Question 1

Salesforce automation systems have been developed for improving how salespeople feel about their opportunities and value.

Accepted Answer

A) True 
 B)False

Question 2

Cash-back offers or ________ involve the consumer sending labels that the manufacturer exchanges for money.

Accepted Answer

The answer of Cash-back offers or ________ involve the consumer...

Question 3

During the presentation step of the selling process,the salesperson tells the product 'story' and explains the product benefits to the customer.

Accepted Answer

A) True 
 B)False

Question 4

In which step of the sales process can salespeople now take advantage of technologies such as DVDs,handheld computers,interactive white boards and laptop computers to show customers images that support the salesperson's verbal message?

Accepted Answer

A) prospecting 
B) pre-approach 
C) presentation and demonstration 
D) closing 
E) follow-up 
A) prospecting 
B) pre-approach 
C) presentation and demonstration 
D) closing 
E) follow-up

Question 5

A corporation provides new salespeople with extensive training in the art of listening and problem solving.It utilises which approach to selling?

Accepted Answer

A) sales-oriented 
B) E-learning 
C) team selling 
D) customer solutions 
E) people-oriented 
A) sales-oriented 
B) E-learning 
C) team selling 
D) customer solutions 
E) people-oriented

Question 6

The step in the selling process in which the salesperson learns as much as possible about the buying organisation,what its needs are and who is involved in the buying,is called qualifying.

Accepted Answer

A) True 
 B)False

Question 7

What is the role of a chief revenue officer,also called the chief customer officer?

Accepted Answer

A) to oversee sales 
B) to oversee marketing 
C) to oversee both marketing and sales 
D) to represent customers to the company 
E) to represent the company to customers 
A) to oversee sales 
B) to oversee marketing 
C) to oversee both marketing and sales 
D) to represent customers to the company 
E) to represent the company to customers

Question 8

The sole purpose of evaluating a salesperson's performance is to set his or her quota appropriately.

Accepted Answer

A) True 
 B)False

Question 9

A firm maintains a salesforce for its small appliance customers and a separate salesforce for its automotive customers.It utilises a ________ structure.

Accepted Answer

A) product salesforce 
B) customer salesforce 
C) territorial salesforce 
D) complex salesforce 
E) simple salesforce 
A) product salesforce 
B) customer salesforce 
C) territorial salesforce 
D) complex salesforce 
E) simple salesforce

Question 10

The growth of product management has contributed to the increasing adoption of customer salesforce structures.

Accepted Answer

A) True 
 B)False

Question 11

A ________ promotion is an incentive applied to the retail trade to stock more of a product or to provide increased merchandising space,usually during a consumer promotion.

Accepted Answer

The answer of A ________ promotion is an incentive applied...

Question 12

The salesperson meets the customer for the first time in the ________ step of the selling process.

Accepted Answer

A) prospecting 
B) qualifying 
C) pre-approach 
D) approach 
E) presentation 
A) prospecting 
B) qualifying 
C) pre-approach 
D) approach 
E) presentation

Question 13

According to your text,typical sales people spend around ________ per cent of their time engaged in active face-to-face selling.

Accepted Answer

A) 10 
B) 20 
C) 25 
D) 30 
E) 80 
A) 10 
B) 20 
C) 25 
D) 30 
E) 80

Question 14

The ________ step of the selling process is difficult for some salespeople because they lack confidence,feel guilty about asking for an order or may not recognise the right time to ask for an order.

Accepted Answer

A) approaching the prospect 
B) making a professional presentation 
C) handling objections 
D) closing the sale 
E) following up 
A) approaching the prospect 
B) making a professional presentation 
C) handling objections 
D) closing the sale 
E) following up

Question 15

The most effective consumer promotion tool is coupons.

Accepted Answer

A) True 
 B)False

Question 16

The selling process consists of seven steps.When we distil those steps to basic,underlying goals,they all focus on the goals of ________ and ________.

Accepted Answer

A) closing sales;getting orders from customers 
B) getting new customers;obtaining service ideas from customers 
C) getting new customers;obtaining orders from customers 
D) overcoming objections;developing relationships with customers 
E) managing old customers;following up with customers 
A) closing sales;getting orders from customers 
B) getting new customers;obtaining service ideas from customers 
C) getting new customers;obtaining orders from customers 
D) overcoming objections;developing relationships with customers 
E) managing old customers;following up with customers

Question 17

A ________is a form of sales promotion that requires a customer to submit an entry that will be judged by a panel for the opportunity to win cash or prizes.

Accepted Answer

A) contest 
B) sweepstake 
C) game 
D) price pack 
E) None of the above. 
A) contest 
B) sweepstake 
C) game 
D) price pack 
E) None of the above.

Question 18

Which activity is NOT typical for a sales assistant?

