选择复习资料 1 2.docx
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选择复习资料 1 2.docx
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选择复习资料12
1.WhichofthefollowingisNOTtrueconcerningthesuccessfulprofessionalsalespersonoftodayandthefuture:
a.
Islikelyabetterlistenerthantalker.
b.
Isorientedtowarddevelopinglong-termrelationshipswithcustomers.
c.
Hastheskillsandpatiencetoendurelengthy,complexsalesprocesses.
d.
Tendstoprovidepressuretoconvincecustomerswhatisbestforthem.
e.
Strivestodeliverrelevantpresentationsbasedonuniquecustomerneeds.
ANS:
DREF:
pg19
2.Accordingtothetext,whensalespeoplealtertheirsalesmessagesandbehaviorsduringasalespresentationorastheyencounterdifferentsalessituationstheyareusing
a.
value-basedselling.
b.
responseselling.
c.
interactiveselling.
d.
adaptiveselling.
e.
situationalselling.
ANS:
DREF:
pg.25
3.Salespeoplewhoarecustomeroriented,honest,dependable,competent,andlikableareinagoodpositiontoestablish
a.
rapport
b.
trust.
c.
commitment.
d.
customerfeedback.
e.
sourcecredibility.
ANS:
BREF:
pg.31
4.Whichofthefollowingisnotakeydecisionareaofcorporatestrategy?
a.
Corporatemission
b.
Strategicbusinessunitdefinition
c.
Targetmarketselection
d.
Strategicbusinessunitobjectives
e.
Corporategrowthorientation
ANS:
CREF:
pg.50
5.Porter'sclassificationschemeforbusinessunitstrategiesisreferredtoas
a.
targetmarketing.
b.
genericbusinessstrategies.
c.
differentiationstrategies.
d.
universalproductstrategies.
e.
product/marketevaluation.
ANS:
BREF:
pg.53
6.Whichofthefollowingstatementsregardingthemarketingcommunicationsmixisfalse?
a.
Themarketingcommunicationsmixshouldbeconsistentwiththeotherelementsofthemarketingmix.
b.
Aneffectivemarketingcommunicationsmixmustcapitalizeontheadvantagesofeachmarketingcommunicationstool.
c.
Inconsumermarketingsituations,thepreferredmarketingcommunicationstoolispersonalselling.
d.
Thebenefitsofpersonalsellingmayoutweighthecostsincertaintypesofproduct/marketsituations.
e.
Firmsinthedirectsellingindustry,suchasAvonandMaryKay,useanatypicalmarketingcommunicationsstrategy.
ANS:
CREF:
pg.57
7.Whichofthefollowingstatementsregardingsalesorganizationstructureisfalse?
a.
Thesalesorganizationstructurehelpssalespeopleandsalesmanagersperformrequiredactivitiesinaneffectiveandefficientmanner.
b.
Salesorganizationstructuresarethevehiclethroughwhichstrategicplansaretranslatedintosellingoperationsinthemarketplace.
c.
Strategicchangesalmostalwaysnecessitateadjustmentsinsalesorganizationstructure.
d.
Salesorganizationstructurescanbeextremelycomplexwithmanyboxesandarrows.
e.
Developingasalesorganizationstructureistypicallymoredifficultthanimplementingachangeinsalesorganizationstructure.
ANS:
EREF:
pg.80
8.Whenthefirmhasasimpleproductofferingbutcustomershavedifferentneedsa____salesforceisrecommended.
a.
marketspecialized
b.
productspecialized
c.
geographicallyspecialized
d.
product-marketspecialized
e.
functionallyspecialized
ANS:
AREF:
pg.85
9.Researchindicatesthattheeffectivenessofthemajoraccountsalesforcedependsuponallofthefollowingexcept
a.
theespritdecorpsofthoseservingthemajoraccount.
b.
accesstosalesandmarketingresources
c.
thenumberofactivitiesperformedwiththemajoraccount.
d.
topmanagementinvolvement.
e.
formalizationofthemajoraccountsalesforceapproach.
ANS:
EREF:
pg91
10.Whichofthefollowingisnotoneofthechangesexpectedtoimpactsalesforcestoday?
a.
Salesforceswillcontainmoreelderlysalespeople.
b.
Salesmanagerswillfacechallengesassociatedwithstaffinganinternationalsalesforce.
c.
Salesmanagerswillbeinvolvedwithrecruitingandselectingforteamselling.
d.
Salesforceswillbereducedascompaniescontinuetosearchforwaystocutcosts.
e.
Salesforceswillcontainahigherproportionofwomen.
ANS:
DREF:
pg.129
11.Whichofthefollowingisnotageneralobjectiveofrecruitmentandselection?
a.
Determiningpresentandfutureneedsintermsofnumbersandtypesofsalespeople.
b.
Reducingthenumberofunderqualifiedoroverqualifiedcandidates.
c.
Determiningtheaccountstowhichsalespeoplewillbeassigned.
d.
Evaluatingtheeffectivenessofrecruitingsourcesandevaluationtechniques.
e.
Increasingthenumberofqualifiedapplicantsataspecifiedcost.
ANS:
CREF:
pg.134
12.Themostoftenencounteredformofintensiveinterviewingisthe
a.
multiple,sequentialmethod.
b.
groupinterviewofasinglejobcandidate.
c.
groupinterviewofseveraljobcandidates.
d.
stressinterview.
e.
assessmentcenter.
