Question 1

How can sales promotion be accomplished through samples?

Accepted Answer

Sampling can be a powerful promotional t

Question 2

Sigma Inc. has 2,000 Type-A accounts, each requiring 35 calls per year, and 1,000 Type-B accounts, each requiring 15 calls per year. What is the sales force's workload?

Accepted Answer

A)  15,000 calls 
B)  35,000 calls 
C)  70,000 calls 
D)  85,000 calls 
E)  95,000 calls 
A)  15,000 calls 
B)  35,000 calls 
C)  70,000 calls 
D)  85,000 calls 
E)  95,000 calls

Question 3

Jason has been recently hired as a salesperson by Matrix Inc., a company selling consumer durables. He is currently working on his first sales assignment. After identifying a good prospect, Jason is now learning everything about his prospect via online sources and common acquaintances. Which of the following stages of the selling process is Jason in?

Accepted Answer

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

Question 4

Which of the following is a primary reason that companies use e-learning to conduct sales training programs?

Accepted Answer

A)  Customer needs and habits can be unambiguously conveyed through online training programs. 
B)  Sales training programs that do not use e-learning are mostly ineffective. 
C)  E-learning eliminates employee attrition. 
D)  E-learning is the best way to simulate real-life sales calls. 
E)  E-learning cuts travel and training costs. 
A)  Customer needs and habits can be unambiguously conveyed through online training programs. 
B)  Sales training programs that do not use e-learning are mostly ineffective. 
C)  E-learning eliminates employee attrition. 
D)  E-learning is the best way to simulate real-life sales calls. 
E)  E-learning cuts travel and training costs.

Question 5

Which of the following is the last step in the selling process?

Accepted Answer

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

Question 6

Bose offers $50 cash back to customers who purchase a new speaker and send in a proof of purchase. This is an example of a ________.

Accepted Answer

A)  rebate 
B)  POP promotion 
C)  price pack 
D)  premium 
E)  sample 
A)  rebate 
B)  POP promotion 
C)  price pack 
D)  premium 
E)  sample

Question 7

Which consumer promotion tool requires the consumer to provide a proof of purchase to the manufacturer?

Accepted Answer

A)  price packs 
B)  coupons 
C)  samples 
D)  rebates 
E)  displays 
A)  price packs 
B)  coupons 
C)  samples 
D)  rebates 
E)  displays

Question 8

What are the different steps in the selling process? Briefly describe each step.

Accepted Answer

The selling process consists of seven st

Question 9

Describe social selling and what changes it is bringing to the selling process.

Accepted Answer

The fastest-growing sales trend is the e

Question 10

Which of the following would most likely improve coordination between marketing and sales?

Accepted Answer

A)  Salespeople should directly participate in the development of new products. 
B)  Salespeople should participate in marketing planning sessions by sharing firsthand customer knowledge. 
C)  The sales force should strategize promotional strategies and be the primary decision makers about marketing. 
D)  Marketing managers should field test new promotion strategies before the sales team. 
E)  The marketing and the sales departments should conduct annual job rotations. 
A)  Salespeople should directly participate in the development of new products. 
B)  Salespeople should participate in marketing planning sessions by sharing firsthand customer knowledge. 
C)  The sales force should strategize promotional strategies and be the primary decision makers about marketing. 
D)  Marketing managers should field test new promotion strategies before the sales team. 
E)  The marketing and the sales departments should conduct annual job rotations.

Question 11

The workload approach is used to determine the type of sales force structure required by a company.

Accepted Answer

A) True 
 B)False

Question 12

The goal of supervision is to encourage salespeople to "work hard" and energetically toward sales force goals.

Accepted Answer

A) True 
 B)False

Question 13

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

Accepted Answer

A)  A product sales force structure is most appropriate for a company that manufactures a small number of simple products. 
B)  In a product 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 territory. 
C)  In a product sales force structure, salespersons specialize in only a particular product line as the company produces numerous and complex products. 
D)  In a product sales force structure, a single salesperson can become an expert in all product categories. 
E)  In a product sales force structure, specialization is highly discouraged. 
A)  A product sales force structure is most appropriate for a company that manufactures a small number of simple products. 
B)  In a product 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 territory. 
C)  In a product sales force structure, salespersons specialize in only a particular product line as the company produces numerous and complex products. 
D)  In a product sales force structure, a single salesperson can become an expert in all product categories. 
E)  In a product sales force structure, specialization is highly discouraged.

Question 14

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 15

A ________ calls for consumers to submit an entry to be judged by a panel that will select the best entries.

Accepted Answer

A)  contest 
B)  sweepstake 
C)  sample 
D)  premium 
E)  rebate 
A)  contest 
B)  sweepstake 
C)  sample 
D)  premium 
E)  rebate

Question 16

Hannah Adams is a senior sales manager in Elmo Corp., a rapidly growing company manufacturing personal computers and printers. In order to handle sales effectively, Hannah insists on using the services of different groups of people from different departments within the company such as the sales, marketing, technical support, and finance departments. In this instance, Hannah makes use of ________.

