professional selling because everyone is a salesperson by Shane C. Hunt Test bank
employee
customer
safety
ethical
diversity
Ethical conduct on the part of a seller is critical to building long-term relationships.
References
Multiple Choice Difficulty: 2 Medium Learning Objective: 1-5 Describe ethical
issues in personal selling.
33.
Award: 10.00 points
34.
Award: 10.00 points
One recent study found that more than ________ percent of sales and marketing managers believe
their salespeople have lied on a sales call.
10
50
90
25
75
The text reports on a recent marketing study that found most sales and marketing managers believe
their sales personnel have been untruthful during a sales call.
References
Multiple Choice Difficulty: 2 Medium Learning Objective: 1-5 Describe ethical
issues in personal selling.
Jeff encourages his sales reps to use high-pressure tactics. He regularly berates them for not
pushing a certain high-margin product, even when the rep knows it is not a good match for the
prospect’s needs. By doing these things, Jeff is creating significant _________ dilemmas for his
employees.
ethical
emotional
financial
legal
cognitive
By encouraging his sales employees to breach norms of moral conduct in sales settings, Jeff’s
conduct itself is highly unethical.
References
Multiple Choice Difficulty: 2 Medium Learning Objective: 1-5 Describe ethical
issues in personal selling.
35.
Award: 10.00 points
36.
Award: 10.00 points
Ethical concerns are highlighted in sales contexts, since personal selling efforts
attempt to influence buyer purchase decisions.
are paid for by the seller.
involve one-on-one buyer-seller interactions.
None of these answers are correct.
are inherently dishonest.
Unlike other fields, sales often involves direct interpersonal engagement with customers. This puts
a spotlight on salespeople in terms of ensuring that they meet ethical standards.
References
Multiple Choice Difficulty: 1 Easy Learning Objective: 1-5 Describe ethical
issues in personal selling.
According to the text, ________ is at the core of all modern selling strategies.
ethics
relationship selling
customer lifetime value (CLV)
sales analytics
customer relationship management (CRM)
Relational sales approaches are central to selling today.
References
Multiple Choice Difficulty: 1 Easy Learning Objective: 1-1 Describe the
importance, challenges, and unique
advantages of personal selling.
37.
Award: 10.00 points
A(n) ________ system enables the salesperson to see everything in one place—a customer’s
previous history with the firm, the status of their orders, any outstanding customer service issues,
and more.
MDS
CPS
ERP
CRM
SWOT
CRM systems offer sales personnel and others a “one-stop shop” to access key customer
information.
References
Multiple Choice Difficulty: 1 Easy Learning Objective: 1-2 Explain the
strategic role of personal selling and
sales analytics in modern organizations.
38.
Award: 10.00 points
39.
Award: 10.00 points
Pitney Bowes, a global technology company, was one of the first companies to adopt a sales
strategy that encouraged salespeople to proactively create and share content with prospects and
customers over B2B networking sites, such as LinkedIn. Pitney Bowes is considered a pioneer and
leader in the area of
customer relationship management.
consultative selling.
relationship selling.
social selling.
SPIN selling.
Pitney Bowes has been recognized as a social selling pioneer.
References
Multiple Choice Difficulty: 1 Easy Learning Objective: 1-3 Describe the
impact of digital technology and social
selling on personal selling.
Sales ________ is the practice of generating insights from sales data, trends, and metrics to set
targets and forecast future sales performance.
analytics
Sales analytics is defined as above.
References
Fill in the Blank Difficulty: 1 Easy Learning Objective: 1-2 Explain the
strategic role of personal selling and
sales analytics in modern organizations.
40.
Award: 10.00 points
41.
Award: 10.00 points
Social ________ involves monitoring of your brand’s social media channels for any customer