Exam 16: Personal Selling and Sales Promotion

J&M Manufacturing has 2,000 Type-A accounts,each requiring 35 calls per year,and 1,000 Type-B accounts,each requiring 15 calls per year.What is the sales force's workload?

(Multiple Choice)

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Question 41

During the prospecting stage,a salesperson needs to discriminate between good leads and poor leads,a process known as ________.

(Multiple Choice)

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Question 42

Describe some of the methods used to supervise salespeople and help them work more efficiently.

(Essay)

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Question 43

What type of company would be likely to use a product sales force structure?

(Essay)

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Question 44

______________ are designed to build brand equity.

(Multiple Choice)

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Question 45

Blue Star Supply Company wants its outside salespeople to spend more time with customers.One way for Blue Star to accomplish this goal would be for the company to hire additional technical support people and sales assistants.

(True/False)

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Question 46

A salesperson in the prospecting stage most likely uses of the following methods EXCEPT ________.

(Multiple Choice)

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Question 47

When a company sets out to analyze,plan,implement,and control sales force activities,the company is undertaking ________.

(Multiple Choice)

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Question 48

Which of the following consumer promotion tools is the MOST costly way for companies to introduce a new product?

(Multiple Choice)

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Question 49

Salespeople need to know and identify with the company,its products,and its competitors.

(True/False)

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Question 50

Telemarketing and Web selling can be very effective but expensive ways to sell to smaller,harder-to-reach customers.

(True/False)

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Question 51

Which of the following is a potential drawback of using Web-based technologies for making sales presentations and servicing accounts?

(Multiple Choice)

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Question 52

You are applying for a position with the inside sales force at Carson Medical Sales.If you earn the job,you will most likely be expected to perform all of the following tasks EXCEPT ________.

(Multiple Choice)

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Question 53

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

(True/False)

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Question 54

An IBM sales representative is giving a product demonstration to a Best Denki representative.Assisting with the demonstration are an engineer,a financial analyst,and an information systems specialist.If IBM wins the Best Denki account,then all four IBM representatives will service the Best Denki account.This is an example of ________.

(Multiple Choice)

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Question 55

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

(True/False)

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Question 56

Discuss the differences between the three major sales force structures.What are the potential benefits of each structure?

(Essay)

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Question 57

Asian Motors splits Asia into 10 sales regions.Within each of those regions,the company maintains two sales teams,one for existing customers and one for prospects.What type of sales force structure does Asian Motors use?

(Multiple Choice)

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Question 58

Team selling is ideal when customer problems become more complex and customers become larger and more demanding.Sales teams have the advantage of uncovering problems that an individual would not,and sales teams can develop new opportunities as well.

(True/False)

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Question 59

All of the following are basic types of compensation plan for salespeople EXCEPT ________.

(Multiple Choice)

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Question 60

Showing 41 - 60 of 150

J&M Manufacturing has 2,000 Type-A accounts,each requiring 35 calls per year,and 1,000 Type-B accounts,each requiring 15 calls per year.What is the sales force's workload?

During the prospecting stage,a salesperson needs to discriminate between good leads and poor leads,a process known as ________.

Describe some of the methods used to supervise salespeople and help them work more efficiently.

What type of company would be likely to use a product sales force structure?

______________ are designed to build brand equity.

Blue Star Supply Company wants its outside salespeople to spend more time with customers.One way for Blue Star to accomplish this goal would be for the company to hire additional technical support people and sales assistants.

A salesperson in the prospecting stage most likely uses of the following methods EXCEPT ________.

When a company sets out to analyze,plan,implement,and control sales force activities,the company is undertaking ________.

Which of the following consumer promotion tools is the MOST costly way for companies to introduce a new product?

Salespeople need to know and identify with the company,its products,and its competitors.

Telemarketing and Web selling can be very effective but expensive ways to sell to smaller,harder-to-reach customers.

Which of the following is a potential drawback of using Web-based technologies for making sales presentations and servicing accounts?

You are applying for a position with the inside sales force at Carson Medical Sales.If you earn the job,you will most likely be expected to perform all of the following tasks EXCEPT ________.

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

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

Discuss the differences between the three major sales force structures.What are the potential benefits of each structure?

Asian Motors splits Asia into 10 sales regions.Within each of those regions,the company maintains two sales teams,one for existing customers and one for prospects.What type of sales force structure does Asian Motors use?

Team selling is ideal when customer problems become more complex and customers become larger and more demanding.Sales teams have the advantage of uncovering problems that an individual would not,and sales teams can develop new opportunities as well.

All of the following are basic types of compensation plan for salespeople EXCEPT ________.

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