MKT 360 Chapter 1

Careers in selling offer many​ rewards, but the primary rewards include​ ________. A. financial​ rewards, recognition,​ security, and opportunities for advancement B. support​ staff, good​ pay, ability to work from​ home, and flexibility C. greater financial rewards than other careers D. the ability to work from​ home, travel to exciting​ places, and great compensation E. great compensation and security

A

Knowledge workers are individuals whose working effort is centered on​ ________. A. ​creating, using,​ sharing, and applying all types of knowledge B. disseminating large volumes of technical and scientific knowledge C. bringing value through new training options for salespersons D. the knowledge distribution channel E. making improvements in our educational system

A

Missionary or detail sales people​ ________. A. develop​ goodwill, provide​ information, and stimulate demand for a product B. have no need to understand the technology used by the product C. are not responsible for credit​ policy, pricing, or display D. focus on selling a product E. have no responsibility for sales support activities

A

Once an initial sale has been made by an outside​ salesperson, inside salespeople are often asked to​ ________. A. provide ongoing customer​ support, service, and be alert for new sales opportunities B. provide ongoing customer support and service C. try to expand the outside​ salesperson's territory D. make sure the customer pays the invoice E. take care of the outside​ salesperson's expense reports

A

Major advances in information technology and electronic commerce enabled salespeople and marketers to enhance personal selling through​ ________. A. the ability to work virtually and telecommute B. automating every function and not interacting with clients C. the use of​ computers, mobile​ phones, smartphones,​ websites, and customer relationship management​ (CRM) tools D. the ability to sell​ more, increase production​ levels, and stay on top of sales production E. the use of the Web to take​ orders, process​ invoices, and reach customers with little interaction

C

Which of the following statements about women in sales are​ true? A. Women will not relocate for a sales position. B. Women face special problems when assigned to selling positions in foreign countries. C. Women earn about the same as their male counterparts. D. Women do not stay in a position long enough to repay the​ firm's hiring and training expenses. E. Women have very little opportunities for growth in selling positions.

C

Sales personnel involved in ___________ earn the highest level of compensation A. ​valued-added selling B. medical equipment sales C. high technology and computer sales D. construction and heavy equipment E. product demonstrations and presentations

A

Personal selling occurs when a company representative​ ________. A. cold calls with a product or service the salesperson thinks the customer might need B. interacts directly with a customer or a prospect to present information about a product or service C. reminds the customer or prospect about what a great line of products you have D. takes an​ order, processes the​ order, and creates an invoice E. interacts indirectly with a customer or prospect

B

Preparation for a career in personal selling begins with​ ________. A. taking courses in sales and marketing in college B. building on the development of a personal philosophy and a set of beliefs that provide guidance C. a desire to make an exceptional income D. having the right attitude and the right set of beliefs E. taking sales courses and having a lot of experience in sales

B

Psychic​ income, which comes from two major psychological​ factors, helps satisfy our need for​ ________ to help achieve higher levels of performance. A. large incomes and advancement B. recognition and security C. achievement and power D. recognition and achievement E. security and confidence

B

Jobs in selling today _____ A. are focused on quick sales and high incentives B. employ more people than government jobs C. employ more people than​ accounting, engineering, and law combined D. are part of a declining job category E. are held by males primarily

C

Even though this is the age of​ information, companies like​ DuPont, Kraft​ Foods, and General Electric have adopted a philosophy that focuses on​ ________. A. team selling and corporate relationships B. customer satisfaction and​ after-the-sale service C. ​large-scale sales enabled by technology D. customer​ satisfaction, team​ selling, and relationship selling E. team selling and customer relationships

D

The ability to​ ________ is critical to success in selling. A. use a​ smartphone, travel​ extensively, and increase sales B. understand and use customer relationship management​ tools, expand​ territories, and increase sales C. hit sales​ targets, open new​ accounts, and network D. manage​ one's time, set​ priorities, and execute successfully E. hire capable​ salespeople, forecast sales​ correctly, and open new accounts

D

Careers in sales include both inside and outside sales personnel. The primary responsibilities of inside salespeople often include​ ________. A. prospecting​ customers, closing deals for outside sales people and following up with customers B. generating​ invoices, taking care of​ shipping, and following up with customers C. generating invoices and closing deals D. completing all the paperwork for the outside salesperson E. prospecting​ customers, generating​ leads, and qualifying leads for outside salespeople

E

Information technology along with​ ________ create value for both the buyer and seller by improving​ speed, ability to​ collaborate, customer​ engagement, and accountability. A. ecommerce applications B. ​ecommerce, customer relationship management​ (CRM) applications, and the Internet C. the Internet and smartphones D. customer relationship management​ (CRM) applications E. innovative sales practices

E

The development of a personal selling philosophy involves three​ prescriptions: ________. A. having an outgoing​ personality, convincing others to​ buy, and closing the deal B. majoring in​ sales, adopting the marketing​ concept, and becoming a problem solver C. developing the ability to make others​ buy, closing​ deals, and achieving sales goals D. adopting the marketing​ concept, achieving sales​ goals, and telling the customer what they need to buy E. adopting the marketing​ concept, valuing personal​ selling, and becoming a problem solver and partner with your customer

E

The three prescriptions for success in personal selling are part of the​ ________. A. ​Consultative/Problem-Solver Model B. ​Strategic/Information-Based Selling Model C. ​Consultative/Information-Based Selling Model D. ​Strategic/Problem-Solver Model E. ​Strategic/Consultative Selling Model

E

With its emphasis on​ ________, selling has become a master skill for success in the information economy. A. general sales training B. consultative sales training C. presentation skills training D. one of an assortment of skills in the information economy E. effective and adaptive interpersonal interaction

E