1. Classroom Response System Content to accompany Anderson/Dubinsky/Mehta Personal Selling, 2nd ed. CHAPTER 1

2. Copyright © Houghton Mifflin Company. All rights reserved. Chapter 1 | Slide 2 Instructor Notes All content comes from ACE quizzes and the test bank. “Notes page ” view displays exact source of content.

3. 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. d)Successful salespeople try to negotiate “win-lose” agreements with customers whenever they see the potential to maximize immediate profits.

4. Copyright © Houghton Mifflin Company. All rights reserved. Chapter 1 | Slide 4 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.

5. 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. d)making professional sales presentations to prospects to convince them that your company’s products are the best.

6. Copyright © Houghton Mifflin Company. All rights reserved. Chapter 1 | Slide 6 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.

7. 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 b)Planning the approach (the preapproach) c)Making the sales presentation and demonstration d)Negotiating resistance or objections

8. Copyright © Houghton Mifflin Company. All rights reserved. Chapter 1 | Slide 8 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

9. 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. d)tries to create customer needs to encourage purchases.

10. Copyright © Houghton Mifflin Company. All rights reserved. Chapter 1 | Slide 10 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.

11. 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. 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.

12. Copyright © Houghton Mifflin Company. All rights reserved. Chapter 1 | Slide 12 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.

13. 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.

14. Copyright © Houghton Mifflin Company. All rights reserved. Chapter 1 | Slide 14 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

15. 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

16. Copyright © Houghton Mifflin Company. All rights reserved. Chapter 1 | Slide 16 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

17. 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. 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.

18. Copyright © Houghton Mifflin Company. All rights reserved. Chapter 1 | Slide 18 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.

19. 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. 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.

20. Copyright © Houghton Mifflin Company. All rights reserved. Chapter 1 | Slide 20 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.

21. 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.

22. Copyright © Houghton Mifflin Company. All rights reserved. Chapter 1 | Slide 22 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