Question 1

Which of the following is NOT one of the four basic types of compensation plans?

Accepted Answer

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

Question 2

A salesperson sells classified ads for a newspaper targeted to plastic manufacturers around the world.When she searches for new companies who might be interested in buying ads in her newspaper,she is ________.

Accepted Answer

A) prospecting 
B) targeting 
C) information bartering 
D) servicing 
E) allocating 
A) prospecting 
B) targeting 
C) information bartering 
D) servicing 
E) allocating A

Question 3

The most expensive consumer promotion tool is mobile couponing.

Accepted Answer

A) True 
 B)False  False

Question 4

You are responsible for hiring inside salespeople for your firm.Which of the following jobs would you be LEAST likely to expect these people to perform?

Accepted Answer

A) free outside salespeople to spend time with major accounts 
B) use the phone to find new leads 
C) act as liaisons between outside salespeople and customers 
D) service accounts 
E) travel to call on customers 
A) free outside salespeople to spend time with major accounts 
B) use the phone to find new leads 
C) act as liaisons between outside salespeople and customers 
D) service accounts 
E) travel to call on customers

Question 5

________ offers are goods offered free of charge or at a reduced price as an incentive to buy a product.

Accepted Answer

The answer of ________ offers are goods offered free of...

Question 6

To discourage a salesperson from ruining a customer relationship by pushing too hard to close a deal and earn a commission,companies are designing compensation plans that reward salespeople for building customer relationships and growing the long-run value of each customer.

Accepted Answer

A) True 
 B)False

Question 7

Which of the following is NOT a pitfall or disadvantage of team selling?

Accepted Answer

A) Selling teams can confuse or overwhelm consumers. 
B) Individual salespeople may have trouble learning to work with and trust others. 
C) Only a few major buying organisations use a team structure to make purchasing decisions. 
D) Difficulties in evaluating individual contributions to the team selling effort can create some sticky compensation issues. 
E) Salespeople have been trained to excel in individual performance. 
A) Selling teams can confuse or overwhelm consumers. 
B) Individual salespeople may have trouble learning to work with and trust others. 
C) Only a few major buying organisations use a team structure to make purchasing decisions. 
D) Difficulties in evaluating individual contributions to the team selling effort can create some sticky compensation issues. 
E) Salespeople have been trained to excel in individual performance.

Question 8

Manufacturers may offer a(n)________ in return for the retailer's agreement to feature the manufacturer's products in advertising or display.

Accepted Answer

A) POP promotion 
B) allowance 
C) incentive promotion 
D) price pack 
E) premium 
A) POP promotion 
B) allowance 
C) incentive promotion 
D) price pack 
E) premium

Question 9

________ offer consumers savings off the regular price of a product,with the reduced price marked by the producer directly on the label or package.

Accepted Answer

A) Premiums 
B) Patronage rewards 
C) Price packs 
D) Samples 
E) Rebates 
A) Premiums 
B) Patronage rewards 
C) Price packs 
D) Samples 
E) Rebates

Question 10

A company has decided to switch to a customer salesforce structure.Which of the following advantages is the company now LEAST likely to enjoy?

Accepted Answer

A) The company can become more customer-focused. 
B) The company can build closer relationships with important customers. 
C) The company can better serve different industries. 
D) The company can better serve current customers and find new customers. 
E) The company can expect salespeople to develop in-depth knowledge of numerous and complex product lines. 
A) The company can become more customer-focused. 
B) The company can build closer relationships with important customers. 
C) The company can better serve different industries. 
D) The company can better serve current customers and find new customers. 
E) The company can expect salespeople to develop in-depth knowledge of numerous and complex product lines.

Question 11

A large consumer product company that sells its products to wholesalers and retailers is LEAST likely to do which of the following?

Accepted Answer

A) work directly with final customers 
B) build relationships with wholesalers 
C) help retailers effectively sell the company's products 
D) communicate regularly with business customers 
E) represent their wholesale and retail customers 
A) work directly with final customers 
B) build relationships with wholesalers 
C) help retailers effectively sell the company's products 
D) communicate regularly with business customers 
E) represent their wholesale and retail customers

Question 12

As a result of the Federal Government's Do Not Call Registry,telemarketing is now rarely used.