Accepted Answer

A)  team selling 
B)  competitive marketing intelligence 
C)  hybrid selling 
D)  occasion segmentation 
E)  sales force automation systems 
A)  team selling 
B)  competitive marketing intelligence 
C)  hybrid selling 
D)  occasion segmentation 
E)  sales force automation systems

Question 17

A five-foot high cardboard display of Terry the polar bear, mascot of Terry's protein shake, next to the shelf containing Terry's products in a supermarket is an example of a(n) ________.

Accepted Answer

A)  sample 
B)  point-of-purchase promotion 
C)  business promotion 
D)  advertising specialty 
E)  rebate 
A)  sample 
B)  point-of-purchase promotion 
C)  business promotion 
D)  advertising specialty 
E)  rebate

Question 18

Telemarketing has ceased to be an important tool for most B-to-B marketers owing to the federal government's Do Not Call Registry.

Accepted Answer

A) True 
 B)False

Question 19

Richard, a salesperson, works for Wellington Steelworks. After researching a qualified lead, Richard is preparing opening lines for meeting the customer for the first time. Which step of the selling process is he about to enter?

Accepted Answer

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

Question 20

Which of the following involves computerized, digitized sales force operations that let salespeople work more effectively anytime, anywhere?

Accepted Answer

A)  SWOT analysis 
B)  BCG matrix 
C)  digital marketing system 
D)  sales force automation system 
E)  field service management system 
A)  SWOT analysis 
B)  BCG matrix 
C)  digital marketing system 
D)  sales force automation system 
E)  field service management system

How can sales promotion be accomplished through samples?

Sigma Inc. has 2,000 Type-A accounts, each requiring 35 calls per year, and 1,000 Type-B accounts, each requiring 15 calls per year. What is the sales force's workload?

Which of the following is a primary reason that companies use e-learning to conduct sales training programs?

Which of the following is the last step in the selling process?

Bose offers $50 cash back to customers who purchase a new speaker and send in a proof of purchase. This is an example of a ________.

Which consumer promotion tool requires the consumer to provide a proof of purchase to the manufacturer?

What are the different steps in the selling process? Briefly describe each step.

Describe social selling and what changes it is bringing to the selling process.

Which of the following would most likely improve coordination between marketing and sales?

The workload approach is used to determine the type of sales force structure required by a company.

The goal of supervision is to encourage salespeople to "work hard" and energetically toward sales force goals.

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

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

A ________ calls for consumers to submit an entry to be judged by a panel that will select the best entries.

A five-foot high cardboard display of Terry the polar bear, mascot of Terry's protein shake, next to the shelf containing Terry's products in a supermarket is an example of a(n) ________.

Telemarketing has ceased to be an important tool for most B-to-B marketers owing to the federal government's Do Not Call Registry.

Richard, a salesperson, works for Wellington Steelworks. After researching a qualified lead, Richard is preparing opening lines for meeting the customer for the first time. Which step of the selling process is he about to enter?

Which of the following involves computerized, digitized sales force operations that let salespeople work more effectively anytime, anywhere?

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

How can sales promotion be accomplished through samples?

Sigma Inc. has 2,000 Type-A accounts, each requiring 35 calls per year, and 1,000 Type-B accounts, each requiring 15 calls per year. What is the sales force's workload?

Which of the following is a primary reason that companies use e-learning to conduct sales training programs?

Which of the following is the last step in the selling process?

Bose offers $50 cash back to customers who purchase a new speaker and send in a proof of purchase. This is an example of a ________.

Which consumer promotion tool requires the consumer to provide a proof of purchase to the manufacturer?

What are the different steps in the selling process? Briefly describe each step.

Describe social selling and what changes it is bringing to the selling process.

Which of the following would most likely improve coordination between marketing and sales?

The workload approach is used to determine the type of sales force structure required by a company.

The goal of supervision is to encourage salespeople to "work hard" and energetically toward sales force goals.

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

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

A ________ calls for consumers to submit an entry to be judged by a panel that will select the best entries.

A five-foot high cardboard display of Terry the polar bear, mascot of Terry's protein shake, next to the shelf containing Terry's products in a supermarket is an example of a(n) ________.

Telemarketing has ceased to be an important tool for most B-to-B marketers owing to the federal government's Do Not Call Registry.

Richard, a salesperson, works for Wellington Steelworks. After researching a qualified lead, Richard is preparing opening lines for meeting the customer for the first time. Which step of the selling process is he about to enter?

Which of the following involves computerized, digitized sales force operations that let salespeople work more effectively anytime, anywhere?

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