Test bank with answer for selling today 12th edition by manning

Test Bank for Selling Today 12th Edition by Manning

Mutiple Choice Questions
Which of the following sectors would NOT be considered to be part the
service industry?
1.

A) hotel, motel, and convention centers

2.

B) insurance

3.

C) banking

4.

D) real estate

5.

E) chemicals

Sales engineers are people with extensive knowledge of their product who
also:
1.

A) provide service on the product after the sale

2.

B) develop the product as part of the research and development team

3.

C) communicate the benefits of the product to the customers

4.

D) have advanced degrees in science or technology

5.

E) have graduate-level sales training

Commercial vendors who provide sales training offer courses based on:
1.

A) Universal Sales Theory

2.

B) the theories of Dale Carnegie and Napoleon Hill

3.

C) a variety of sales approaches dating back decades

4.

D) modern sales approaches that have been regression-tested

5.

E) graduate-level MBA sales work


Salespeople are considered knowledge workers because:
1.

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

2.

B) they gain knowledge of the product before they can sell it

3.

C) they repeat a script that they are given by their managers

4.

D) they develop understanding of the best practices of sales

5.

E) they create products themselves before they can sell them

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):
1.

A) university sales methods class

2.

B) corporate-sponsored training class

3.

C) internet-based training program

4.

D) certification program

5.

E) college concentration

Psychic income in selling refers to which one of the following?
1.

A) the visibility provided by working in the sales department

2.

B) the satisfaction of being on a commission payment plan

3.

C) the high commissions earned because of successful"intuitive" selling

4.

D) the opportunity to be a member of the sales team

5.

E) the job recognition afforded sales personnel

What event contributed most to the increased need for
telecommunications salespeople?
1.

A) deregulation of telephone service

2.

B) anti-trust suits brought against the telecommunications industry


3.

C) financial improprieties in the telecommunications industry discovered by
internal auditor

4.

D) creation of a national regulatory committee for telephone service

5.

E) development of voice-over-IP (VOIP) technologies

Convincing potential donors to support charities financially is an example
of:
1.

A) turning the concept of sales on its head

2.

B) taking from those with financial resources without their realizing it

3.

C) using selling skills to support philanthropy

4.

D) taxing the wealthy

5.

E) performing a sales function without having selling skills

Of the following activities routinely performed by salespeople, which one

contributes LEAST financially to both the salesperson and the company?
1.

A) service calls

2.

B) face-to-face selling

3.

C) telephone selling

4.

D) waiting and traveling

5.

E) administrative tasks

The duties of inside salespeople may overlap heavily with the duties of:
1.

A) sales managers

2.

B) account managers

3.

C) product developers

4.

D) supply buyers

5.

E) internal auditors


Some top-performing salespeople earn more than their managers. This
compensation is made up of:
1.

A) bonuses only

2.

B) base salary, commissions, and bonuses

3.

C) commissions and charge-backs

4.

D) bonuses and dividends

5.

E) IPOs and base salary

Salespeople have an advantage over workers in other positions when
being considered for promotion to positions of greater responsibilities
because:
1.

A) Salespeople have limited opportunities for advancement.

2.

B) Salespeople receive a minimal amount of psychic income.

3.

C) Salespeople generally do not have good job security.

4.

D) Salespeople have numerous opportunities to advance to middle-management
ranks.

5.

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

Network (multilevel) marketing is different from traditional sales in that it:
1.

A) creates a pyramid with the CEO at the top and the salespeople at the bottom

2.

B) eschews growth of the salesforce for a given product

3.

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

4.

D) focuses on paid advertising instead of word-of-mouth publicity

5.

E) allies itself with competing products and service providers

Corporate-sponsored sales training usually includes:
1.

A) training on CRM software


2.

B) training in accounting methods and theory

3.

C) training on shipping systems and logistics

4.

D) training on operating production machinery

5.

E) training on competitor's products

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:
1.

A) to gather information on customer needs and preferences

2.

B) to deduct mileage on his vehicle as a way to offset taxes

3.

C) to undercut the salespeople in underperforming divisions of SwiftLink

4.

D) to ensure that the salespeople do not give volume discount pricing

5.

E) to trade information to customers in exchange for information on competitors

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:
1.

A) understand and write a business plan for his company

2.

B) explain his application to others who can buy it

3.

C) apply for a patent on his application

4.

5.

D) maintain the discipline and stamina required to develop such a complicated
piece of software

E) ensure that only corporate users buy his application


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?
1.

A) Learning selling skills will give Dr. Grindel an alternate career once she retires
from medicine.

2.

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

3.

C) Learning selling skills will aid Dr. Grindel in communicating effectively with
pharmaceutical reps who show her new medications.

4.

D) Learning selling skills will show Dr. Grindel how to ensure that her patients take
the medications she prescribes them.

5.

E) Learning selling skills will require Dr. Grindel to understand the financial
pressures of running a practice.

Which of the following describes a category of sales personnel in the field
of manufacturing?
1.

A) sales engineer

2.

B) field researcher

3.

C) comptroller

4.

