professional selling because everyone is a salesperson by Shane C. Hunt Test bank

products or services.
SPIN
Digital
Relationship
Consultative
Social
Social selling involves use of digital technologies to build trust, unlock new sales opportunities, and
strengthen buyer-seller relationships.
References
Multiple Choice Difficulty: 2 Medium Learning Objective: 1-3 Describe the
impact of digital technology and social
selling on personal selling.
Which of the following would  not  be described as a social selling activity?
social listening
interacting directly with prospects
personal branding
sharing relevant content with prospects
soliciting referrals
Soliciting referrals online is not a part of social selling.
References
Multiple Choice Difficulty: 1 Easy Learning Objective: 1-3 Describe the
impact of digital technology and social
selling on personal selling.
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 27.
Award: 10.00 points
 28.
Award: 10.00 points
Erica has set up a Google Alert using a set of keywords and topics that help her monitor digital
channels for direct mentions of her firm’s brand as well as for key topics and events that are
relevant to her buyers. Erica is engaged in activities that are associated with the concept of
social listening.
nonsales selling.
consultative selling.
digital monitoring.
corporate espionage.
Erica’s activities correspond to social selling tactics.
References
Multiple Choice Difficulty: 3 Hard Learning Objective: 1-3 Describe the
impact of digital technology and social
selling on personal selling.
________ perform selling activities at the employer’s location, typically using email and the
telephone.
Sales analysts
Account representatives
Inside salespeople
Sales engineers
Order-takers
Inside salespeople commonly work from a central location and communicate electronically with
buyers.
References
Multiple Choice Difficulty: 1 Easy Learning Objective: 1-4 Explain the appeal
of sales as a career and the different
types of sales positions.
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 29.
Award: 10.00 points
Joseph works for a wholesale organization and is responsible for selling fresh produce and other
agricultural products to regional grocery chains. His sales processes rely heavily on building strong
relationships with organizational buyers and establishing long-term contracts with the chains. Based
on this description, Joseph is most likely a(n)
inside salesperson.
order-taker salesperson.
new-business salesperson.
field sales representative.
district sales manager.
The description of Joseph’s sales position is most consistent with that of a field sales representative.
References
Multiple Choice Difficulty: 3 Hard Learning Objective: 1-4 Explain the appeal
of sales as a career and the different
types of sales positions.
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 30.
Award: 10.00 points
Landing a position as a(n) ________ in a high-tech firm usually requires an educational background
in a technical field like engineering, computer science, or physics.
sales analyst
field sales representative
inside salesperson
sales manager
sales engineer
Sales engineers typically work in high-tech fields where their advanced training in technical areas
enables them to facilitate sales.
References
Multiple Choice Difficulty: 2 Medium Learning Objective: 1-4 Explain the appeal
of sales as a career and the different
types of sales positions.
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 31.
Award: 10.00 points
 32.
Award: 10.00 points
Erin is responsible for creating both standardized and ad hoc reports for the VP of Global Sales. Her
position is designed to help sales management utilize existing customer data to create added
opportunities and create more accurate forecasts of future sales in each of the vertical and regional
markets the firm serves. Erin would best be described as a(n)
new-business sales support person.
sales analyst.
sales engineer.
inside sales representative.
key account executive.
The description of Erin’s position is most closely related to that of a sales analyst.
References
Multiple Choice Difficulty: 3 Hard Learning Objective: 1-4 Explain the appeal
of sales as a career and the different
types of sales positions.
Research has shown that establishing a strong ________ climate within a sales organization
contributes significantly to building long-term customer relationships and financial profitability.