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Self-test Questions
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1

The most practicable method for deciding the number of sales people required by a firm is called:
A)The comparative approach.
B)The budget based approach.
C)The workload approach.
D)The territorial approach.
2

In Business to Business marketing, personal selling is usually a firm’s most expensive promotional tool.
A)TRUE
B)FALSE
3

In personal selling, prospecting means:
A)Digging through market research files for information.
B)Translating the purchaser’s buying signals.
C)Looking for and calling on potential clients.
D)None of the above.
4

Each of the following except one, is needed to generate sales successfully within the sales function:
A)Prospecting.
B)Deciding the price of goods.
C)Providing service.
D)Handling complaints.
E)Relationship management.
5

In many industries the concentration of buying power into the hands of fewer and larger customers has led to:
A)An increasing number of sales personnel to provide good service.
B)The need to offer key selling skills.
C)The need for buyers to sell on price.
D)A trend towards key account management.
6

Ideally, ‘need and problem identification’ should follow which stage in the selling process:
A)The opening stage.
B)Presentation and demonstration.
C)The follow up.
D)Dealing with objections.
7

Research indicates that sales success is associated with:
A)Implementing the marketing concept when face to face with customers.
B)Asking questions.
C)Agreeing with the customers perceptions.
D)Acknowledging the new point of the customer.
E)All of the above.
8

In the sales process, order takers:
A)Attempt to persuade customers to place an order directly.
B)Respond to already committed customers.
C)Provide sales support in retail and wholesale selling.
D)Are sometimes called missionary sales people.
9

Where a customer only agrees to buy from a supplier if the supplier also buys from the customer, this is called:
A)Selling by deception.
B)Bribery.
C)Reciprocal purchasing.
D)High-pressure selling.
E)All the above.
10

Geographic sales force organisation, refers to:
A)Where the firm’s clients are situated.
B)The area that can be serviced by a sales person.
C)How a firm’s products can be distributed in an area.
D)Organising a sales force by market segments.
11

The most commonly used method of sales force compensation for attracting an ambitious sales force is:
A)Payment commission when sales are made.
B)A fixed salary to give the sales force security.
C)Commission + some fixed salary.
D)Getting clients to pay.
12

Qualitative measures of sales force performance include:
A)Sales revenue.
B)Profits generated.
C)Product knowledge.
D)Sales per active account.
E)Number of new accounts opened.
13

There are a number of forces likely to influence how selling and sales management is carried out. Telemarketing is an example of:
A)Behavioural force
B)Technological force
C)Managerial force
D)All of the above
14

As domestic markets become saturated companies are increasingly looking towards more finely segmented markets.
A)TRUE
B)FALSE
15

The Internet is predicted to affect selling and sales management by reducing the size of the sales force.
A)TRUE
B)FALSE
16

Organisational sales people are examples of:
A)Order-takers
B)Order-Creators
C)Sales Support Sales People
D)Order-getters
17

The presentation and demonstration phase of the selling process should focus on ______________________ rather than product features.
A)Customer benefits
B)Product characteristics
C)Delivery dates
D)Service agreements
18

Inexperienced sales people might be tempted to interrupt buyers when they raise objections. This could leave the potential buyer with the impression that:
A)The salesperson knows best.
B)The product is not worth buying.
C)The objection is trivial.
19

The key to closing a sale is looking for:
A)Size of the order
B)Buying signals
C)Action agreement
D)Concession close
20

Cognitive dissonance is most likely to occur at the dealing with objections stage of the selling process.
A)TRUE
B)FALSE
21

Objectives for personal selling campaigns should be guided by the marketing strategy.
A)TRUE
B)FALSE
22

Which of the following is not a Sales objective:
A)Sales volume
B)Awareness
C)Market share
D)Profitability
E)Service Levels





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