Question 1
The sales function is different from the selling process for which reason?
A. The selling process is theoretical but the sales function is empirical.
B. The selling process is performed by sellers but the sales function is performed by buyers.
C. The sales function can only be carried out by salespeople, but the selling process refers to many methods of selling.
D. The sales function refers to many methods of selling, but the selling process is carried out by salespeople.

Question 2
The logical next step after a salesperson alleviates a buyer's objections is:
A. closing the sale.
B. identifying the buyer's needs.
C. making a presentation.
D. implementing the product.

Question 3
Inside salespeople can sell at a company facility, or at which of the following locations?
A. A contact center
B. A channel center
C. A vertical center
D. A forecast center

Question 4
A vertical rep is one type of salesperson. Which of the following is an example of a vertical rep?
A. A salesperson who sells within accounts in a set geographic region, no matter what the industry
B. A salesperson who sells within accounts in one industry in a set geographic region
C. A salesperson who sells within accounts in the same industry, no matter where they are geographically
D. A salesperson who sells within accounts in one distributorship

Question 5
Finding a sustainable competitive advantage is difficult because:
A. a company needs a sustainable competitive advantage to succeed in the market.
B. market penetration makes sustaining an advantage difficult.
C. many advantages (product and low price) can be mimicked by other companies.
D. it is easier for a company to focus on sales than on service.

Question 6
In what type of sales situation is a broker commonly used?
A. When the buyer is in one country and the seller is in another
B. When the buyer and the seller are divisions of the same company
C. When the buyer and seller are in the financial industry
D. When the buyer likes to place multiple orders from the same seller

Question 7
Another word for "channel" in the phrase "sales channel" is:
A. order.
B. staff.
C. method.
D. website.

Question 8
Which of the following characteristics is useful for both salespeople and sales managers?
A. The ability to work independently
B. The ability to understand the sales process
C. The ability to organize activities and people
D. The ability to delegate

Question 9
Which of the following is an example of using social capital to help grow a company?
A. The HR manager of a company hires new employees to staff a project that will increase revenue by 25 percent.
B. The CFO of a company increases the budget of the research and development department so they can create a product that will triple profits in 18 months.
C. The CEO of a company asks a friend in the automotive industry to cut a company-wide discount on corporately- leased vehicles, which saves the company $500,000 a year.
D. The Sales Director of a company institutes a policy requiring all new salespeople to train with a senior salesperson for six months before going out into the field alone.

Question 10
A salesperson should not conduct a presentation of the product until he or she has determined that:
A. the buyer has the money and affiliation to understand the presentation.
B. the buyer has the money, authority, and desire to buy the product.
C. the buyer has been approached previously by another salesperson.
D. the buyer understands the features and benefits of the product.

Question 11
What does the word "purify" mean in terms of the sales function?
A. It means to change the ways non-sales activities occur so they cost the company less.
B. It means to ask all employees, regardless of job function, to sell to any customer they have contact with.
C. It means to carefully consider the product line and eliminate products that do not sell well.
D. It means to convert factories and production lines to have the least environmental impact possible.

Question 12
In a contact center, ideas such as targeted number of calls per hour, call length, customer satisfaction, and amount of sales made are all examples of:
A. forecasts.
B. metrics.
C. channels.
D. portals.

Question 13
Outsourcing is an increasingly- popular method of increasing profits. In what way can outsourcing selling activity benefit a company financially?
A. The average compensation per salesperson increases significantly.
B. Outsourced salespeople cost the company less money per sale.
C. Companies have to train the outsourced salespeople in American slang.
D. Some companies use a mix of in-house and outsourced salespeople.

Question 14
In an affiliative selling situation, the salesperson spends more time developing:
A. the buyer's knowledge of the product.
B. the buyer's trust and friendship.
C. the buyer's desire to won the product.
D. the buyer's authority to purchase the product.

Question 15
Quotas are an important part of a sales plan because:
A. they reflect changes in the market.
B. they determine the minimum amount that a salesperson should be selling.
C. they report how much a salesperson sells each month.
D. they allow salespeople to choose their own compensation levels.

Question 16
Reverse auctions are one method that uses the Internet to facilitate sales of products and services. Reverse auctions tend to provide the price advantage for:
A. the vendor.
B. the licensee.
C. the wholesaler.
D. the customer.

Question 17
Monitoring is an important duty for sales executives because it allows them to determine if:
A. corporate management is giving support to the sales department.
B. sales managers are focusing on performance more than on people.
C. buyers are being billed on the correct day of the month.
D. the correct sales methods have been chosen and are being followed.

Question 18
What is a supply chain?
A. A supply chain is everything that delivers a product to a buyer, from personnel to machines to technology.
B. A supply chain is the fleet of vehicles that deliver products from factories to retail locations.
C. A supply chain is all the elements of a manufacturing process, from machine design to transportation.
D. A supply chain is the hierarchy of personnel in charge of producing products for a company.

Question 19
How can technology aid in alignment of different divisions of the same company?
A. Computer software can make customer information available to all the divisions that need access to it.
B. Computer software can allow customers to look at sensitive information about other customers.
C. Computer software requires extensive testing and training before it can be implemented by a company.
D. Computer hardware requires a significant capital investment from a company.

Question 20
Technology can be used by sales managers and sales executives to:
A. keep track of how salespeople are performing.
B. align the sales department with the company's mission statement.
C. motivate individual salespeople to make more sales calls.
D. perform need identification as part of the sales process.