1. All the following statements regarding careers in personal selling are true, except: A) Sales careers can provide above-average psychic income. B) The skills and knowledge needed to achieve success in the various selling careers vary greatly. C) Salespeople today have many opportunities for advancement. D) In the eld of personal selling, preference continues to be given to job applicants who are young and male. E) Our labor force is made up of hundreds of different selling careers. 2. Manfred's duties involve taking telephone orders, process reservations, handle customer complaints, and assist full-time salespeople. His job could be described as: A) an order taker. B) missionary salesperson. C) customer service representative. D) sales assistant. E) a mission maker. 3. The primary reason for many sale positions to be given a job title other than "salesperson" is because: A) "salesperson" refers to order takers. B) "salesperson" has a negative connotation. C) selling is more than just completing a sales transaction. D) it is fashionable to give big job titles these days. E) "salesperson" is a specic job. 4. Things have changed since Betty joined the sales force. Ten years ago, she was virtually alone in the sales cubicles, now she shares her space with ve other women and six men. The reason for this could be that: A) more of the buyers are women, so management decided to balance its sales force. B) management liked her performance so much they hired more women. C) there were additional training grants available to companies that hired women. D) with employment laws changing, management decided they had better hire more women. E) businesses are nding that gender is not a barrier to success in selling. 5. An entrepreneur would need selling skills in the following situation: A) identifying her target market. B) developing an appropriate price strategy. SPROTT SHAW COLLEGE PAGE 1 OF 4 0521\\REVIEW QUIZ-1 \\BUSINESS SPROTT REVIEW QUIZ 1 COLLEGE MK121 - SALES STRATEGIES - 2021 TO TEACH TO GUIDE TO LEARN C) developing an integrated marketing communications plan. D) developing a product. E) approaching the bank to arrange financing for her business. 6. In which of the following strategies is it of particular importance for the salesperson to maintain high ethical standards? A) presentation strategy B) customer strategy C) relationship strategy D) product strategy E) promotion strategy 7. Across all businesses, more money is spent on than on any other form of marketing communication. A) personal selling B) public relations C) direct mail D) sales promotion E) advertising 8. A major feature of consultative selling is: A) ensuring increased sales in the short run. B) selling your product or service. C) helping your employer earn a profit. D) emphasizing information giving and negotiation rather than manipulation. E) influencing the prospect's thought process so he or she will want to buy your product or service.9. All of the following are included in a presentation strategy, except: A) preparing the sales presentation objectives. B) preparing a presentation plan that is needed to meet these objectives. C) renewing one's commitment to provide outstanding customer service. D) maximum responsiveness to the customer's needs. E) developing one or more objectives for each sales call. 10. Personal selling has evolved through three distinct developmental periods. Which is the correct chronological order? A) Partnering era, strategic selling era, and consultative selling era B) Relationship selling era, consultative selling era, and strategic selling era. C) Strategic selling era, consultative selling era, and partnering era. D) Consultative selling era, partnering era, and strategic selling era. E) Consultative selling era, strategic selling era, and partnering era. 11. In the New Economy, many respected companies had crossed the ethical line as a result of: SPRO'I'I' SHAW COLLEGE PAGE 2 OF 4 0521\\REVIEW QUIZ-1 \\BUSINESS REVIEW QUIZ 1 MK'IZ'I SALES STRATEGIES 2021 TO TEACH TO GUIDE TO LEARN : A) the shareholders. Shareholders demanded high return-on-investment at any cost. B) immigration. People from other cultures who came to North America had di'erent ethical values. C) the legal system The law was not harsh enough to discourage unethical ligaments D) competition. Increased competition forced companies to make unethical decisions. E) corporate culture. There was an emphasis on becoming lean, innovative, and protable at any cost. 12. When a customer reveals condential information about a competitor to a salesperson, the course of action is for the salesperson to: A) accurately relate details to his/her top management. B) tell it to no one. C) ignore the potential uses of the information. D) inform the competing company about the useful information. E) request that the customer not comment further because of conict of interest. 13. Which of the following sets only the minimal ethical standards of mm for salespeople? A) Written company policies that spell out standards of "rightness" and "wrongness" B) Federal and provincial laws that curb unethical business practices C) Leaders within the company (top management) who model high ethical standards D) The culture of that corporation E) Sales managers who model high ethical standards 14. Many companies have a written code of ethics for all employees to follow. This code is usually enforced at all levels of the business fairly and without exception. However: A) ethics are hard to dene. B) these codes of ethics are usually unique to each company and sale force. C) there are often different sets of ethical standards that senior management follow. D) these codes work in theory; in practice, salespeople do what they want. E) these standards are only followed by employees in Canada; in the rest of the world, pretty much anything goes. 15. Roberta learned about the Competition Act in sales class. Some of the issues included are price xing, bid rigging, price discrimination, and: A) not hiring minorities and women. B) provocative advertising. C) multi-level marketing plans. D) predatory pricing. E) selling at the lowest possible price. 16. Which of the following are considered secondary decision makers? SPRO'I'I' SHAW COLLEGE PAGE 3 OF 4 0521\\REVIEW QUIZ-1 \\BUSINESS REVIEW QUIZ 1 i : MK121 SALES STRATEGIES 2021' I : I TO TEACH TO GUIDE TO LEARN : ___________________________________________________________________________________________________________________ J A) The shipping department personnel employed by the same company as the salesperson. B) The receptionist who works for an established customer C) The secretary who provides support services for the sales sta' D) The salespeople E) The credit department personnel employed by the same company as the salesperson. 17. Generally speaking: the rm handshake will coirmiunicate: A) moral superiority. B) good physical tness. C) sales competence. D) a caring attitude. E) a degree of nervousness. 18. Research indicates that when two people communicate, nonverbal messages convey: A) nothing of any importance. B) the same impact as verbal messages. C) as much impact as words. D) much more impact than verbal messages. E) ten times as much impact as verbal messages. 19. Self-talk means: A) talking to oneself. B) talking about oneself. C) having a mentally imbalanced state of mind. D) being elevated in one's level of emotional intellect. E) an effort to override past negative mental programming by erasing or replacing it with conscious, positive new directions. 20. Sondra has watched her sales gures drop over the years. She has always had great relationships with her customers. What might explain this? A) The customers don't want a relationship, they want the lowest price. B) Competitors may be developing relationships with their potential customers too. C) Global competition is changing the business environment. D) She ignores secondary decision makers. E) The customers are interested in transactional buying