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

Personal selling is more effective when the good or service being sold is highly technical or
complex, such as a missile defense system.
References
Multiple Choice Difficulty: 3 Hard Learning Objective: 1-2 Explain the
strategic role of personal selling and
sales analytics in modern organizations.
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 53.
Award: 10.00 points
A group of college friends all graduate at the same time, and all five take jobs that involve selling.
Natalie sells sophisticated film-editing software to Hollywood filmmakers by visiting their studios in
person. Samira uses social media platforms, such as Twitter and LinkedIn, to sell home-security
devices, such as security cameras and high-tech doorbells. Juan sells printing services to
publishers. Omar sells iPhones, iPads, and other Apple products at a local Apple Store. Aiden sells
contemporary office furnishings, such as desks and chairs, to small- and medium-sized companies
that want an open floor plan for their office. Which of the friends is engaged in social selling?
Aiden
Natalie
Omar
Juan
Samira
Social selling is the process of developing, nurturing, and leveraging online relationships to sell
products or services. It often involves the use of social media.
References
Multiple Choice Difficulty: 3 Hard Learning Objective: 1-3 Describe the
impact of digital technology and social
selling on personal selling.
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 54.
Award: 10.00 points
Which of the following salespeople is engaging in unethical behavior on the job?
Fatima, who sells art supplies at fairly high prices to local elementary, middle, and high
schools
Wei, who uses social media, such as LinkedIn, to reach out directly to potential customers
Jack, who works in a highly regulated industry and tries to get the best possible publicity
for his company
Brooklyn, who slightly exaggerates the health benefits of the vitamins and supplements
that she sells
Samuel, who tries to balance his customers’ needs with his company’s desire to earn a
profit
“Exaggerating the benefits” is a euphemism for lying, which is unethical behavior.
References
Multiple Choice Difficulty: 3 Hard Learning Objective: 1-5 Describe ethical
issues in personal selling.
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 55.
Award: 10.00 points
Skylar was offered a job at IBM because the hiring manager was impressed by her ability to speak
comfortably with strangers. She now sells mainframe solutions to companies with extremely
complicated logistical needs, such as airlines (for scheduling flights) and trucking companies (for
scheduling deliveries). Which of the following behaviors will  not help Skylar succeed at her sales
job?
After listening to potential customers outline the problems that they need to fix, Skylar
prepares a sales proposal that clearly shows how a new IBM mainframe will address and
solve the clients’ problems.
Because Skylar understands the value of her time, she does not pursue clients who say
that they do not have the budget or the willingness to purchase a new mainframe
computer right now.
To convey the sense that she is really listening to her client’s needs and problems, Skylar
likes to stay silent when the customer is speaking.
Because Skylar pays close attention to detail, she creates sales presentations that address
customers’ specific questions in detail.
Because Skylar is so organized, she plans everything she will say in advance, and she
focuses on what she will say next while a potential customer is speaking to her.
Skylar can become a better, more active listener by really listening to her clients rather than just
thinking about what she will say next.
References
Multiple Choice Difficulty: 3 Hard Learning Objective: 1-6 Describe the
foundational skills necessary for sales
success.
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