MKT 441 EXAM 1 QUESTIONS WITH ANSWERS
100% CORRECT
True - ANSWER Most commonly, salespeople sell products that are a combination of
good and service.
True
False
True - ANSWER Salespeople are among the few employees in a company that are
authorized to spend company funds.
False
True
Transaction Selling - ANSWER Peter is a door-to-door salesperson of cleaning products.
He will sell to anyone, and is focused on getting orders from new customers (he has
essentially no repeat business). In other words, Peter is engaged in:
Relationship selling
Social selling
Transaction selling
Consultative selling
Key account selling
True - ANSWER Most experts agree that sales managers should have at least a basic
knowledge of how to sell.
True
False
Building long term associations with a select number of carefully chosen accounts. -
ANSWER Relationship selling is:
, More the responsibility of the sales manager than the salesperson.
Building short term associations with a large number of accounts.
Building long term associations with a select number of carefully chosen accounts.
Reminiscent of the back-slapping, joke-telling sales professional of days gone by.
Focused on generating new accounts.
Xerox rep selling an office-copier system to United Airlines. - ANSWER Which of the
following types of jobs is most likely to involve creative order-getting?
Pepsi-Cola delivery seller with a route in Birmingham, Alabama.
Sales engineer for Boeing Airplane Company.
Xerox rep selling an office-copier system to United Airlines.
Retail sales clerk in a department store.
Missionary sales rep for Lilly pharmaceuticals, calling on physicians.
are creative, problem-solvers. - ANSWER Consultative sellers:
seldom take orders.
are creative, problem-solvers.
are a type of sales support salesperson.
focus generating new accounts.
All of these.
Pricing determination - ANSWER The promotional mix in a firm is least likely to include
decisions relating to:
Advertising.
Managing a sales force.
Pricing determination.
Sales promotion.
Personal selling activities.
100% CORRECT
True - ANSWER Most commonly, salespeople sell products that are a combination of
good and service.
True
False
True - ANSWER Salespeople are among the few employees in a company that are
authorized to spend company funds.
False
True
Transaction Selling - ANSWER Peter is a door-to-door salesperson of cleaning products.
He will sell to anyone, and is focused on getting orders from new customers (he has
essentially no repeat business). In other words, Peter is engaged in:
Relationship selling
Social selling
Transaction selling
Consultative selling
Key account selling
True - ANSWER Most experts agree that sales managers should have at least a basic
knowledge of how to sell.
True
False
Building long term associations with a select number of carefully chosen accounts. -
ANSWER Relationship selling is:
, More the responsibility of the sales manager than the salesperson.
Building short term associations with a large number of accounts.
Building long term associations with a select number of carefully chosen accounts.
Reminiscent of the back-slapping, joke-telling sales professional of days gone by.
Focused on generating new accounts.
Xerox rep selling an office-copier system to United Airlines. - ANSWER Which of the
following types of jobs is most likely to involve creative order-getting?
Pepsi-Cola delivery seller with a route in Birmingham, Alabama.
Sales engineer for Boeing Airplane Company.
Xerox rep selling an office-copier system to United Airlines.
Retail sales clerk in a department store.
Missionary sales rep for Lilly pharmaceuticals, calling on physicians.
are creative, problem-solvers. - ANSWER Consultative sellers:
seldom take orders.
are creative, problem-solvers.
are a type of sales support salesperson.
focus generating new accounts.
All of these.
Pricing determination - ANSWER The promotional mix in a firm is least likely to include
decisions relating to:
Advertising.
Managing a sales force.
Pricing determination.
Sales promotion.
Personal selling activities.
