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Question 1
1.5 out of 1.5 points
All of the following are behaviorally related sales objectives except which?
Selected
Answer:
Response
Feedback:
number of new customers
correct
MC Qu. 199 All of the following are behaviorally relate...
AACSB: Analytical Thinking
Accessibility: Keyboard Navigation
Blooms: Understand
Difficulty: 2 Medium
Learning Objective: 18-04 Describe the major functions of sales
management.
Topic: Functions of Sales Management
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Question 2
0 out of 1.5 points
In personal selling, the customer who wants or needs the product is referred to as a
Selected
Answer:
Response
Feedback:
qualified prospect.
incorrect
MC Qu. 96 In personal selling, the customer who wants ...
AACSB: Analytical Thinking
Accessibility: Keyboard Navigation
Blooms: Remember
Difficulty: 1 Easy
Learning Objective: 18-03 Explain the stages in the personal selling
process.
Topic: Steps in the Personal Selling Process
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Question 3
Job analysis refers to
1.5 out of 1.5 points
Selected
Answer:
Response
Feedback:
a study of a particular sales position, including how the job is to be
performed and the tasks that make up the job.
correct
MC Qu. 231 Job analysis refers to
AACSB: Analytical Thinking
Accessibility: Keyboard Navigation
Blooms: Remember
Difficulty: 1 Easy
Learning Objective: 18-04 Describe the major functions of sales
management.
Topic: Functions of Sales Management
•
Question 4
1.5 out of 1.5 points
The search for and qualification of potential customers during the personal selling
process is referred to as
Selected
Answer:
Response
Feedback:
prospecting.
correct
MC Qu. 93 The search for and qualification of potentia...
AACSB: Analytical Thinking
Accessibility: Keyboard Navigation
Blooms: Remember
Difficulty: 1 Easy
Learning Objective: 18-03 Explain the stages in the personal selling
process.
Topic: Steps in the Personal Selling Process
In personal selling, a is an individual who wants a product, can afford to
buy it, and is the decision maker.
Selected
Answer:
Response
Feedback:
qualified prospect
correct
MC Qu. 97 In personal selling, a is an indivi...
AACSB: Analytical Thinking
Accessibility: Keyboard Navigation
Blooms: Remember
Difficulty: 1 Easy
Learning Objective: 18-03 Explain the stages in the personal selling
process.
Topic: Steps in the Personal Selling Process
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Question 5
1.5 out of 1.5 points
