选择复习资料 1 2.docx

1、选择复习资料 1 21. Which of the following is NOT true concerning the successful professional salesperson of today and the future:a.Is likely a better listener than talker.b.Is oriented toward developing long-term relationships with customers.c.Has the skills and patience to endure lengthy, complex sales p

2、rocesses.d.Tends to provide pressure to convince customers what is best for them.e.Strives to deliver relevant presentations based on unique customer needs.ANS: D REF: pg 192. According to the text, when salespeople alter their sales messages and behaviors during a sales presentation or as they enco

3、unter different sales situations they are usinga.value-based selling.b.response selling.c.interactive selling.d.adaptive selling.e.situational selling.ANS: D REF: pg. 253. Salespeople who are customer oriented, honest, dependable, competent, and likable are in a good position to mitment.d.customer f

4、eedback.e.source credibility.ANS: B REF: pg. 31 4. Which of the following is not a key decision area of corporate strategy?a.Corporate missionb.Strategic business unit definitionc.Target market selectiond.Strategic business unit objectivese.Corporate growth orientationANS: C REF: pg. 50 5. Porters c

5、lassification scheme for business unit strategies is referred to asa.target marketing.b.generic business strategies.c.differentiation strategies.d.universal product strategies.e.product/market evaluation.ANS: B REF: pg. 53 6. Which of the following statements regarding the marketing communications m

6、ix is false?a.The marketing communications mix should be consistent with the other elements of the marketing mix.b.An effective marketing communications mix must capitalize on the advantages of each marketing communications tool.c.In consumer marketing situations, the preferred marketing communicati

7、ons tool is personal selling.d.The benefits of personal selling may outweigh the costs in certain types of product/market situations.e.Firms in the direct selling industry, such as Avon and Mary Kay, use an atypical marketing communications strategy.ANS: C REF: pg. 57 7. Which of the following state

8、ments regarding sales organization structure is false?a.The sales organization structure helps salespeople and sales managers perform required activities in an effective and efficient manner.b.Sales organization structures are the vehicle through which strategic plans are translated into selling ope

9、rations in the marketplace.c.Strategic changes almost always necessitate adjustments in sales organization structure.d.Sales organization structures can be extremely complex with many boxes and arrows.e.Developing a sales organization structure is typically more difficult than implementing a change

10、in sales organization structure.ANS: E REF: pg. 80 8. When the firm has a simple product offering but customers have different needs a _ salesforce is recommended.a.market specializedb.product specializedc.geographically specializedd.product-market specializede.functionally specializedANS: A REF: pg

11、. 85 9. Research indicates that the effectiveness of the major account salesforce depends upon all of the following excepta.the esprit de corps of those serving the major account.b.access to sales and marketing resourcesc.the number of activities performed with the major account.d.top management inv

12、olvement.e.formalization of the major account salesforce approach.ANS: E REF: pg 91 10. Which of the following is not one of the changes expected to impact salesforces today?a.Salesforces will contain more elderly salespeople.b.Sales managers will face challenges associated with staffing an internat

13、ional salesforce.c.Sales managers will be involved with recruiting and selecting for team selling.d.Salesforces will be reduced as companies continue to search for ways to cut costs.e.Salesforces will contain a higher proportion of women.ANS: D REF: pg. 129 11. Which of the following is not a genera

14、l objective of recruitment and selection?a.Determining present and future needs in terms of numbers and types of salespeople.b.Reducing the number of underqualified or overqualified candidates.c.Determining the accounts to which salespeople will be assigned.d.Evaluating the effectiveness of recruiti

15、ng sources and evaluation techniques.e.Increasing the number of qualified applicants at a specified cost.ANS: C REF: pg. 134 12. The most often encountered form of intensive interviewing is thea.multiple, sequential method.b.group interview of a single job candidate.c.group interview of several job

