Question 1

Sales ________ encourage a sales force to make a selling effort that is above and beyond the normal expectation.

Accepted Answer

A)  contests 
B)  quotas 
C)  meetings 
D)  reports 
E)  plans 
A)  contests 
B)  quotas 
C)  meetings 
D)  reports 
E)  plans

Question 2

A salesperson should seek out,clarify,and overcome any customer objections during the sales presentation in order to ________.

Accepted Answer

A)  offer the buyer a discount for placing an order 
B)  minimize the buyer's concerns about the product 
C)  compliment the buyer for mentioning the objections 
D)  turn the objections into reasons for buying 
E)  turn the objections into an opportunity for humor 
A)  offer the buyer a discount for placing an order 
B)  minimize the buyer's concerns about the product 
C)  compliment the buyer for mentioning the objections 
D)  turn the objections into reasons for buying 
E)  turn the objections into an opportunity for humor

Question 3

Technologies such as handheld computers and interactive whiteboards enable salespeople to enhance the ________ stage of the selling process.

Accepted Answer

A)  prospecting 
B)  preapproach 
C)  presentation and demonstration 
D)  qualifying 
E)  follow-up 
A)  prospecting 
B)  preapproach 
C)  presentation and demonstration 
D)  qualifying 
E)  follow-up

Question 4

Many companies recognize that winning and keeping accounts requires more than making good products and directing the sales force to close lots of sales.It requires _______________ .

Accepted Answer

A)  earning business from customers based on low prices 
B)  listening to customers, understanding their needs, and creating customer value to build lasting relationships 
C)  closing deals quickly to meet team sales quotas 
D)  gaining short-term sales that increase annual sales volume 
E)  challenging customers to find better deals for products and services 
A)  earning business from customers based on low prices 
B)  listening to customers, understanding their needs, and creating customer value to build lasting relationships 
C)  closing deals quickly to meet team sales quotas 
D)  gaining short-term sales that increase annual sales volume 
E)  challenging customers to find better deals for products and services

Question 5

Members of a company's ________ conduct business from their offices using telephones,e-mails,or visits from prospective buyers to generate sales.

Accepted Answer

A)  outside sales force 
B)  inside sales force 
C)  complex sales force 
D)  customer sales force 
E)  product sales force 
A)  outside sales force 
B)  inside sales force 
C)  complex sales force 
D)  customer sales force 
E)  product sales force

Question 6

Which consumer promotion tool requires consumers to send a proof of purchase to the manufacturer?

Accepted Answer

A)  cents-off deals 
B)  coupons 
C)  samples 
D)  cash refunds 
E)  promotional products 
A)  cents-off deals 
B)  coupons 
C)  samples 
D)  cash refunds 
E)  promotional products

Question 7

What are the seven steps in the selling process.Might any of these present a problem to a new and inexperienced salesperson?

Accepted Answer

Prospecting and qualifying begin the pro

Question 8

What is the relationship between the personal selling process and the management of customer relationships?

Accepted Answer

The selling process should be understood

Question 9

________ are goods offered either free or at low cost as an incentive to buy a product.

Accepted Answer

A)  Coupons 
B)  Premiums 
C)  Price packs 
D)  Cash refund offers 
E)  Point-of-purchase promotions 
A)  Coupons 
B)  Premiums 
C)  Price packs 
D)  Cash refund offers 
E)  Point-of-purchase promotions

Question 10

Explain how the workload approach helps companies set sales force size.

Accepted Answer

Using this approach,the company first gr

Question 11

A manufacturer that offers cash or gifts to dealers for encouraging the purchase of the manufacturer's goods is using ________.

Accepted Answer

A)  price-offing 
B)  push money 
C)  off-listing 
D)  off-invoicing 
E)  allowances 
A)  price-offing 
B)  push money 
C)  off-listing 
D)  off-invoicing 
E)  allowances

Question 12

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

Accepted Answer

A)  marketers 
B)  missionaries 
C)  salespeople 
D)  quality control managers 
E)  all of the above 
A)  marketers 
B)  missionaries 
C)  salespeople 
D)  quality control managers 
E)  all of the above

Question 13

Because customers almost always have objections during the presentation or closing step of the selling process,all salespeople should have special training in how to deal with customer objections.

