Name: Class: Date: - Chapter 01: Overview of Personal Selling Powere...

Name: Class: Date:

Chapter 01: Overview of Personal Selling

Powered by Cognero Page 1 Indicate whether the statement is true or false.

1.Personal selling and sales promotion are both forms of marketing communications.

• True
• False

2.Sales does not meet the criterion of making a significant contribution to society.

• True
• False

3.In a fluctuating economy, salespeople make invaluable contributions by assisting in recovery cycles and by helping to sustain periods of relative prosperity.

• True
• False

4.Consumers who are likely to be early adopters of an innovation often rely on salespeople as a tertiary source of information.

• True
• False

5.While acting as agents of innovation, salespeople invariably encounter openness to and acceptance of change from consumers in the latter stages of the diffusion process.

• True
• False

6.In the business-to-business sector, buyers are increasingly sharing their opinions, identifying problems, and asking for vendor recommendations via Twitter and LinkedIn.

• True
• False

7.As a salesperson at Solari, Michi is expected to identify customers but is not responsible for generating revenue.

• True
• False

8.Salespeople are concerned with profitability in bottom-line terms, whereas accountants and financial staff are responsible for achieving a healthy "top line" on the profit and loss statement.

• True
• False

9.Salespeople are concerned only with sales revenue and not with overall profitability.

• True
• False

10.In recent years, marketing and sales personnel have been in strong demand for upper management positions.

• True

SELL, 7e Thomas Ingram, Raymond LaForge, Ramon Avila, Charles Schwepker, Michael Williams (Test Bank, All Chapters. 100% Original Verified, A+ Grade) 1 / 4

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Chapter 01: Overview of Personal Selling

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• False

11.Customers do not expect salespeople to be knowledgeable about market opportunities and relevant business trends that may affect a customer's business.

• True
• False

12.As salespeople serve their customers, they simultaneously serve their employers and society.

• True
• False

13.Unlike need satisfaction selling, stimulus response selling focuses on customers rather than on salespeople.

• True
• False

14.Customers who appreciate the need satisfaction selling method are often willing to spend considerable time in preliminary meetings to define needs prior to a sales presentation or written sales proposal.

• True
• False

15.In the problem-solving approach to selling, competitors' offerings are never included as alternatives in a customer's purchase decision.

• True
• False

16.The three phases of the sales process are initiating, developing, and enhancing customer relationships.

• True
• False

17.The independence of action traditionally enjoyed by salespeople is frequently a byproduct of decentralized sales operations in which salespeople live and work away from headquarters.

• True
• False

18.Two types of new-business salespeople are order-takers and order-getters.

• True
• False

19.All order-getters are also pioneers and all pioneers are also order-getters.

• True
• False

20.Order-takers are not too involved in creative selling.

• True
• False 2 / 4

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Chapter 01: Overview of Personal Selling

Powered by Cognero Page 3 Indicate the answer choice that best completes the statement or answers the question.

21.Which of the following does not describe today’s buying environment?

• A salesperson mainly provides buyers with information.
• A salesperson has very little of a buyer’s time.
• A salesperson must be a problem solver.
• A salesperson must help buyers reach their goals.
• A salesperson needs good communication skills.

22.Which of the following forms of marketing involves talking with buyers before, during, and after the sale?

• Personal selling
• Public relations
• Direct marketing
• Sales promotion
• Electronic marketing

23.Natalie is a college graduate who is seeking a career in sales. She would prefer to interact with her customers on an individual basis before, during, and after a sale rather than directing her communications at mass markets. In this context, Natalie should look for a job that is specialized in _____.

• guerrilla marketing
• sales promotions
• online advertising
• personal selling
• public relations

24.In the context of business-to-business marketing, which of the following is the most important part of marketing communications?

• Advertising
• Sales promotion
• Direct marketing
• Public relations
• Personal selling

25._____ selling is a form of personal selling that requires that salespeople earn the confidence of their customers and that their selling strategy meets customer needs and contributes to the creation, communication, and delivery of customer value.

• The formula approach to
• Mental states
• Trust-based relationship
• Stimulus response
• Transaction-focused traditional

26.Trust-based relationship selling focuses on _______.

• maximizing sales in the short run
• pushing products to customers immediately 3 / 4

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• adding value to a customer's business over an extended period
• initiating one-way communication with a customer
• the salesperson and the selling firm

• John is a salesperson who relies heavily on creating sales strategies centered around gaining his customers' confidence

and meeting their needs. He primarily focuses on delivering customer value. In this context, John most likely relies on _____ selling.

• transaction-focused
• mental states
• trust-based relationship
• stimulus response
• traditional

• A salesperson who follows the trust-based relationship selling strategy is expected to ______.
• be actively involved in maximizing sales in the short run
• convince customers that their product is the best
• move on to a new customer as soon as sales are completed with the previous customer
• be actively involved in solving a customer's problems
• be excluded from a customer's decision-making process

• Which of the following is a key difference between trust-based relationship selling and transaction-focused traditional

selling?

• In trust-based relationship selling, the customer is the primary focus, whereas in transaction-focused

traditional selling, the salesperson is the primary focus.

• In trust-based relationship selling, the nature of communication is one-way, whereas in transaction-focused

traditional selling, the nature of communication is two-way.

• In trust-based relationship selling, the salesperson is isolated from the customer's decision-making process,

whereas in transaction-focused traditional selling, the salesperson is actively involved in the customer's decision-making process.

• In trust-based relationship selling, the desired outcome is order volume, whereas in transaction-focused

traditional selling, the desired outcome is mutual benefits.

• In trust-based relationship selling, the salesperson plays the role of making calls and closing sales, whereas in

transaction-focused traditional selling, the salesperson plays the role of a business consultant.

• In trust-based relationship selling, _____.
• the primary focus is on the salesperson
• the nature of communication is one-way, from the salesperson to the customer
• the customer–salesperson relationship is temporary
• the salesperson is actively involved in a customer's decision-making process
• the salesperson does little or no post-sale follow-up with the customer

• _____ is determined by buyers' perceptions of what they get in exchange for what they have to give up.
• Service orientation
• Sales revenue
• Customer value
• / 4