16、candidates.d.stress interview.e.assessment center.ANS: A REF: pg. 142 13. Initiation to task is the degreea.to which the salesperson has managed to prioritize tasks in a way that will ensure success.b.of personal satisfaction that the sales trainee feels in his or her job.c.to which a sales trainee

17、feels competent and accepted as a working partner.d.of training that the sales trainee has received.e.of the sales trainees understanding of how time should be allocated among tasks.ANS: C REF: pg. 160 14. Common mistakes made by salespeople who need training on sales techniques include all of the f

18、ollowing excepta.ineffective listening and questioning.b.failure to build rapport and trust.c.not spending enough time with old customers.d.lack of sales strategies for different accounts.e.failure to effectively confirm the sale.ANS: C REF: pg 165 15. In general, companies rely most heavily on _ to

19、 conduct sales training.a.outside training consultantsb.specialized schoolsc.mass-produced videotapesd.their own personnele.industry association conferencesANS: D REF: pg. 171 16. Which of the following statements regarding sales leadership is false?a.Typical senior sales leadership titles are chief

20、 sales executive, national sales manager or regional sales manager.b.Senior sales leadership influences the entire sales organization or a large subunit.c.Sales leadership is the day-to-day control of the salesforce under routine operating conditions.d.Sales leadership involves activities that influ

21、ence others to achieve common goals for the collective good of the sales organization and the company.e.For field sales managers, leadership involves influencing assigned salespeople by creating a climate that inspires salespeople.ANS: C REF: pg. 188 17. True salespeople, those who earned a living f

22、rom selling, did not exist in any sizeable number untila.the Industrial Revolution in the United States.b.after World War I.c.the Industrial Revolution in England.d.the United States declared their independence from England.e.peddlers began selling door-to-door during the latter phase of the Middle

23、Ages.ANS: C REF: pg. 20 18. Which of the following is not a typical skill required for trust-based relationship selling?a.financial planningb.information gatheringc.listening and questioningd.strategic problem solvinge.team building and teamworkANS: A REF: pg. 26 19. Which of the following is not pa

24、rt of the sales process model outlined in the text?a.Selling strategyb.Selling situationc.Initiating customer relationshipsd.Developing customer relationshipse.Enhancing customer relationshipsANS: B REF: pg. 31 20. Which of the following is one of the steps in corporate strategy development?a.Develo

25、ping a marketing mix to serve a target market.b.The development of an account management strategy.c.Developing a corporate strategy for each of the SBUs.d.Determining the amount to spend on the personal selling function.e.Analyzing corporate performance and identifying future opportunities and threa

26、ts.ANS: E REF: pg. 50 21. Which of the following is false with regards to customer relationship management (CRM)?a.Effective implementation of a CRM strategy requires an appropriate business philosophy.b.CRM requires a customer-centric business philosophy.c.CRM applications can enable effective cust

27、omer relationship management.d.Effective implementation of a CRM strategy requires integrated cross-functional business processes.e.CRM is a business strategy to select and manage all customer relationships.ANS: E REF: pg 53 22 Which of the following marketing mix situations would not indicate that

28、an emphasis in personal selling would be appropriate?a.The channel system is relatively short and direct to the end users.b.The final price is negotiated between the buyer and seller.c.The product is complex and requires customer application assistance.d.The product needs to be pulled through the ch

29、annel of distribution.e.The selling price or quantity purchased allows an adequate margin to support the selling expenses.ANS: D REF: pg. 58 23. In the simplest type of sales organization structure, the following situation would exist:a.Each salesperson is responsible for selling one particular prod

30、uct.b.Each sales manager is responsible for only a few key accounts.c.One sales manager concentrates on training activities and another concentrates on planning activities.d.Each salesperson is responsible for selling all the companys products to all types of accounts.e.Each salesperson calls on only certain designated customers.ANS: D REF: pg. 80 24. The appropriate type of salesforce specialization depends on all of the following excepta.the similarity of customer needs.b.the professionalism of the salesforce.c.whether the economy is growing or not.d.the complexity of products offered by