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Question 1

Personal selling always involves:

a) face to face contact.

b) hard-selling techniques.

c) interpersonal dialogue.

d) the use of third parties to extol the virtues of the product (for example, a customer who previously purchased the same product from the company).

Question 2

Which of the following statements is TRUE? The role of a salesperson _______________________________.

a) is the same regardless of the company/products sold.

b) can generally be made redundant by a successful marketing strategy.

c) varies between organizations and sectors particularly in terms of the level of complexity involved.

d) involves only prospecting and selling.

Question 3

The length of the sales process:

a) is always constant.

b) depends mainly on the skill of the salesperson.

c) varies based on many factors including the complexity of the product and size of the opportunity.

d) should never be more than 3 months.

Question 4

The nature of personal selling and sales management is undergoing dramatic changes as organizations are increasingly looking to new ideas, sales channels and technologies to:

a) sell more products.

b) manage buyer-seller relationships.

c) restructure the sales functions in response to the changing business landscape.

d) all of the above.

Question 5

It is important for a marketing/sales manager to understand and account for the forces impacting personal selling and sales management. These forces can be categorized into:

a) behavioural, technological and managerial

b) behavioural, technological and psychological

c) behavioural, sociological and psychological

d) behavioural, perceptual and psychological

Question 6

The effectiveness of international sales management decisions has a direct impact on the success (and profitability) of an organization seeking to operate in foreign markets. In general, these decisions can be categorized into three areas:

a) sales force administration, behavioural factors and environmental factors.

b) sales force administration, industrial factors and environmental factors.

c) country factors, recruitment factors and cultural factors.

d) political factors, economic factors and cultural factors.

Question 7

There are generally four major cultural elements affecting sales force recruitment in a foreign market, which are:

a) education, ethnic composition, linguistic and social class

b) education, experience, religious orientation and social class

c) education, ethnic composition, religious orientation and social class

d) education, ethnic composition, sexual orientation and gender

Question 8

There are no simple guidelines that can be applied universally when it comes to matching salespersons' characteristics with the job specification. Which of the following best describes a good international sales force?

a) High awareness of sales objectives and ability to meet periodic sales targets.

b) High ability to hard sell any products or services.

c) Highly adaptable to new situations, sensitive to different cultures, and has the required language skills and ability to work in international teams.

d) Highly sensitive to the needs of sales department and motivated by financial incentives.

Question 9

When a sales person's values are consistent with those of the organization, he/she is more likely to:

a) perceive membership in the organization as conducive to the attainment of personal goals.

b) be comfortable to work independently without formal monitoring.

c) be motivated by good financial incentives to achieve sales targets.

d) none of the above.

Question 10

The salesperson is the key person in establishing relationships with customers. A 'happy' salesperson will be motivated to build long term lasting relationships with customers. To achieve this, organizations should adopt a 'three E's' approach:

a) encouragement, Empowerment and Ethical sales practice

b) encouragement, Enabling technologies and Ethical sales practice

c) empathy with employees, Empowerment and Ethical sales practice

d) empathy with employees, Enabling technologies and Ethical sales practices

Oxford University Press, Online Resource Centre, Chapter 15.

Chapter 15

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