30 Free Test Bank for Selling Today Partnering to Create Value 13th Edition by Manning Multiple Choice Questions

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30 Free Test Bank for Selling Today Partnering to Create Value 13th Edition by Manning Multiple Choice Questions

Which one of the following people would LEAST likely be considered a "knowledge worker"?

• A) someone who performs research to discover new information
• B) someone who takes current research and uses it to facilitate a task
• C) someone who relays information from one party to another without changing it
• D) someone who puts information in a format that allows others to access it
• E) someone who uses information to solve a problem

Salespeople are most likely considered knowledge workers because they:

• A) position and lay out information in a way that helps buyers understand it
• B) gain knowledge of the product before they can sell it
• C) repeat a script that they are given by their managers
• D) develop an understanding of the best practices of sales
• E) create products themselves before they sell them

Tamara Grindel is a doctor who practices with a group of other physicians with the same specialty. She is considering taking a course on selling skills. What is the most important way in which this will help her medical practice?

• A) Learning selling skills will give Dr. Grindel an alternate career once she retires from medicine.
• B) Learning selling skills will help Dr. Grindel bring new patients to her practice.
• C) Learning selling skills will aid Dr. Grindel in communicating effectively with pharmaceutical reps who show her new medications.
• D) Learning selling skills will show Dr. Grindel how to ensure that her patients take the medications she prescribes them.
• E) Learning selling skills will require Dr. Grindel to understand the financial pressures of running a practice.

The CEO of SwiftLink spends one week each month going to sales appointments with various salespeople in the company. In addition to assisting the salespeople with presentations, a likely reason the CEO goes on sales calls is to:

• A) gather information on customer needs and preferences
• B) deduct mileage on his vehicle as a way to offset taxes
• C) undercut the salespeople in underperforming divisions of SwiftLink
• D) ensure that the salespeople do not give volume discount pricing
• E) trade information to customers in exchange for information on competitors

Peter Kumar has developed a software application that will reduce costs and increase server speed for corporations of all sizes. Even with this useful application, Peter still needs to develop personal selling skills in order to:

• A) understand and write a business plan for his company
• B) explain his application to potential buyers
• C) apply for a patent on his application
• D) maintain the discipline and stamina required to develop such a complicated piece of software
• E) ensure that only corporate users buy his application

Salespeople use social media to:

• A) design web pages with product features
• B) learn to use administrative software
• C) create and maintain customer contact
• D) set up mobile offices from their vehicles
• E) automate selling so they do not have to make client contact

Which of the following is an activity that would most likely be performed by a customer service representative (CSR)?

• A) processing employee paperwork
• B) delivering supplies to the factory floor
• C) providing telephone support for installation
• D) calling on prospects to sell them the product
• E) reconciling bank statements with accounting records

Which of the following trends in sales has led to an increase in both the education and skills a salesperson needs?

• A) an increase in commission per sale
• B) an increase in the time spent on personal relationships
• C) an increase in web-based selling channels
• D) a shift from in-person to telephone sales
• E) a shift from "selling" to "consulting"

Of the following activities routinely performed by salespeople, which one contributes LEAST financially to both the salesperson and the company?

• A) service calls
• B) face-to-face selling
• C) telephone selling
• D) waiting and traveling
• E) billing clients