Question 1

The two issues in designing territories are territory size and territory shape.

Accepted Answer

A) True 
 B)False

Question 2

Why is establishing objectives for sales force important?

Accepted Answer

Establishing objectives for a sales forc

Question 3

Salespeople write up their completed activities on:

Accepted Answer

A)  Sales quota reports 
B)  Work plans 
C)  Expense reports 
D)  Call reports 
A)  Sales quota reports 
B)  Work plans 
C)  Expense reports 
D)  Call reports

Question 4

Which of the following is NOT an example of a hotel customer's negotiation strengths?

Accepted Answer

A)  Provide too many guests 
B)  Stay high-occupancy nights 
C)  Bring quality guests 
D)  Provide cross purchase potential 
A)  Provide too many guests 
B)  Stay high-occupancy nights 
C)  Bring quality guests 
D)  Provide cross purchase potential

Question 5

Which of the following is NOT a way to improve trade show effectiveness?

Accepted Answer

A)  Construct a mailing list of prospects using in-house information of the list of expected visitors from the trade show management company. 
B)  Avoid recording any visitor contacts due to privacy considerations. 
C)  Follow up with qualified prospects after the show. 
D)  Send letters to prospective buyers 
A)  Construct a mailing list of prospects using in-house information of the list of expected visitors from the trade show management company. 
B)  Avoid recording any visitor contacts due to privacy considerations. 
C)  Follow up with qualified prospects after the show. 
D)  Send letters to prospective buyers

Question 6

A form of marketing whereby marketers and Web masters use a range of techniques to ensure that their Web page appears in a favorable location in search engine results pages, is called:

Accepted Answer

A)  Online marketing 
B)  Search engine marketing 
C)  Web site marketing 
D)  Web placement marketing (WPM) 
A)  Online marketing 
B)  Search engine marketing 
C)  Web site marketing 
D)  Web placement marketing (WPM)

Question 7

When business risks cannot be accurately predetermined, you negotiate.

Accepted Answer

A) True 
 B)False

Question 8

Which of the following is NOT an influence strategy used by salespeople during presentations?

Accepted Answer

A)  Negotiation 
B)  Impression 
C)  Ingratiation 
D)  Expertise 
A)  Negotiation 
B)  Impression 
C)  Ingratiation 
D)  Expertise

Question 9

Which of the following is NOT an activity or task that a sales representative performs for their company?

Accepted Answer

A)  Selling 
B)  Staging 
C)  Servicing 
D)  Prospecting 
A)  Selling 
B)  Staging 
C)  Servicing 
D)  Prospecting

Question 10

Sales personnel serve as a company's link to customers. Personal selling is often the most effective, albeit costly, tool. What tasks do sales representatives perform for their companies? Define each.

Accepted Answer

Sales representatives perform a variety

Question 11

Putting presentation skills secondary to customer-needs analysis skills is the key to the sales-oriented approach to selling.

Accepted Answer

A) True 
 B)False

Question 12

Sales structure can build along several lines. One of these is technical competency.

Accepted Answer

A) True 
 B)False

Question 13

If one sales team concentrates on the association business while another team concentrates on the corporate market a ________ sales force structure is being used.

Accepted Answer

A)  Territorial-structured 
B)  Customer-structured 
C)  Market-channel-structured 
D)  Market-segment-structured 
A)  Territorial-structured 
B)  Customer-structured 
C)  Market-channel-structured 
D)  Market-segment-structured

Question 14

What are inside salespeople? Discuss the various types of inside sales people and the importance of each in the hospitality industry.

Accepted Answer

Inside salespeople are individuals who w

Question 15

The ________ department should be trained to make inquiries of guests representing companies to find out if more business exists from those companies.

Accepted Answer

A)  Housekeeping 
B)  Reservations 
C)  Front Desk 
D)  Accounting 
A)  Housekeeping 
B)  Reservations 
C)  Front Desk 
D)  Accounting

Question 16

Members of a sales force need three types of training: product/service, policies procedures and planning and:

Accepted Answer

A)  Market 
B)  Territorial 
C)  Revenue/expense 
D)  Sales technique 
A)  Market 
B)  Territorial 
C)  Revenue/expense 
D)  Sales technique

Question 17

One advantage of the territorial-structured sales force approach is that territorial responsibility will increase the salesperson's incentive to cultivate local business.

Accepted Answer

A) True 
 B)False

Question 18

Which of the following is NOT a good way to develop prospects?

Accepted Answer

A)  Getting a competitor's database 
B)  Booth at a trade show 
C)  Dropping in unannounced on various offices 
D)  Conducting a sales blitz 
A)  Getting a competitor's database 
B)  Booth at a trade show 
C)  Dropping in unannounced on various offices 
D)  Conducting a sales blitz

Question 19

Which one of the following is NOT a good measure of sales volume within the hospitality industry?

