Personal Selling Quiz

5 Questions | By Dzungho | Updated: Jan 18, 2013 | Attempts: 211

Settings

Create your own Quiz

Questions and Answers

1.

According to Anne Mulcahy, CEO of Xerox, "We started winning when we listened to customers. We did that by providing greater value than our competitors— and that meant selling the way customers want to buy." The guiding principle for Xerox is
- A.
  
  "Do what's right for the customer."
- B.
  
  "Always be the first with new technology."
- C.
  
  "Always be true to the company's name."
- D.
  
  "Never sell anything you wouldn't use yourself."
- E.
  
  "Great isn't good enough."
Correct Answer
A. "Do what's right for the customer."

Explanation
Understanding customers means knowing what, where, when, and how customers want to buy products. Giving what's right for the customer will make them buy the products.

Rate this question:
2.

The tasks involved in managing personal selling include setting objectives; organizing the sales force; __________, and evaluating the performance of individual salespeople.
- A.
  
  Identifying potential target markets
- B.
  
  Using customer input to make product modifications
- C.
  
  Recruiting, selecting, training, and compensating salespeople
- D.
  
  Maintaining open communications between sales representatives and all other maintaining open communications between sales representatives and all other stakeholders
- E.
  
  Designing new promotional campaigns for the purpose of generating new sales
Correct Answer
C. Recruiting, selecting, training, and compensating salespeople

Explanation
They are sales force management tasks

Rate this question:
3.

Which of the following statements regarding the role of salespeople is most accurate?
- A.
  
  Salespeople truly know their customers and therefore are the best resource for segmenting and selecting target markets.
- B.
  
  Salespeople are the most highly trained of all a firm's employees and therefore offer the greatest customer security.
- C.
  
  Salespeople can identify creative solutions to customer problems.
- D.
  
  Salespeople have the greatest say in company policy and therefore are the customer's greatest advocates.
- E.
  
  Salespeople are traditionally given greater authority than other company employees and therefore can offer customers the greatest financial leverage.
Correct Answer
C. Salespeople can identify creative solutions to customer problems.

Explanation
Salespeople who know their customers can identify solutions to customer problems

Rate this question:
4.

A(n) __________ is a salesperson who sells in a conventional sense and identifies prospective customers, provides customers with information, persuades customers to buy, closes sales, and follows up on a customer's use of a product or service.
- A.
  
  Order taker
- B.
  
  Order getter
- C.
  
  Missionary salesperson
- D.
  
  Sales engineer
- E.
  
  Team salesperson
Correct Answer
C. Missionary salesperson

Explanation
Salesperson whose primary job is to increase business from current and potential customers by providing them with product information and other personal selling assistance, called missionary salesperson.

Rate this question:
5.

Which of the following statements about order getters is most accurate?
- A.
  
  Order getters often replenish a retailer's inventories.
- B.
  
  Order getters need a high degree of customer empathy.
- C.
  
  Order getters handle orders obtained on inbound telemarketing
- D.
  
  Order getters typically process reorders for products already sold by the company.
- E.
  
  Order getter sales calls traditionally require the lowest financial investment from the firm
Correct Answer
C. Order getters handle orders obtained on inbound telemarketing

Explanation
Order getter is type of salesperson who increases the firm's sales revenue by acquiring orders from new customers and more orders from the existing customers.

Rate this question:

Quiz Review Timeline +

Our quizzes are rigorously reviewed, monitored and continuously updated by our expert board to maintain accuracy, relevance, and timeliness.

Current Version
Jan 18, 2013

Quiz Edited by
ProProfs Editorial Team
Oct 08, 2010

Quiz Created by
Dzungho

Personal Selling Quiz

According to Anne Mulcahy, CEO of Xerox, "We started winning when we listened to customers. We did that by providing greater value than our competitors— and that meant selling the way customers want to buy." The guiding principle for Xerox is

The tasks involved in managing personal selling include setting objectives; organizing the sales force; __________, and evaluating the performance of individual salespeople.

Which of the following statements regarding the role of salespeople is most accurate?

A(n) __________ is a salesperson who sells in a conventional sense and identifies prospective customers, provides customers with information, persuades customers to buy, closes sales, and follows up on a customer's use of a product or service.

Which of the following statements about order getters is most accurate?