ch1
practise
Question 1
1. 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) 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
Question 2
2) 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
Question 3
3)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. 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
Question 4
4)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. 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.
Question 5
5)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.
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B) Learning selling skills will help Dr. Grindel bring new patients to her practice.
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C) Learning selling skills will aid Dr. Grindel in communicating effectively with pharmaceutical reps who show her new medications.
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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.
Question 6
6)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.
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.
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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
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E) Time management skills do not intersect significantly with the tasks required to be good at sales.
Question 7
7)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.
22) 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.
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B) Speed the transaction along so that the customer can purchase quickly.
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C) Offer a lower price if the customer buys more than one system.
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D) Offer to demonstrate the product in the customer's office.
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E) Allow the customer to see a demo of the product online to see how they will be able to use the product.
Question 8
8)Knowledge workers are people who succeed by adding value to information.
Question 9
9)Managers do not need sales skills because they need to obtain information from clients, not communicate information to clients.