Read 'Chapter 1: Sales management and selling: Its development and role in the American society' & answer the following question(s): |
1. | Which of the following statements about sales management in the 21st century is true? |
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2. | __________ is the two-way flow of communication between a buyer and seller, often in a face-to-face encounter, designed to influence a person's or group's purchase decision. |
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3. | __________ is the practice of building ties to customers based on a salesperson's attention and commitment to customer needs over time. |
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4. | Partnership selling is sometimes called: |
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5. | The contributions of selling include all except: |
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6. | Our economy has shifted from a “manufacturing-oriented” economy to a: |
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Read 'Chapter 2: The salesperson’s responsibilities and qualifications' & answer the following question(s): |
7. | Successful selling does all the following except: |
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8. | The salesman’s duties also include: |
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9. | The only business function that generates direct revenue and profits is: |
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10. | _______________ is not a common way to classify the salesperson’s job: |
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11. | Which of the following is not required for the Executing Skills category of SMEI’s SCPS® certification program.? |
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Read 'Chapter 3: Selling as a career' & answer the following question(s): |
Read 'Chapter 4: Motivation and consumer behavior' & answer the following question(s): |
12. | To be effective in his/her work the salesman must be able to do all the following except: |
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13. | Maslow's theory of motivation is based on a hierarchy of human needs. The need satisfied by greater income is |
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14. | Theories of buyer motivation do not include: |
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Read 'Chapter 5: Information on the company, the product, competition, and advertising' & answer the following question(s): |
15. | Although a salesperson is well informed as her product she need not know: |
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16. | _______________ is not an advantage of advertising: |
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17. | Product information helps the salesperson to: |
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18. | The three C's of credits not include: |
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19. | There are many different ways in which the word price is used. This does not include: |
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20. | _________________ is not a law regulating prices and trade practices: |
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Read 'Chapter 6: Credit, pricing, and discounts' & answer the following question(s): |
Read 'Chapter 7: The selling process and prospecting' & answer the following question(s): |
21. | The selling process can be broken into a series of steps that include all except: |
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22. | Which one of the following is not a prospecting method? |
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Read 'Chapter 8: Types of sales presentations and considerations for effective delivery' & answer the following question(s): |
23. | ________________________ is not a type pf sales presentation: |
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24. | An effective delivery to be successful will not include: |
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25. | The salesperson will always explain her product or service in terms of appeal except for: |
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26. | The successful sales person will emphasize: |
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Read 'Chapter 9: Opening the sales interview' & answer the following question(s): |
27. | In executing the opening , _____________________ is not one of the things that a salesperson should avoid: |
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Read 'Chapter 10: Handling objections' & answer the following question(s): |
28. | Which of the following is not a major cause of customer complaints? |
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29. | Price objections can not include: |
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30. | Objection based on bad service experience does not include: |
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31. | To handle objections in a positive manner the salesperson should do all the following except: |
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Read 'Chapter 11: Closing the sale' & answer the following question(s): |
32. | In closing the salesperson should not: |
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33. | The most accurate closing signals furnished by the prospect’s comments include all except: |
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34. | Trial closes are not usually necessary when: |
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35. | Which of the following is not a common method used for closing? |
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Read 'Chapter 12: Customer relations' & answer the following question(s): |
36. | Successful selling cannot depend on: |
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37. | Good relations with customers can be developed by: |
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Read 'Chapter 13: Ethics in selling' & answer the following question(s): |
38. | Ethics in selling does not have to do with: |
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39. | The salesperson’s responsibility to the consumer does not include: |
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40. | The salesperson’s responsibility to the government and society does not encompass: |
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41. | SMEI’s International Code of Ethics for Sales and Marketing refers to a salesperson’s pledge of high standards in serving your company, its customers, and free enterprise. |
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Read 'Chapter 14: Personal planning and' & answer the following question(s): |
42. | The self-directed salesperson does not: |
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43. | The salesperson should analyze the following quantitative aspects except: |
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44. | To avoid wasted calls and actions the salesperson should consider all except: |
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45. | The salesperson’s records should include: |
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Read 'Chapter 15: Retail selling' & answer the following question(s): |
46. | ______________ is not part of processes and purposes in retail selling: |
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47. | Methods of increasing retail sales do not include: |
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48. | After a sale the salesperson should not do the following: |
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49. | Common types of customers do not include: |
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Read 'Chapter 16: Industrial selling' & answer the following question(s): |
50. | Characteristics of industrial selling do not include: |
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51. | Industrial salespersons usually have: |
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52. | Which one of the following is not a major buying motive of the purchasing agent: |
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Read 'Chapter 17: Sales management' & answer the following question(s): |
53. | Major responsibilities of sales managers can not include: |
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54. | The sales manager is not usually responsible for making company sales forecasts. |
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Read 'Chapter 18: Selecting and training of salespeople' & answer the following question(s): |
55. | Better selection and training procedures can result in all except: |
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56. | Personal interviews for sales positions basically do not include: |
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57. | _________________ is not one of questions frequently asked in the personal interview: |
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Read 'Chapter 19: The sales force of the future' & answer the following question(s): |
58. | New techniques for sales success do not include: |
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59. | Which of the following is not a sales force productivity driver? |
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60. | Territory level analysis has proven most to be useful for the issues except: |
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