Question 1

A salesperson's ________ is often related to how well he or she meets a sales quota.

Accepted Answer

A)  profit-sharing plan 
B)  compensation 
C)  call report 
D)  sales report 
E)  expense report 
A)  profit-sharing plan 
B)  compensation 
C)  call report 
D)  sales report 
E)  expense report

Question 2

Why have firms adopted sales force automation systems?

Accepted Answer

Many firms have adopted sales

Question 3

Today,most salespeople are well-educated,well-trained professionals who work to build and maintain long-term customer relationships.

Accepted Answer

A) True 
 B)False

Question 4

Why might a company need to hire both an inside and an outside sales force?

Accepted Answer

Larger accounts may require special nurt

Question 5

During the hiring process,companies that test sales applicants typically measure all of the following abilities EXCEPT ________.

Accepted Answer

A)  sales aptitude 
B)  organizational skills 
C)  accounting skills 
D)  analytical skills 
E)  personality traits 
A)  sales aptitude 
B)  organizational skills 
C)  accounting skills 
D)  analytical skills 
E)  personality traits

Question 6

Trade shows offer manufacturers the opportunity to do all of the following EXCEPT ________.

Accepted Answer

A)  establish a sales contest 
B)  find new sales leads 
C)  contact customers 
D)  introduce new products 
E)  educate customers 
A)  establish a sales contest 
B)  find new sales leads 
C)  contact customers 
D)  introduce new products 
E)  educate customers

Question 7

A sales assistant working for an outside sales force will most likely have all of the following duties EXCEPT ________.

Accepted Answer

A)  answering customer's questions when a salesperson is unavailable 
B)  providing administrative backup 
C)  confirming appointments 
D)  following up on deliveries 
E)  determining price points 
A)  answering customer's questions when a salesperson is unavailable 
B)  providing administrative backup 
C)  confirming appointments 
D)  following up on deliveries 
E)  determining price points

Question 8

The ___________ approach fits better with today's relationship marketing focus than does a hard sell or glad-handing approach.

Accepted Answer

A)  hard-sell 
B)  customer-solution 
C)  razzle-dazzle 
D)  sales development 
E)  personal relationship 
A)  hard-sell 
B)  customer-solution 
C)  razzle-dazzle 
D)  sales development 
E)  personal relationship

Question 9

The consumer sends a "proof of purchase" to the manufacturer,who then refunds part of the purchase price by mail.This is an example of a ______.

Accepted Answer

A)  advertising specialty 
B)  premium pack 
C)  sweepstakes 
D)  price pack 
E)  rebate 
A)  advertising specialty 
B)  premium pack 
C)  sweepstakes 
D)  price pack 
E)  rebate

Question 10

Which of the following is an advantage created by the use of a sales force automation system?

Accepted Answer

A)  lower costs for training sales personnel 
B)  increased motivation to acquire new customers 
C)  decreased need for an inside sales force 
D)  stronger organizational climate developed by the sales team 
E)  more efficient scheduling of sales calls and sales presentations 
A)  lower costs for training sales personnel 
B)  increased motivation to acquire new customers 
C)  decreased need for an inside sales force 
D)  stronger organizational climate developed by the sales team 
E)  more efficient scheduling of sales calls and sales presentations

Question 11

Which sales management tool helps a salesperson know which customers to visit and which activities to carry out during a week?

Accepted Answer

A)  time-and-duty analysis 
B)  sales force automation systems 
C)  call plan 
D)  sales quota plan 
E)  positive incentives plan 
A)  time-and-duty analysis 
B)  sales force automation systems 
C)  call plan 
D)  sales quota plan 
E)  positive incentives plan

Question 12

Which of the following is NOT a closing technique?

Accepted Answer

A)  asking for the order 
B)  reviewing points of agreement 
C)  offering to help write up the order 
D)  explaining that the buyer will lose out if the order isn't placed now 
E)  asking the buyer to clarify any objections 
A)  asking for the order 
B)  reviewing points of agreement 
C)  offering to help write up the order 
D)  explaining that the buyer will lose out if the order isn't placed now 
E)  asking the buyer to clarify any objections

Question 13

Personal selling is the interpersonal arm of the promotion mix.

Accepted Answer

A) True 
 B)False

Question 14

Which of the following involves marking a reduced price directly on a product's packaging and often results in the stimulation of short-term sales?

Accepted Answer

A)  promotional products 
B)  patronage rewards 
C)  price packs 
D)  samples 
E)  rebates 
A)  promotional products 
B)  patronage rewards 
C)  price packs 
D)  samples 
E)  rebates

Question 15

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 are easily conveyed through e-learning. 
B)  Customers appreciate the flexibility of e-learning. 
C)  E-learning allows for more employee feedback. 
D)  E-learning is the best way to simulate sales calls. 
E)  E-learning cuts training costs. 
A)  Customer needs and habits are easily conveyed through e-learning. 
B)  Customers appreciate the flexibility of e-learning. 
C)  E-learning allows for more employee feedback. 
D)  E-learning is the best way to simulate sales calls. 
E)  E-learning cuts training costs.

Question 16

Compare the four types of compensation plans available to salespeople.

Accepted Answer

A straight salary is a fixed amount that

Question 17

A sales ________ is the standard that establishes the amount each salesperson should sell and how sales should be divided among the company's products.

Accepted Answer

A)  goal 
B)  task 
C)  quota 
D)  incentive 
E)  contest 
A)  goal 
B)  task 
C)  quota 
D)  incentive 
E)  contest

Question 18

Which of the following questions would provide management with the LEAST beneficial information regarding the performance of its sales force?

