Business Questions
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76. Susan is a door-to-door insurance policy salesperson. She is a(n): A. detail salesperson.B. sales engineer.C. account representative.D. industrial products salesperson.E. service salesperson.
70. Eugene is a salesperson for APM Industries. He sells machines for molding plastic furniture. APM has developed a machine that is 50 percent smaller than what is currently on the market and costs 25 percent more. It is Eugene's job to show potential customers how the new machine will save them money in the long run. He must be able to address each customer's needs with technical know-how and an ability to communicate his knowledge. Ephraim is an example of a(n): A. retail salesperson.B. detail salesperson.C. sales engineer.D. service salesperson.E. account representative.
78. Salespeople who are order-_____ obtain new and repeat business using creative sales strategies and well-executed sales presentations. A. collectors.B. takers.C. capturers.D. detailers.E. getters
58. Selling occurs in all of the following instances EXCEPT: A. when you go to an interview with a potential employer.B. when lawyers try to convince clients to sue.C. when you ask someone to accompany you on a shopping trip.D. when a journalist is trying to get an interview with Mel Gibson.E. when a doctor directs a patient to take a particular medicine.
56. A salesperson who adheres to the Golden Rule of Personal Selling: A. is primarily motivated by money.B. is ego-driven.C. does what he/she is legally required to do.D. enjoys personal recognition.E. attributes his/her success to others.
59. In which of the following situations is the individual not actively engaged in selling? A. Steve is trying to convince his professor that he deserves an "A."B. Brendan is persuading Meryl to loan him $10 so he can order a pizza.C. Chad is trying to convince his biology lab partner to sketch the internal organs of the frog they dissected in lab.D. Anna is trying to persuade her husband to attend her family reunion.E. Daniel is creating a logo for his home-based Web services company.
55. According to the Golden Rule of Personal Selling, an effective salesperson: A. has the Midas touch.B. owes greater allegiance to his/her employer than to customers.C. unselfishly treats others as they would like to be treated.D. can use manipulation if needed to make the sale.E. creates customer loyalty through discipline, persistence and optimism.
67. Nancy Henderson is a saleswoman for a manufacturer of small kitchen appliances. She does not directly solicit orders. Her primary duties involve promotional activities and introducing new products to her employer's indirect customers. She spends much of her time demonstrating appliances at various retail stores. Nancy would be classified as a(n): A. retail salesperson.B. detail salesperson.C. sales engineer.D. service salesperson.E. account representative.
57. Which of the following statements about selling is true? A. You are not involved in sales when you go to an interview with a potential employer.B. Unlike other professions, journalists do not engage in selling activities.C. Everyone sells at their place of work, but not when at home with their families.D. You are involved in selling when you ask someone to accompany you on a shopping trip.E. Only trained salespeople ever engage in selling activities.
60. A person may choose a sales career because he/she desires: A. a job that is unchanging and requires mastery of a minimal number of skills.B. the rewards offered by a career in sales.C. the freedom of being self-employed.D. the limited hours of work.E. the minimal challenges it offers.
52. According to the text, a new and more appropriate definition of personal selling: A. relates it more closely to transactional marketing.B. excludes e-selling.C. includes the word "unselfishly."D. excludes telemarketing activities.E. substitutes the word "relationship marketing" for "personal selling."
50. Personal selling: A. refers only to sales made to individuals, not those made to businesses.B. is defined as the mass communication of information to persuade a prospective customer to buy something which satisfies that individual's needs.C. describes the process during which someone is persuaded to buy something which they may not want or need.D. is defined as the personal communication of information to unselfishly persuade a prospective customer to buy something which satisfies that individual's needs.E. is defined as sales made only to individuals in ways that benefit the organization and its stakeholders.
61. Sales jobs are classified according to the type of product sold and: A. how the salesperson is compensated.B. the type of customers the salesperson calls on.C. jobs performed by the salesperson.D. the salesperson's type of employer.E. territory size.
35. E-selling is limited to sales made through the use of Web sites.
44. All of the following fall under the term "product" in the marketing mix EXCEPT: A. brand name.B. services.C. inventory.D. returns.E. image.
63. Another name for a salesperson is a(n): A. transaction manager.B. exchange coordinator.C. counter trader.D. stakeholder supervisor.E. customer contact person.
66. Joseph is a salesperson for a wholesale meat company. It would NOT be part of his job to sell meat to: A. a final consumer.B. the United States government.C. a restaurant like McDonald's.D. an assisted-living facility that is hosting a family cookout.E. a hospital cafeteria.
64. Donna Carter goes from house-to-house in her neighborhood taking orders for Pampered Chef kitchen products. These sales that she makes face-to-face to consumers who will use the products themselves are examples of: A. retail selling.B. wholesale selling.C. account representation.D. detail selling.E. sales engineering.
37. The sales process refers to the checklist salespeople use to prepare themselves for dealing with prospects' objections.
62. The person behind the counter at the movie theater who asks you what movie you wish to see, takes your money and hands you your ticket, would be classed as a(n): A. retail salesperson.B. sales engineer.C. order-getter.D. service salesperson.E. account representative.