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Sales Force Test #1

46 Questions
Salesforce Quizzes & Trivia

Chapters 1-3

Questions and Answers
  • 1. 
    Sales Force Management has two components of vaule and importance, which is not one? 
    • A. 

      Information

    • B. 

      Service

    • C. 

      Quality

    • D. 

      All are not value components.

  • 2. 
    __________ builds long-term relationships for competitive advantages. 
    • A. 

      Relationship selling

    • B. 

      Personal selling

    • C. 

      Transaction selling

    • D. 

      Technology selling

  • 3. 
    _______ is immediate one-time sale of a product. 
    • A. 

      Relationship selling

    • B. 

      Personal selling

    • C. 

      Transaction selling

    • D. 

      One time selling

  • 4. 
    Which is a way to move toward relationship selling versus transactional selling?
    • A. 

      Retain Accounts

    • B. 

      Preferred Suppliers

    • C. 

      Price for profit

    • D. 

      All of the above a ways to move toward relationship selling

  • 5. 
    __________ is how the products will benefit the company. 
    • A. 

      Consultative seller

    • B. 

      Key account seller

    • C. 

      New business seller

    • D. 

      Missionary seller

  • 6. 
    _________ is the meet the needs of key (usually lare accounts), the goal is to maintain the account. 
    • A. 

      Consultative seller

    • B. 

      Key account seller

    • C. 

      Delivery seller

    • D. 

      New business seller

  • 7. 
    _________ is the person generates the account and obtains the new account and then rapidly turns it over (we see a lot of this in areas such as Health Care).
    • A. 

      Key account seller

    • B. 

      New business seller

    • C. 

      Sales support

    • D. 

      Missionary seller

  • 8. 
    _________ is actually support the sales persons, perform the promotional activities and work with training and education (may work directly with customer).
    • A. 

      Sales support

    • B. 

      Missionary seller

    • C. 

      Delivery seller

    • D. 

      Key account seller

  • 9. 
    _________ is work for a manufacturer and call on customers to provide product information, may be involved in promotional activities. (Ex: pharmaceutical reps) 
    • A. 

      Delivery seller

    • B. 

      Missionary seller

    • C. 

      Sales support

    • D. 

      New business seller

  • 10. 
    A manager are team leaders but can fail if _____________________________
    • A. 

      Treat sales personnel as equals

    • B. 

      Work closely with internal departments

    • C. 

      Don't have structure and discipline

    • D. 

      Exceed customer expectations by bringing additional value

  • 11. 
    ________ facilitate sales to established accounts, they do not actually sell, per se, but rather leave the selling to the key account personnel or the consultative sales personnel. 
    • A. 

      Key account seller

    • B. 

      Delivery seller

    • C. 

      Sales support

    • D. 

      New business seller

  • 12. 
    In smaller companies sales responsibilites are more defined. 
    • A. 

      True

    • B. 

      False

  • 13. 
    Which is not a way that sales forces differs from other employees?
    • A. 

      The Sales Force is largely responsible for implementing a firm's marketing strategies in the field

    • B. 

      Sales people are among the few employees authorized to spend company funds

    • C. 

      Salespeople represent their company to customers and to society in general

    • D. 

      Salespeople set their hours of working

  • 14. 
    Salespeople need more tact and social intelligence than other employees on the same level in the organization. 
    • A. 

      True

    • B. 

      False

  • 15. 
    Managers are team leaders in that they ____________
    • A. 

      Also need to understand the customers business

    • B. 

      Treat sales personnel as equals

    • C. 

      Apply flexible motivational tools

    • D. 

      Keep tabs on changing technologies

    • E. 

      Work closely with internal departments

    • F. 

      Exceed customer expectations by bringing additional value

    • G. 

      Create flexible learning and being able to adapt rapidly

    • H. 

      All are what managers can do

  • 16. 
    Which is a level that is found amongest sales managers?
    • A. 

      CEO

    • B. 

      District Manager

    • C. 

      Regional President

    • D. 

      Coordinator

  • 17. 
    Reduce direct selling efforts by using wholesalers to reach small accounts. 
    • A. 

      Objective

    • B. 

      Strategy (Company)

    • C. 

      Strategy (Marketing)

    • D. 

      Neither

  • 18. 
    Besides providing traing and meeting with individuals, sales managers must be able to __________
    • A. 

      Evaluate performance

    • B. 

      Exceed expectations

    • C. 

      Listen

    • D. 

      Strive for sales

  • 19. 
    Which is of these is how sales is in the 21st Century?
    • A. 

      Executive selling for high level accounts

    • B. 

      Keep tabs on changing technologies

    • C. 

      Work closely with internal departments

    • D. 

      Treat sales personnel as equals

  • 20. 
    As marketing has moved from production orientation, to sales orentation, to marketing orientation, to finally a relationship orientation, the role of sales has change but there is still a need for customers to be involved in the total process. 
    • A. 

      True

    • B. 

      False

  • 21. 
    Selling has been around for years, according to history, which one is not a form of selling? 
    • A. 

      Peddlers

    • B. 

      Canvassers

    • C. 

      Book Agents

    • D. 

      Drummers

    • E. 

      Bookies

  • 22. 
    Sales reps may not also serve as territorial profit managers in that they are involved the profitablity of their territory. 
    • A. 

      True

    • B. 

      False

  • 23. 
    In terms of relationship selling it is often the external sales person hears and works with problems long before they emerge as an issue. 
    • A. 