Accepted Answer

A)  Is the sales force meeting its profit objectives? 
B)  Is the sales force working well with the marketing team? 
C)  Are sales force costs in line with sales force outcomes? 
D)  Is the sales force accomplishing its customer relationship objectives? 
E)  Does the sales force complete its sales reports and expense reports in a timely manner? 
A)  Is the sales force meeting its profit objectives? 
B)  Is the sales force working well with the marketing team? 
C)  Are sales force costs in line with sales force outcomes? 
D)  Is the sales force accomplishing its customer relationship objectives? 
E)  Does the sales force complete its sales reports and expense reports in a timely manner?

Question 19

Which of the following is NOT a disadvantage of a product sales force structure?

Accepted Answer

A)  extra selling costs involved with multiple sales visits from separate divisions 
B)  overlapping use of resources with big customers 
C)  salespeople spending time to see the same customer's purchasing agents 
D)  increased customer delivery time 
E)  B and C 
A)  extra selling costs involved with multiple sales visits from separate divisions 
B)  overlapping use of resources with big customers 
C)  salespeople spending time to see the same customer's purchasing agents 
D)  increased customer delivery time 
E)  B and C

Question 20

Sellers use trade promotions for all of the following reasons EXCEPT to ________.

Accepted Answer

A)  encourage retailers to carry more inventory 
B)  convince retailers to advertise the product 
C)  gain more shelf space for the product 
D)  encourage salespeople to sign up new accounts 
E)  persuade retailers to buy products in advance 
A)  encourage retailers to carry more inventory 
B)  convince retailers to advertise the product 
C)  gain more shelf space for the product 
D)  encourage salespeople to sign up new accounts 
E)  persuade retailers to buy products in advance

A salesperson's ________ is often related to how well he or she meets a sales quota.

Why have firms adopted sales force automation systems?

Today,most salespeople are well-educated,well-trained professionals who work to build and maintain long-term customer relationships.

Why might a company need to hire both an inside and an outside sales force?

During the hiring process,companies that test sales applicants typically measure all of the following abilities EXCEPT ________.

Trade shows offer manufacturers the opportunity to do all of the following EXCEPT ________.

A sales assistant working for an outside sales force will most likely have all of the following duties EXCEPT ________.

The ___________ approach fits better with today's relationship marketing focus than does a hard sell or glad-handing approach.

The consumer sends a "proof of purchase" to the manufacturer,who then refunds part of the purchase price by mail.This is an example of a ______.

Which of the following is an advantage created by the use of a sales force automation system?

Which sales management tool helps a salesperson know which customers to visit and which activities to carry out during a week?

Which of the following is NOT a closing technique?

Personal selling is the interpersonal arm of the promotion mix.

Which of the following involves marking a reduced price directly on a product's packaging and often results in the stimulation of short-term sales?

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

Compare the four types of compensation plans available to salespeople.

A sales ________ is the standard that establishes the amount each salesperson should sell and how sales should be divided among the company's products.

Which of the following questions would provide management with the LEAST beneficial information regarding the performance of its sales force?

Which of the following is NOT a disadvantage of a product sales force structure?

Sellers use trade promotions for all of the following reasons EXCEPT to ________.

Marketing: Managing Profitable Customer Relationships

Company and Marketing Strategy: Partnering to Build

The Marketing Environment

Managing Marketing Information

Consumer Markets and Consumer 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 Products: Understanding and Capturing Customer Value

Pricing Products: Pricing Strategies

Marketing Channels: Delivering Customer Value

Retailing and Wholesaling

Communicating Customer Value: Integrated Marketing

Advertising and Public Relations

Direct and Online Marketing: Building Direct Customer Relationships

Creating Competitive Advantage

The Global Marketplace

Sustainable Marketing: Social Responsibility and Ethics

Filters

Exam 16: Personal Selling and Sales Promotion

A salesperson's ________ is often related to how well he or she meets a sales quota.

Why have firms adopted sales force automation systems?

Today,most salespeople are well-educated,well-trained professionals who work to build and maintain long-term customer relationships.

Why might a company need to hire both an inside and an outside sales force?

During the hiring process,companies that test sales applicants typically measure all of the following abilities EXCEPT ________.

Trade shows offer manufacturers the opportunity to do all of the following EXCEPT ________.

A sales assistant working for an outside sales force will most likely have all of the following duties EXCEPT ________.

The ___________ approach fits better with today's relationship marketing focus than does a hard sell or glad-handing approach.

The consumer sends a "proof of purchase" to the manufacturer,who then refunds part of the purchase price by mail.This is an example of a ______.

Which of the following is an advantage created by the use of a sales force automation system?

Which sales management tool helps a salesperson know which customers to visit and which activities to carry out during a week?

Which of the following is NOT a closing technique?

Personal selling is the interpersonal arm of the promotion mix.

Which of the following involves marking a reduced price directly on a product's packaging and often results in the stimulation of short-term sales?

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

Compare the four types of compensation plans available to salespeople.

A sales ________ is the standard that establishes the amount each salesperson should sell and how sales should be divided among the company's products.

Which of the following questions would provide management with the LEAST beneficial information regarding the performance of its sales force?

Which of the following is NOT a disadvantage of a product sales force structure?

Sellers use trade promotions for all of the following reasons EXCEPT to ________.

Marketing: Managing Profitable Customer Relationships

Company and Marketing Strategy: Partnering to Build

The Marketing Environment

Managing Marketing Information

Consumer Markets and Consumer 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 Products: Understanding and Capturing Customer Value

Pricing Products: Pricing Strategies

Marketing Channels: Delivering Customer Value

Retailing and Wholesaling

Communicating Customer Value: Integrated Marketing

Advertising and Public Relations

Direct and Online Marketing: Building Direct Customer Relationships

Creating Competitive Advantage

The Global Marketplace

Sustainable Marketing: Social Responsibility and Ethics

Filters