SALES MANAGEMENT 91 EXAM 1 Study
Hack Key Questions for Effortless
Learning
________ are salespeople who support the sales effort by providing information and performing other
supplemental services - ✔ ✔ Missionary salespeople
________ support the sales effort by setting up point-of-purchase displays, rotating stock, and keeping
store personnel informed about new products and sales promotions - ✔ ✔ Merchandisers
________, is the process of helping customers reach their strategic goals by using the products, services,
and expertise of the sales organization - ✔ ✔ Consultative selling
Because salespeople often encounter buyers with different personalities, communications styles, and
needs and goals, adaptive selling is an important concept (T/F) - ✔ ✔ True
Careful listening is required when using the mental states selling approach to determine which stage the
buyer is in at a given point in time (T/F) - ✔ ✔ True
Coaching is not an important role of the sales manager (T/F) - ✔ ✔ False
Consultative selling focuses on making short term sales (T/F) - ✔ ✔ False
Consultative selling in appropriate for all sales situations (T/F) - ✔ ✔ False
Consultative selling often requires that the salesperson be a coordinator, arranging for other in the
selling company to play a role in the sales process (T/F) - ✔ ✔ True
Consumer goods companies typically do not employ professional salespeople (T/F) - ✔ ✔ False
Customer appreciate the need satisfaction selling approach as they feel that their point of view and
unique circumstances are being addressed (T/F) - ✔ ✔ True
Customer compatibility can help build trust (T/F) - ✔ ✔ True
Customer value is essentially defined as the customer's perception of what they receive in exchange for
what they give up (T/F) - ✔ ✔ True
Entrepreneurship is not a favorable characteristic of a sales manager (T/F) - ✔ ✔ False
For people who aspire to be entrepreneurs, selling experience can be indispensable (T/F) - ✔ ✔ True
Globalization is not considered an important element of the sales function (T/F) - ✔ ✔ False
, If the sales organization objective is to increase sales volume and expand distribution outlets, hen the
SBU objective is likely to be - ✔ ✔ build market share
if the sales organization objective is to maintain sales volume then the SBU objective is likely to be - ✔
✔ hold market share
If the sales organization objective is to minimize selling costs and clear out inventory, the the SBU
objective is likely to be - ✔ ✔ divest/liquidate market share
If you were a salesperson using the mental states approach and your customer was in the action state,
you would attempt to close the deal (T/F) - ✔ ✔ True
Implementing cross-functional programs to foster communication and cooperation is a salesforce
response to which of the following issues? - ✔ ✔ Collaboration issues
According to the text, when salespeople alter their sales messages and behavior during a sales
presentation or as they encounter unique sales situations and customers they are using - ✔ ✔
Adaptive selling
All of the following regarding the mental states approach to personal selling are TRUE except - ✔ ✔
It is customer oriented
All of the following statements accurately reflect factors that pertain to need satisfaction selling except -
✔ ✔ This method focuses on the salesperson and how to effectively make a sales presentation
An account targeting strategy is not needed to identify and classify accounts into the useful categories
(T/F) - ✔ ✔ False
An emerging trend affecting sales volume is the emphasis on sales productivity (T/F) - ✔ ✔ True
As ________, salespeople assume a key role in revenue production for their firms - ✔ ✔ Financial
contributors
As ________, salespeople stimulate sales cycles and help customers reach buying decisions as soon as
reasonably possible - ✔ ✔ Change agents
As a communications agent, salespeople provide valuable information back to the company (T/F) - ✔
✔ True
As change agents, salespeople help to create, communicate, deliver and continually increase customer
value (T/F) - ✔ ✔ False
As customer value agents, salespeople stimulate sales cycles and help customers reach buying decisions
as soon as reasonably possible (T/F) - ✔ ✔ False
Hack Key Questions for Effortless
Learning
________ are salespeople who support the sales effort by providing information and performing other
supplemental services - ✔ ✔ Missionary salespeople
________ support the sales effort by setting up point-of-purchase displays, rotating stock, and keeping
store personnel informed about new products and sales promotions - ✔ ✔ Merchandisers
________, is the process of helping customers reach their strategic goals by using the products, services,
and expertise of the sales organization - ✔ ✔ Consultative selling
Because salespeople often encounter buyers with different personalities, communications styles, and
needs and goals, adaptive selling is an important concept (T/F) - ✔ ✔ True
Careful listening is required when using the mental states selling approach to determine which stage the
buyer is in at a given point in time (T/F) - ✔ ✔ True
Coaching is not an important role of the sales manager (T/F) - ✔ ✔ False
Consultative selling focuses on making short term sales (T/F) - ✔ ✔ False
Consultative selling in appropriate for all sales situations (T/F) - ✔ ✔ False
Consultative selling often requires that the salesperson be a coordinator, arranging for other in the
selling company to play a role in the sales process (T/F) - ✔ ✔ True
Consumer goods companies typically do not employ professional salespeople (T/F) - ✔ ✔ False
Customer appreciate the need satisfaction selling approach as they feel that their point of view and
unique circumstances are being addressed (T/F) - ✔ ✔ True
Customer compatibility can help build trust (T/F) - ✔ ✔ True
Customer value is essentially defined as the customer's perception of what they receive in exchange for
what they give up (T/F) - ✔ ✔ True
Entrepreneurship is not a favorable characteristic of a sales manager (T/F) - ✔ ✔ False
For people who aspire to be entrepreneurs, selling experience can be indispensable (T/F) - ✔ ✔ True
Globalization is not considered an important element of the sales function (T/F) - ✔ ✔ False
, If the sales organization objective is to increase sales volume and expand distribution outlets, hen the
SBU objective is likely to be - ✔ ✔ build market share
if the sales organization objective is to maintain sales volume then the SBU objective is likely to be - ✔
✔ hold market share
If the sales organization objective is to minimize selling costs and clear out inventory, the the SBU
objective is likely to be - ✔ ✔ divest/liquidate market share
If you were a salesperson using the mental states approach and your customer was in the action state,
you would attempt to close the deal (T/F) - ✔ ✔ True
Implementing cross-functional programs to foster communication and cooperation is a salesforce
response to which of the following issues? - ✔ ✔ Collaboration issues
According to the text, when salespeople alter their sales messages and behavior during a sales
presentation or as they encounter unique sales situations and customers they are using - ✔ ✔
Adaptive selling
All of the following regarding the mental states approach to personal selling are TRUE except - ✔ ✔
It is customer oriented
All of the following statements accurately reflect factors that pertain to need satisfaction selling except -
✔ ✔ This method focuses on the salesperson and how to effectively make a sales presentation
An account targeting strategy is not needed to identify and classify accounts into the useful categories
(T/F) - ✔ ✔ False
An emerging trend affecting sales volume is the emphasis on sales productivity (T/F) - ✔ ✔ True
As ________, salespeople assume a key role in revenue production for their firms - ✔ ✔ Financial
contributors
As ________, salespeople stimulate sales cycles and help customers reach buying decisions as soon as
reasonably possible - ✔ ✔ Change agents
As a communications agent, salespeople provide valuable information back to the company (T/F) - ✔
✔ True
As change agents, salespeople help to create, communicate, deliver and continually increase customer
value (T/F) - ✔ ✔ False
As customer value agents, salespeople stimulate sales cycles and help customers reach buying decisions
as soon as reasonably possible (T/F) - ✔ ✔ False
