Question 1

The first step of the organizational buying process is anticipation or recognition of a need or problem.

Accepted Answer

A) True 
 B)False

Question 2

Salespeople hired right out of college

Accepted Answer

A)   Are usually required to work in the office
B)   Tend to start at higher salaries than most other professions
C)   Prefer retail clerk positions
D)   Have little autonomy
E)   All of the aboveF) A) and B)
G) A) and C)

Question 3

_____ is the core of the selling process.

Accepted Answer

A)   Closing the sale
B)   Prospecting the customer
C)   Servicing the account
D)   Qualifying the prospect
E)   The sales presentationF) A) and C)
G) C) and E)

Question 4

A salesperson is engaged in closing when he asks the customer, ""Would you like your new dishwasher installed on Tuesday or Wednesday?""

Accepted Answer

A) True 
 B)False

Question 5

Outline the two possible career tracks for salespeople wanting to become CEOs.

Accepted Answer

The two possible tracks are: s...

Question 6

In a survey of sales managers, the highest rated success factor was

Accepted Answer

A)   Creativity
B)   Diligence
C)   Assertiveness
D)   Listening kills
E)   Prospecting killsF) B) and E)
G) B) and D)

Question 7

The increasing use of communication technology is changing the __________ aspect of sales positions.

Accepted Answer

A)   Work-family conflict
B)   Job variety
C)   Extrinsic rewards
D)   Advance opportunities
E)   Opportunities to move up the organizational ladderF) A) and E)
G) A) and D)

Question 8

Opportunities for rewards in a sales job include

Accepted Answer

A)   Intrinsic rewards
B)   Extrinsic rewards
C)   Both
D)   NeitherE) A) and B)
F) A) and D)

Question 9

Successful salespeople naturally make successful sales managers.

Accepted Answer

A) True 
 B)False

Question 10

Artis Moore owns a small company that details cars. He is trying to sell his services to a company that rents cars and vans. As he talks to the rental company owner who makes all purchasing decisions, Moore is trying to convince her that his detail services will benefit the company. He is also endeavoring to show how it is more efficient to outsource the cleaning of the cars rather than do it in-house. As Moore talks about the benefits, he is trying to make sure that the job will add to the prof

Accepted Answer

A)   Closing the sale
B)   Prospecting for a customer
C)   Servicing the account
D)   Qualifying the prospect
E)   The sales presentationF) A) and B)
G) None of the above

Question 11

Most salespeople are involved in:

Accepted Answer

A)   Key account management
B)   Selling to middlemen
C)   Providing after-sale service
D)   Retail selling
E)   Selling to manufacturers and service providersF) A) and D)
G) A) and B)

Exam 2: The Process of Selling and Buying

The first step of the organizational buying process is anticipation or recognition of a need or problem.

Correct Answer
verified

The increasing use of communication technology is changing the __________ aspect of sales positions.

Correct Answer
verified

A salesperson is engaged in closing when he asks the customer, ""Would you like your new dishwasher installed on Tuesday or Wednesday?""

Correct Answer
verified

Most salespeople are involved in:

Correct Answer
verified

_____ is the core of the selling process.

Correct Answer
verified

In a survey of sales managers, the highest rated success factor was

Correct Answer
verified

Outline the two possible career tracks for salespeople wanting to become CEOs.

Correct Answer
verified
The two possible tracks are: s...
View Answer

Opportunities for rewards in a sales job include

Correct Answer
verified

Salespeople hired right out of college

Correct Answer
verified

Successful salespeople naturally make successful sales managers.

Correct Answer
verified

Correct Answer
verified

Exam 2: The Process of Selling and Buying

The first step of the organizational buying process is anticipation or recognition of a need or problem.

Correct AnswerverifiedShow Answer

The increasing use of communication technology is changing the __________ aspect of sales positions.

Correct AnswerverifiedShow Answer

A salesperson is engaged in closing when he asks the customer, ""Would you like your new dishwasher installed on Tuesday or Wednesday?""

Correct AnswerverifiedShow Answer

Most salespeople are involved in:

Correct AnswerverifiedShow Answer

_____ is the core of the selling process.

Correct AnswerverifiedShow Answer

In a survey of sales managers, the highest rated success factor was

Correct AnswerverifiedShow Answer

Outline the two possible career tracks for salespeople wanting to become CEOs.

Correct AnswerverifiedThe two possible tracks are: s...View AnswerShow Answer

Opportunities for rewards in a sales job include

Correct AnswerverifiedShow Answer

Salespeople hired right out of college

Correct AnswerverifiedShow Answer

Successful salespeople naturally make successful sales managers.

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified
The two possible tracks are: s...
View Answer

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
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