30 Free Test Bank for Selling Today Partnering to Create Value 13th Edition by Manning

Fulfill your knowledge about selling today to create value consumer by the system of various useful free marketing textbook test bank questions online from 30 Free Test Bank for Selling Today Partnering to Create Value 13th Edition by Manning. These questions below that is solution for your next exam that you want to become professional with an excellent result. Just practice more and more that all knowledge will be kept in your mind as well as you will not need to worry about your exam. Enjoy us at 30 multiple choice questions below to experience that, good luck guys!

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Tamara Grindel is a doctor who practices with a group of other physicians with the same specialty. She is considering taking a course on selling skills. What is the most important way in which this will help her medical practice?

•  A) Learning selling skills will give Dr. Grindel an alternate career once she retires from medicine.
•  B) Learning selling skills will help Dr. Grindel bring new patients to her practice.
•  C) Learning selling skills will aid Dr. Grindel in communicating effectively with pharmaceutical reps who show her new medications.
•  D) Learning selling skills will show Dr. Grindel how to ensure that her patients take the medications she prescribes them.
•  E) Learning selling skills will require Dr. Grindel to understand the financial pressures of running a practice.

Which of the following trends in sales has led to an increase in both the education and skills a salesperson needs?

•  A) an increase in commission per sale
•  B) an increase in the time spent on personal relationships
•  C) an increase in web-based selling channels
•  D) a shift from in-person to telephone sales
•  E) a shift from "selling" to "consulting"

Of the following activities routinely performed by salespeople, which one contributes LEAST financially to both the salesperson and the company?

•  A) service calls
•  B) face-to-face selling
•  C) telephone selling
•  D) waiting and traveling
•  E) billing clients

Which one of the following people would LEAST likely be considered a "knowledge worker"?

•  A) someone who performs research to discover new information
•  B) someone who takes current research and uses it to facilitate a task
•  C) someone who relays information from one party to another without changing it
•  D) someone who puts information in a format that allows others to access it
•  E) someone who uses information to solve a problem

A training and education initiative with specific requirements delivered by an industry oversight organization to salespeople in that industry is an example of a(n):

•  A) university sales methods class
•  B) corporate-sponsored training class
•  C) Internet-based training program
•  D) certification program
•  E) college concentration

Corporate-sponsored sales training usually includes training on:

•  A) CRM software
•  B) accounting methods and theory
•  C) shipping systems and logistics
•  D) operating production machinery
•  E) competitors' products

The CEO of SwiftLink spends one week each month going to sales appointments with various salespeople in the company. In addition to assisting the salespeople with presentations, a likely reason the CEO goes on sales calls is to:

•  A) gather information on customer needs and preferences
•  B) deduct mileage on his vehicle as a way to offset taxes
•  C) undercut the salespeople in underperforming divisions of SwiftLink
•  D) ensure that the salespeople do not give volume discount pricing
•  E) trade information to customers in exchange for information on competitors

What event contributed most to the increased need for telecommunications salespeople?

•  A) deregulation of telephone service
•  B) anti-trust suits brought against the telecommunications industry
•  C) financial improprieties in the telecommunications industry
•  D) creation of a national regulatory committee for telephone service
•  E) development of voice-over-IP (VOIP) technologies

Sales engineers are people with extensive knowledge of their product who also:

•  A) provide service on the product after the sale
•  B) develop the product as part of the research and development team
•  C) communicate the benefits of the product to the customers
•  D) have advanced degrees in science or technology
•  E) have graduate-level sales training

Salespeople use social media to:

•  A) design web pages with product features
•  B) learn to use administrative software
•  C) create and maintain customer contact
•  D) set up mobile offices from their vehicles
•  E) automate selling so they do not have to make client contact

Salespeople are most likely considered knowledge workers because they:

•  A) position and lay out information in a way that helps buyers understand it
•  B) gain knowledge of the product before they can sell it
•  C) repeat a script that they are given by their managers
•  D) develop an understanding of the best practices of sales
•  E) create products themselves before they sell them

The duties of inside salespeople may overlap heavily with the duties of:

•  A) sales managers
•  B) account managers
•  C) product developers
•  D) supply buyers
•  E) internal auditors

Alan Karbashian spends all day driving from customer site to customer site for sales meetings in his job with a national medical parts manufacturer. Alan is considered a/an:

•  A) inside sales rep
•  B) outside sales rep
•  C) alignment rep
•  D) distributing rep
•  E) interchange rep

Commercial vendors who provide sales training offer courses based on:

•  A) Universal Sales Theory
•  B) the theories of Dale Carnegie and Napoleon Hill
•  C) a variety of sales approaches dating back decades
•  D) modern sales approaches that have been regression-tested
•  E) graduate-level MBA sales work

Which of the following is an activity that would most likely be performed by a customer service representative (CSR)?

•  A) processing employee paperwork
•  B) delivering supplies to the factory floor
•  C) providing telephone support for installation
•  D) calling on prospects to sell them the product
•  E) reconciling bank statements with accounting records

Sales opportunities in the service sector are most likely expanding because:

•  A) service providers connect directly with consumers
•  B) the service industry has a higher growth rate than the product industry does
•  C) modern consumers need help with activities that they used to be able to do on their own
•  D) the service industry is starting to saturate the market relative to the industrial and product industries
•  E) the service industry provides a higher commission rate for salespeople than other industries

There is a pay gap between men and women in the field of sales, with men earning more than women do. Despite this, sales represents an excellent financial opportunity for women for which of the following reasons?

•  A) The pay gap in sales is less than the pay gap in the workforce overall.
•  B) The pay gap varies from company to company.
•  C) The pay gap is only an issue in certain industries.
•  D) The psychic income from sales is equivalent to the value of the pay gap.
•  E) The psychic income from sales cannot be quantified.

Some top-performing salespeople earn more than their managers. This compensation is most likely made up of:

•  A) bonuses only
•  B) base salary, commissions, bonuses, and incentives
•  C) commissions and charge-backs
•  D) bonuses and dividends
•  E) IPOs and base salary

Well-trained salespeople can add value to the traditional retail shopping experience. Selling for a retailer might involve which of the following products?

•  A) personal computers, automobiles and assembly line robotics equipment
•  B) photographic equipment, industrial specialties and recreational equipment
•  C) fashion apparel, personal computers and recreational vehicles
•  D) microchips, musical instruments and automobiles
•  E) software back-end integration services, jewelry, and motorcycles

Network (multilevel) marketing is different from traditional sales in that it:

•  A) creates a pyramid with the CEO at the top and the salespeople at the bottom
•  B) eschews growth of the salesforce for a given product
•  C) relies on an interconnected network of independent salespeople to sell the product directly
•  D) focuses on paid advertising instead of word-of-mouth publicity
•  E) allies itself with competing products and service providers

Which of the following describes a category of sales personnel in the field of manufacturing?

•  A) sales engineer
•  B) field researcher
•  C) comptroller
•  D) technical support representative
•  E) research and development director

Salespeople have an advantage over workers in other positions when being considered for promotion to positions of greater responsibilities because salespeople:

•  A) have limited opportunities for advancement in the sales department
•  B) are compensated primarily through psychic income
•  C) have worked for many companies in their careers
•  D) have numerous opportunities to advance to middle-management ranks
•  E) have high visibility within companies already relative to other positions

Terri Milano, employed by a manufacturer of home electronics, offers assistance to retailers in such areas as credit policies, pricing display and store layout. She also collects information regarding acceptance of her firm's products. She is performing the duties of a(n):

•  A) detail salesperson
•  B) retail salesperson
•  C) inside salesperson
•  D) field representative
•  E) manufacturer's representative