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Questions Bank (1395774 total)

Is the recruitment and selection of salespersons an important process in the company?

It is an important process as the new salesperson will represent the firm in the market

✅

None of them are correct

❌

No, it is not very important since it is not difficult to find a good candidate, due to the current high unemployment rates

❌

No, it is not since the process is done by HR department

❌

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What attitude best represents a today's salesperson after closing a sale?

Passes the case to customer service without further contact.

❌

Only contacts the customer if there is a new product to offer.

❌

Follows up to ensure satisfaction and foster customer loyalty.

✅

Disappears until the customer needs something again.

❌

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A salesperson needs to interact with which of the following groups?

Retailers, Competitors, Legal advisors, Technicians

❌

HR department, Product designers, End-users, Logistics providers

❌

Customers, Secondary decision makers, Company support staff, Management personnel

✅

Distributors, Suppliers, Marketing agencies, Investors

❌

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What characteristic best defines today's salespeople?

Develops long-term relationships seeking mutual benefits with the customer.

✅

Focuses on highlighting the technical features of the product.

❌

Focuses solely on meeting monthly sales quotas.

❌

Uses persuasive and manipulative techniques to close the sale.

❌

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What is NOT true about the training policy?

It needs to be constantly adapted to the market

All the answers are true about the training policy

It is a continuous process

It increases the firm’s competitivity

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What is NOT true about the recruitment process?

Can be done internally and externally

❌

It requires to the company to invest time and/or money

❌

Should value candidate that fulfil the required characteristics

❌

Internal candidates are better that external ones

✅

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Which of the following best describes the financial focus of today’s sales manager?

Focusing only on achieving short-term sales quotas.

❌

Leaving profitability analysis to the finance department.

❌

Increasing sales volume without considering profitability.

❌

Analyzing profitability by customer type, products, territories, and salespeople.

✅

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According to the Herzberg theory, which of the following factors is NOT a hygiene factor:

All of them are hygiene factors

Working conditions

Basic salary

Personal growth

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What is a benefit of a motivated sales team?

Simplified management due to reduced communication needs

❌

Increased focus on task execution without team collaboration

❌

Greater alignment between individual performance and organizational innovation

✅

Improved short-term results at the expense of long-term loyalty

❌

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What is the purpose of the "Win-Win" philosophy in personal selling?

To offer concessions that favour the customer at the expense of the seller

❌

To promote short-term sales goals over building customer loyalty

❌

To ensure that the seller maximizes profit regardless of customer satisfaction

❌

To create mutually beneficial outcomes that strengthen long-term relationships

✅

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