SAL301 final exam with UPDATED ACTUAL QUESTIONS AND CORRECT ANSWERS

SAL301 final exam with
UPDATED ACTUAL QUESTIONS AND
CORRECT ANSWERS
Selling and marketing are interchangeable terms for the same business activity. TF -
CORRECT ANSWER false



According to recent Gallup surveys, most Americans believe that traditional salespeople are
overly interested in the needs of customers. TF - CORRECT ANSWER False



Personal selling refers to the personal communication of information to unselfishly persuade
a prospective customer to buy something that satisfies that individuals needs. TF -
CORRECT ANSWER True



The golden Rule of personal selling describes the willingness to plan and execute product,
price, distribution, and promotion plans so as to create exchanges that satisfy individual and
organizational objectives. TF - CORRECT ANSWER False



As a salesperson's self-interest decreases, a salesperson's interest in providing customer
service is more likely to increase. TF - CORRECT ANSWER True



An employee at a fast-food restaurant who asks the manager for a raise is engaged in the
selling process. TF - CORRECT ANSWER Ture



Unlike traditional and Golden Rule salespeople, professional salespeople have a tendency to
attribute sales success to others rather than to their own actions. - CORRECT
ANSWER False



Golden rule salespeople tend to believe that money is to be shared and that customer service
is a top priority. TF - CORRECT ANSWER True

,A retail salesperson sells goods or service to consumers for personal and business use. TF -
CORRECT ANSWER False



A customer contact person performs the same tasks as a salesperson. TF - CORRECT
ANSWER True



Direct sellers sell face-to-face to consumers who use the products for their personal use. TF -
CORRECT ANSWER True



A wholesale salesperson would sell athletic shoes to a sporting goods store which in turn
would resell to individual customers. TF - CORRECT ANSWER True



A detail salesperson concentrates on directly soliciting orders TF - CORRECT
ANSWER False



The role of a service salesperson is selling the benefits of intangible products such as
financial services. TF - CORRECT ANSWER True



Order-getters ask what the customers want or wait for customers to place and order. TF -
CORRECT ANSWER False



Jobs such as inside retail sales and outside delivery are typically performed by order-getters
TF - CORRECT ANSWER False



A divisional sales manager has a higher ranking in most firms that a regional sales manager.
TF - CORRECT ANSWER True



Nonfinancial rewards given by the company are referred to as commissions. TF - CORRECT
ANSWER False



Given that sales jobs offer high nonfinancial rewards than most other areas of corporate
america, the compensation of salespeople is typically lower than that of workers in areas like

,production who are at a comparable level in the organization. TF - CORRECT
ANSWER False



Financial rewards for professional salespeople are commonly solely based on performance.
TF - CORRECT ANSWER True



According to the typical sales personnel career path, the first managerial level job that a
salesperson can expect to earn is that of a regional sales manager. TF - CORRECT
ANSWER False



Top salespeople speak the other person's language, both in verbal and nonverbal
communication - CORRECT ANSWER True



IN order to build long-term relationships with customers, salespeople need to present
adequate information to buyers and apply enough pressure to ensure quick sales. TF -
CORRECT ANSWER False



Self-control refers to a salesperson's intelligence, product knowledge, and discipline rather
than to emotions, passions, and desires. TF - CORRECT ANSWER False



Emotional self-control is difficult for many salespeople to develop because of personal and
financial investments in making sales to customers. TF - CORRECT ANSWER False



An outside salesperson operate with less direct supervision compared to other employees in
an organizaiton. TF - CORRECT ANSWER True



The acronym ABCS represents the tools needed for creating a successful marketing mix. TF -
CORRECT ANSWER False



Salespeople should avoid providing information to their companies or customers about
competitors' activties or market opportunities since such actions violate client confidence and
are considered unethical. TF - CORRECT ANSWER False

, A salesperson's conceptual skills allow the salesperson to see the selling process as a whole
and the relationship among its parts. TF - CORRECT ANSWER True



Conceptual skills are especially important for the creative-order getters. TF - CORRECT
ANSWER True



E-selling is limited to sales made through the use of web sites. TF - CORRECT
ANSWER False



Sales people do not need increase sales in old accounts if they are generating a sufficient
quantity of new customers. TF - CORRECT ANSWER False



The sales process refers to the checklist salespeople use to prepare for addressing prospects'
objections. TF - CORRECT ANSWER False



Acts such as building rapport, uncovering needs, and designing sales presentation strategies
are collectively referred to as prospecting. TF - CORRECT ANSWER False



The final step in the selling process is customer follow-up. TF - CORRECT
ANSWER True



Surveys have found that salespeople are rated low on ethics and honesty. What is the most
likely reason for such results? - CORRECT ANSWER B. people lack trust and
confidence in sales personnel


_____ is traditionally defined as the personal communication of information to persuade a
prospective customer to buy something which satisfies that individual's needs. - CORRECT
ANSWER B. personal selling



Unlike the traditional definition of personal selling, the new definition: - CORRECT
ANSWER C. stresses the importance of being unselfish in selling