      True

    • B. 

      False

  • 24. 
    ________ is knowing what is needed as new products are being developed
    • A. 

      Customers and the planning process

    • B. 

      Significant teamwork

    • C. 

      Integration of Marketing

    • D. 

      Open Communication

  • 25. 
    ________ is with there is a buying center,team selling and the use of total quality management. 
    • A. 

      Customers and the planning process

    • B. 

      Significant teamwork

    • C. 

      Integration of marketing

    • D. 

      Integrating of production and sales

  • 26. 
    Earning 20% return on investment is an example of which strategic marketing planning. 
    • A. 

      Objective

    • B. 

      Strategy

    • C. 

      Tactics

    • D. 

      Neither

  • 27. 
    ________ is the stage in which the salesperson must discover, clarify and understand the buyer's needs. 
    • A. 

      Presentation

    • B. 

      Follow Up

    • C. 

      Needs Assessment

    • D. 

      Prospecting

  • 28. 
    Cutting marketing cost by 15% this year is an example of what strategic market planning. 
    • A. 

      Objective

    • B. 

      Strategy (Company)

    • C. 

      Strategy (Marketing)

    • D. 

      Neither

  • 29. 
    The importance of multiple sales channels is to give incentives or giving credit .
    • A. 

      True

    • B. 

      False

  • 30. 
    _______ is simply a full listing of the names and contact information for all prospects, categorized by how likely they are to purchase the product. 
    • A. 

      Sales pipeline

    • B. 

      Customer research

    • C. 

      Need assessment

    • D. 

      Adaptive selling

  • 31. 
    Which one is not a multiple realtionship strategies.
    • A. 

      Transactional Selling

    • B. 

      Consultative Selling

    • C. 

      Multiple Relationship Strategy

    • D. 

      All our multiple relationship strategies

  • 32. 
    There are three steps in strategic planning, which method is correct.
    • A. 

      Objectives - Tactics - Strategies

    • B. 

      Strategies - Tactics - Objectives

    • C. 

      Objectives - Strategies - Tactics

    • D. 

      Tactics - Objectives - Strategies

  • 33. 
    Which is a basic step for corporate selling. 
    • A. 

      Approach

    • B. 

      Start Up

    • C. 

      Consultation

    • D. 

      Feedback

  • 34. 
    Which step is the hardest? 
    • A. 

      Presentation

    • B. 

      Prospecting

    • C. 

      Gain Commitment

    • D. 

      Follow Up

  • 35. 
    Which is the following is the correct sequence for coporate selling. 
    • A. 

      Prospecting, pre-approach, approach, need assessment, presentation, meeting objective, gaining commitment and follow up

    • B. 

      Follow up, prospecting, pre-approach, approach, need assessment, presentation, meeting objective, gain commitment

    • C. 

      Pre-approach, approach, need assessment, presentation, meeting objective, gaining commitment, and follow up

    • D. 

      Presentation, prospecting, pre-approach, approach, need assessment, meeting objective, gain commitment and follow up

  • 36. 
    Prospecting involves two components _____________ and ___________. 
    • A. 

      Identifying leads, task finding

    • B. 

      Task finding and qualifying leads

    • C. 

      Identifying leads and qualifying leads

    • D. 

      Task finding and task orientation

  • 37. 
    In terms of prospecting, identifying leads, the __________ is when often customers may given some type of bonus by providing names. 
    • A. 

      Customer referrals

    • B. 

      Company source

    • C. 

      External referral agencies

    • D. 

      Published directories

  • 38. 
    ___________ are list that gather and maintained by the company that are provided to the sales person.
    • A. 

      Customer referrals

    • B. 

      External referral agencies

    • C. 

      Company sources

    • D. 

      Networking

  • 39. 
    ______ is business sell lists of prospects. 
    • A. 

      External referral agencies

    • B. 

      Cold canvassing

    • C. 

      Published directories

    • D. 

      Company sources

  • 40. 
    _________ is when unannounced calls are made
    • A. 

      Cold canvassing

    • B. 

      Company sources

    • C. 

      Published directories

    • D. 

      Networking

  • 41. 
    Qualifying a lead is making sure the lead is valuable, making sure the product is wanted, if the product can be afford and is the cutomer receptive to a call from the salesperson. 
    • A. 

      True

    • B. 

      False

  • 42. 
    ___________ is the planning stage, learning about the customer and learning about who makes the final decision. 
    • A. 

      Prospecting

    • B. 

      Pre-approach

    • C. 

      Approach

    • D. 

      The Needs assessment

  • 43. 
    ________ is  realizing upon making the call that the information needs to be reassessed. 
    • A. 

      Pre-approach

    • B. 

      Needs assessment

    • C. 

      Adaptive selling

    • D. 

      Sales pipeline

  • 44. 
    In the stage of needs assessment some critical things that could be done is to, ask situational questions, problem impact questions, solution value questions and _________
    • A. 

      Task oriented questions

    • B. 

      Confirmatory questions

    • C. 

      Original questions

    • D. 

      None of the answers

  • 45. 
    A survey found that _____% of customers buy in the first three months.
    • A. 

      13

    • B. 

      20

    • C. 

      44

    • D. 

      15

  • 46. 
    A survey found that ____ % of customers buy 6-12 months
    • A. 

      44

    • B. 

      20

    • C. 

      15

    • D. 

      7

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