Accepted Answer

A) call ahead and confirm appointments 
B) determine price points 
C) complete administrative tasks 
D) follow up on deliveries 
E) answer customers' questions 
A) call ahead and confirm appointments 
B) determine price points 
C) complete administrative tasks 
D) follow up on deliveries 
E) answer customers' questions

Question 19

________ is the step in the selling process when the salesperson meets and greets the buyer,in order to get the relationship off to a good start.

Accepted Answer

The answer of ________ is the step in the selling...

Question 20

Helping the salesforce 'work smart' is the goal of ________.

Accepted Answer

A) sales supervision 
B) sales motivation 
C) sales compensation 
D) the organisational climate 
E) return on sales investment 
A) sales supervision 
B) sales motivation 
C) sales compensation 
D) the organisational climate 
E) return on sales investment

Salesforce automation systems have been developed for improving how salespeople feel about their opportunities and value.

Cash-back offers or ________ involve the consumer sending labels that the manufacturer exchanges for money.

During the presentation step of the selling process,the salesperson tells the product 'story' and explains the product benefits to the customer.

In which step of the sales process can salespeople now take advantage of technologies such as DVDs,handheld computers,interactive white boards and laptop computers to show customers images that support the salesperson's verbal message?

A corporation provides new salespeople with extensive training in the art of listening and problem solving.It utilises which approach to selling?

The step in the selling process in which the salesperson learns as much as possible about the buying organisation,what its needs are and who is involved in the buying,is called qualifying.

What is the role of a chief revenue officer,also called the chief customer officer?

The sole purpose of evaluating a salesperson's performance is to set his or her quota appropriately.

A firm maintains a salesforce for its small appliance customers and a separate salesforce for its automotive customers.It utilises a ________ structure.

The growth of product management has contributed to the increasing adoption of customer salesforce structures.

A ________ promotion is an incentive applied to the retail trade to stock more of a product or to provide increased merchandising space,usually during a consumer promotion.

The salesperson meets the customer for the first time in the ________ step of the selling process.

According to your text,typical sales people spend around ________ per cent of their time engaged in active face-to-face selling.

The ________ step of the selling process is difficult for some salespeople because they lack confidence,feel guilty about asking for an order or may not recognise the right time to ask for an order.

The most effective consumer promotion tool is coupons.

The selling process consists of seven steps.When we distil those steps to basic,underlying goals,they all focus on the goals of and .

A ________is a form of sales promotion that requires a customer to submit an entry that will be judged by a panel for the opportunity to win cash or prizes.

Which activity is NOT typical for a sales assistant?

________ is the step in the selling process when the salesperson meets and greets the buyer,in order to get the relationship off to a good start.

Helping the salesforce 'work smart' is the goal of ________.

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

Salesforce automation systems have been developed for improving how salespeople feel about their opportunities and value.

Cash-back offers or ________ involve the consumer sending labels that the manufacturer exchanges for money.

During the presentation step of the selling process,the salesperson tells the product 'story' and explains the product benefits to the customer.

In which step of the sales process can salespeople now take advantage of technologies such as DVDs,handheld computers,interactive white boards and laptop computers to show customers images that support the salesperson's verbal message?

A corporation provides new salespeople with extensive training in the art of listening and problem solving.It utilises which approach to selling?

The step in the selling process in which the salesperson learns as much as possible about the buying organisation,what its needs are and who is involved in the buying,is called qualifying.

What is the role of a chief revenue officer,also called the chief customer officer?

The sole purpose of evaluating a salesperson's performance is to set his or her quota appropriately.

A firm maintains a salesforce for its small appliance customers and a separate salesforce for its automotive customers.It utilises a ________ structure.

The growth of product management has contributed to the increasing adoption of customer salesforce structures.

A ________ promotion is an incentive applied to the retail trade to stock more of a product or to provide increased merchandising space,usually during a consumer promotion.

The salesperson meets the customer for the first time in the ________ step of the selling process.

According to your text,typical sales people spend around ________ per cent of their time engaged in active face-to-face selling.

The ________ step of the selling process is difficult for some salespeople because they lack confidence,feel guilty about asking for an order or may not recognise the right time to ask for an order.

The most effective consumer promotion tool is coupons.

The selling process consists of seven steps.When we distil those steps to basic,underlying goals,they all focus on the goals of ________ and ________.

A ________is a form of sales promotion that requires a customer to submit an entry that will be judged by a panel for the opportunity to win cash or prizes.

Which activity is NOT typical for a sales assistant?

________ is the step in the selling process when the salesperson meets and greets the buyer,in order to get the relationship off to a good start.

Helping the salesforce 'work smart' is the goal of ________.

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

The selling process consists of seven steps.When we distil those steps to basic,underlying goals,they all focus on the goals of and .