Accepted Answer

A) True 
 B)False

Question 14

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

Accepted Answer

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

Question 15

Complex sales force structures include specialization by customer and territory; by product and territory; by product and customer; and by territory,product,and customer.

Accepted Answer

A) True 
 B)False

Question 16

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

Accepted Answer

A) True 
 B)False

Question 17

How do successful companies recruit and train their salespeople? What are the objectives of most sales force training programs?

Accepted Answer

During the recruitment step,a company sh

Question 18

All of the following are problems associated with the poor selection of salespeople EXCEPT ________.

Accepted Answer

A)  lower sales 
B)  costly turnover 
C)  less productivity 
D)  less office support 
E)  disrupted customer relationships 
A)  lower sales 
B)  costly turnover 
C)  less productivity 
D)  less office support 
E)  disrupted customer relationships

Question 19

Happy Pet is a large pet food company that sells its products to retail pet supply stores as well as wholesalers.The sales force at Happy Pet 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 wholesalers and retailers to the company 
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 wholesalers and retailers to the company

Question 20

Why does a firm's number of prospects always equal or exceed its number of qualified customers?

Accepted Answer

Prospecting identifies the tot

Sales ________ encourage a sales force to make a selling effort that is above and beyond the normal expectation.

A salesperson should seek out,clarify,and overcome any customer objections during the sales presentation in order to ________.

Technologies such as handheld computers and interactive whiteboards enable salespeople to enhance the ________ stage of the selling process.

Many companies recognize that winning and keeping accounts requires more than making good products and directing the sales force to close lots of sales.It requires _______________ .

Members of a company's ________ conduct business from their offices using telephones,e-mails,or visits from prospective buyers to generate sales.

Which consumer promotion tool requires consumers to send a proof of purchase to the manufacturer?

What are the seven steps in the selling process.Might any of these present a problem to a new and inexperienced salesperson?

What is the relationship between the personal selling process and the management of customer relationships?

________ are goods offered either free or at low cost as an incentive to buy a product.

Explain how the workload approach helps companies set sales force size.

A manufacturer that offers cash or gifts to dealers for encouraging the purchase of the manufacturer's goods is using ________.

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

Because customers almost always have objections during the presentation or closing step of the selling process,all salespeople should have special training in how to deal with customer objections.

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

Complex sales force structures include specialization by customer and territory; by product and territory; by product and customer; and by territory,product,and customer.

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

How do successful companies recruit and train their salespeople? What are the objectives of most sales force training programs?

All of the following are problems associated with the poor selection of salespeople EXCEPT ________.

Happy Pet is a large pet food company that sells its products to retail pet supply stores as well as wholesalers.The sales force at Happy Pet is LEAST likely to do which of the following?

Why does a firm's number of prospects always equal or exceed its number of qualified customers?

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

Sales ________ encourage a sales force to make a selling effort that is above and beyond the normal expectation.

A salesperson should seek out,clarify,and overcome any customer objections during the sales presentation in order to ________.

Technologies such as handheld computers and interactive whiteboards enable salespeople to enhance the ________ stage of the selling process.

Many companies recognize that winning and keeping accounts requires more than making good products and directing the sales force to close lots of sales.It requires _______________ .

Members of a company's ________ conduct business from their offices using telephones,e-mails,or visits from prospective buyers to generate sales.

Which consumer promotion tool requires consumers to send a proof of purchase to the manufacturer?

What are the seven steps in the selling process.Might any of these present a problem to a new and inexperienced salesperson?

What is the relationship between the personal selling process and the management of customer relationships?

________ are goods offered either free or at low cost as an incentive to buy a product.

Explain how the workload approach helps companies set sales force size.

A manufacturer that offers cash or gifts to dealers for encouraging the purchase of the manufacturer's goods is using ________.

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

Because customers almost always have objections during the presentation or closing step of the selling process,all salespeople should have special training in how to deal with customer objections.

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

Complex sales force structures include specialization by customer and territory; by product and territory; by product and customer; and by territory,product,and customer.

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

How do successful companies recruit and train their salespeople? What are the objectives of most sales force training programs?

All of the following are problems associated with the poor selection of salespeople EXCEPT ________.

Happy Pet is a large pet food company that sells its products to retail pet supply stores as well as wholesalers.The sales force at Happy Pet is LEAST likely to do which of the following?

Why does a firm's number of prospects always equal or exceed its number of qualified customers?

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