Question 1

Which of the following abilities would LEAST likely be measured when recruiting and testing applicants for a sales position?

Accepted Answer

A)  sales aptitude 
B)  organizational skills 
C)  accounting skills 
D)  analytical skills 
E)  personality traits 
A)  sales aptitude 
B)  organizational skills 
C)  accounting skills 
D)  analytical skills 
E)  personality traits

Question 2

In the ________, separate sales forces are set up for different industries.

Accepted Answer

A)  territorial sales force structure 
B)  digital marketing system 
C)  product sales force structure 
D)  geographical operations system 
E)  customer sales force structure 
A)  territorial sales force structure 
B)  digital marketing system 
C)  product sales force structure 
D)  geographical operations system 
E)  customer sales force structure

Question 3

Which of the following is an advantage of using a sales force automation system?

Accepted Answer

A)  lowers sales team training costs 
B)  records major competitor's sales 
C)  eliminates the need for an inside sales force 
D)  eliminates employee attrition 
E)  improves customer service 
A)  lowers sales team training costs 
B)  records major competitor's sales 
C)  eliminates the need for an inside sales force 
D)  eliminates employee attrition 
E)  improves customer service

Question 4

In the ________ stage of the selling process, a company first identifies qualified potential customers.

Accepted Answer

A)  preapproach 
B)  follow-up 
C)  prospecting 
D)  presentation 
E)  approach 
A)  preapproach 
B)  follow-up 
C)  prospecting 
D)  presentation 
E)  approach

Question 5

In a product sales force structure, no single salesperson can become an expert in all of the product categories, so product specialization is required.

Accepted Answer

A) True 
 B)False

Question 6

If a company has numerous and complex products, it can adopt a product sales force structure in which the sales force specializes along product lines.

Accepted Answer

A) True 
 B)False

Question 7

Which of the following helps companies in setting sales force size?

Accepted Answer

A)  workload approach 
B)  pull strategy 
C)  push strategy 
D)  top-down approach 
E)  bottom-up approach 
A)  workload approach 
B)  pull strategy 
C)  push strategy 
D)  top-down approach 
E)  bottom-up approach

Question 8

Sales promotion consists of short-term incentives to encourage the purchase of a product or service.

Accepted Answer

A) True 
 B)False

Question 9

Right after closing, Joshua, a senior sales manager at Halcyon Technologies called up the customer to ensure that she was satisfied with Halcyon's products. By calling the customer, Joshua also wanted to ensure repeat business. In this instance, Joshua is in the ________ stage of the selling process.

Accepted Answer

A)  follow-up 
B)  handling objections 
C)  preapproach 
D)  closing 
E)  prospecting 
A)  follow-up 
B)  handling objections 
C)  preapproach 
D)  closing 
E)  prospecting

Question 10

Stahl Inc. has 1,000 Type-A accounts, each requiring 30 calls per year, and 3,000 Type-B accounts, each requiring 10 calls per year. If each salesperson at Stahl Inc. can make 1,500 sales calls per year, how many salespeople would be needed to meet the total workload?

Accepted Answer

A)  25 
B)  35 
C)  40 
D)  45 
E)  60 
A)  25 
B)  35 
C)  40 
D)  45 
E)  60

Question 11

What are point-of-purchase (POP) promotions?

Accepted Answer

Point-of-purchase (POP) promot

Question 12

Which of the following is the most effective-but most expensive-way to introduce a new product or create new excitement for an existing one?

Accepted Answer

A)  coupons 
B)  sampling 
C)  cash refunds 
D)  cents-off deals 
E)  satisficing 
A)  coupons 
B)  sampling 
C)  cash refunds 
D)  cents-off deals 
E)  satisficing

Question 13

Advertising specialties include displays and demonstrations that take place at the point of sale.

