Question 1

Sales promotions targeted toward final buyers are called consumer promotions.

Accepted Answer

A) True 
 B)False

Question 2

Salespeople write up their completed activities in a(n)________.

Accepted Answer

A)  sales quota report 
B)  profit-sharing plan 
C)  call plan 
D)  call report 
E)  expense report 
A)  sales quota report 
B)  profit-sharing plan 
C)  call plan 
D)  call report 
E)  expense report

Question 3

Which of the following examples represents a product sales-force structure?

Accepted Answer

A)  Venson's produces frozen dinners at its factory in Ohio, and it sells them across the country through a network of sales representatives organized into regional and territorial tiers. 
B)  AmWeb produces an expensive brand of herbal cosmetics called "Green You" that are sold in select boutiques and beauty parlors by selling teams assigned to serve small groups of key customers. 
C)  Verra Designers operates from its landmark store in uptown New York and customers from all over the world come to this store to buy original merchandise at steep prices. 
D)  Carlton Computers sells its range of highly specialized computers through special teams, each of which has received training in the configuration, uses, and USPs of a single model in the range. 
E)  Nutters Inc., producers of cookies and other baked goods, markets its products throughout the country through a network of area and regional sales officers. 
A)  Venson's produces frozen dinners at its factory in Ohio, and it sells them across the country through a network of sales representatives organized into regional and territorial tiers. 
B)  AmWeb produces an expensive brand of herbal cosmetics called "Green You" that are sold in select boutiques and beauty parlors by selling teams assigned to serve small groups of key customers. 
C)  Verra Designers operates from its landmark store in uptown New York and customers from all over the world come to this store to buy original merchandise at steep prices. 
D)  Carlton Computers sells its range of highly specialized computers through special teams, each of which has received training in the configuration, uses, and USPs of a single model in the range. 
E)  Nutters Inc., producers of cookies and other baked goods, markets its products throughout the country through a network of area and regional sales officers.

Question 4

What are business promotions? Explain any two major business promotion tools and their benefits.

Accepted Answer

Business promotions are sales promotion

Question 5

If a company assigns individual teams of salespeople to big retail customers, it most likely has a(n)________ sales-force structure.

Accepted Answer

A)  undifferentiated 
B)  product 
C)  market 
D)  territorial 
E)  demographic 
A)  undifferentiated 
B)  product 
C)  market 
D)  territorial 
E)  demographic

Question 6

In which step of the selling process does a salesperson set call objectives?

Accepted Answer

A)  preapproach 
B)  approach 
C)  presentation 
D)  qualifying 
E)  prospecting 
A)  preapproach 
B)  approach 
C)  presentation 
D)  qualifying 
E)  prospecting

Question 7

What is the purpose of a sales manager using a time-and-duty analysis?

Accepted Answer

A)  compensating salespeople 
B)  prospecting customers 
C)  recruiting salespeople 
D)  forming sales teams 
E)  supervising salespeople 
A)  compensating salespeople 
B)  prospecting customers 
C)  recruiting salespeople 
D)  forming sales teams 
E)  supervising salespeople

Question 8

In a territorial sales-force structure, each salesperson is assigned to an exclusive geographic area and sells the company's full line of products or services to all customers in that area.

Accepted Answer

A) True 
 B)False

Question 9

AirNetwork, a telecommunications company, sponsors a rock concert by a famous band in order to further its brand visibility. This is an example of a(n)________.

Accepted Answer

A)  event marketing program 
B)  premium 
C)  point-of-purchase promotion 
D)  trade promotion 
E)  price pack 
A)  event marketing program 
B)  premium 
C)  point-of-purchase promotion 
D)  trade promotion 
E)  price pack

Question 10

In consumer product companies such as P&G or Nike, the sales force works directly with customers.

Accepted Answer

A) True 
 B)False

Question 11

Which of the following statements is true of a product sales-force structure?

