Sales Force Test #1

46 Questions  I  By An_losoya
Chapters 1-3

  
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1.  Selling has been around for years, according to history, which one is not a form of selling? 
A.
B.
C.
D.
E.
2.  Cutting marketing cost by 15% this year is an example of what strategic market planning. 
A.
B.
C.
D.
3.  ___________ are list that gather and maintained by the company that are provided to the sales person.
A.
B.
C.
D.
4.  Which is of these is how sales is in the 21st Century?
A.
B.
C.
D.
5.  _________ is work for a manufacturer and call on customers to provide product information, may be involved in promotional activities. (Ex: pharmaceutical reps) 
A.
B.
C.
D.
6.  There are three steps in strategic planning, which method is correct.
A.
B.
C.
D.
7.  Which is not a way that sales forces differs from other employees?
A.
B.
C.
D.
8.  ________ is  realizing upon making the call that the information needs to be reassessed. 
A.
B.
C.
D.
9.  Which one is not a multiple realtionship strategies.
A.
B.
C.
D.
10.  Prospecting involves two components _____________ and ___________. 
A.
B.
C.
D.
11.  Managers are team leaders in that they ____________
A.
B.
C.
D.
E.
F.
G.
H.
12.  ______ is business sell lists of prospects. 
A.
B.
C.
D.
13.  _______ is immediate one-time sale of a product. 
A.
B.
C.
D.
14.  __________ builds long-term relationships for competitive advantages. 
A.
B.
C.
D.
15.  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.
B.
16.  Sales Force Management has two components of vaule and importance, which is not one? 
A.
B.
C.
D.
17.  ________ is the stage in which the salesperson must discover, clarify and understand the buyer's needs. 
A.
B.
C.
D.
18.  Salespeople need more tact and social intelligence than other employees on the same level in the organization. 
A.
B.
19.  __________ is how the products will benefit the company. 
A.
B.
C.
D.
20.  _________ 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.
B.
C.
D.
21.  Which is a way to move toward relationship selling versus transactional selling?
A.
B.
C.
D.
22.  The importance of multiple sales channels is to give incentives or giving credit .
A.
B.
23.  In smaller companies sales responsibilites are more defined. 
A.
B.
24.  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.
B.
25.  ________ is with there is a buying center,team selling and the use of total quality management. 
A.
B.
C.
D.
26.  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.
B.
27.  ________ is knowing what is needed as new products are being developed
A.
B.
C.
D.
28.  Which is the following is the correct sequence for coporate selling. 
A.
B.
C.
D.
29.  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.
B.
C.
D.
30.  In terms of prospecting, identifying leads, the __________ is when often customers may given some type of bonus by providing names. 
A.
B.
C.
D.
31.  _________ is the meet the needs of key (usually lare accounts), the goal is to maintain the account. 
A.
B.
C.
D.
32.  Sales reps may not also serve as territorial profit managers in that they are involved the profitablity of their territory. 
A.
B.
33.  Which step is the hardest? 
A.
B.
C.
D.
34.  _________ is when unannounced calls are made
A.
B.
C.
D.
35.  Earning 20% return on investment is an example of which strategic marketing planning. 
A.
B.
C.
D.
36.  A manager are team leaders but can fail if _____________________________
A.
B.
C.
D.
37.  _________ is actually support the sales persons, perform the promotional activities and work with training and education (may work directly with customer).
A.
B.
C.
D.
38.  _______ 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.
B.
C.
D.
39.  Which is a level that is found amongest sales managers?
A.
B.
C.
D.
40.  Reduce direct selling efforts by using wholesalers to reach small accounts. 
A.
B.
C.
D.
41.  Besides providing traing and meeting with individuals, sales managers must be able to __________
A.
B.
C.
D.
42.  A survey found that ____ % of customers buy 6-12 months
A.
B.
C.
D.
43.  ___________ is the planning stage, learning about the customer and learning about who makes the final decision. 
A.
B.
C.
D.
44.  ________ 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.
B.
C.
D.
45.  Which is a basic step for corporate selling. 
A.
B.
C.
D.
46.  A survey found that _____% of customers buy in the first three months.
A.
B.
C.
D.
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