SAL 301 Final Exam | Questions with 100% Correct Answers

SAL 301 Final Exam | Questions with 100% Correct Answers _______involves two-way, personal communication between salespeople and individual customers, either in person, by telephone, or through Web conferences A. Personal selling B. Public relations C. Telemarketing D. Integrated marketing communication E. Advertising Whom do members of a sales force typically represent? A. They represent the company to the customers B. A and C C. They represent the customers to the company D. They represent the company to investors Which type of sales approach is best for today's customers who expect answers, results, and useful products? A. Hard-sell B. Personal relationship C. Customer-solution D. Sales development During the hiring process, companies that test sales applicants typically measures of the following abilities except_______ A. Accounting skills B. Sales aptitude C. Organizational skills D. Analytical skills The simplest means of sales force organization is_______ A. Workload method B. Market organization C. Product organization D. Geographic orientation E. Customer type All of the following are disadvantages of the team selling approach except which one? A. Selling teams can overwhelm customers B. Most sales people are trained to excel in individul performance C. Many salespeople are unaccustomed to working with others D. Individual contributions and compensations can be to assess E. Selling teams decrease costs Prospecting for new customers is a _______ A. Tool to reinforce customer awareness B. Replacement for lead generation C. Replacement for branding D. Way to build trust E. Critical function in maintaining growth The growing trend of using a group of people from sales, marketing, engineering, finance, technical support and even upper managements to service large, complex accounts is known as______ A. Personal B. Department C. Multiple D. Complex E. Team Generally, retailers with high margins and high levels of customers service place more emphasis on which type of salesperson? A. High-pressure sellers B. Persuasive sells C. Order getters D. Profit-oriented sellers What is the appropriate time to wait after an event to follow up on my leads? A. Don't respond-Wait for them to contact you B. Follow-up with 24-hours C. Respond within two days D. None of the above ________is an example of a nontechnology communication selling activity A. Development database management skills B. Leaving voice-mail messages C. E-mailing D. Creating useful company web page content E. Enhancing language overall communication skills Which department should sales co-ordinate with, for achieving more sales? A. Advertising B. Human resources C. All of these D Production More than anything else, what do the top 10% of sales performers do very differently from other sales people? A. Prospect for new business B. Listen and ask questions C. Manage their time D. None of the above Which of the following are relevant objectives for effective sales plan? A. Profitable, subjective and measurable B. Precise, profitable and flexible C. General, measurable and flexible D. Precise, measurable and time specific Which of the following best describes the practice of value selling? A. Gaining short-term sales that increase annual sales volume B. Closing deals quickly to meet team sales quotas C. Earning business from customers based on low prices D. Developing superior customer value and capturing a fair return on that value E. Challenging customers to find better deals for products and services Which of the following is the LEAST relevant characteristic that a salesperson should consider when qualifying a prospect? A. Volume of business B. Longevity in the market C. Special needs D. Location E. Financial ability A_______ is an individual acting on behalf of a company who perform one or more of the following activities: prospecting, communicating, servicing and information gathering. A. Publicist B. Marketing director C. Salesperson D. Press agent E. Media planner The purpose of a training program for salespeople is to teach them about all of the following except______ A. The company retirement benefits B. The company's main competitor's C. Customer buying motives D. The company's organizational structure E. Customers' buying habits A company that treats its salespeople as valuable contributors with unlimited income opportunities has developed a(n)____that will have fewer turnovers and higher sales force performance. A. Organizational climate B. Compensation package C. Sales force system D. Workload E. Sales structure The qualities buyers dislike most in salespeople include all except which of the following? A. Being deceitful B. Being disorganized C. Being pushy D. Being reliant on technology E. Being unprepared More than anything else, the top 10% of sales performers do what very differently than other sales people? A. Prospect for new business B. None of the above C. Listen and ask questions D. Manage their time The rapid growth of sales promotions in consumer markets is most likely the result of all the following factors except____ A. Product managers facing pressure to increase current sales B. Declining advertising costs C. Competing brands attempting to differentiate from each other D. Consumers and large retailers becoming more deal oriented E. Advertising efficiency on the decline because of media clutter. Which of the following is NOT an effective method of closing a sale? A. Make the decision for the customer B. Tell the customer that it would be really stupid if he/she does not buy the merchandise you have just suggested C. Turn an objection around by stressing a positive aspect of the product D. Assume that the customer has already made a decision E. Ask the customer to select the product/ service. During the ____stage of the retail selling process, a salesperson locates or identifies potential customers that have the ability and willingness to purchase the retailer's product. A. Suggestion selling B. Approach C. Sales presentation D. Closing the sale E. Prospecting When a company set out to analyze, plan, implement, and control sales force activities, the company is undertaking___ A. Promotional objectives B. Sales force management C. Group sales efforts D. Sales design E. Co-op selling and advertising Feelings of accomplishment, personal growth, and sell-worth are example of ___rewards. A. Bonus B. Subjective C. Intrinsic D. Contest E. Extrinsic One of five principle goals for the presentation is not___ A. Build product interest B. Educate the customer C. Nurture the customer's desire and conviction to purchase