Accepted Answer

A) True 
 B)False

Question 13

Which sales management tool shows a salesperson which customers and prospects to see during the next 12 months and in which months,as well as which activities to carry out?

Accepted Answer

A) time-and-duty analysis 
B) salesforce automation system 
C) annual call plan 
D) sales quota plan 
E) positive incentives plan 
A) time-and-duty analysis 
B) salesforce automation system 
C) annual call plan 
D) sales quota plan 
E) positive incentives plan

Question 14

Of all the ways to structure a salesforce,product salesforce structure is most effective in helping the company to become more customer focused and build closer relationships with important customers.

Accepted Answer

A) True 
 B)False

Question 15

In which of the following types of organisation would you NOT expect to find a salesforce?

Accepted Answer

A) governments 
B) museums and art galleries 
C) charitable organisations 
D) universities and educational institutions 
E) All of the above have a salesforce. 
A) governments 
B) museums and art galleries 
C) charitable organisations 
D) universities and educational institutions 
E) All of the above have a salesforce.

Question 16

After a company has determined its salesforce structure,it is ready to determine what ________ it needs.

Accepted Answer

A) team structure 
B) salesforce size 
C) marketing-sales liaison 
D) salesforce supervision 
E) compensation package 
A) team structure 
B) salesforce size 
C) marketing-sales liaison 
D) salesforce supervision 
E) compensation package

Question 17

When a firm sets out to analyse,plan,implement and control salesforce activities,it is undertaking ________.

Accepted Answer

A) marketing design 
B) salesforce management 
C) team selling efforts 
D) co-op selling and advertising 
E) promotional objectives 
A) marketing design 
B) salesforce management 
C) team selling efforts 
D) co-op selling and advertising 
E) promotional objectives

Question 18

According to research conducted by Gallup Management Consulting Group,which of the following is one of the four key talents a successful salesperson should possess?

Accepted Answer

A) easy-going nature 
B) disciplined work style 
C) creativity 
D) technological know-how 
E) understanding of many cultures 
A) easy-going nature 
B) disciplined work style 
C) creativity 
D) technological know-how 
E) understanding of many cultures

Question 19

The purpose of a training program for salespeople is to teach them about all of the following EXCEPT ________.

Accepted Answer

A) customers' buying habits 
B) customers' buying motives 
C) the company's main competitors 
D) the company's retirement benefits 
E) the company's organisational structure 
A) customers' buying habits 
B) customers' buying motives 
C) the company's main competitors 
D) the company's retirement benefits 
E) the company's organisational structure

Question 20

An auto reseller splits the market into 10 sales regions.Within each of those regions,the company maintains two sales teams-one for servicing existing customers and one for prospects.What type of salesforce structure is it using?

Accepted Answer

A) territorial 
B) product 
C) customer 
D) complex 
E) workload 
A) territorial 
B) product 
C) customer 
D) complex 
E) workload

Which of the following is NOT one of the four basic types of compensation plans?

A salesperson sells classified ads for a newspaper targeted to plastic manufacturers around the world.When she searches for new companies who might be interested in buying ads in her newspaper,she is ________.

The most expensive consumer promotion tool is mobile couponing.

You are responsible for hiring inside salespeople for your firm.Which of the following jobs would you be LEAST likely to expect these people to perform?

________ offers are goods offered free of charge or at a reduced price as an incentive to buy a product.

To discourage a salesperson from ruining a customer relationship by pushing too hard to close a deal and earn a commission,companies are designing compensation plans that reward salespeople for building customer relationships and growing the long-run value of each customer.

Which of the following is NOT a pitfall or disadvantage of team selling?

Manufacturers may offer a(n)________ in return for the retailer's agreement to feature the manufacturer's products in advertising or display.

________ offer consumers savings off the regular price of a product,with the reduced price marked by the producer directly on the label or package.

A company has decided to switch to a customer salesforce structure.Which of the following advantages is the company now LEAST likely to enjoy?

A large consumer product company that sells its products to wholesalers and retailers is LEAST likely to do which of the following?

As a result of the Federal Government's Do Not Call Registry,telemarketing is now rarely used.

Which sales management tool shows a salesperson which customers and prospects to see during the next 12 months and in which months,as well as which activities to carry out?

