Classroom Response System Content to accompany Anderson/Dubinsky/Mehta Personal Selling, 2nd ed. CHAPTER 11

Copyright © Houghton Mifflin Company. All rights reserved. Chapter 11 | Slide 2 Instructor Notes All content comes from ACE quizzes and the test bank. “Notes page ” view displays exact source of content.

Copyright © Houghton Mifflin Company. All rights reserved. Chapter 11 | Slide 3 Question 1 The document that provides the best understanding and feel for the organization’s orientation, goals, basic values, and sense of purpose is the company’s a)strategic plan b)mission statement c)policy statement d)logo

Copyright © Houghton Mifflin Company. All rights reserved. Chapter 11 | Slide 4 Question 1 The document that provides the best understanding and feel for the organization’s orientation, goals, basic values, and sense of purpose is the company’s a)strategic plan b)mission statement *Correct Answer c)policy statement d)logo

Copyright © Houghton Mifflin Company. All rights reserved. Chapter 11 | Slide 5 Question 2 The Thomas Register a)is the primary source of locating suppliers for most Fortune 500 companies. b)provides information about service providers. c)is a source of information about who makes what products and where they can be sold. d)has a companion publication that consists of service-provider catalogs bound together in alphabetical order and cross-referenced by service.

Copyright © Houghton Mifflin Company. All rights reserved. Chapter 11 | Slide 6 Question 2 The Thomas Register a)is the primary source of locating suppliers for most Fortune 500 companies. *Correct Answer b)provides information about service providers. c)is a source of information about who makes what products and where they can be sold. d)has a companion publication that consists of service-provider catalogs bound together in alphabetical order and cross-referenced by service.

Copyright © Houghton Mifflin Company. All rights reserved. Chapter 11 | Slide 7 Question 3 Salespeople need to know which one of the below statements is false. a)product life cycles are rapidly growing longer. b)competition from global competitors is increasing in the U.S. c)products are becoming more complex to use and repair. d)customers’ expectations are continuing to rise.

Copyright © Houghton Mifflin Company. All rights reserved. Chapter 11 | Slide 8 Question 3 Salespeople need to know which one of the below statements is false. a)product life cycles are rapidly growing longer. *Correct Answer b)competition from global competitors is increasing in the U.S. c)products are becoming more complex to use and repair. d)customers’ expectations are continuing to rise.

Copyright © Houghton Mifflin Company. All rights reserved. Chapter 11 | Slide 9 Question 4 Which of the following is not one of the qualities buyers are looking for from salespeople? a)Regularity of sales calls b)Willingness to go to bat for the buyer c)Knowledge of the buyer’s product line d)Ability to work alone without help from anyone

Copyright © Houghton Mifflin Company. All rights reserved. Chapter 11 | Slide 10 Question 4 Which of the following is not one of the qualities buyers are looking for from salespeople? a)Regularity of sales calls b)Willingness to go to bat for the buyer c)Knowledge of the buyer’s product line d)Ability to work alone without help from anyone *Correct Answer

Copyright © Houghton Mifflin Company. All rights reserved. Chapter 11 | Slide 11 Question 5 A source of websites for major companies, where you can find annual reports, earnings data, and product information is the ___________. a)Business Periodicals Index b)CommerceNet c)Reference Book of Corporate Managements d)Standard Directory of Advertisers

Copyright © Houghton Mifflin Company. All rights reserved. Chapter 11 | Slide 12 Question 5 A source of websites for major companies, where you can find annual reports, earnings data, and product information is the ___________. a)Business Periodicals Index b)CommerceNet c)Reference Book of Corporate Managements d)Standard Directory of Advertisers *Correct Answer

Copyright © Houghton Mifflin Company. All rights reserved. Chapter 11 | Slide 13 Question 6 A set of formal or informal values that establishes rules for dress, communicating, and behavior on everything from problem solving to ethics is referred to as a company’s a)mission statement. b)culture. c)set of long-term objectives. d)extent of centralization.

Copyright © Houghton Mifflin Company. All rights reserved. Chapter 11 | Slide 14 Question 6 A set of formal or informal values that establishes rules for dress, communicating, and behavior on everything from problem solving to ethics is referred to as a company’s a)mission statement. b)culture. *Correct Answer c)set of long-term objectives. d)extent of centralization.

Copyright © Houghton Mifflin Company. All rights reserved. Chapter 11 | Slide 15 Question 7 A short-run, specific action that constitutes part of the company’s strategic plan is called a _____________. a)goal b)policy c)tactic d)long-range plan

Copyright © Houghton Mifflin Company. All rights reserved. Chapter 11 | Slide 16 Question 7 A short-run, specific action that constitutes part of the company’s strategic plan is called a _____________. a)goal b)policy c)tactic *Correct Answer d)long-range plan

Copyright © Houghton Mifflin Company. All rights reserved. Chapter 11 | Slide 17 Question 8 Salespeople should thoroughly understand their company to knowledgeably develop selling strategies. a)T b)F

Copyright © Houghton Mifflin Company. All rights reserved. Chapter 11 | Slide 18 Question 8 Salespeople should thoroughly understand their company to knowledgeably develop selling strategies. a)T *Correct Answer b)F

Copyright © Houghton Mifflin Company. All rights reserved. Chapter 11 | Slide 19 Question 9 To be effective in selling, salespeople need detailed knowledge not only about their company’s products but about those of competitors, too. a)T b)F

Copyright © Houghton Mifflin Company. All rights reserved. Chapter 11 | Slide 20 Question 9 To be effective in selling, salespeople need detailed knowledge not only about their company’s products but about those of competitors, too. a)T *Correct Answer b)F

Copyright © Houghton Mifflin Company. All rights reserved. Chapter 11 | Slide 21 Question 10 Studies consistently show that more effective salespeople have greater knowledge about their company’s products than less effective salespeople. a)T b)F

Copyright © Houghton Mifflin Company. All rights reserved. Chapter 11 | Slide 22 Question 10 Studies consistently show that more effective salespeople have greater knowledge about their company’s products than less effective salespeople. a)T *Correct Answer b)F