Question 1

The workload approach to estimate salesforce size is outdated.

Accepted Answer

A) True 
 B)False

Question 2

You want to collect information to evaluate your salesforce in the eastern states.Which of the following would you be LEAST likely to consider in doing so?

Accepted Answer

A) sales reports 
B) call reports 
C) expense reports 
D) profit performance in the territory 
E) personality trait assessments 
A) sales reports 
B) call reports 
C) expense reports 
D) profit performance in the territory 
E) personality trait assessments

Question 3

Of the main consumer promotion tools,which is the most costly?

Accepted Answer

A) coupons 
B) samples 
C) cash refunds 
D) advertising 
E) point of Purchase 
A) coupons 
B) samples 
C) cash refunds 
D) advertising 
E) point of Purchase

Question 4

Which of the following is NOT a source of information used by salespeople to generate leads?

Accepted Answer

A) referrals 
B) Web sources 
C) social networks 
D) directories 
E) All of the above are useful sources. 
A) referrals 
B) Web sources 
C) social networks 
D) directories 
E) All of the above are useful sources.

Question 5

Three common tools sales managers use to motivate the salesforce include the organisational climate,sales quotas and positive ________.

Accepted Answer

A) incentives 
B) thinking 
C) meetings 
D) vocabularies and mannerisms 
E) teamwork 
A) incentives 
B) thinking 
C) meetings 
D) vocabularies and mannerisms 
E) teamwork

Question 6

A(n)________ is a salesperson's write-up of his or her completed sales activity.

Accepted Answer

A) expense report 
B) call report 
C) sales report 
D) sales quota 
E) time-and-duty analysis 
A) expense report 
B) call report 
C) sales report 
D) sales quota 
E) time-and-duty analysis

Question 7

________ is the step in the selling process when the salesperson identifies qualified potential customers.

Accepted Answer

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

Question 8

Manufacturers may offer an allowance in return for the retailer's agreement to feature the manufacturer's products in some way.

Accepted Answer

A) True 
 B)False

Question 9

A company wants its outside salespeople to spend more time with its existing customers.One way for it to accomplish this goal would be to hire additional technical support people and sales assistants.

Accepted Answer

A) True 
 B)False

Question 10

________ promotion consists of short-term incentives to encourage purchase of a product or service.

Accepted Answer

The answer of ________ promotion consists of short-term incentives to...

Question 11

Which of the following promotion tools involves interpersonal interactions with customers and prospects to make sales and maintain customer relationships?

Accepted Answer

A) personal selling 
B) advertising 
C) E-commerce 
D) publicity 
E) public relations 
A) personal selling 
B) advertising 
C) E-commerce 
D) publicity 
E) public relations

Question 12

Which of the following is a potential drawback of using Sales 2.0 technologies to make sales presentations and service accounts?

Accepted Answer

A) Salespeople are more likely to use a 'one-size-fits-all' selling approach. 
B) The cost of the technology outweighs any savings gained in eliminating the need for travel. 
C) The systems can intimidate low-tech salespeople or clients. 
D) The technologies limit the degree of creativity a salesperson can use in making sales presentations. 
E) Customers are less likely to use such technologies in their own businesses. 
A) Salespeople are more likely to use a 'one-size-fits-all' selling approach. 
B) The cost of the technology outweighs any savings gained in eliminating the need for travel. 
C) The systems can intimidate low-tech salespeople or clients. 
D) The technologies limit the degree of creativity a salesperson can use in making sales presentations. 
E) Customers are less likely to use such technologies in their own businesses.

Question 13

________ consists of short-term incentives to encourage the purchase or sale of a product or service.This offers reasons to buy it now.

Accepted Answer

A) A patronage reward 
B) A segmented promotion 
C) Advertising 
D) Sales promotion 
E) Publicity 
A) A patronage reward 
B) A segmented promotion 
C) Advertising 
D) Sales promotion 
E) Publicity

Question 14

To reduce time demands on their outside salesforces,many companies have increased the size of their inside salesforces,which include technical support people,sales assistants and ________.

Accepted Answer

A) retail supervisors 
B) sales managers 
C) telemarketers and Web sellers 
D) human resource professionals 
E) public relations professionals 
A) retail supervisors 
B) sales managers 
C) telemarketers and Web sellers 
D) human resource professionals 
E) public relations professionals

Question 15

________ is the step in the selling process when the salesperson tells the product 'story' to the buyer,showing how the company's offer solves the customer's problems.

Accepted Answer

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

Question 16

Manufacturers direct more sales promotion dollars toward consumers than toward retailers.

Accepted Answer

A) True 
 B)False

Question 17

A company can unite its marketing and sales functions through all of the following activities EXCEPT ________.

Accepted Answer

A) assigning a telemarketer the task of visiting a customer 
B) arranging joint meetings to clarify all aspects of communication 
C) appointing a chief customer officer to oversee both departments 
D) having a salesperson preview ads and sales-promotion campaigns 
E) sending brand managers on sales calls with a salesperson 
A) assigning a telemarketer the task of visiting a customer 
B) arranging joint meetings to clarify all aspects of communication 
C) appointing a chief customer officer to oversee both departments 
D) having a salesperson preview ads and sales-promotion campaigns 
E) sending brand managers on sales calls with a salesperson

Question 18

Of the following,which is the LEAST creative sales position?