Accepted Answer

A) True 
 B)False

Question 14

________ are useful articles imprinted with an advertiser's name, logo, or message that are given as gifts to consumers.

Accepted Answer

A)  Rebates 
B)  Cents-off deals 
C)  Premiums 
D)  Promotional products 
E)  Sweepstakes 
A)  Rebates 
B)  Cents-off deals 
C)  Premiums 
D)  Promotional products 
E)  Sweepstakes

Question 15

During the presentation step of the selling process, the salesperson tells the "value story" to the buyer, showing how the company's offer solves the customer's problems.

Accepted Answer

A) True 
 B)False

Question 16

What is the goal of training salespeople?

Accepted Answer

Training programs have several goals. Fi

Question 17

________ are offers of a trial amount of a product.

Accepted Answer

A)  Samples 
B)  Coupons 
C)  Premiums 
D)  Rebates 
E)  Price packs 
A)  Samples 
B)  Coupons 
C)  Premiums 
D)  Rebates 
E)  Price packs

Question 18

After successfully overcoming a potential customer's objection to buying the vacuum cleaner he was selling, Terrence, a salesperson, asked the customer for an order. Terrence is in the ________ stage of the selling process.

Accepted Answer

A)  follow-up 
B)  approach 
C)  preapproach 
D)  closing 
E)  prospecting 
A)  follow-up 
B)  approach 
C)  preapproach 
D)  closing 
E)  prospecting

Question 19

Which of the following is most likely a true statement about sales compensation in economically tough circumstances?

Accepted Answer

A)  Cutting sales force compensation is usually a last resort for firms that want to maintain positive customer relationships. 
B)  Morale is boosted by distributing commissions equally among low and high sales performers. 
C)  Online selling is discontinued to improve customer relations. 
D)  Compensation for the inside sales force is reduced to increase commissions for the outside sales force. 
E)  Low performers are retained and top performers are dismissed to reduce commission payments. 
A)  Cutting sales force compensation is usually a last resort for firms that want to maintain positive customer relationships. 
B)  Morale is boosted by distributing commissions equally among low and high sales performers. 
C)  Online selling is discontinued to improve customer relations. 
D)  Compensation for the inside sales force is reduced to increase commissions for the outside sales force. 
E)  Low performers are retained and top performers are dismissed to reduce commission payments.

Question 20

Which of the following is true about the territorial sales force structure?

Accepted Answer

A)  The territorial sales force structure does not define each salesperson's job clearly. 
B)  Salespeople specialize in selling only a small portion of the company's products. 
C)  In a territorial sales force structure, separate sales forces are set up for different industries. 
D)  Travel expenses are relatively small as each salesperson travels within a limited geographic area. 
E)  In a territorial sales force structure, separate sales forces are often established to handle a single, large account in every territory. 
A)  The territorial sales force structure does not define each salesperson's job clearly. 
B)  Salespeople specialize in selling only a small portion of the company's products. 
C)  In a territorial sales force structure, separate sales forces are set up for different industries. 
D)  Travel expenses are relatively small as each salesperson travels within a limited geographic area. 
E)  In a territorial sales force structure, separate sales forces are often established to handle a single, large account in every territory.

Which of the following abilities would LEAST likely be measured when recruiting and testing applicants for a sales position?

In the ________, separate sales forces are set up for different industries.

Which of the following is an advantage of using a sales force automation system?

In the ________ stage of the selling process, a company first identifies qualified potential customers.

In a product sales force structure, no single salesperson can become an expert in all of the product categories, so product specialization is required.

If a company has numerous and complex products, it can adopt a product sales force structure in which the sales force specializes along product lines.

Which of the following helps companies in setting sales force size?

Sales promotion consists of short-term incentives to encourage the purchase of a product or service.

Stahl Inc. has 1,000 Type-A accounts, each requiring 30 calls per year, and 3,000 Type-B accounts, each requiring 10 calls per year. If each salesperson at Stahl Inc. can make 1,500 sales calls per year, how many salespeople would be needed to meet the total workload?

