MKTG 354 final

To become a successful salesperson, Sanchez had to adopt a personal selling philosophy. Which of the three prescriptions of that philosophy is not only a mindset but a skill that he has practiced and honed to become successful?

) assume the role of problem solver or partner in helping customers make informed and intelligent buying decisions

List the four sources of sales training.

1. Corporate-sponsored training. 2. Training provided by commercial vendors. 3. Certification programs. 4. College and University coursework.

Which one of the following people would NOT be considered a "knowledge worker"?

C) someone who relays information from one party to another without changing it

Firms that hire professionals such as accountants and engineers usually hire separate sales staff so the professionals do not have to sell.

F

Managers do not need sales skills because they need to obtain information from clients, not communicate information to clients.

F

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

F

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

F

The growth rate for service companies continues to be much higher than the growth rate for companies that are product-led.

F

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

F

Which of the following would be a reason for Sanchez to remain in his Senior Regional Sales Director position instead of moving to executive management?

He has more freedom to direct his own business strategy in sales than he does in upper management.

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. Considering the product and the target market, what would be the best sales model for the company to use?

Hire a salesperson with some experience understanding and selling technology products to sell the product.

________ has no value until it is communicated effectively.

Information

Tamara Grindel is a doctor who practices with a group of other physicians with the same specialty. She is considering taking a course on selling skills. What is the most important way in which this will help her medical practice?

Learning selling skills will help Dr. Grindel bring new patients to her practice.

_______ income helps satisfy our need for recognition and security.

Psychic

Salespeople have an advantage over workers in other positions when being considered for promotion to positions of greater responsibilities because:

Salespeople have high visibility within companies already relative to other positions.

How does a sales rep create value for the customer with this product?

Sell the customer the exact components that will integrate with the customer's current system.

List and describe the four major employment settings for sales personnel.

Selling for a retailer - Retailers sell to the final consumer, so final consumer goods such as vehicles, apparel, appliances, furniture, and personal computers fit this category. Selling for a wholesaler - Wholesalers employ over a million salespeople in the United States. Responsibilities of wholesale salespeople might include determining and granting credit, maintaining inventories, and helping with promotional activities. Selling for a manufacturer - These are highly technical sales. The category includes sales engineers,"detail" salespeople, field sales representatives, and inside salespeople. Selling a service - This includes hotel and convention center services, financial services, advertising sales, business services, real estate, and insurance.

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?

Selling guest and conference hotel rooms and other hotel services to organizations.

What essential quality will Roni need to have to be successful in sales?

She will need to enjoy interacting with potential customers and customers.

A Business Development Manager is in the sales department.

T

Examples of service industries include convention centers, banking, and advertising.

T

Knowledge workers need selling skills to communicate their knowledge to consumers.

T

Sales positions can be a good track for promotion to supervisory-management positions.

T

Salespeople today need to have more education and skills than salespeople did in the past.

T

Despite her interest in sales, Roni is concerned when she learns that, on average, female salespeople make less money than male salespeople do. Which one of the following statements is true?

The difference between the average earnings of female and male salespeople is less than the difference between the average earnings of female and male workers in other professions.

There is a pay gap between men and women in the field of sales, with men earning more than women do. Despite this, sales represents an excellent financial opportunity for women for which of the following reasons?

The pay gap in sales is less than the pay gap in the workforce overall.

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 sales job could end up paying more than the marketing job if Roni does well and makes more than $10,000 in commissions.

Roni is taking a time management class as an elective in college, because she feels she occasionally struggles with managing her time and tasks. What effect do time management skills have on a career in sales?

Time management skills are necessary to be able to set priorities and manage the various tasks of sales while setting ones own schedule.

Knowledge workers are people who succeed by adding value to information

True

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

a shift from "selling" to "consulting"

Commercial vendors who provide sales training offer courses based on:

a variety of sales approaches dating back decades

The duties of inside salespeople may overlap heavily with the duties of:

account managers

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:

an outside sales rep

Some top-performing salespeople earn more than their managers. This compensation is made up of:

base salary, commissions, and bonuses

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

certification program

Which of the following sectors would NOT be considered to be part the service industry?

chemicals

Sales engineers are people with extensive knowledge of their product who also:

communicate the benefits of the product to the customers

What event contributed most to the increased need for telecommunications salespeople?

deregulation of telephone service

The ________ salesperson is usually not compensated on the basis of the orders obtained, but receives recognition for indirectly increasing sales.

detail

Terri Milano, employed by a manufacturer of home electronics, offers assistance to retailers in such areas as credit policies, pricing display and store layout. She also collects information regarding acceptance of her firm's products. She is performing the duties of a(n):

detail salesperson

To train the sales reps, the company should:

develop an in-house training course focused on product knowledge supplemented by a refresher in sales techniques delivered by a hired company

Peter Kumar has developed a software application that will reduce costs and increase server speed for corporations of all sizes. Even with this useful application, Peter still needs to develop personal selling skills in order to:

explain his application to others who can buy it

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

fashion apparel, personal computers and recreational vehicles

Sanchez's success is due largely to the fact that:

he understood the key factors involved in becoming an excellent salesperson and worked to develop skills to support those factors

To effectively and efficiently sell the product, what type of salespeople should the company hire?

inside sales reps

Trade selling and missionary (detail) sales are both examples of sales:

inside the supply chain but not to the consumer

Salespeople in the U.S. report that they work in sales primarily to:

make more money

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 be hiring to comprise these teams?

missionary salespeople and inside salespeople

Which of the following is an activity that would be performed by a customer service representative (CSR)?

providing telephone support for installation

Network (multilevel) marketing is different from traditional sales in that it:

relies on an interconnected network of independent salespeople to sell the product directly

A ________ ________ works for the manufacturer. This salesperson must have detailed and precise technical knowledge.

sales engineer

Which of the following describes a category of sales personnel in the field of manufacturing?

sales engineer

Convention center sales managers, investment securities brokers, and real estate salespeople all have one thing in common—they sell a ________.

service

The customer service representatives employed by the company for after-sales support are likely to need:

specialized technical skills to assist customer companies in installing and implementing the software

psychic income in selling refers to which one of the following?

the job recognition afforded sales personnel

Sales opportunities in the service sector are expanding because:

the service industry has a higher growth rate than the product industry does

Salespeople are considered knowledge workers because:

they position and lay out information in a way that helps buyers understand it

The CEO of SwiftLink spends one week each month going to sales appointments with various salespeople in the company. In addition to assisting the salespeople with presentations, a likely reason the CEO goes on sales calls is:

to gather information on customer needs and preferences

Corporate-sponsored sales training usually includes:

training on CRM software

Convincing potential donors to support charities financially is an example of:

using selling skills to support philanthropy

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

value-added

Sanchez and his department are using which of the following sales methods?

value-added selling

Of the following activities routinely performed by salespeople, which one contributes LEAST financially to both the salesperson and the company?

waiting and traveling

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

work together to generate leads, close sales, and provide service