Accepted Answer

A)  Occupancy 
B)  Passenger miles 
C)  Total covers 
D)  Inventory 
A)  Occupancy 
B)  Passenger miles 
C)  Total covers 
D)  Inventory

Question 20

Which of the following are NOT part of the inside sales force

Accepted Answer

A)  Technical support 
B)  Sales assistants 
C)  Sales agents 
D)  Telemarketers 
A)  Technical support 
B)  Sales assistants 
C)  Sales agents 
D)  Telemarketers

The two issues in designing territories are territory size and territory shape.

Why is establishing objectives for sales force important?

Salespeople write up their completed activities on:

Which of the following is NOT an example of a hotel customer's negotiation strengths?

Which of the following is NOT a way to improve trade show effectiveness?

A form of marketing whereby marketers and Web masters use a range of techniques to ensure that their Web page appears in a favorable location in search engine results pages, is called:

When business risks cannot be accurately predetermined, you negotiate.

Which of the following is NOT an influence strategy used by salespeople during presentations?

Which of the following is NOT an activity or task that a sales representative performs for their company?

Sales personnel serve as a company's link to customers. Personal selling is often the most effective, albeit costly, tool. What tasks do sales representatives perform for their companies? Define each.

Putting presentation skills secondary to customer-needs analysis skills is the key to the sales-oriented approach to selling.

Sales structure can build along several lines. One of these is technical competency.

If one sales team concentrates on the association business while another team concentrates on the corporate market a ________ sales force structure is being used.

What are inside salespeople? Discuss the various types of inside sales people and the importance of each in the hospitality industry.

The ________ department should be trained to make inquiries of guests representing companies to find out if more business exists from those companies.

Members of a sales force need three types of training: product/service, policies procedures and planning and:

One advantage of the territorial-structured sales force approach is that territorial responsibility will increase the salesperson's incentive to cultivate local business.

Which of the following is NOT a good way to develop prospects?

Which one of the following is NOT a good measure of sales volume within the hospitality industry?

Which of the following are NOT part of the inside sales force

Introduction: Marketing for Hospitality and Tourism

Service Characteristics of Hospitality and Tourism Marketing

The Role of Marketing in Strategic Planning

The Marketing Environment

Managing Customer Information to Gain Customer Insights

Consumer Markets and Consumer Buying Behavior

Organizational Buyer Behavior of Group Market

Customer Driven Marketing Strategy: Creating Value for Target Customers

Designing and Managing Products and Brands: Building Customer Value

Internal Marketing

Pricing: Understanding and Capturing Customer Value

Distribution Channels Delivering Customer Value

Engaging Customers and Communicating Customer Value

Public Relations and Sales Promotion

Direct, Online, Social Media, and Mobile Marketing

Destination Marketing

Next Years Marketing Plan

Filters

Exam 15: Professional Sales

The two issues in designing territories are territory size and territory shape.

Why is establishing objectives for sales force important?

Salespeople write up their completed activities on:

Which of the following is NOT an example of a hotel customer's negotiation strengths?

Which of the following is NOT a way to improve trade show effectiveness?

A form of marketing whereby marketers and Web masters use a range of techniques to ensure that their Web page appears in a favorable location in search engine results pages, is called:

When business risks cannot be accurately predetermined, you negotiate.

Which of the following is NOT an influence strategy used by salespeople during presentations?

Which of the following is NOT an activity or task that a sales representative performs for their company?

Sales personnel serve as a company's link to customers. Personal selling is often the most effective, albeit costly, tool. What tasks do sales representatives perform for their companies? Define each.

Putting presentation skills secondary to customer-needs analysis skills is the key to the sales-oriented approach to selling.

Sales structure can build along several lines. One of these is technical competency.

If one sales team concentrates on the association business while another team concentrates on the corporate market a ________ sales force structure is being used.

What are inside salespeople? Discuss the various types of inside sales people and the importance of each in the hospitality industry.

The ________ department should be trained to make inquiries of guests representing companies to find out if more business exists from those companies.

Members of a sales force need three types of training: product/service, policies procedures and planning and:

One advantage of the territorial-structured sales force approach is that territorial responsibility will increase the salesperson's incentive to cultivate local business.

Which of the following is NOT a good way to develop prospects?

Which one of the following is NOT a good measure of sales volume within the hospitality industry?

Which of the following are NOT part of the inside sales force

Introduction: Marketing for Hospitality and Tourism

Service Characteristics of Hospitality and Tourism Marketing

The Role of Marketing in Strategic Planning

The Marketing Environment

Managing Customer Information to Gain Customer Insights

Consumer Markets and Consumer Buying Behavior

Organizational Buyer Behavior of Group Market

Customer Driven Marketing Strategy: Creating Value for Target Customers

Designing and Managing Products and Brands: Building Customer Value

Internal Marketing

Pricing: Understanding and Capturing Customer Value

Distribution Channels Delivering Customer Value

Engaging Customers and Communicating Customer Value

Public Relations and Sales Promotion

Direct, Online, Social Media, and Mobile Marketing

Destination Marketing

Next Years Marketing Plan

Filters