Accepted Answer

A) order taker 
B) order getter 
C) account executive 
D) account development rep 
E) outside salesperson 
A) order taker 
B) order getter 
C) account executive 
D) account development rep 
E) outside salesperson

Question 19

Which of the following statements best describes the distinction between a contest and a sweepstake?

Accepted Answer

A) In a contest every entry has an equal opportunity of winning;in a sweepstake the odds of winning are very remote. 
B) A contest is a game of skill;a sweepstake is a game of chance. 
C) A panel of judges evaluates the entries in a contest;no judging occurs in sweepstakes. 
D) Consumers love contests more than sweepstakes. 
E) There is no real difference between these two forms of sales promotion. 
A) In a contest every entry has an equal opportunity of winning;in a sweepstake the odds of winning are very remote. 
B) A contest is a game of skill;a sweepstake is a game of chance. 
C) A panel of judges evaluates the entries in a contest;no judging occurs in sweepstakes. 
D) Consumers love contests more than sweepstakes. 
E) There is no real difference between these two forms of sales promotion.

Question 20

Which of the following is NOT one of the four major target audiences of sales promotion tools?

Accepted Answer

A) final buyers 
B) retailers 
C) business customers 
D) members of the salesforce 
E) investors 
A) final buyers 
B) retailers 
C) business customers 
D) members of the salesforce 
E) investors

The workload approach to estimate salesforce size is outdated.

You want to collect information to evaluate your salesforce in the eastern states.Which of the following would you be LEAST likely to consider in doing so?

Of the main consumer promotion tools,which is the most costly?

Which of the following is NOT a source of information used by salespeople to generate leads?

Three common tools sales managers use to motivate the salesforce include the organisational climate,sales quotas and positive ________.

A(n)________ is a salesperson's write-up of his or her completed sales activity.

________ is the step in the selling process when the salesperson identifies qualified potential customers.

Manufacturers may offer an allowance in return for the retailer's agreement to feature the manufacturer's products in some way.

A company wants its outside salespeople to spend more time with its existing customers.One way for it to accomplish this goal would be to hire additional technical support people and sales assistants.

________ promotion consists of short-term incentives to encourage purchase of a product or service.

Which of the following promotion tools involves interpersonal interactions with customers and prospects to make sales and maintain customer relationships?

Which of the following is a potential drawback of using Sales 2.0 technologies to make sales presentations and service accounts?

________ consists of short-term incentives to encourage the purchase or sale of a product or service.This offers reasons to buy it now.

To reduce time demands on their outside salesforces,many companies have increased the size of their inside salesforces,which include technical support people,sales assistants and ________.

________ is the step in the selling process when the salesperson tells the product 'story' to the buyer,showing how the company's offer solves the customer's problems.

Manufacturers direct more sales promotion dollars toward consumers than toward retailers.

A company can unite its marketing and sales functions through all of the following activities EXCEPT ________.

Of the following,which is the LEAST creative sales position?

Which of the following statements best describes the distinction between a contest and a sweepstake?

Which of the following is NOT one of the four major target audiences of sales promotion tools?

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

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Exam 12: Marketing Channels: Delivering Customer Value

The workload approach to estimate salesforce size is outdated.

You want to collect information to evaluate your salesforce in the eastern states.Which of the following would you be LEAST likely to consider in doing so?

Of the main consumer promotion tools,which is the most costly?

Which of the following is NOT a source of information used by salespeople to generate leads?

Three common tools sales managers use to motivate the salesforce include the organisational climate,sales quotas and positive ________.

A(n)________ is a salesperson's write-up of his or her completed sales activity.

________ is the step in the selling process when the salesperson identifies qualified potential customers.

Manufacturers may offer an allowance in return for the retailer's agreement to feature the manufacturer's products in some way.

A company wants its outside salespeople to spend more time with its existing customers.One way for it to accomplish this goal would be to hire additional technical support people and sales assistants.

________ promotion consists of short-term incentives to encourage purchase of a product or service.

Which of the following promotion tools involves interpersonal interactions with customers and prospects to make sales and maintain customer relationships?

Which of the following is a potential drawback of using Sales 2.0 technologies to make sales presentations and service accounts?

________ consists of short-term incentives to encourage the purchase or sale of a product or service.This offers reasons to buy it now.

To reduce time demands on their outside salesforces,many companies have increased the size of their inside salesforces,which include technical support people,sales assistants and ________.

________ is the step in the selling process when the salesperson tells the product 'story' to the buyer,showing how the company's offer solves the customer's problems.

Manufacturers direct more sales promotion dollars toward consumers than toward retailers.

A company can unite its marketing and sales functions through all of the following activities EXCEPT ________.

Of the following,which is the LEAST creative sales position?

Which of the following statements best describes the distinction between a contest and a sweepstake?

Which of the following is NOT one of the four major target audiences of sales promotion tools?

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