell low quality goods.
4 D Salespeople are unable to encourage impulsive buying during sales calls.
5 E Most firms lack sales forces that have adequately qualified and trained
personnel.
Laura sells drawer pulls, hinges, and other decorative metal
pieces used in the manufacture of furniture Since the products that she sells to the furniture makers are nontechnical in nature, Laura could be best described
as a(n):
1 A account representative.
2 B detail salesperson.
3 C sales engineer.
4 D order-taker.
5 E industrial products salesperson.
Effective territory management most likely requires
salespeople to:
1 A engage in strategic management opportunities.
2 B build integrated marketing communications systems.
3 C avoid nonselling activities due to cost overruns.
4 D provide employers with market information.
5 E sell exclusively to overseas, corporate clients.
_ is the final step in the selling process
1 A Presentation
2 B Meeting objections
3 C Sale closing
4 D Follow-up and service
5 E Sales delivery
Robert Clarence is a(n) _ for a manufacturer of
restaurant-grade appliances He does not directly solicit orders His primary duties involve promotional activities such as introducing and demonstrating new products at trade shows
1 A retail salesperson
2 B detail salesperson
3 C sales engineer
4 D service salesperson
5 E account representative
Trang 6Which of the following positions appears lower than other
positions in the upward sequence of job movements during a sales career?
1 A District sales manager
2 B Key account salesperson
3 C Regional sales manager
4 D Area sales manager
5 E Divisional sales supervisor
A sales engineer:
1 A services the retail products sold to customers.
2 B services the industrial products sold to institutions.
3 C sells products directly to consumers.
4 D is also known as an order-taker.
5 E sells products that call for technical know-how.
According to Megatrends 2010 by Patricia Aburdene, the
greatest megatrend in the U.S is:
1 A business communication.
2 B excessive consumerism.
3 C global environmentalism.
4 D spirituality in business.
5 E personal growth.
The person who telephoned James last night to ask him if he
was interested in adding HBO and Cinemax to his
current television cable system would be classified as a(n):
1 A relationship seller.
2 B retail salesperson.
3 C order-taker.
4 D account representative.
5 E sales engineer.
According to the text, what is the most difficult trait for a
salesperson to develop?
1 A Kindness
2 B Self-control
3 C Patience
4 D Caution
5 E Fairness
Trang 7Which of the following is most likely a characteristic of
traditional salespeople?
1 A Building long-term relationships with customers
2 B Making legal and ethical decisions
3 C Focusing exclusively on customer service
4 D Finding others’ interests more important than their own
5 E Seeking recognition for their efforts
Which of the following is identified by the text as a
conceptual skill?
1 A Using technology
2 B Thinking strategically
3 C Using persuasive speech
4 D Mastering sales techniques
5 E Working with other people
According to the text, there are several questions you should
ask yourself as you decide whether a career in sales is appropriate for you Which one of the following is
LEAST relevant to determining whether a career in
sales is best for you?
1 A How much freedom do I want in a job?
2 B Do I have the personality characteristics for the job?
3 C Am I willing to transfer to another city?
4 D Do I mind traveling for work?
5 E How much money do I want to earn?
_ skills refer to the seller's understanding and
proficiency in the performance of specific tasks
1 A Conceptual
2 B Operational
3 C Automated
4 D Transactional
5 E Technical
The "heart" of the eight work characteristics for sales
success is:
1 A sales knowledge.
2 B cultural sensitivity.
3 C love of selling.
4 D communication ability.
5 E stamina for the job.
Trang 8Donna Carter goes from house-to-house in her
neighborhood taking orders for Pampered Chef
kitchen products Donna’s face-to-face sales with
consumers are an example of:
1 A direct selling.
2 B wholesale selling.
3 C account representation.
4 D detail selling.
5 E sales engineering.
Dwight has recently been promoted to a position as a
territory manager Which of the following should
Dwight expect to do in his new job?
1 A Recruiting new employees
2 B Developing ad campaigns
3 C Designing product logos
4 D Solving customer issues
5 E Calculating overhead costs
A salesperson that adheres to the Golden Rule of Personal
Selling:
1 A is primarily motivated by money.
2 B is driven by pride and recognition.
3 C focuses on laws rather than morals.
4 D finds others' interests most important.
5 E requires intensive monitoring from managers.
As a part of providing service to customers, a professional
salesperson would be expected to do all of the
following EXCEPT:
1 A return damaged merchandise.
2 B handle customer complaints.
3 C develop promotional ideas.
4 D suggest business opportunities.
5 E provide information to competitors.
Which of the following statements about small businesses is
false?
1 A Almost half of all U.S firms are small businesses.
2 B Small firms are a vital component of the U.S economy.
3 C Small businesses can be both incorporated and unincorporated.
4 D Most large firms began as small businesses.
5 E Many small businesses struggle to compete with large firms.
Trang 9All of the following are benefits of e-selling for salespeople
EXCEPT:
1 A developing rapport with new customers.
2 B increasing the speed for qualifying leads.
3 C reducing paperwork.
4 D reporting new sales to the company.
5 E servicing customers after the sale.
Which of the following is the logical order of salespeople
from high to low levels of self-interest?
1 A Golden Rule, traditional, professional
2 B traditional, Golden Rule, professional
3 C professional, traditional, Golden Rule
4 D Golden Rule, professional, traditional
5 E traditional, professional, Golden Rule
Which of the following is NOT one of the four main elements
in the customer relationship process used by
salespeople to build long-term relationships?
1 A Providing service
2 B Analyzing needs
3 C Gaining commitment
4 D Evaluating competitors
5 E Presenting product benefits
Fred has decided to switch from cable to satellite television
Fred calls DirecTV and speaks with an individual
named Susan who places the order and collects Fred’s payment information Susan is most likely a(n):
1 A detail salesperson
2 B order-taker
3 C service salesperson
4 D wholesale salesperson
5 E order-getter
The Golden Rule of Personal Selling refers to the sales
philosophy of:
1 A unselfishly treating others as you would like to be treated.
2 B giving more importance to sales maximization than profit maximization.
3 C making sales mutually beneficial to the buyer and seller.
4 D obtaining a financial benefit by helping others.
5 E realizing a major part of the profit from only a few customers.
Trang 10Kevin contacted his local phone company yesterday and
talked to the receptionist about whether or not it is possible to have an Internet connection without having local phone service The receptionist is likely to have put him in touch with a(n):
1 A detail salesperson.
2 B retail salesperson.
3 C order-taker.
4 D account representative.
5 E sales engineer.
Since it is essential to build a long-term relationship with
buyers, the salesperson's job is to:
1 A persuade the customer to perform the desired action without much delay.
2 B coerce the customer to make a decision in favor of the company as early as possible.
3 C present necessary information for the buyer to make an educated decision.
4 D influence the customer-decision making process by manipulating available information.
5 E make sales presentations that are favorable to the company and its products.
A senior salesperson regularly contacts the larger, more
important customers This function is referred to as a(n) _ sales position
1 A technical
2 B imagery
3 C key account
4 D composite
5 E alternate
The basic competencies of selling that are required of top
professional salespeople are selling skills and
_
1 A accounting knowledge
2 B product knowledge
3 C ethical social responsibility
4 D interpersonal communication
5 E computer expertise
Which of the following statements about order-getters is
most likely true?
1 A They do not use a sales strategy.
2 B They wait for customers to place orders.