15. Sales _____________ is a customer-oriented approach
that uses truthful, non-manipulative tactics to satisfy the long-term needs of
both the customer and the selling firm.
a.
Dialogue
b.
Pitching
c.
Communication
d.
Professionalism
e.
Engagement
16. Kim is proud to be a salesperson because she
knows she is benefiting society by helping to __________ and promote the
____________
a.
Stimulate the economy; diffusion of innovation
b.
Add value; welfare of the company for which she works
c.
Uncover needs; solutions
d.
Sell products; companyâs brands
e.
Sell products; development of her customers
17. Salespeople have contributed to the economic
growth of the United States in two basic ways:
a.
By stimulating economic transactions and encouraging research and
development.
b.
By bringing producers news about the state of the market and introducing
new products to people in rural areas.
c.
By stabilizing economic transactions and assisting in recovery cycles.
d.
By sustaining periods of relative prosperity and developing product
awareness among consumers.
e.
By stimulating economic transactions and increasing the diffusion of
innovation.
18. As the evolution of personal selling continues,
which of the following is not a predicted sales force response to an expected
change?
a.
More emphasis will be placed on developing and maintaining trust-based
long-term customer relationships.
b.
Greater emphasis will be placed on team selling.
c.
There will be an increase in the use of technology (e.g., laptop
computers, electronic mail, and fax machines).
d.
More sales dollars will be spent on advertising.
e.
There will be an increase in the globalization of sales efforts.
19. One of the key roles that salespeople client
in society is the distribution of knowledge about new technology. In other words, salespeople helped with the
__________________________.
a.
Growth of revenue
b.
Diffusion of innovation
c.
Market research process
d.
Distribution of products
e.
None of the above.
20. Salespeople have the following relationship
with revenue in most business firms:
a.
Indirect.
b.
Direct.
c.
No relationship.
d.
Parallel.
e.
Inverse.
21. According to the text, in considering the
responsibility for revenue production, salespeople usually feel the brunt of
the pressure along with:
a.
The firm’s stockholders.
b.
The firm’s production staff.
c.
The firm’s management staff.
d.
The firm’s financial staff.
e.
The customer service supervisor.
