28 Jan According to the text,

Question 1

In the position of an account representative, an employee is most likely to:

Question 2

_____ is traditionally defined as the personal communication of information to persuade a prospective customer to buy something which satisfies that individual’s needs.

Question 3

Which of the following is identified by the text as a conceptual skill?

Question 4

The person behind the counter at McDonald’s who enters your order, takes your money, and hands you your food is a(n):

Question 5

A senior salesperson regularly contacts the larger, more important customers. This function is referred to as a(n) _____ sales position.

Question 6

Effective territory management most likely requires salespeople to:

Question 7

Anderson is a used cars salesperson, and he believes in the Golden Rule of Personal Selling. He would most likely believe that:

Question 8

Robert Clarence is a(n) _____ for a manufacturer of restaurant-grade appliances. He does not directly solicit orders. His primary duties involve promotional activities such as introducing and demonstrating new products at trade shows.

Question 9

In which of the following industries are you most likely to find a sales engineer being used?

Question 10

What is one of the reasons that people choose sales jobs?

Question 11

Since it is essential to build a long-term relationship with buyers, the salesperson’s job is to:

Question 12

Which of the following statements about sales jobs is most likely false?

Question 13

Arthur, a pharmaceutical sales representative, is liked by his clients and he likes them. He is never critical and unsympathetic of his customers. Arthur most likely has _____ skills.

Question 14

A(n) _____ focuses on performing promotional activities and introducing new products rather than directly soliciting orders.

Question 15

Dwight has recently been promoted to a position as a territory manager. Which of the following should Dwight expect to do in his new job?

Question 16

Which of the following statements about sales success is most likely true?

Question 17

Coca-ColaFor decades, people in Rome, Georgia, drank more Coca-Cola per capita than anywhere else in the world. That success has been attributed to the Barron family who were the local bottlers for Coke products. The Barrons believe that their success was due to customer loyalty. Through most of the twentieth century, the bottler cultivated small retailers and worked hard, selling Coke from stores to schools to doorsteps. The personal service is remembered by people who grew up in Rome. When someone passed away, the Coke salesperson would leave a couple of cases on the deceased’s family’s front porch.The Coke bottlers in Rome most likely instructed the firm’s sales force to use:

Question 18

When Stuart sold a computer network to a Fortune 500 company, he often called on the company’s purchasing department to see if employees were satisfied with the network and to see if the company had any need for an upgrade or additional software. This is an example of:

Question 19

The main role of marketing in an organization is to:

Question 20

You are giving a tour of businesses to several classical musicians from China. One of the Chinese in the tour group has asked you to define the purpose of business. How should you answer this question?

Question 21

How are modern day salespeople different from those in the past?

Question 22

Businesses that have a selling orientation:

Question 23

In the role of team leader, the consultative salesperson:

Question 24

The four main elements of the marketing mix are:

Question 25

As a long-term ally, the consultative salesperson:

Question 26

Coca-ColaFor decades, people in Rome, Georgia, drank more Coca-Cola per capita than anywhere else in the world. That success has been attributed to the Barron family who were the local bottlers for Coke products. The Barrons believe that their success was due to customer loyalty. Through most of the twentieth century, the bottler cultivated small retailers and worked hard, selling Coke from stores to schools to doorsteps. The personal service is remembered by people who grew up in Rome. When someone passed away, the Coke salesperson would leave a couple of cases on the deceased’s family’s front porch.In Rome, the small retailers that sold Coke products were an important part of the _____ element of the marketing mix.

Question 27

The headline of an advertisement for a 1930s automobile manufacturer read, “We know what our customers want! They want our new luxury sedan!” You can infer from reading this headline that the manufacturer had a(n) _____ orientation.

Selected Answer:

. production

Answer:

. production

Question 28

The marketing manager for a large furniture store has received numerous complaints about the store’s delivery personnel. While the manager believes his delivery personnel do a good job because the deliveries are made quickly and generally at their scheduled time, customers find the delivery personnel rude. The marketing manager must deal with problems associated with:

Question 29

Margaret is unhappy about her experience with All-Brand Appliance Store. When she purchased a new refrigerator on Monday, she explained that her old one had stopped functioning and that speedy delivery of the new one was vital because she was trying to keep her food fresh in an ice chest. It is late Thursday afternoon and her refrigerator has not yet arrived. Margaret is unhappy with All-Brand’s:

Question 30

Which of the following is a unique benefit of personal selling?

Question 31

According to the text, the key to profitable company performance is:

Question 32

Which of the following statements about personal selling is true?

Question 33

When Ford Motor Company pays to use nonpersonal communication to present information to potential buyers, it is using which promotional activity?

Question 34

Cooling-off laws apply only to:

Question 35

Which of the following questions would most likely be asked by a person at the preconventional level of moral development?

Question 36

Which of the following occurs when the right or wrong decision cannot be clearly identified?

Question 37

When a company determines that one of its sales staff has an addiction which affects his work, it would be most ethical for the company to:

Question 38

Which of the following sales personnel activities is considered ethically acceptable?

Question 39

A company decides to split one of its high-performing territories into two. The company has also decided to retain the existing salesperson for working in one of the territories and to appoint a new salesperson for the other. This decision would most likely result in the unethical treatment of:

Question 40

Which of the following would be an example of a salesperson who is moonlighting unethically?

Question 41

An individual operating in the _____ level of moral development would disobey orders, laws, and consequences to follow personal ethics and values.

Question 42

Cooling-off laws:

Question 43

Which of the following is LEAST likely an ethical issue faced by most sales managers?

Question 44

Which of the following statements about the international side of ethics is most likely true?

Question 45

A(n) _____ would tell Quinton that he should return unauthorized competitive information to its owner without examining it, even though the information would more than likely result in a large commission for Quinton.

Question 46

Sheridan decides to buy his first car. The car salesperson promises to arrange a car loan for him if he also purchases the auto insurance. This is a classic example of:

Question 47

Which term refers to the different beliefs people have about the world around them?

Question 48

According to the text, why do most employees in organizations succumb to questionable ethical standards or only follow formal policies?

Question 49

The majority of sales personnel operate at the _____ level of moral development.

Question 50

Paula considers herself to be a responsible person. She upholds moral and legal laws and conforms to the expectations of others. Paula is functioning at what level of moral development?