Question 1

________ is defined as analyzing, planning, implementing, and controlling sales force activities.

Accepted Answer

A)  Benchmarking 
B)  Sales force management 
C)  Business intelligence 
D)  Sales force automation 
E)  Sampling 
A)  Benchmarking 
B)  Sales force management 
C)  Business intelligence 
D)  Sales force automation 
E)  Sampling

Question 2

What is personal selling?

Accepted Answer

Personal presentations by the

Question 3

The inside sales force consists of salespeople who conduct business from their offices via telephone, the Internet, or visits from buyers.

Accepted Answer

A) True 
 B)False

Question 4

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 5

________ refer to sales promotion tools used to persuade resellers to carry a brand, give it shelf space, promote it in advertising, and push it to consumers.

Accepted Answer

A)  Point-of-purchase promotions 
B)  Frequency marketing programs 
C)  Trade promotions 
D)  Events 
E)  Coupons and inserts 
A)  Point-of-purchase promotions 
B)  Frequency marketing programs 
C)  Trade promotions 
D)  Events 
E)  Coupons and inserts

Question 6

Which of the following is true with regard to prospecting?

Accepted Answer

A)  Salespersons meet and greet the buyer. 
B)  Salespersons learn as much as possible about the organization. 
C)  Salespersons identify qualified potential customers. 
D)  Salespersons tell the "value story" to the buyer, showing how the company's offer solves the customer's problems. 
E)  Salespersons ask for the order, review points of agreement, and offer to write up the order. 
A)  Salespersons meet and greet the buyer. 
B)  Salespersons learn as much as possible about the organization. 
C)  Salespersons identify qualified potential customers. 
D)  Salespersons tell the "value story" to the buyer, showing how the company's offer solves the customer's problems. 
E)  Salespersons ask for the order, review points of agreement, and offer to write up the order.

Question 7

Johnson Business Solutions maintains one sales force for its copy machines and a separate sales force for its computer systems. Johnson Business Solutions utilizes a(n) ________.

Accepted Answer

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

Question 8

The first step in the selling process is preapproach-learning about an organization and its buyers.

Accepted Answer

A) True 
 B)False

Question 9

Using teams of people from sales, marketing, engineering, finance, technical support, and even upper management to service large, complex accounts is known as complex selling.

Accepted Answer

A) True 
 B)False

________ is defined as analyzing, planning, implementing, and controlling sales force activities.

What is personal selling?

The inside sales force consists of salespeople who conduct business from their offices via telephone, the Internet, or visits from buyers.

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

________ refer to sales promotion tools used to persuade resellers to carry a brand, give it shelf space, promote it in advertising, and push it to consumers.

Which of the following is true with regard to prospecting?

Johnson Business Solutions maintains one sales force for its copy machines and a separate sales force for its computer systems. Johnson Business Solutions utilizes a(n) ________.

The first step in the selling process is preapproach-learning about an organization and its buyers.

Using teams of people from sales, marketing, engineering, finance, technical support, and even upper management to service large, complex accounts is known as complex selling.

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

________ is defined as analyzing, planning, implementing, and controlling sales force activities.

What is personal selling?

The inside sales force consists of salespeople who conduct business from their offices via telephone, the Internet, or visits from buyers.

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

________ refer to sales promotion tools used to persuade resellers to carry a brand, give it shelf space, promote it in advertising, and push it to consumers.

Which of the following is true with regard to prospecting?

Johnson Business Solutions maintains one sales force for its copy machines and a separate sales force for its computer systems. Johnson Business Solutions utilizes a(n) ________.

The first step in the selling process is preapproach-learning about an organization and its buyers.

Using teams of people from sales, marketing, engineering, finance, technical support, and even upper management to service large, complex accounts is known as complex selling.

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