【文章內(nèi)容簡介】 The average sales person turnover rate for all industries almost ________. a. 60 percentb. 20 percentc. 80 percentd. 52 percent e. 45 percentAnswer: b Page: 620 Level of difficulty: Easy 38. Today’s customers expect a salesperson have deep product knowledge, to be efficient and reliable and, to ________ ideas to improve the customer’s operations, are forcing panies to make higher investments in training. a. add b. listen to new c. promote new d. foster new e. none of the above Answer: a Page: 620 Level of difficulty: Medium39. Training of salespeople vary by industry and the plexity of the products. For example, the medium training period is ________ in industrialproducts panies versus four for consumerproducts panies. a. 30 weeksb. 8 weeksc. 10 weeksd. 28 weekse. 12 weeksAnswer: d Page: 621 Level of difficulty: Medium40. Studies have shown that the best salespeople are those who manage their time efficiently. Facetoface selling time has decreased to as little as ________ of total working time. a. 29 percent b. 45 percent c. 10 percent d. 60 percent e. none of the above Answer: a Page: 622 Level of difficulty: Hard41. Inside salespeople are of three types. These include the technical support people, the sales assistants, and the _________ who use the phone to find new leads and pass these leads onto the sales representatives. a. marketing assistants b. office assistants c. telemarketers d. support people e. sales assistants Answer: c Page: 622 Level of difficulty: Easy42. The majority of sales representatives require encouragement and special incentives. To increase motivation, marketers reinforce intrinsic and ________ rewards of all types. a. extrinsic b. external c. personal d. financial e. none of the above Answer: a Page: 623 Level of difficulty: Hard43. Many panies set annual sales quotas. Quotas can be set on dollar sales, selling effort or activity, margin, product type, and ________. a. attendance b. close ratio c. call ratio d. unit volumee. selling price Answer: d Page: 623 Level of difficulty: Hard44. A downside of sales quotas is that they ________ reps to get as much business as possible often at the expense of customer satisfaction. a. drive b. allow c. ignore d. pensatee. none of the above Answer: a Page: 623 Level of difficulty: Medium 45. The most important source of information about reps is sales reports. Sales reports are divided between activity plans and ________. a. call reports b. written objectives c. daily plans of action d. activity reports e. writeups of activity results Answer: e Page: 624 Level of difficulty: Medium46. Many panies require representatives to develop an annual territorymarketing plan in which they outline their program for increasing business in the existing accounts. Sales managers use these to develop ________. a. performance standards b. pany objectives c. sales quotas d. sales objectives e. estimate the number of salespeople neededAnswer: c Page: 624 Level of difficulty: Medium 47. The sales force’s reports along with other observations supply the raw material for evaluation. One type of evaluation pares past performance to ________. a. mean performance b. manager’s performancec. current performance d. group performance e. key individual’s performanceAnswer: c Page: 624 Level of difficulty: Easy 48. Performance evaluations can also assess the salesperson’s knowledge of the pany, products, customers, territory, responsibilities, and ________. a. customers b. managers c. petitors d. colleagues e. markets Answer: c Page: 625 Level of difficulty: Medium49. Effective salespeople have more than instinct。 they are trained in methods of ________ and ________. a. profitability/analysis b. analysis/customer management c. customer management/time management d. pricing/time management e. time/territory management Answer: b Page: 625 Level of difficulty: Medium 50. The first step in the process of selling is to find ________. a. prospectsb. preapproachc. approachd. presentatione. closing Answer: a Page: 626 Level of difficulty: Easy 51. If the salesperson is learning about the prospect and sets call objectives to qualify the prospect, the salesperson is in what step in the selling process?a. Preapproach b. Prospects c. Presentation d. Closinge. Followup Answer: a Page: 626 Level of difficulty: Medium52. In this step, the salesperson is “telling the story” of his product or service. a. Preapproach b. Prospects c. Presentation d. Closinge. Followup Answer: c Page: 626 Level of difficulty: Medium 53. Using the formula of AIDA the salesperson tells the “story” to the buyer. AIDA stands for?a. Attributes, interest, demands, action b. Attributes, interest, desire, decision c. Attention, interest, desire, attributesd. Action, interest, attention, decisione. Attention, interest, desire, action Answer: e Page: 626 Level of difficulty: Medium54. Customers typically pose objections during the presentation or when asked for the order. ________resistance includes resistance to interference or a reluctance to give up something. a. Promotingb. Brandingc. Logical d. Psychological e. Normal Answer: d Page: 626 Level of difficulty: Medium55. Marketing is concerned with exchange activities and the manner in which the terms of exchange are established. In ________ exchange, the terms are established by administered programs of pricing and distribution. a. mutually accepted b. traditional c. established d. negotiated e. routinized Answer: e Page: 627 Level of difficulty: Hard56. In a ________ exchange, price and other terms are set vi