Classroom
Response
System
Content
to accompany
Anderson/Dubinsky/Mehta
Personal Selling, 2nd ed.
CHAPTER 11
Instructor Notes
All content comes from ACE quizzes and the test bank.
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Chapter 11 | Slide 2
Question 1
The document that provides the best understanding and
feel for the organization’s orientation, goals, basic
values, and sense of purpose is the company’s
a) strategic plan
b) mission statement
c) policy statement
d) logo
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Chapter 11 | Slide 3
Question 1
The document that provides the best understanding and
feel for the organization’s orientation, goals, basic
values, and sense of purpose is the company’s
a) strategic plan
b) mission statement *Correct Answer
c) policy statement
d) logo
Copyright © Houghton Mifflin Company. All rights reserved.
Chapter 11 | Slide 4
Question 2
The Thomas Register
a) is the primary source of locating suppliers for most
Fortune 500 companies.
b) provides information about service providers.
c) is a source of information about who makes what
products and where they can be sold.
d) has a companion publication that consists of
service-provider catalogs bound together in
alphabetical order and cross-referenced by service.
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Chapter 11 | Slide 5
Question 2
The Thomas Register
a) is the primary source of locating suppliers for most
Fortune 500 companies. *Correct Answer
b) provides information about service providers.
c) is a source of information about who makes what
products and where they can be sold.
d) has a companion publication that consists of
service-provider catalogs bound together in
alphabetical order and cross-referenced by service.
Copyright © Houghton Mifflin Company. All rights reserved.
Chapter 11 | Slide 6
Question 3
Salespeople need to know which one of the below
statements is false.
a) product life cycles are rapidly growing longer.
b) competition from global competitors is increasing
in the U.S.
c) products are becoming more complex to use and
repair.
d) customers’ expectations are continuing to rise.
Copyright © Houghton Mifflin Company. All rights reserved.
Chapter 11 | Slide 7
Question 3
Salespeople need to know which one of the below
statements is false.
a) product life cycles are rapidly growing longer.
*Correct Answer
b) competition from global competitors is increasing in
the U.S.
c) products are becoming more complex to use and
repair.
d) customers’ expectations are continuing to rise.
Copyright © Houghton Mifflin Company. All rights reserved.
Chapter 11 | Slide 8
Question 4
Which of the following is not one of the qualities buyers
are looking for from salespeople?
a) Regularity of sales calls
b) Willingness to go to bat for the buyer
c) Knowledge of the buyer’s product line
d) Ability to work alone without help from anyone
Copyright © Houghton Mifflin Company. All rights reserved.
Chapter 11 | Slide 9
Question 4
Which of the following is not one of the qualities buyers
are looking for from salespeople?
a) Regularity of sales calls
b) Willingness to go to bat for the buyer
c) Knowledge of the buyer’s product line
d) Ability to work alone without help from anyone
*Correct Answer
Copyright © Houghton Mifflin Company. All rights reserved.
Chapter 11 | Slide 10
Question 5
A source of websites for major companies, where you
can find annual reports, earnings data, and product
information is the ___________.
a) Business Periodicals Index
b) CommerceNet
c) Reference Book of Corporate Managements
d) Standard Directory of Advertisers
Copyright © Houghton Mifflin Company. All rights reserved.
Chapter 11 | Slide 11
Question 5
A source of websites for major companies, where you
can find annual reports, earnings data, and product
information is the ___________.
a) Business Periodicals Index
b) CommerceNet
c) Reference Book of Corporate Managements
d) Standard Directory of Advertisers *Correct Answer
Copyright © Houghton Mifflin Company. All rights reserved.
Chapter 11 | Slide 12
Question 6
A set of formal or informal values that establishes rules
for dress, communicating, and behavior on everything
from problem solving to ethics is referred to as a
company’s
a) mission statement.
b) culture.
c) set of long-term objectives.
d) extent of centralization.
Copyright © Houghton Mifflin Company. All rights reserved.
Chapter 11 | Slide 13
Question 6
A set of formal or informal values that establishes rules
for dress, communicating, and behavior on everything
from problem solving to ethics is referred to as a
company’s
a) mission statement.
b) culture. *Correct Answer
c) set of long-term objectives.
d) extent of centralization.
Copyright © Houghton Mifflin Company. All rights reserved.
Chapter 11 | Slide 14
Question 7
A short-run, specific action that constitutes part of the
company’s strategic plan is called a _____________.
a) goal
b) policy
c) tactic
d) long-range plan
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Chapter 11 | Slide 15
Question 7
A short-run, specific action that constitutes part of the
company’s strategic plan is called a _____________.
a) goal
b) policy
c) tactic *Correct Answer
d) long-range plan
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Chapter 11 | Slide 16
Question 8
Salespeople should thoroughly understand their company
to knowledgeably develop selling strategies.
a) T
b) F
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Chapter 11 | Slide 17
Question 8
Salespeople should thoroughly understand their company
to knowledgeably develop selling strategies.
a) T *Correct Answer
b) F
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Chapter 11 | Slide 18
Question 9
To be effective in selling, salespeople need detailed
knowledge not only about their company’s products but
about those of competitors, too.
a) T
b) F
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Chapter 11 | Slide 19
Question 9
To be effective in selling, salespeople need detailed
knowledge not only about their company’s products but
about those of competitors, too.
a) T *Correct Answer
b) F
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Chapter 11 | Slide 20
Question 10
Studies consistently show that more effective salespeople
have greater knowledge about their company’s products
than less effective salespeople.
a) T
b) F
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Chapter 11 | Slide 21
Question 10
Studies consistently show that more effective salespeople
have greater knowledge about their company’s products
than less effective salespeople.
a) T *Correct Answer
b) F
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Chapter 11 | Slide 22