Question 1 of 10
10.0 Points
Salespeople act on behalf of their companies by doing which of the following?
A. Managing relationships
B. Relaying customer and market information back to their organizations
C. Creating value for their firms' customers
D. All of the above
E. None of the above
Question 2 of 10
10.0 Points
Which of the following, according to the e-book, are NOT types of order getters; that is, they actively seek to make sales by calling on customers.
A. Missionary Sales people
B. Sales support
C. Trade Sales people
D. Prospectors
E. Account Managers
Question 3 of 10
10.0 Points
The process of asking questions to identify a buyer's problems and needs and then tailoring a sales pitch to satisfy those needs is called ________________.
A. consultative selling
B. strategic-partner selling
C. needs-satisfaction selling
D. none of the above
Question 4 of 10
10.0 Points
Common Ethical Issues for Salespeople
Which of the following are the most common ethical issues facing salespeople?
A. A customer asking for information about one of their competitors, who happens to be one of your customers
B. Deciding to play golf on a nice day, since no one knows if you are actually at work or not
C. A buyer asking for something special, which you could easily provide, but aren't supposed to give away
D. Deciding how much to spend on holiday season gifts for your customers
E. All of the above
Question 5 of 10
10.0 Points
____________ is the process of identifying and qualifying leads in order to grow new business
A. Lead scoring
B. Blog newsletters
C. White papers
D. Lead management
E. None of the above
Question 6 of 10
10.0 Points
_________ are salespeople who are not employees of the company. They set their own hours, determine their own activities, and for the most part, manage themselves.
A. Manufacturer's representative
B. Spiffs
C. Distributors
D. Independent agents
E. None of the above
Question 7 of 10
10.0 Points
___________ is a catchall phrase for the online channels of communication that build communities
A. Direct marketing through e-mails
B. Web advertising
C. Social media
D. Web publishing
E. None of the above
Question 8 of 10
10.0 Points
Loyalty has two dimensions. One dimension of loyalty is customer loyalty, meaning that the customer buys the product regularly and does not respond to competitors' offerings.
A. True
B. False
Question 9 of 10
10.0 Points
Customer satisfaction is typically defined as the feeling that a person experiences when an offering meets his or her expectations
A. True
B. False
Question 10 of 10
10.0 Points
The CAN-SPAM Act prohibits the use of e-mail, faxes, and other technology to randomly push a message to a potential consumer
A. True
B. False
10.0 Points
Salespeople act on behalf of their companies by doing which of the following?
A. Managing relationships
B. Relaying customer and market information back to their organizations
C. Creating value for their firms' customers
D. All of the above
E. None of the above
Question 2 of 10
10.0 Points
Which of the following, according to the e-book, are NOT types of order getters; that is, they actively seek to make sales by calling on customers.
A. Missionary Sales people
B. Sales support
C. Trade Sales people
D. Prospectors
E. Account Managers
Question 3 of 10
10.0 Points
The process of asking questions to identify a buyer's problems and needs and then tailoring a sales pitch to satisfy those needs is called ________________.
A. consultative selling
B. strategic-partner selling
C. needs-satisfaction selling
D. none of the above
Question 4 of 10
10.0 Points
Common Ethical Issues for Salespeople
Which of the following are the most common ethical issues facing salespeople?
A. A customer asking for information about one of their competitors, who happens to be one of your customers
B. Deciding to play golf on a nice day, since no one knows if you are actually at work or not
C. A buyer asking for something special, which you could easily provide, but aren't supposed to give away
D. Deciding how much to spend on holiday season gifts for your customers
E. All of the above
Question 5 of 10
10.0 Points
____________ is the process of identifying and qualifying leads in order to grow new business
A. Lead scoring
B. Blog newsletters
C. White papers
D. Lead management
E. None of the above
Question 6 of 10
10.0 Points
_________ are salespeople who are not employees of the company. They set their own hours, determine their own activities, and for the most part, manage themselves.
A. Manufacturer's representative
B. Spiffs
C. Distributors
D. Independent agents
E. None of the above
Question 7 of 10
10.0 Points
___________ is a catchall phrase for the online channels of communication that build communities
A. Direct marketing through e-mails
B. Web advertising
C. Social media
D. Web publishing
E. None of the above
Question 8 of 10
10.0 Points
Loyalty has two dimensions. One dimension of loyalty is customer loyalty, meaning that the customer buys the product regularly and does not respond to competitors' offerings.
A. True
B. False
Question 9 of 10
10.0 Points
Customer satisfaction is typically defined as the feeling that a person experiences when an offering meets his or her expectations
A. True
B. False
Question 10 of 10
10.0 Points
The CAN-SPAM Act prohibits the use of e-mail, faxes, and other technology to randomly push a message to a potential consumer
A. True
B. False
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