Classroom
Response
System
Content
to accompany
Anderson/Dubinsky/Mehta
Personal Selling, 2nd ed.
CHAPTER 1
Instructor Notes
All content comes from ACE quizzes and the test bank.
“Notes page ” view displays exact source of content.
Copyright © Houghton Mifflin Company. All rights reserved.
Chapter 1 | Slide 2
Question 1
Which of the following statements about marketing and
personal selling is true?
a) The new AMA definition views marketing largely from the
seller perspective by emphasizing management of the
marketing mix and creating exchanges, while the old definition
shifted the perspective more to the customer side by focusing
on delivering value and managing customer relationships.
b) Marketing is moving from a customer-relationship-building
orientation to a transaction-orientation.
c) Today’s business-to-business salespeople are focusing more
on developing long term customers relationships than just
making immediate profits.
d) Successful salespeople try to negotiate “win-lose” agreements
with customers whenever they see the potential to maximize
immediate profits.
Copyright © Houghton Mifflin Company. All rights reserved.
Chapter 1 | Slide 3
Question 1
Which of the following statements about marketing and
personal selling is true?
a) The new AMA definition views marketing largely from the
seller perspective by emphasizing management of the
marketing mix and creating exchanges, while the old definition
shifted the perspective more to the customer side by focusing
on delivering value and managing customer relationships.
b) Marketing is moving from a customer-relationship-building
orientation to a transaction-orientation.
c) Today’s business-to-business salespeople are focusing more
on developing long term customers relationships than just
making immediate profits. *Correct Answer
d) Successful salespeople try to negotiate “win-lose” agreements
with customers whenever they see the potential to maximize
immediate profits.
Copyright © Houghton Mifflin Company. All rights reserved.
Chapter 1 | Slide 4
Question 2
Professional personal selling can be best be viewed as
a) effectively using psychology and manipulative
techniques to persuade prospects to buy your
company’s products.
b) the art of persuasive communication to sell
products.
c) the use of persuasive communication to negotiate
mutually beneficial agreements.
d) making professional sales presentations to
prospects to convince them that your company’s
products are the best.
Copyright © Houghton Mifflin Company. All rights reserved.
Chapter 1 | Slide 5
Question 2
Professional personal selling can be best be viewed as
a) effectively using psychology and manipulative
techniques to persuade prospects to buy your
company’s products.
b) the art of persuasive communication to sell
products.
c) the use of persuasive communication to negotiate
mutually beneficial agreements. *Correct Answer
d) making professional sales presentations to
prospects to convince them that your company’s
products are the best.
Copyright © Houghton Mifflin Company. All rights reserved.
Chapter 1 | Slide 6
Question 3
On what activity do salespeople usually spend the most
time?
a) Prospecting and qualifying
b) Planning the approach (the preapproach)
c) Making the sales presentation and demonstration
d) Negotiating resistance or objections
Copyright © Houghton Mifflin Company. All rights reserved.
Chapter 1 | Slide 7
Question 3
On what activity do salespeople usually spend the most
time?
a) Prospecting and qualifying *Correct Answer
b) Planning the approach (the preapproach)
c) Making the sales presentation and demonstration
d) Negotiating resistance or objections
Copyright © Houghton Mifflin Company. All rights reserved.
Chapter 1 | Slide 8
Question 4
As contrasted with yesterday’s salesperson, today’s
professional salesperson
a) tries to develop manipulative selling techniques to
handle challenging but profitable prospects.
b) tries to use the latest telecommunications
technology to provide added value to customers.
c) is focused only on making profitable transactions.
d) tries to create customer needs to encourage
purchases.
Copyright © Houghton Mifflin Company. All rights reserved.
Chapter 1 | Slide 9
Question 4
As contrasted with yesterday’s salesperson, today’s
professional salesperson
a) tries to develop manipulative selling techniques to
handle challenging but profitable prospects.
b) tries to use the latest telecommunications
technology to provide added value to customers.
c) is focused only on making profitable transactions.
*Correct Answer
d) tries to create customer needs to encourage
purchases.
Copyright © Houghton Mifflin Company. All rights reserved.
Chapter 1 | Slide 10
Question 5
The idea behind the use of customer-oriented selling is to
a) help salespeople who have trouble remembering
the selling process.
b) help salespeople view their customers as
investments who can generate substantial returns
in the long run.
c) allow salespeople with a scientific background to
sell technical products effectively.
d) help salespeople calculate more precisely how well
they are performing in covering their sales
territories.
Copyright © Houghton Mifflin Company. All rights reserved.
