Question 1

Describe some of the methods used to supervise salespeople and help them work more efficiently.

Accepted Answer

Through supervision, or helping salespeo

Question 2

Mary Conti, a sales manager at National Computer Training, wants to evaluate the performance of her sales force in the New England territory. Which of the following would Mary most likely use?

Accepted Answer

A)  SWOT analysis 
B)  breakeven analysis 
C)  sales forecast 
D)  expense reports 
E)  call plan 
A)  SWOT analysis 
B)  breakeven analysis 
C)  sales forecast 
D)  expense reports 
E)  call plan

Question 3

How do successful companies recruit and train their salespeople? What does an effective training program teach salespeople?

Accepted Answer

When recruiting, a company should analyz

Question 4

A manufacturer that offers cash or gifts to dealers for encouraging the purchase of its products is using ________.

Accepted Answer

A)  coupons 
B)  push money 
C)  promotional products 
D)  premiums 
E)  bonuses 
A)  coupons 
B)  push money 
C)  promotional products 
D)  premiums 
E)  bonuses

Question 5

Refer to the scenario below to answer the following question(s).
Reliable Tools Company is a manufacturer of hubs and axles for the trailer and heavy truck industry. Although Reliable Tools only has 15 customers, the company is the sole supplier of hub and axle components to those customers. Monthly sales at Reliable Tools are approximately $1 million. "You might say we have all our eggs in one basket," says owner Arthur Deetz.
It is critical that a competent sales force be maintained in order to nurture those few but large accounts. Ninety-five percent of Reliable Tools' customers are located in Michigan, Ohio, and Indiana, which means that travel time to all customers is relatively short. However, given the nature of the industry, time spent with each customer is crucial.
-Several compensation plans are available to reward and motive Reliable Tool's sales people. Since generating new leads and new business can be a goal for the sales force, which compensation plan approach is MOST likely to motivate and direct the salespeople in that direction?

Accepted Answer

A)  straight commission 
B)  salary plus bonus 
C)  straight salary 
D)  salary plus commission 
E)  salary, commission, and bonus 
A)  straight commission 
B)  salary plus bonus 
C)  straight salary 
D)  salary plus commission 
E)  salary, commission, and bonus

Question 6

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 7

________ refers to the standard that establishes the amount each salesperson should sell and how sales should be divided among the company's products.

Accepted Answer

A)  Conditional sale 
B)  A bill of sale 
C)  A sales quota 
D)  Prospecting 
E)  Satisficing 
A)  Conditional sale 
B)  A bill of sale 
C)  A sales quota 
D)  Prospecting 
E)  Satisficing

Question 8

A sales person of a manufacturing company has qualified a number of leads. Which of the following is most likely the next step in the selling process?

Accepted Answer

A)  calling on all the prospects one by one 
B)  closing the deal with the most promising prospect 
C)  learning as much as possible about the qualified prospects 
D)  handling all objections raised by the prospects 
E)  narrating the "value story" to the buyer 
A)  calling on all the prospects one by one 
B)  closing the deal with the most promising prospect 
C)  learning as much as possible about the qualified prospects 
D)  handling all objections raised by the prospects 
E)  narrating the "value story" to the buyer

Question 9

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

Accepted Answer

A)  The customer sales force structure is a combination of territorial sales force structure and product sales force structure. 
B)  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 territory. 
C)  Salespersons specialize in only a particular product line as the company produces numerous and complex products. 
D)  Companies using customer sales force structure tend to ignore the importance of long-term relationship building with customers. 
E)  Separate sales forces are set up for different industries, serving current customers versus finding new ones. 
A)  The customer sales force structure is a combination of territorial sales force structure and product sales force structure. 
B)  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 territory. 
C)  Salespersons specialize in only a particular product line as the company produces numerous and complex products. 
D)  Companies using customer sales force structure tend to ignore the importance of long-term relationship building with customers. 
E)  Separate sales forces are set up for different industries, serving current customers versus finding new ones.

