Chapter 19 Personal Selling and Sales Management

Chapter 19 - Personal Selling and Sales Management

Chapter 19

Personal Selling and Sales Management

True / False Questions

1.

Almost everyone is engaged in some form of selling.

True

False

2.

In Arthur Miller's play Death of a Salesman, Donald Trump is a classic traveling salesman.

True

False

3.

In a sales position, you can expect interesting, challenging and creative work, and the

financial rewards can be significant.

True

False

4.

One of the benefits of careers in sales is flexibility in scheduling.

True

False

5.

Ronald knows one of the major responsibilities of being a sales rep is being frontline

emissary for his firm.

True

False

6.

Firms that use personal selling do so because the benefits exceed the costs.

True

False

7.

The sales process always proceeds through each of the five steps.

True

False

19-

1

Chapter 19 - Personal Selling and Sales Management

8.

Potential customers are called marks.

True

False

9.

Retail salespeople should never "judge a book by its cover."

True

False

10.

Gerald is in NEC's training program. He learns that all a salesperson needs to do is ask

questions.

True

False

11.

Murray has learned that the best way to avoid post-sale problems is to contact customers

right after they take possession of his products.

True

False

12.

While technology has enhanced many areas of personal selling, sales training remains

untouched by gains from new technologies.

True

False

13.

Manufacturers' representatives are a firm's senior sales employees.

True

False

14.

Marketing executives, by a seven to one margin, believe that salespeople are born, not

made.

True

False

15.

The three main elements of financial rewards for sales representatives are salaries,

commissions and bonuses.

True

False

19-

2

Chapter 19 - Personal Selling and Sales Management

Multiple Choice Questions

16.

One of the reasons to study marketing is that almost everyone is engaged in:

A.

consumers need leads in order to qualify for discounts.

B.

telemarketing.

C.

some form of selling.

D.

analysis of bonus plans versus commission strategies.

E.

order begetting.

17.

Aaron is an attorney. He uses his knowledge of sales and selling principles to:

A.

sell clients on his ability to meet their needs.

B.

articulate his arguments to judges and juries.

C.

handle rebuttals and objections.

D.

to sell himself inside his company.

E.

all of the above

18.

Personal selling can take place in all of the following situations EXCEPT:

A.

face-to-face.

B.

over the Internet.

C.

by telephone.

D.

through the newspaper.

E.

video teleconferencing.

19.

A manufacturer's rep is involved in __________ selling.

A.

B2B.

B.

B2C.

C.

company sales force.

D.

indirect.

E.

all of the above.

19-

3