D) technical support representative

5.

E) research and development director

On average, an experienced, high-performing salesperson will find the
highest compensation opportunities with which approach?
1.

A) feature/benefit

2.

B) transactional

3.

C) value-added

4.

D) solution

5.

E) directed


Sales opportunities in the service sector are expanding because:
1.

A) service providers connect directly with consumers

2.

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

3.

C) modern consumers need help with activities that they used to be able to do on
their own

4.

D) the service industry is starting to saturate the market relative to the industrial
and product industries

5.

E) the service industry provides a higher commission rate for salespeople than the
other industries

Which one of the following people would NOT be considered a
"knowledge worker"?
1.

A) someone who performs research to discover new information

2.

B) someone who takes current research and uses it to facilitate a task

3.

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

4.

D) someone who puts information in a format that allows others to access it

5.

E) someone who uses information to solve a problem

Which of the following trends in sales has led to an increase in both the
education and skills a salesperson needs?
1.

A) an increase in commission per sale

2.

B) an increase in the time spent on personal relationships

3.

C) an increase in web-based selling channels

4.

D) a shift from in-person to telephone sales

5.

E) a shift from "selling" to "consulting"

Which of the following is an activity that would be performed by a
customer service representative (CSR)?
1.

A) processing employee paperwork

2.

B) delivering supplies to the factory floor

3.

C) providing telephone support for installation

4.

D) calling prospects to sell them the product

5.

E) reconciling bank statements with accounting records

Salespeople in the U.S. report that they work in sales primarily to:
1.

A) be promoted to management

2.

B) avoid working traditional hours

3.

C) have greater flexibility with retirement

4.

D) make more money

5.

E) generate pension credits

Well-trained salespeople can add value to the traditional retail shopping
experience. Selling for a retailer might involve which of the following
products?
1.

A) personal computers, automobiles and assembly line robotics equipment

2.

B) photographic equipment, industrial specialties and recreational equipment

3.

C) fashion apparel, personal computers and recreational vehicles

4.

D) microchips, musical instruments and automobiles

5.

E) software back-end integration services, jewelry, and motorcycles

Trade selling and missionary (detail) sales are both examples of sales:
1.

A) directly from the manufacturer to the consumer

2.

B) from the distributor to the consumer

3.

C) bypassing the manufacturer to the distributor

4.

D) inside the supply chain but not to the consumer

5.

E) externally from the consumer to the supplier


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:
1.

A) an inside sales rep

2.

B) an outside sales rep

3.

C) an alignment rep

4.

D) a distributing rep

5.

E) an interchange rep

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):
1.

A) detail salesperson

2.

B) retail salesperson

3.

C) inside salesperson

4.

D) field representative

5.

E) manufacturer’s representative

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?
1.

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

2.

B) The pay gap varies from company to company.

3.

C) The pay gap is only an issue in certain industries.

4.

D) The psychic income from sales is equivalent to the value of the pay gap.

5.

E) The psychic income from sales cannot be quantified.


In a well-structured sales department, inside and outside salespeople
often:
1.

A) compete for sales and customers

2.

B) duplicate their efforts and increase the company’s cost per sale

3.

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

4.

D) exchange leads depending on what the expected sales will be

5.

E) combine their monthly sales figures to increase commissions

True - False Questions
The highest compensation for salespeople generally goes to those
focusing on transactional sales.
1.

True

2.

False

A sales representative for Dell who is selling a new form of sophisticated
routing-to-server software would probably be classified as a sales
engineer.
1.

True

2.

False

Examples of service industries include convention centers, banking, and
advertising.
1.

True

2.

False

A Business Development Manager is in the sales department.
1.

True


2.

False

Knowledge workers are people who succeed by adding value to
information.
1.

True

2.

False

Knowledge workers need selling skills to communicate their knowledge to
consumers.
1.

True

2.

False

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

1.

True

2.

False

The growth rate for service companies continues to be much higher than
the growth rate for companies that are product-led.
1.

True

2.

False

Firms that hire professionals such as accountants and engineers usually
hire separate sales staff so the professionals do not have to sell.
1.

True

2.

False

Sales positions can be a good track for promotion to supervisorymanagement positions.
1.

True

2.

False


The primary goal of a detail salesperson is to develop goodwill and
stimulate demand for products.
1.

True

2.

False

Salespeople who are promoted to management make more money than do
their coworkers who stay in sales.
1.

True

2.

False

Born salespeople have an advantage over people who learn selling skills
through training.

1.

True

2.

False

Salespeople today need to have more education and skills than
salespeople did in the past.
1.

True

2.

False

Managers do not need sales skills because they need to obtain
information from clients, not communicate information to clients.
1.

True

2.

False

Free Text Questions
________ has no value until it is communicated effectively.

Answer Given


Information

________ income helps satisfy our need for recognition and security.
Answer Given

Psychic

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

detail

List the four sources of sales training.
Answer Given

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

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

service

A ________ ________ works for the manufacturer. This salesperson must

have detailed and precise technical knowledge.
Answer Given

sales engineer

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

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.