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

________ are like coupons except that the price reduction occurs after the purchase rather than at the retail outlet.

Accepted Answer

A)  Rebates 
B)  Promotional products 
C)  Premiums 
D)  Samples 
E)  Price packs 
A)  Rebates 
B)  Promotional products 
C)  Premiums 
D)  Samples 
E)  Price packs

Question 12

Refer to the scenario below to answer the following question(s).
Reliable Tools Company is a manufacturer of hubs and axles for the trailer and heavy truck industry. Although Reliable Tools only has 15 customers, the company is the sole supplier of hub and axle components to those customers. Monthly sales at Reliable Tools are approximately $1 million. "You might say we have all our eggs in one basket," says owner Arthur Deetz.
It is critical that a competent sales force be maintained in order to nurture those few but large accounts. Ninety-five percent of Reliable Tools' customers are located in Michigan, Ohio, and Indiana, which means that travel time to all customers is relatively short. However, given the nature of the industry, time spent with each customer is crucial.
-For sales managers to understand how the members of the Reliable Tools sales force spend their time, the salespeople must submit a(n) ________.

Accepted Answer

A)  expense report 
B)  time-and-duty analysis 
C)  mobile conferencing schedule 
D)  sales forecast 
E)  incentive plan 
A)  expense report 
B)  time-and-duty analysis 
C)  mobile conferencing schedule 
D)  sales forecast 
E)  incentive plan

Question 13

A hybrid sales rep ________.

Accepted Answer

A)  works exclusively from remote locations 
B)  is a modern cross between a field sales rep and an inside rep 
C)  rarely engages in face-to-face interactions with customers 
D)  performs sales audits 
E)  sets the sales objectives of companies 
A)  works exclusively from remote locations 
B)  is a modern cross between a field sales rep and an inside rep 
C)  rarely engages in face-to-face interactions with customers 
D)  performs sales audits 
E)  sets the sales objectives of companies

Question 14

All of the following are disadvantages of team selling EXCEPT ________.

Accepted Answer

A)  selling teams can be confusing and overwhelming for customers 
B)  salespeople who are used to having customers all to themselves may have trouble learning to work with and trust others on a team 
C)  team selling reduces the overall efficiency of the selling process 
D)  individual contributions and compensations can be difficult to assess in team selling 
E)  team selling discourages individual contributors because the team receives credit for good performance 
A)  selling teams can be confusing and overwhelming for customers 
B)  salespeople who are used to having customers all to themselves may have trouble learning to work with and trust others on a team 
C)  team selling reduces the overall efficiency of the selling process 
D)  individual contributions and compensations can be difficult to assess in team selling 
E)  team selling discourages individual contributors because the team receives credit for good performance

Question 15

In the territorial sales force structure, each salesperson is responsible for selling a single, exclusive product across different geographical regions.

Accepted Answer

A) True 
 B)False

Question 16

Orion is planning to give away free mouse pads imprinted with the company logo and name to anyone who enters their store on the day they launch their new laser mouse. What kind of sales promotion is Orion planning?

Accepted Answer

A)  promotional products 
B)  rebate 
C)  price packs 
D)  sweepstakes 
E)  premiums 
A)  promotional products 
B)  rebate 
C)  price packs 
D)  sweepstakes 
E)  premiums

Question 17

Happy Pet is a large pet food company that has convinced the retailers and the wholesalers of the New England area to resell its products. Happy Pet promises to reimburse the advertising costs to its retailers and wholesalers for advertising its products. This is an example of a ________.

Accepted Answer

A)  trade promotion 
B)  point-of-purchase promotion 
C)  sweepstake 
D)  price pack 
E)  advertising specialty 
A)  trade promotion 
B)  point-of-purchase promotion 
C)  sweepstake 
D)  price pack 
E)  advertising specialty

Question 18

Refer to the scenario below to answer the following question(s).
Reliable Tools Company is a manufacturer of hubs and axles for the trailer and heavy truck industry. Although Reliable Tools only has 15 customers, the company is the sole supplier of hub and axle components to those customers. Monthly sales at Reliable Tools are approximately $1 million. "You might say we have all our eggs in one basket," says owner Arthur Deetz.
It is critical that a competent sales force be maintained in order to nurture those few but large accounts. Ninety-five percent of Reliable Tools' customers are located in Michigan, Ohio, and Indiana, which means that travel time to all customers is relatively short. However, given the nature of the industry, time spent with each customer is crucial.
-Business promotions are used to generate business leads, stimulate purchases, reward customers, and motivate salespeople.

