Business Questions
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89. Which of the following is NOT an example of a financial reward that a salesperson could receive? A. Travel expenses.B. Salary.C. Psychological income.D. Entertainment allowance.E. Company car.
91. According to the text, there are several questions you should ask yourself as you decide whether a career in sales is appropriate for you. Identify the question that you need NOT think about before beginning a career in sales. A. How much freedom do I want in a job?B. Were my college grades high enough?C. How much traveling am I willing to do?D. Am I willing to transfer to another state?E. What are my future goals?
87. _____ rewards are generated by the individual, not given by the company. A. FinancialB. ExtrinsicC. QuantitativeD. PsychologicalE. Physiological
80. Order-getters: A. do not use a sales strategy.B. never truly create sales.C. rely on creative sales presentations.D. often do not attempt to close a sale.E. are useful for selling tangible goods in highly competitive industries.
69. Which of the following is NOT a type of salesperson that you would typically find selling for a manufacturer? A. Account representative.B. Detail salesperson.C. Sales engineer.D. Order-taker.E. Industrial products salesperson
86. In addition to performance, the salary earned by a sales manager is usually related to all of the following EXCEPT: A. the annual sales volume of units managed.B. the number of salespeople managed.C. the length of experience in sales.D. the annual sales volume of the firm.E. the educational qualifications.
82. The most difficult selling situation faced by a creative salesperson is: A. persuading prospects that the current products they are using are no longer satisfactory.B. having to sell to numerous people in an organization to get one order.C. handling questions and objections raised by prospects.D. persuading people that they can afford something they think they cannot.E. dealing with prospects who resent the salesperson coming to see them.
81. Which of the following statements about order-getters is true? A. They do not use a sales strategy.B. They never truly create sales.C. They avoid creative sales presentations.D. They often do not attempt to close a sale.E. They are useful for selling intangible services in highly competitive industries.
93. Which of the following statements about sales success is true? A. For success in sales, it is more important to speak well than to listen well.B. Of the eight work characteristics for sales success, love of selling is the most important.C. A successful salesperson does not need to think strategically because that is the job of the sales manager.D. Successful salespeople often can avoid providing service to customers if they present a "nice guy" image.E. Stamina is not necessary for sales success.
75. Insurance, gym memberships, and cruise vacations would be sold by: A. detail salespeople.B. account representatives.C. sales engineers.D. service salespeople.E. industrial products salespeople.
17. Today's salespeople make a contribution to the welfare of others through service.
18. A salesperson needs physical, spiritual, and mental stamina to succeed.
16. To be a successful salesperson, a salesperson must love to sell.
40. Which of the following statements about products, goods, and services is true?A. Products and goods are synonymous terms.B. Services and products are tangibles.C. Goods and products are tangibles.D. Salespeople do not sell services.E. Goods and services are tangibles.
71. In which of the following industries are you most likely to find a sales engineer? A. Apparel.B. Heavy equipment.C. Small appliances.D. Pet supplies.E. Envelopes.
74. James sells blank aluminum cans for soda manufacturers to fill and label. James would be classified as a(n): A. detail salesperson.B. account representative.C. sales engineer.D. direct salesperson.E. industrial products salesperson.
77. Frey is a(n) _____ for a satellite television provider. If you want to change your satellite television provider to the one Frey sells for, you can call him on the telephone and he will sell you the service. A. detail salesperson.B. order-taker.C. service salesperson.D. wholesale salesperson.E. order-getter
73. Alane sells drawer pulls, hinges, and other decorative metal pieces used in the manufacture of furniture. Since the products she sells to the furniture makers are nontechnical in nature, Alane would be described as a(n): A. account representative.B. detail salesperson.C. sales engineer.D. order-taker.E. industrial products salesperson.
68. Ted has been delivering "Creamy White" milk bottles to houses in Austin town for the past 10 years. Identify the type of manufacturer's sales representative Ted represents. A. Detail salesperson.B. Sales engineer.C. Account representative.D. Industrial products salesperson.E. Service salesperson
72. Brian Simpson has recently joined "T Co." as a salesperson. The company manufactures Xerox machines with five unique features. Brian can be classified as a(n): A. detail salesperson.B. sales engineer.C. account representative.D. industrial products salesperson.E. service salesperson.