Question 1

Which of the following questions would help a marketer evaluate the return on a sales promotion investment?

Accepted Answer

A)  Was the sales force successful in filtering out the good prospects from the poor ones? 
B)  Did customers enjoy the events associated with the promotion? 
C)  Did customers receive high-quality promotional products? 
D)  Did the promotion attract new customers or more purchasing from current customers? 
E)  Were channel intermediaries effectively positioned to ensure a seamless supply of products? 
A)  Was the sales force successful in filtering out the good prospects from the poor ones? 
B)  Did customers enjoy the events associated with the promotion? 
C)  Did customers receive high-quality promotional products? 
D)  Did the promotion attract new customers or more purchasing from current customers? 
E)  Were channel intermediaries effectively positioned to ensure a seamless supply of products?

Question 2

Kevin is a salesperson working for a company manufacturing gardening tools. He is involved in door-to-door sales and travels everyday to call on customers. In his company, Kevin is most likely a part of the ________.

Accepted Answer

A)  top management 
B)  outside sales force 
C)  product designing team 
D)  customer support team 
E)  inside sales force 
A)  top management 
B)  outside sales force 
C)  product designing team 
D)  customer support team 
E)  inside sales force

Question 3

What is the role of a salesperson in a territorial sales force structure?

Accepted Answer

In the territorial sales force

Question 4

If a company ________, it should adopt a product sales force structure, in which the sales force specializes along product lines.

Accepted Answer

A)  specializes in a single product 
B)  manufactures a small number of simple products 
C)  maintains that product specialization is counter productive 
D)  has numerous and complex products 
E)  lacks salespeople with superior technical know-how 
A)  specializes in a single product 
B)  manufactures a small number of simple products 
C)  maintains that product specialization is counter productive 
D)  has numerous and complex products 
E)  lacks salespeople with superior technical know-how

Question 5

Which of the following is true with regard to value selling?

Accepted Answer

A)  Value selling refers to earning business from customers by cutting down prices of value products. 
B)  Value selling refers to delivering superior customer value and capturing a fair return on that value. 
C)  Value selling refers to the mass production of inferior-quality goods for sale. 
D)  Value selling dilutes customer loyalty in the long run. 
E)  Value selling tarnishes the brand image of a product in the long run. 
A)  Value selling refers to earning business from customers by cutting down prices of value products. 
B)  Value selling refers to delivering superior customer value and capturing a fair return on that value. 
C)  Value selling refers to the mass production of inferior-quality goods for sale. 
D)  Value selling dilutes customer loyalty in the long run. 
E)  Value selling tarnishes the brand image of a product in the long run.

Question 6

In which of the following steps of the selling process is a salesperson most likely to meet the customer for the first time?

Accepted Answer

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

Question 7

A(n) ________ shows how much time is spent selling, traveling, waiting, taking breaks, and doing administrative chores by the salesperson.

Accepted Answer

A)  customer relationship management tool 
B)  corporate social networking site 
C)  time-and-duty analysis tool 
D)  outsourcing relationship management tool 
E)  product lifecycle management analysis 
A)  customer relationship management tool 
B)  corporate social networking site 
C)  time-and-duty analysis tool 
D)  outsourcing relationship management tool 
E)  product lifecycle management analysis

Question 8

Which of the following is a potential drawback of using Web-based technologies for making sales presentations and servicing accounts?

Accepted Answer

A)  Web-based technologies lower the overall efficiency of salespeople. 
B)  The cost of the technology outweighs the advantages gained through eliminating travel. 
C)  Web-based technologies can intimidate salespeople or clients who are unfamiliar with them. 
D)  Salespeople who use web-based technologies tend to be less attentive to customer needs. 
E)  Online selling usually takes more time than direct selling. 
A)  Web-based technologies lower the overall efficiency of salespeople. 
B)  The cost of the technology outweighs the advantages gained through eliminating travel. 
C)  Web-based technologies can intimidate salespeople or clients who are unfamiliar with them. 
D)  Salespeople who use web-based technologies tend to be less attentive to customer needs. 
E)  Online selling usually takes more time than direct selling.

Question 9

More and more companies are moving away from high-commission plans because ________.

Accepted Answer

A)  outside salespeople tend to undermine the efforts of the inside sales team 
B)  high-commission plans require salespeople to work overtime 
C)  salespeople tend to become pushy which affects customer relationships 
D)  salespeople are prone to taking multiple sales jobs to maximize their income 
E)  salespeople end up spending too much time traveling to meet customers 
A)  outside salespeople tend to undermine the efforts of the inside sales team 
B)  high-commission plans require salespeople to work overtime 
C)  salespeople tend to become pushy which affects customer relationships 
D)  salespeople are prone to taking multiple sales jobs to maximize their income 
E)  salespeople end up spending too much time traveling to meet customers

Question 10

A(n) ________ is a written representation of a salesperson's completed activities.

Accepted Answer

A)  bill of sale 
B)  call report 
C)  tender 
D)  sales quotation 
E)  contract of sale 
A)  bill of sale 
B)  call report 
C)  tender 
D)  sales quotation 
E)  contract of sale

Question 11

In the follow-up stage of the selling process, the salesperson asks the customer for an order.

Accepted Answer

A) True 
 B)False

Which of the following questions would help a marketer evaluate the return on a sales promotion investment?

Kevin is a salesperson working for a company manufacturing gardening tools. He is involved in door-to-door sales and travels everyday to call on customers. In his company, Kevin is most likely a part of the ________.

What is the role of a salesperson in a territorial sales force structure?

If a company ________, it should adopt a product sales force structure, in which the sales force specializes along product lines.

Which of the following is true with regard to value selling?

In which of the following steps of the selling process is a salesperson most likely to meet the customer for the first time?

A(n) ________ shows how much time is spent selling, traveling, waiting, taking breaks, and doing administrative chores by the salesperson.

Which of the following is a potential drawback of using Web-based technologies for making sales presentations and servicing accounts?

More and more companies are moving away from high-commission plans because ________.

A(n) ________ is a written representation of a salesperson's completed activities.

In the follow-up stage of the selling process, the salesperson asks the customer for an order.

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 questions would help a marketer evaluate the return on a sales promotion investment?

Kevin is a salesperson working for a company manufacturing gardening tools. He is involved in door-to-door sales and travels everyday to call on customers. In his company, Kevin is most likely a part of the ________.

What is the role of a salesperson in a territorial sales force structure?

If a company ________, it should adopt a product sales force structure, in which the sales force specializes along product lines.

Which of the following is true with regard to value selling?

In which of the following steps of the selling process is a salesperson most likely to meet the customer for the first time?

A(n) ________ shows how much time is spent selling, traveling, waiting, taking breaks, and doing administrative chores by the salesperson.

Which of the following is a potential drawback of using Web-based technologies for making sales presentations and servicing accounts?

More and more companies are moving away from high-commission plans because ________.

A(n) ________ is a written representation of a salesperson's completed activities.

In the follow-up stage of the selling process, the salesperson asks the customer for an order.

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