Accepted Answer

A)  A product sales-force structure is characterized by specialization along product lines. 
B)  A product sales-force structure is used when a company has only one product line. 
C)  A product sales-force structure requires every salesperson to be an expert in all the product categories of the company. 
D)  A product sales-force structure organizes the sales force along customer or industry lines. 
E)  A product sales-force structure uses a single sales force across different product lines. 
A)  A product sales-force structure is characterized by specialization along product lines. 
B)  A product sales-force structure is used when a company has only one product line. 
C)  A product sales-force structure requires every salesperson to be an expert in all the product categories of the company. 
D)  A product sales-force structure organizes the sales force along customer or industry lines. 
E)  A product sales-force structure uses a single sales force across different product lines.

Question 12

In which of the following promotion tools does a customer send a proof of purchase to a manufacturer, who then refunds part of the purchase price by mail?

Accepted Answer

A)  rebate 
B)  coupon 
C)  sample 
D)  premium 
E)  price pack 
A)  rebate 
B)  coupon 
C)  sample 
D)  premium 
E)  price pack

Question 13

In which step of the selling process does a salesperson learn as much as possible about a prospective customer before making a sales call?

Accepted Answer

A)  approach 
B)  follow-up 
C)  demonstration 
D)  handling objections 
E)  preapproach 
A)  approach 
B)  follow-up 
C)  demonstration 
D)  handling objections 
E)  preapproach

Question 14

________ help companies reach many prospects that are not reached through their sales forces.

Accepted Answer

A)  Trade shows 
B)  Rebates 
C)  Allowances 
D)  Point-of-purchase promotions 
E)  Sweepstakes 
A)  Trade shows 
B)  Rebates 
C)  Allowances 
D)  Point-of-purchase promotions 
E)  Sweepstakes

Question 15

How do companies use the workload approach to set sales-force size?

Accepted Answer

Sales forces may range in size from only

Question 16

Order getters typically participate in creative selling, social selling, and relationship building.

Accepted Answer

A) True 
 B)False

Question 17

In today's digital, mobile, and social media environments, many buyers are more receptive to - or even prefer - phone and online contact versus the high level of face-to-face contact once required.

Accepted Answer

A) True 
 B)False

Question 18

Shopard publishes FBerry, America's longest running fashion magazine, from one central location in Los Angeles. FBerry is the only product that Shopard handles. The magazine is bought by millions of readers in the United States and Europe. Which type of sales-force structure is most appropriate for Shopard? Why?

Accepted Answer

(Students' answers may vary. The answer

Question 19

The concept of ________ lends even more importance to the salesperson's customer-relationship-building abilities.

Accepted Answer

A)  sales-force territory 
B)  sales promotion 
C)  sales-force management 
D)  salesperson-owned loyalty 
E)  sales-force structure 
A)  sales-force territory 
B)  sales promotion 
C)  sales-force management 
D)  salesperson-owned loyalty 
E)  sales-force structure

Question 20

Wisconsin Cheddar has introduced an aged jalapeno cheddar. Displays are set up at various retail cheese stores in the state and patrons are offered free samples as well as $2 off coupons. Which promotion tool is Wisconsin Cheddar most likely using?

Accepted Answer

A)  rebates 
B)  price packs 
C)  point-of-purchase promotions 
D)  coupons 
E)  advertising specialties 
A)  rebates 
B)  price packs 
C)  point-of-purchase promotions 
D)  coupons 
E)  advertising specialties

Sales promotions targeted toward final buyers are called consumer promotions.

Salespeople write up their completed activities in a(n)________.

Which of the following examples represents a product sales-force structure?

What are business promotions? Explain any two major business promotion tools and their benefits.

If a company assigns individual teams of salespeople to big retail customers, it most likely has a(n)________ sales-force structure.

In which step of the selling process does a salesperson set call objectives?

What is the purpose of a sales manager using a time-and-duty analysis?

In a territorial sales-force structure, each salesperson is assigned to an exclusive geographic area and sells the company's full line of products or services to all customers in that area.

AirNetwork, a telecommunications company, sponsors a rock concert by a famous band in order to further its brand visibility. This is an example of a(n)________.

In consumer product companies such as P&G or Nike, the sales force works directly with customers.

Which of the following statements is true of a product sales-force structure?