What are point-of-purchase (POP) promotions?

Which of the following is the most effective-but most expensive-way to introduce a new product or create new excitement for an existing one?

Advertising specialties include displays and demonstrations that take place at the point of sale.

________ are useful articles imprinted with an advertiser's name, logo, or message that are given as gifts to consumers.

During the presentation step of the selling process, the salesperson tells the "value story" to the buyer, showing how the company's offer solves the customer's problems.

What is the goal of training salespeople?

________ are offers of a trial amount of a product.

After successfully overcoming a potential customer's objection to buying the vacuum cleaner he was selling, Terrence, a salesperson, asked the customer for an order. Terrence is in the ________ stage of the selling process.

Which of the following is most likely a true statement about sales compensation in economically tough circumstances?

Which of the following is true about the territorial sales force structure?

Marketing: Creating and Capturing Customer Value

Company and Marketing Strategy: Partnering to Build Customer Relationships

Analyzing the Marketing Environment

Managing Marketing Information to Gain Customer Insights

Consumer Markets and Consumer Buyer Behavior

Business Markets 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

Pricing Strategies: Additional Considerations

Marketing Channels: Delivering Customer Value

Retailing and Wholesaling

Communicating Customer Value: Integrated Marketing Communications Strategy

Advertising and Public Relations

Direct and Online Marketing: Building Direct Customer Relationships

Creating Competitive Advantage

The Global Marketplace

Sustainable Marketing: Social Responsibility and Ethics

Filters

Exam 16: Personal Selling and Sales Promotion

Which of the following abilities would LEAST likely be measured when recruiting and testing applicants for a sales position?

In the ________, separate sales forces are set up for different industries.

Which of the following is an advantage of using a sales force automation system?

In the ________ stage of the selling process, a company first identifies qualified potential customers.

In a product sales force structure, no single salesperson can become an expert in all of the product categories, so product specialization is required.

If a company has numerous and complex products, it can adopt a product sales force structure in which the sales force specializes along product lines.

Which of the following helps companies in setting sales force size?

Sales promotion consists of short-term incentives to encourage the purchase of a product or service.

Stahl Inc. has 1,000 Type-A accounts, each requiring 30 calls per year, and 3,000 Type-B accounts, each requiring 10 calls per year. If each salesperson at Stahl Inc. can make 1,500 sales calls per year, how many salespeople would be needed to meet the total workload?

What are point-of-purchase (POP) promotions?

Which of the following is the most effective-but most expensive-way to introduce a new product or create new excitement for an existing one?

Advertising specialties include displays and demonstrations that take place at the point of sale.

________ are useful articles imprinted with an advertiser's name, logo, or message that are given as gifts to consumers.

During the presentation step of the selling process, the salesperson tells the "value story" to the buyer, showing how the company's offer solves the customer's problems.

What is the goal of training salespeople?

________ are offers of a trial amount of a product.

After successfully overcoming a potential customer's objection to buying the vacuum cleaner he was selling, Terrence, a salesperson, asked the customer for an order. Terrence is in the ________ stage of the selling process.

Which of the following is most likely a true statement about sales compensation in economically tough circumstances?

Which of the following is true about the territorial sales force structure?

Marketing: Creating and Capturing Customer Value

Company and Marketing Strategy: Partnering to Build Customer Relationships

Analyzing the Marketing Environment

Managing Marketing Information to Gain Customer Insights

Consumer Markets and Consumer Buyer Behavior

Business Markets 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

Pricing Strategies: Additional Considerations

Marketing Channels: Delivering Customer Value

Retailing and Wholesaling

Communicating Customer Value: Integrated Marketing Communications Strategy

Advertising and Public Relations

Direct and Online Marketing: Building Direct Customer Relationships

Creating Competitive Advantage

The Global Marketplace

Sustainable Marketing: Social Responsibility and Ethics

Filters