Question 1

What is the goal of training salespeople?

Accepted Answer

Training programs have several goals. Fi

Question 2

Which of the following is an example of trade promotion?

Accepted Answer

A)  manufacturers offering regular value-for-money deals to attract thrifty and value-conscious customers 
B)  salespeople engaging in door-to-door selling activities 
C)  manufacturers offering free merchandise to resellers who feature a certain flavor or size 
D)  advertisers claiming that a certain product is the best in the market 
E)  marketers selling specialty products to a small segment of customers with unique preferences 
A)  manufacturers offering regular value-for-money deals to attract thrifty and value-conscious customers 
B)  salespeople engaging in door-to-door selling activities 
C)  manufacturers offering free merchandise to resellers who feature a certain flavor or size 
D)  advertisers claiming that a certain product is the best in the market 
E)  marketers selling specialty products to a small segment of customers with unique preferences

Question 3

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 4

Explain the methods of evaluating the performance of a sales force. Why is the evaluation of a company's sales force considered necessary?

Accepted Answer

Management gets information about its sa

Question 5

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.

Question 6

Which of the following factors has most likely contributed to the rapid growth of sales promotion, particularly in consumer markets?

Accepted Answer

A)  declining interest in quality 
B)  declining advertising efficiency 
C)  rising hostility toward large firms 
D)  increasing popularity of e-procurement 
E)  increasing number of international firms 
A)  declining interest in quality 
B)  declining advertising efficiency 
C)  rising hostility toward large firms 
D)  increasing popularity of e-procurement 
E)  increasing number of international firms

Question 7

Companies are increasingly adopting high-commission plans to make sure that salespersons are motivated to build long-term relationships with customers.

Accepted Answer

A) True 
 B)False

Question 8

Trade shows most likely help companies to ________.

Accepted Answer

A)  maximize productivity 
B)  find new sales leads 
C)  trim overhead costs 
D)  reduce the inside sales force 
E)  shorten the selling process 
A)  maximize productivity 
B)  find new sales leads 
C)  trim overhead costs 
D)  reduce the inside sales force 
E)  shorten the selling process

Question 9

Personal selling involves interpersonal interactions between salespeople and individual customers.

Accepted Answer

A) True 
 B)False

Question 10

Creating a brand-marketing event or serving as a sole or participating sponsor of events created by others is known as ________.

Accepted Answer

A)  point-of-purchase promotions 
B)  sweepstakes 
C)  team selling 
D)  event marketing 
E)  personal selling 
A)  point-of-purchase promotions 
B)  sweepstakes 
C)  team selling 
D)  event marketing 
E)  personal selling

Question 11

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 12

Cravenshaw Metalworks has witnessed a rise in the number of its industrial customers in recent years. The company uses different groups of people from the sales, marketing, technical support and finance departments for servicing large, complex accounts. In this instance, Cravenshaw Metalworks uses ________ in order to enhance the quality of its customers' buying experience.

Accepted Answer

A)  product differentiation 
B)  team selling 
C)  competitive marketing intelligence 
D)  satisficing 
E)  e-procurement 
A)  product differentiation 
B)  team selling 
C)  competitive marketing intelligence 
D)  satisficing 
E)  e-procurement

Question 13

Amanda Perkins is a senior sales manager in Arlington Steelworks. As the customer base of her company has grown larger and more demanding over the last few years, Amanda insists on ________, or using groups of people from various departments such as sales, technical support, engineering, and even upper management to service complex accounts.

Accepted Answer

A)  cross selling 
B)  e-procurement 
C)  team selling 
D)  observational research 
E)  vendor screening 
A)  cross selling 
B)  e-procurement 
C)  team selling 
D)  observational research 
E)  vendor screening

Question 14

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 15

During the prospecting step of the selling process, the salesperson meets the customer for the first time.

Accepted Answer

A) True 
 B)False

Question 16

Monty Boyd, an account manager, travels frequently on West Coast Airlines. Monty earns points for every mile he flies, and he will soon have enough points to receive a free airline ticket. West Coast Airlines is attempting to build a strong customer relationship with Monty through a ________.

Accepted Answer

A)  trade promotion 
B)  promotional product 
C)  rebate offer 
D)  point-of-purchase promotion 
E)  frequency marketing program 
A)  trade promotion 
B)  promotional product 
C)  rebate offer 
D)  point-of-purchase promotion 
E)  frequency marketing program

Question 17

Which of the following refers to a positive incentive intended to increase the sales force effort?

Accepted Answer

A)  sales contests 
B)  prospecting 
C)  telecommuting 
D)  sales collateral 
E)  annual sales plan 
A)  sales contests 
B)  prospecting 
C)  telecommuting 
D)  sales collateral 
E)  annual sales plan

Question 18

In the ________, 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 region.

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 19

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 20

________ weakens a given promotion's ability to trigger an immediate purchase.

Accepted Answer

A)  A customer-oriented promotion mix 
B)  Promotion clutter 
C)  Puffery 
D)  Local marketing 
E)  Niche marketing 
A)  A customer-oriented promotion mix 
B)  Promotion clutter 
C)  Puffery 
D)  Local marketing 
E)  Niche marketing

What is the goal of training salespeople?

Which of the following is an example of trade promotion?

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.

Explain the methods of evaluating the performance of a sales force. Why is the evaluation of a company's sales force considered necessary?

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

Which of the following factors has most likely contributed to the rapid growth of sales promotion, particularly in consumer markets?

Companies are increasingly adopting high-commission plans to make sure that salespersons are motivated to build long-term relationships with customers.

Trade shows most likely help companies to ________.

Personal selling involves interpersonal interactions between salespeople and individual customers.

Creating a brand-marketing event or serving as a sole or participating sponsor of events created by others is known as ________.

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

During the prospecting step of the selling process, the salesperson meets the customer for the first time.

Monty Boyd, an account manager, travels frequently on West Coast Airlines. Monty earns points for every mile he flies, and he will soon have enough points to receive a free airline ticket. West Coast Airlines is attempting to build a strong customer relationship with Monty through a ________.

Which of the following refers to a positive incentive intended to increase the sales force effort?

In the ________, 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 region.

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

________ weakens a given promotion's ability to trigger an immediate purchase.

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

Exam 16: Personal Selling and Sales Promotion

What is the goal of training salespeople?

Which of the following is an example of trade promotion?

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.

Explain the methods of evaluating the performance of a sales force. Why is the evaluation of a company's sales force considered necessary?

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

Which of the following factors has most likely contributed to the rapid growth of sales promotion, particularly in consumer markets?

Companies are increasingly adopting high-commission plans to make sure that salespersons are motivated to build long-term relationships with customers.

Trade shows most likely help companies to ________.

Personal selling involves interpersonal interactions between salespeople and individual customers.

Creating a brand-marketing event or serving as a sole or participating sponsor of events created by others is known as ________.

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

During the prospecting step of the selling process, the salesperson meets the customer for the first time.

Monty Boyd, an account manager, travels frequently on West Coast Airlines. Monty earns points for every mile he flies, and he will soon have enough points to receive a free airline ticket. West Coast Airlines is attempting to build a strong customer relationship with Monty through a ________.

Which of the following refers to a positive incentive intended to increase the sales force effort?

In the ________, 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 region.

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

________ weakens a given promotion's ability to trigger an immediate purchase.

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