In which of the following promotion tools does a customer send a proof of purchase to a manufacturer, who then refunds part of the purchase price by mail?

In which step of the selling process does a salesperson learn as much as possible about a prospective customer before making a sales call?

________ help companies reach many prospects that are not reached through their sales forces.

How do companies use the workload approach to set sales-force size?

Order getters typically participate in creative selling, social selling, and relationship building.

In today's digital, mobile, and social media environments, many buyers are more receptive to - or even prefer - phone and online contact versus the high level of face-to-face contact once required.

The concept of ________ lends even more importance to the salesperson's customer-relationship-building abilities.

Wisconsin Cheddar has introduced an aged jalapeno cheddar. Displays are set up at various retail cheese stores in the state and patrons are offered free samples as well as $2 off coupons. Which promotion tool is Wisconsin Cheddar most likely using?

Marketing: Creating Customer Value and Engagement

Company and Marketing Strategy: Partnering to Build Customer Engagement, Value, and Relationships

Analyzing the Marketing Environment

Managing Marketing Information to Gain Customer Insights

Understanding Consumer and Business Buyer Behavior

Customer-Driven Marketing Strategy: Creating Value for Target Customers

Products, Services, and Brands: Building Customer Value

New Product Development and Product Life-Cycle Strategies

Pricing: Understanding and Capturing Customer Value

Marketing Channels: Delivering Customer Value

Retailing and Wholesaling

Engaging Consumers and Communicating Customer Value: Advertising and Public Relations

Direct, Online, Social Media, and Mobile Marketing

The Global Marketplace

Social Responsibility and Ethics

Filters

Exam 13: Personal Selling and Sales Promotion

Sales promotions targeted toward final buyers are called consumer promotions.

Salespeople write up their completed activities in a(n)________.

Which of the following examples represents a product sales-force structure?

What are business promotions? Explain any two major business promotion tools and their benefits.

If a company assigns individual teams of salespeople to big retail customers, it most likely has a(n)________ sales-force structure.

In which step of the selling process does a salesperson set call objectives?

What is the purpose of a sales manager using a time-and-duty analysis?

In a territorial sales-force structure, each salesperson is assigned to an exclusive geographic area and sells the company's full line of products or services to all customers in that area.

AirNetwork, a telecommunications company, sponsors a rock concert by a famous band in order to further its brand visibility. This is an example of a(n)________.

In consumer product companies such as P&G or Nike, the sales force works directly with customers.

Which of the following statements is true of a product sales-force structure?

In which of the following promotion tools does a customer send a proof of purchase to a manufacturer, who then refunds part of the purchase price by mail?

In which step of the selling process does a salesperson learn as much as possible about a prospective customer before making a sales call?

________ help companies reach many prospects that are not reached through their sales forces.

How do companies use the workload approach to set sales-force size?

Order getters typically participate in creative selling, social selling, and relationship building.

In today's digital, mobile, and social media environments, many buyers are more receptive to - or even prefer - phone and online contact versus the high level of face-to-face contact once required.

The concept of ________ lends even more importance to the salesperson's customer-relationship-building abilities.

Wisconsin Cheddar has introduced an aged jalapeno cheddar. Displays are set up at various retail cheese stores in the state and patrons are offered free samples as well as $2 off coupons. Which promotion tool is Wisconsin Cheddar most likely using?

Marketing: Creating Customer Value and Engagement

Company and Marketing Strategy: Partnering to Build Customer Engagement, Value, and Relationships

Analyzing the Marketing Environment

Managing Marketing Information to Gain Customer Insights

Understanding Consumer and Business Buyer Behavior

Customer-Driven Marketing Strategy: Creating Value for Target Customers

Products, Services, and Brands: Building Customer Value

New Product Development and Product Life-Cycle Strategies

Pricing: Understanding and Capturing Customer Value

Marketing Channels: Delivering Customer Value

Retailing and Wholesaling

Engaging Consumers and Communicating Customer Value: Advertising and Public Relations

Direct, Online, Social Media, and Mobile Marketing

The Global Marketplace

Social Responsibility and Ethics

Filters