Accepted Answer

A) True 
 B)False

Question 19

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 20

A(n) ________ is an individual who represents a company to customers by prospecting, communicating, selling, servicing, information gathering, and/or relationship building.

Accepted Answer

A)  auditor 
B)  trainer 
C)  salesperson 
D)  manager 
E)  human resource personnel 
A)  auditor 
B)  trainer 
C)  salesperson 
D)  manager 
E)  human resource personnel

Describe some of the methods used to supervise salespeople and help them work more efficiently.

Mary Conti, a sales manager at National Computer Training, wants to evaluate the performance of her sales force in the New England territory. Which of the following would Mary most likely use?

How do successful companies recruit and train their salespeople? What does an effective training program teach salespeople?

A manufacturer that offers cash or gifts to dealers for encouraging the purchase of its products is using ________.

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

________ refers to the standard that establishes the amount each salesperson should sell and how sales should be divided among the company's products.

A sales person of a manufacturing company has qualified a number of leads. Which of the following is most likely the next step in the selling process?

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

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

________ are like coupons except that the price reduction occurs after the purchase rather than at the retail outlet.

A hybrid sales rep ________.

All of the following are disadvantages of team selling EXCEPT ________.

In the territorial sales force structure, each salesperson is responsible for selling a single, exclusive product across different geographical regions.

Orion is planning to give away free mouse pads imprinted with the company logo and name to anyone who enters their store on the day they launch their new laser mouse. What kind of sales promotion is Orion planning?

Happy Pet is a large pet food company that has convinced the retailers and the wholesalers of the New England area to resell its products. Happy Pet promises to reimburse the advertising costs to its retailers and wholesalers for advertising its products. This is an example of a ________.

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

A(n) ________ is an individual who represents a company to customers by prospecting, communicating, selling, servicing, information gathering, and/or relationship building.

Marketing: Creating Customer Value and Engagement

Company and Marketing Strategy: Partnering to Build Customer Relationships

Analyzing the Marketing Environment

Managing Marketing Information to Gain Customer Insights

Consumer Markets and 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

Engaging Customers and Communicating Customer Value: Integrated Marketing Communications Strategy

Advertising and Public Relations

Direct, Online, Social Media, and Mobile Marketing

Creating Competitive Advantage

The Global Marketplace

Sustainable Marketing: Social Responsibility and Ethics

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Exam 16: Personal Selling and Sales Promotion

Describe some of the methods used to supervise salespeople and help them work more efficiently.

Mary Conti, a sales manager at National Computer Training, wants to evaluate the performance of her sales force in the New England territory. Which of the following would Mary most likely use?

How do successful companies recruit and train their salespeople? What does an effective training program teach salespeople?

A manufacturer that offers cash or gifts to dealers for encouraging the purchase of its products is using ________.

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

________ refers to the standard that establishes the amount each salesperson should sell and how sales should be divided among the company's products.

A sales person of a manufacturing company has qualified a number of leads. Which of the following is most likely the next step in the selling process?

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

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

________ are like coupons except that the price reduction occurs after the purchase rather than at the retail outlet.

A hybrid sales rep ________.

All of the following are disadvantages of team selling EXCEPT ________.

In the territorial sales force structure, each salesperson is responsible for selling a single, exclusive product across different geographical regions.

Orion is planning to give away free mouse pads imprinted with the company logo and name to anyone who enters their store on the day they launch their new laser mouse. What kind of sales promotion is Orion planning?

Happy Pet is a large pet food company that has convinced the retailers and the wholesalers of the New England area to resell its products. Happy Pet promises to reimburse the advertising costs to its retailers and wholesalers for advertising its products. This is an example of a ________.

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

A(n) ________ is an individual who represents a company to customers by prospecting, communicating, selling, servicing, information gathering, and/or relationship building.

Marketing: Creating Customer Value and Engagement

Company and Marketing Strategy: Partnering to Build Customer Relationships

Analyzing the Marketing Environment

Managing Marketing Information to Gain Customer Insights

Consumer Markets and 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

Engaging Customers and Communicating Customer Value: Integrated Marketing Communications Strategy

Advertising and Public Relations

Direct, Online, Social Media, and Mobile Marketing

Creating Competitive Advantage

The Global Marketplace

Sustainable Marketing: Social Responsibility and Ethics

Filters