MAR3400 Chapter 1

Which of the following sales roles typically requires that the salesperson provide leadership to a team of product experts? A. Industrial Sales Engineer B. Retail Salesperson C. Real Estate Agent/Salesperson D. Insurance Company Territory Manager

A. Industrial Sales Engineer

Which sales role requires the least amount of cold-calling? A. Insurance Agent B. Consumer Goods Area Manager C. Industrial Salesperson

B. Consumer Goods Area Manager

Of the following, which development contributed the most to the evolution of the needs satisfaction selling model? A. The manufacturing economy B. Customer access to basic product information C. The globalization of markets D. The invention of social media E. Commoditization of products

B. Customer access to basic product information

Which sales role provides the best opportunity for compensation to closely match sales effectiveness? A. Consumer Goods Area Manager B. Insurance Agent C. Retail Sales D. Campus Recruiter E. Insurance Company Territory Manager

B. Insurance Agent

If Apple introduced an innovative new personal health monitoring device, which type of validity would they most likely have to demonstrate to consumers? A. Company B. Product C. Delivery D. Service E. Salesperson

B. Product

Which of the following is a unique challenge for entrepreneurial sales roles? A. Bureaucracy B. Needs analysis C. Establishing validity D. Working for a flat salary E. Boredom F. All of the above

C. Establishing validity

Which of the following is the largest determinant of differences in selling context: A. The physical size of the product B. The dollar value of the product C. The complexity of the product D. The number of customers for the product E. The number of competitors

C. The complexity of the product

Who is credited with the widespread acceptance and use of the needs satisfaction model? A. Zig Ziglar B. Neil Rackham C. Xerox Learning Systems D. Mike Bosworth E. The Corporate Executive Board

C. Xerox Learning Systems

Which of the following sales skills is most unique to a relational selling process? A. Asking good questions B. Demonstrating product features C. Asking for a commitment D. Investing time building deeper rapport with the customer E. Being professional in your demeanor and presentation

D. Investing time building deeper rapport with the customer

Which of the following is different from all the others? A. Adaptive selling B. Value selling C. Needs satisfaction selling D. Product-oriented selling E. Consultative selling F. Customer-centric selling

D. Product-oriented selling

Which of the following examples represents a selling context most oriented toward a more passive, customer service type of selling role: A. Software sales B. Consulting service sales C. Medical equipment sales D. Retail apparel sales E. Retail automobile sales

D. Retail apparel sales

Which of the following is the best example of a transactional selling process? A. A campus recruiter interviewing a graduating senior B. A copy machine salesperson talking to a major corporation C. A landscaper presenting a plan for seasonal plants D. A Disney employee helping a customer choose a ticket package E. A T-shirt shop owner helping a tourist select a souvenir.

E. A T-shirt shop owner helping a tourist select a souvenir.

Selling to a governmental agency or large institution can present which of the following unique challenges? A. Increased bureaucracy B. Uncertain process C. Many layers of approval D. Longer sales cycle E. All of the above

E. All of the above

When might a memorized or script-oriented selling model be appropriate? A. Always B. Never C. In complicated selling processes D. For customized product offerings E. When managerial oversight is minimal F. When managers have excess time for training

E. When managerial oversight is minimal