Of all the ways to structure a salesforce,product salesforce structure is most effective in helping the company to become more customer focused and build closer relationships with important customers.

In which of the following types of organisation would you NOT expect to find a salesforce?

After a company has determined its salesforce structure,it is ready to determine what ________ it needs.

When a firm sets out to analyse,plan,implement and control salesforce activities,it is undertaking ________.

According to research conducted by Gallup Management Consulting Group,which of the following is one of the four key talents a successful salesperson should possess?

The purpose of a training program for salespeople is to teach them about all of the following EXCEPT ________.

An auto reseller splits the market into 10 sales regions.Within each of those regions,the company maintains two sales teams-one for servicing existing customers and one for prospects.What type of salesforce structure is it using?

Marketing: Creating and Capturing Customer Value

Company and Marketing Strategy: Partnering to Build Customer Relationships

Analysing the Marketing Environment

Managing Marketing Information to Gain Customer Insights

Consumer Markets and Consumer Buyer Behaviour

Business Markets and Business Buyer Behaviour

Customer-Driven Marketing Strategy: Creating Value for Target Customers

Products, Services and Brands: Building Customer Value

Developing New Products and Managing the Product

Pricing Strategies: Understanding and Capturing Customer Value

Additional Pricing Considerations

Retailing and Wholesaling

Communicating Customer Value: Integrated Marketing Communications Strategy

Filters

Exam 12: Marketing Channels: Delivering Customer Value

Which of the following is NOT one of the four basic types of compensation plans?

A salesperson sells classified ads for a newspaper targeted to plastic manufacturers around the world.When she searches for new companies who might be interested in buying ads in her newspaper,she is ________.

The most expensive consumer promotion tool is mobile couponing.

You are responsible for hiring inside salespeople for your firm.Which of the following jobs would you be LEAST likely to expect these people to perform?

________ offers are goods offered free of charge or at a reduced price as an incentive to buy a product.

To discourage a salesperson from ruining a customer relationship by pushing too hard to close a deal and earn a commission,companies are designing compensation plans that reward salespeople for building customer relationships and growing the long-run value of each customer.

Which of the following is NOT a pitfall or disadvantage of team selling?

Manufacturers may offer a(n)________ in return for the retailer's agreement to feature the manufacturer's products in advertising or display.

________ offer consumers savings off the regular price of a product,with the reduced price marked by the producer directly on the label or package.

A company has decided to switch to a customer salesforce structure.Which of the following advantages is the company now LEAST likely to enjoy?

A large consumer product company that sells its products to wholesalers and retailers is LEAST likely to do which of the following?

As a result of the Federal Government's Do Not Call Registry,telemarketing is now rarely used.

Which sales management tool shows a salesperson which customers and prospects to see during the next 12 months and in which months,as well as which activities to carry out?

Of all the ways to structure a salesforce,product salesforce structure is most effective in helping the company to become more customer focused and build closer relationships with important customers.

In which of the following types of organisation would you NOT expect to find a salesforce?

After a company has determined its salesforce structure,it is ready to determine what ________ it needs.

When a firm sets out to analyse,plan,implement and control salesforce activities,it is undertaking ________.

According to research conducted by Gallup Management Consulting Group,which of the following is one of the four key talents a successful salesperson should possess?

The purpose of a training program for salespeople is to teach them about all of the following EXCEPT ________.

An auto reseller splits the market into 10 sales regions.Within each of those regions,the company maintains two sales teams-one for servicing existing customers and one for prospects.What type of salesforce structure is it using?

Marketing: Creating and Capturing Customer Value

Company and Marketing Strategy: Partnering to Build Customer Relationships

Analysing the Marketing Environment

Managing Marketing Information to Gain Customer Insights

Consumer Markets and Consumer Buyer Behaviour

Business Markets and Business Buyer Behaviour

Customer-Driven Marketing Strategy: Creating Value for Target Customers

Products, Services and Brands: Building Customer Value

Developing New Products and Managing the Product

Pricing Strategies: Understanding and Capturing Customer Value

Additional Pricing Considerations

Retailing and Wholesaling

Communicating Customer Value: Integrated Marketing Communications Strategy

Filters