sell-chapter 1
Chapter 1—Overview of Personal Selling
MULTIPLE CHOICE
1. The part of marketing that relies heavily on interpersonal communication and interaction between buyers and sellers is called _____________
a.
Advertising
b.
Sales promotion if
c.
Direct marketing
d.
Consumer behavior
e.
Personal selling
ANS: E PTS: 1 DIF: Easy REF: p. 4
OBJ: 1
2. Kevin is a salesperson who relies heavily on trust building. The stylus selling is known as?
a.
Personal selling
b.
Mental states selling
c.
Trust-Based relationship selling
d.
Canned selling
e.
None of the above.
ANS: C PTS: 1 DIF: Easy REF: p. 4
OBJ: 1
3. Susan’s customers are always concerned about what they’re receiving in exchange for what they’re paying. In other words, they are concerned about _______________.
a.
Marketing
b.
Personal selling
c.
Customer value
d.
Marketing Communications
e.
Advertising
ANS: C PTS: 1 DIF: Medium REF: p. 4
OBJ: 2
4. The series of conversations between buyers and Sellers that take place over time in an attempt to build relationships is referred to as _____________.
a.
Personal selling
b.
Sales dialogue
c.
Sales presentation
d.
Sales communication
e.
Sales conversation
ANS: B PTS: 1 DIF: Hard REF: p. 5
OBJ: 2
5. The primary focus of transaction-focused selling is the ________________________.
a.
Salesperson and the selling organization
b.
Customer
c.
Product
d.
Communication process
e.
All of the above.
ANS: A PTS: 1 DIF: Medium REF: p. 6
OBJ: 2
6. The desired outcomes in trust-based relationship selling include which of the following?
a.
Closed sales
b.
Order volume
c.
Trust and mutual benefits/profits
d.
Profit in the short-term
e.
None of the above.
ANS: C PTS: 1 DIF: Medium REF: p. 6
OBJ: 2
7. Jennifer follows the trust-based relationship selling strategy when dealing with her customers. She can expect to be ________________ her customers’ decision-making processes.
a.
Isolated from
b.
Actively involved in
c.
Dissatisfied with
d.
Uncertain about
e.
None of the
MULTIPLE CHOICE
1. The part of marketing that relies heavily on interpersonal communication and interaction between buyers and sellers is called _____________
a.
Advertising
b.
Sales promotion if
c.
Direct marketing
d.
Consumer behavior
e.
Personal selling
ANS: E PTS: 1 DIF: Easy REF: p. 4
OBJ: 1
2. Kevin is a salesperson who relies heavily on trust building. The stylus selling is known as?
a.
Personal selling
b.
Mental states selling
c.
Trust-Based relationship selling
d.
Canned selling
e.
None of the above.
ANS: C PTS: 1 DIF: Easy REF: p. 4
OBJ: 1
3. Susan’s customers are always concerned about what they’re receiving in exchange for what they’re paying. In other words, they are concerned about _______________.
a.
Marketing
b.
Personal selling
c.
Customer value
d.
Marketing Communications
e.
Advertising
ANS: C PTS: 1 DIF: Medium REF: p. 4
OBJ: 2
4. The series of conversations between buyers and Sellers that take place over time in an attempt to build relationships is referred to as _____________.
a.
Personal selling
b.
Sales dialogue
c.
Sales presentation
d.
Sales communication
e.
Sales conversation
ANS: B PTS: 1 DIF: Hard REF: p. 5
OBJ: 2
5. The primary focus of transaction-focused selling is the ________________________.
a.
Salesperson and the selling organization
b.
Customer
c.
Product
d.
Communication process
e.
All of the above.
ANS: A PTS: 1 DIF: Medium REF: p. 6
OBJ: 2
6. The desired outcomes in trust-based relationship selling include which of the following?
a.
Closed sales
b.
Order volume
c.
Trust and mutual benefits/profits
d.
Profit in the short-term
e.
None of the above.
ANS: C PTS: 1 DIF: Medium REF: p. 6
OBJ: 2
7. Jennifer follows the trust-based relationship selling strategy when dealing with her customers. She can expect to be ________________ her customers’ decision-making processes.
a.
Isolated from
b.
Actively involved in
c.
Dissatisfied with
d.
Uncertain about
e.
None of the