ANS:
AREF:
pg.142
13.Initiationtotaskisthedegree
a.
towhichthesalespersonhasmanagedtoprioritizetasksinawaythatwillensuresuccess.
b.
ofpersonalsatisfactionthatthesalestraineefeelsinhisorherjob.
c.
towhichasalestraineefeelscompetentandacceptedasaworkingpartner.
d.
oftrainingthatthesalestraineehasreceived.
e.
ofthesalestrainee'sunderstandingofhowtimeshouldbeallocatedamongtasks.
ANS:
CREF:
pg.160
14.Commonmistakesmadebysalespeoplewhoneedtrainingonsalestechniquesincludeallofthefollowingexcept
a.
ineffectivelisteningandquestioning.
b.
failuretobuildrapportandtrust.
c.
notspendingenoughtimewitholdcustomers.
d.
lackofsalesstrategiesfordifferentaccounts.
e.
failuretoeffectivelyconfirmthesale.
ANS:
CREF:
pg165
15.Ingeneral,companiesrelymostheavilyon____toconductsalestraining.
a.
outsidetrainingconsultants
b.
specializedschools
c.
mass-producedvideotapes
d.
theirownpersonnel
e.
industryassociationconferences
ANS:
DREF:
pg.171
16.Whichofthefollowingstatementsregardingsalesleadershipisfalse?
a.
Typicalseniorsalesleadershiptitlesarechiefsalesexecutive,nationalsalesmanagerorregionalsalesmanager.
b.
Seniorsalesleadershipinfluencestheentiresalesorganizationoralargesubunit.
c.
Salesleadershipistheday-to-daycontrolofthesalesforceunderroutineoperatingconditions.
d.
Salesleadershipinvolvesactivitiesthatinfluenceotherstoachievecommongoalsforthecollectivegoodofthesalesorganizationandthecompany.
e.
Forfieldsalesmanagers,leadershipinvolvesinfluencingassignedsalespeoplebycreatingaclimatethatinspiressalespeople.
ANS:
CREF:
pg.188
17.Truesalespeople,thosewhoearnedalivingfromselling,didnotexistinanysizeablenumberuntil
a.
theIndustrialRevolutionintheUnitedStates.
b.
afterWorldWarI.
c.
theIndustrialRevolutioninEngland.
d.
theUnitedStatesdeclaredtheirindependencefromEngland.
e.
peddlersbegansellingdoor-to-doorduringthelatterphaseoftheMiddleAges.
ANS:
CREF:
pg.20
18.Whichofthefollowingisnotatypicalskillrequiredfortrust-basedrelationshipselling?
a.
financialplanning
b.
informationgathering
c.
listeningandquestioning
d.
strategicproblemsolving
e.
teambuildingandteamwork
ANS:
AREF:
pg.26
19.Whichofthefollowingisnotpartofthesalesprocessmodeloutlinedinthetext?
a.
Sellingstrategy
b.
Sellingsituation
c.
Initiatingcustomerrelationships
d.
Developingcustomerrelationships
e.
Enhancingcustomerrelationships
ANS:
BREF:
pg.31
20.Whichofthefollowingisoneofthestepsincorporatestrategydevelopment?
a.
Developingamarketingmixtoserveatargetmarket.
b.
Thedevelopmentofanaccountmanagementstrategy.
c.
DevelopingacorporatestrategyforeachoftheSBUs.
d.
Determiningtheamounttospendonthepersonalsellingfunction.
e.
Analyzingcorporateperformanceandidentifyingfutureopportunitiesandthreats.
ANS:
EREF:
pg.50
21.Whichofthefollowingisfalsewithregardstocustomerrelationshipmanagement(CRM)?
a.
EffectiveimplementationofaCRMstrategyrequiresanappropriatebusinessphilosophy.
b.
CRMrequiresacustomer-centricbusinessphilosophy.
c.
CRMapplicationscanenableeffectivecustomerrelationshipmanagement.
d.
EffectiveimplementationofaCRMstrategyrequiresintegratedcross-functionalbusinessprocesses.
e.
CRMisabusinessstrategytoselectandmanageallcustomerrelationships.
ANS:
EREF:
pg53
22Whichofthefollowingmarketingmixsituationswouldnotindicatethatanemphasisinpersonalsellingwouldbeappropriate?
a.
Thechannelsystemisrelativelyshortanddirecttotheendusers.
b.
Thefinalpriceisnegotiatedbetweenthebuyerandseller.
c.
Theproductiscomplexandrequirescustomerapplicationassistance.
d.
Theproductneedstobe"pulled"throughthechannelofdistribution.
e.
Thesellingpriceorquantitypurchasedallowsanadequatemargintosupportthesellingexpenses.
ANS:
DREF:
pg.58
23.Inthesimplesttypeofsalesorganizationstructure,thefollowingsituationwouldexist:
a.
Eachsalespersonisresponsibleforsellingoneparticularproduct.
b.
Eachsalesmanagerisresponsibleforonlyafewkeyaccounts.
c.
Onesalesmanagerconcentratesontrainingactivitiesandanotherconcentratesonplanningactivities.
d.
Eachsalespersonisresponsibleforsellingallthecompany'sproductstoalltypesofaccounts.
e.
Eachsalespersoncallsononlycertaindesignatedcustomers.
ANS:
DREF:
pg.80
24.Theappropriatetypeofsalesforcespecializationdependsonallofthefollowingexcept
a.
thesimilarityofcustomerneeds.
b.
theprofessionalismofthesalesforce.
c.
whethertheeconomyisgrowingornot.
d.
thecomplexityofproductsofferedby
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