MKT EXAM 1 FROM QUIZ 1

A training and education initiative with specific requirements delivered by an industry professional association to salespeople in that industry is an example of a(n):

ANS: Certification program college concentration university sales methods class Internet-based training program corporate-sponsored training class

On average, an experienced, high-performing salesperson will find the highest compensation opportunities with which type of selling?

ANS: Value-added solution feature/benefit transactional directed

Well-trained salespeople can add value to the traditional retail shopping experience. Selling for a retailer might involve which of the following products?

ANS: fashion apparel, personal computers and recreational vehicles microchips, musical instruments and automobiles photographic equipment, industrial specialties and recreational equipment personal computers, automobiles and assembly line robotics equipment software back-end integration services, jewelry, and motorcycles

A start-up has developed a business-to-business product that allows for integration of inventory, billing, shipping, teleconferencing, and webinar functions. This allows salespeople to demonstrate, check inventory, close a sale, and ship the product during a presentation with the client in person or by webinar. The customer service representatives employed by the company for after-sales support are likely to need:

ANS: specialized technical skills to assist customer companies in installing and implementing the software to be instructed in basic telephone manners and standards of politeness special sales skills that allow them to close particularly difficult sales mileage allowances for the time they will spend visiting client sites to physically install the software training to learn to speak standard American English and lose accents they have

In a well-structured sales department, inside and outside salespeople often:

ANS: work together to generate leads, close sales, and provide service duplicate their efforts and increase the company's cost per sale combine their monthly sales figures to increase commissions exchange leads depending on what the expected sales will be

Knowledge workers are people who succeed by adding value to information.

FALSE

Once an entrepreneur's company is successful, the entrepreneur no longer has to sell.

FALSE

Salespeople who are promoted to management make more money than do their coworkers who stay in sales.

FALSE

The highest compensation for salespeople generally goes to those focusing on transactional sales.

FALSE

A sales representative for Dell who is selling a new form of sophisticated routing-to-server software would likely be classified as a sales engineer.

TRUE

Knowledge workers need selling skills to communicate information to consumers.

TRUE

The growth rate for service companies is much higher than the growth rate for companies that are selling products.

TRUE

Roni Harris is a college student in the business department of her local university. She came in to college thinking she wanted to become an accounting major, but discovered that she is interested in product marketing and sales. Right before graduation, Roni receives two job offers. One is for a sales position and offers a base salary of $30,000 plus commissions. The other is for a marketing assistant position and offers a straight salary of $40,000. Which of the following is likely to be true about the two positions?

The marketing job pays more in salary because it is more demanding than the sales job is. The sales job relies more on personality and the marketing job relies more on skills. Roni will need more training to do the marketing job than to do the sales job. ANS: The sales job could end up paying more than the marketing job if Roni does well and makes more than $10,000 in commissions. The sales and marketing positions will have roughly equivalent duties, but different salaries.

Alan Karbashian spends all day driving from customer site to customer site for sales meetings in his job with a national medical parts manufacturer. Alan is considered a(n):

alignment representative inside sales representative ANS: Outside sales representative distributing representative interchange representative

Which of the following trends in sales has led to an increase in both the education and skills a salesperson needs?

an increase in the time spent on personal relationships an increase in web-based selling channels a shift from in-person to telephone sales an increase in commission per sale ANS a shift from "selling" to "consulting"

Commercial vendors who provide sales training offer courses based on:

modern sales approaches that have been regression-tested Universal Sales Theory ANS: a variety of sales approaches dating back decades graduate-level MBA sales work the theories of Dale Carnegie and Napoleon Hill

Ray Sanchez began as a junior sales rep at industrial products maker DECA Corporation 10 years ago, and has worked his way up steadily to Senior Regional Sales Director for the entire Southwest region. He is good at his job, and his greatest personal satisfaction-also the cause of his steady rise in the company-is his ability to understand customers and their needs and to sell them appropriate solutions. As a manager and now Senior Regional Director, Sanchez injects his department with this same commitment to understanding the customer's needs as the key to long-term, profitable sales relationships. Sanchez decides to try something new in the Southwest Region. He had been following the model of sending outside sales reps to follow up with prospects who expressed interest in the product by various prospecting methods. Now he will augment those efforts by hiring teams of sales reps to show the product to managers and buyers at stores that do not carry the DECA line but sell complimentary products, and to call these managers on the phone based on qualifying work the sales reps in the store have done. What two types of sales reps will Sanchez most likely hire to comprise these teams?

outside salespeople and inside salespeople trade salespeople and detail salespeople competing salespeople and detail salespeople missionary salespeople and detail salespeople ANS: missionary salespeople and inside salespeople

A start-up has developed a business-to-business product that allows for integration of inventory, billing, shipping, teleconferencing, and webinar functions. This allows salespeople to demonstrate, check inventory, close a sale, and ship the product during a presentation with the client in person or by webinar.

send the sales reps to a standardized course that teaches sales theory ask the sales reps to read three classic sales texts and engage in a role-playing workshop ANS: develop an in-house training course focused on product knowledge supplemented by a refresher in sales techniques delivered by a hired company send the sales reps to shadow the product developers to learn how they develop products for the company hire a trainer who understands sales techniques to train the sales reps in groups of three

Which one of the following people would LEAST likely be considered a "knowledge worker"?

someone who performs research to discover new information ANS someone who relays information from one party to another without changing it someone who takes current research and uses it to facilitate a task someone who uses information to solve a problem someone who puts information in a format that allows others to access it

Roni Harris is a college student in the business department of her local university. She came in to college thinking she wanted to become an accounting major, but discovered that she is interested in product marketing and sales. Roni sees a job posting for a "Business Development Manager in the hospitality industry." Which of the following most accurately describes the duties of this position?

working as a front desk clerk at a hotel servicing requests from guests at an upscale resort managing the banquet hall at a large restaurant/catering facility ANS: selling guest and conference hotel rooms and other hotel services to organizations soliciting donations from charitable donors and foundations for an organization that promotes hospitality