Chapter 1 | Slide 11
Question 5
The idea behind the use of customer-oriented selling is to
a) help salespeople who have trouble remembering
the selling process.
b) help salespeople view their customers as
investments who can generate substantial returns
in the long run. *Correct Answer
c) allow salespeople with a scientific background to
sell technical products effectively.
d) help salespeople calculate more precisely how well
they are performing in covering their sales
territories.
Copyright © Houghton Mifflin Company. All rights reserved.
Chapter 1 | Slide 12
Question 6
After one progresses from sales trainee to salesperson,
what three basic career paths are usually most open to
the salesperson?
a) Sales management, marketing research, top
management.
b) Professional selling, sales management,
missionary sales.
c) Technical selling, sales management, financial
management.
d) Professional selling, sales management, marketing
management.
Copyright © Houghton Mifflin Company. All rights reserved.
Chapter 1 | Slide 13
Question 6
After one progresses from sales trainee to salesperson,
what three basic career paths are usually most open to
the salesperson?
a) Sales management, marketing research, top
management.
b) Professional selling, sales management,
missionary sales.
c) Technical selling, sales management, financial
management.
d) Professional selling, sales management, marketing
management. *Correct Answer
Copyright © Houghton Mifflin Company. All rights reserved.
Chapter 1 | Slide 14
Question 7
True or false? Marketing is moving from a
customer-relationship-building orientation to
a transactional orientation to improve profits.
a) T
b) F
Copyright © Houghton Mifflin Company. All rights reserved.
Chapter 1 | Slide 15
Question 7
True or false? Marketing is moving from a
customer-relationship-building orientation to
a transactional orientation to improve profits.
a) T
b) F *Correct Answer
Copyright © Houghton Mifflin Company. All rights reserved.
Chapter 1 | Slide 16
Question 8
Which of the following statements regarding the use of
technology in professional selling is true?
a) Technology can be used in each stage of the
personal selling process.
b) The Internet and e-mail are inefficient means of
identifying prospects and communicating with them.
c) Intranets allow salespeople to communicate with
individuals outside their firm.
d) A web site containing frequently asked questions
(FAQs) should rarely be used in selling because of
their impersonal nature.
Copyright © Houghton Mifflin Company. All rights reserved.
Chapter 1 | Slide 17
Question 8
Which of the following statements regarding the use of
technology in professional selling is true?
a) Technology can be used in each stage of the
personal selling process. *Correct Answer
b) The Internet and e-mail are inefficient means of
identifying prospects and communicating with them.
c) Intranets allow salespeople to communicate with
individuals outside their firm.
d) A web site containing frequently asked questions
(FAQs) should rarely be used in selling because of
their impersonal nature.
Copyright © Houghton Mifflin Company. All rights reserved.
Chapter 1 | Slide 18
Question 9
The idea behind the use of customer-oriented selling is to
a) help salespeople who have trouble remembering
the selling process.
b) help salespeople view their customers as
investments who can generate substantial returns
in the long run.
c) allow salespeople with a scientific background to
sell technical products effectively.
d) help salespeople calculate more precisely how well
they are performing in covering their sales
territories.
Copyright © Houghton Mifflin Company. All rights reserved.
Chapter 1 | Slide 19
Question 9
The idea behind the use of customer-oriented selling is to
a) help salespeople who have trouble remembering
the selling process.
b) help salespeople view their customers as
investments who can generate substantial returns
in the long run. *Correct Answer
c) allow salespeople with a scientific background to
sell technical products effectively.
d) help salespeople calculate more precisely how well
they are performing in covering their sales
territories.
Copyright © Houghton Mifflin Company. All rights reserved.
Chapter 1 | Slide 20
Question 10
Which of the following statements about the
government market is false?
a) The Defense Supply Agency (DSA) buys for the
armed services.
b) The General Services Administration (GSA) buys
for the civilian branches and agencies of the federal
government.
c) The government market includes all local, state,
and federal government units that purchase or rent
products and services to carry out the functions of
government.
d) The U.S. Congress must approve all government
purchases.
Copyright © Houghton Mifflin Company. All rights reserved.
Chapter 1 | Slide 21
Question 10
Which of the following statements about the
government market is false?
a) The Defense Supply Agency (DSA) buys for the
armed services.
b) The General Services Administration (GSA) buys
for the civilian branches and agencies of the federal
government.
c) The government market includes all local, state,
and federal government units that purchase or rent
products and services to carry out the functions of
government.
d) The U.S. Congress must approve all government
purchases. *Correct Answer
Copyright © Houghton Mifflin Company. All rights reserved.
Chapter 1 | Slide 22