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

feedback and direct mentions of your brand or discussions regarding specific keywords, topics,
competitors, or industries, followed by an analysis to gain insights and act on those opportunities.
listening
Each of these activities characterize social listening. Salespeople and marketers take this
information to modify marketing strategies and tactics.
References
Fill in the Blank Difficulty: 2 Medium Learning Objective: 1-3 Describe the
impact of digital technology and social
selling on personal selling.
________ are moral standards expected by a society—and they are an essential element in a
successful sales career.
Ethics
Ethics is defined as such; ethics is critical to long-term sales career success.
References
Fill in the Blank Difficulty: 1 Easy Learning Objective: 1-5 Describe ethical
issues in personal selling.
 42.
Award: 10.00 points
 43.
Award: 10.00 points
________ sales representatives are those who perform selling activities at the employer’s location,
typically using email and the telephone.
Inside
Inside salespeople typically work from a central location and communicate with buyers using
electronically mediated communication tools.
References
Fill in the Blank Difficulty: 2 Medium Learning Objective: 1-4 Explain the appeal
of sales as a career and the different
types of sales positions.
______ is a sales approach that develops, nurtures, and leverages relationships online to sell
products or services.
Social selling
Social selling is defined as above.
References
Fill in the Blank Difficulty: 1 Easy Learning Objective: 1-3 Describe the
impact of digital technology and social
selling on personal selling.
 44.
Award: 10.00 points
 45.
Award: 10.00 points
_______ have oversight of selling efforts at varying levels of the organizational hierarchy.
Sales managers
Sales managers oversee sales operations.
References
Fill in the Blank Difficulty: 1 Easy Learning Objective: 1-4 Explain the appeal
of sales as a career and the different
types of sales positions.
_______ sales representatives typically work for B2B and wholesale organizations whose sales
processes rely on relationship-building and long-term contracts.
Field
Field sales representatives are most commonplace in B2B and wholesale settings.
References
Fill in the Blank Difficulty: 2 Medium Learning Objective: 1-4 Explain the appeal
of sales as a career and the different
types of sales positions.
 46.
Award: 10.00 points
 47.
Award: 10.00 points
Sales ________ commonly interact with counterparts within the customer’s buying center to
address technical question and issues that arise over the course of the entire sales process.
engineers
Sales engineers are support personnel that help address technical issues that arise in many high-
tech sales contexts.
References
Fill in the Blank Difficulty: 2 Medium Learning Objective: 1-4 Explain the appeal
of sales as a career and the different
types of sales positions.
What are some of the factors that make sales positions an attractive career option for new
graduates?
There are several factors that make sales a viable entry-level job for new graduates. First, job
listings for entry-level sales representatives are among the most plentiful. Many firms, of all sizes
and across various industries, actively recruit on university campuses in search of new sales talent.
Second, professional salespeople are in demand in almost every market, of any size, in the United
States. As such, many graduates find that this career path provides a tremendous amount of
flexibility and freedom. Third, professional selling can be a very financially rewarding career
compared to other types of positions. Moreover, excellent salespeople enjoy great visibility within
the organization and often move quickly into higher-level sales- and marketing-management roles.
Finally, sales is psychologically rewarding, offering graduates relatively higher levels of autonomy
variety in daily routines, and the opportunities to be creative in finding ways to help customers
achieve their goals and objectives.
References
Essay Difficulty: 2 Medium Learning Objective: 1-4 Explain the appeal
of sales as a career and the different
types of sales positions.
 48.
Award: 10.00 points
 49.
Award: 10.00 points
What are some of the contexts under which personal selling is usually much more effective than the
other elements of the promotion mix?
There are a variety of situations in which personal selling is more conducive to communicating and
co-creating customer value. For instance, personal selling also is arguably the most important