Question 1

Salespeople can spend more time with customers when their administrative requirements are decreased.

Accepted Answer

A) True 
 B)False

Question 2

Which type of sales approach is best for today's customers who expect answers,results,and useful products?

Accepted Answer

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

Question 3

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

Accepted Answer

In the territorial sales force structure

Question 4

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

Question 5

The aim of sales management motivation is to encourage salespeople to .

Accepted Answer

A) "work smart" 
B) "work hard" 
C) "work creatively" 
D) "work quickly" 
E) "work cooperatively" 
A) "work smart" 
B) "work hard" 
C) "work creatively" 
D) "work quickly" 
E) "work cooperatively"

Question 6

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

Accepted Answer

Larger accounts may require special nurt

Question 7

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

Accepted Answer

A) Customers are less likely to buy the product when a Web conference is used. 
B) Customers lack the technology required to participate in a Web conference. 
C) The cost of the technology outweighs any savings gained by eliminating the need for travel. 
D) Salespeople have to invest more time in preparing for this type of interaction with customers. 
E) The systems can intimidate salespeople who are unfamiliar with the technology. 
A) Customers are less likely to buy the product when a Web conference is used. 
B) Customers lack the technology required to participate in a Web conference. 
C) The cost of the technology outweighs any savings gained by eliminating the need for travel. 
D) Salespeople have to invest more time in preparing for this type of interaction with customers. 
E) The systems can intimidate salespeople who are unfamiliar with the technology.

Question 8

The qualities buyers dislike most in salespeople include all EXCEPT which of the following?

Accepted Answer

A) being unprepared 
B) being deceitful 
C) being pushy 
D) being reliant on technology 
E) being disorganized 
A) being unprepared 
B) being deceitful 
C) being pushy 
D) being reliant on technology 
E) being disorganized

Question 9

Kirk Wilkins renewed his cell phone contract with Zip Wireless and purchased a new cell phone through the Zip Web site.If Kirk mails Zip his phone receipt,proof of purchase,and a completed form,he will receive $50 in the mail.What type of sales promotion is being used by Zip?

Accepted Answer

A) advertising specialty 
B) rebate 
C) price pack 
D) premium 
E) point of purchase 
A) advertising specialty 
B) rebate 
C) price pack 
D) premium 
E) point of purchase

Question 10

During the presentation step of the selling process,the salesperson tells the customer the "value story" of the product.

Accepted Answer

A) True 
 B)False

Question 11

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

Accepted Answer

A) cold calling 
B) referrals from current customers 
C) referrals from competing salespeople 
D) referrals from dealers 
E) referrals from suppliers 
A) cold calling 
B) referrals from current customers 
C) referrals from competing salespeople 
D) referrals from dealers 
E) referrals from suppliers

Question 12

Why do sales supervisors provide their salespeople with annual call plans?

Accepted Answer

The annual call plan shows whi

Question 13

A salesperson who researches a company's buying styles and product line is most likely in the stage of the selling process.

Accepted Answer

A) approach 
B) presentation 
C) prospecting 
D) preapproach 
E) closing 
A) approach 
B) presentation 
C) prospecting 
D) preapproach 
E) closing

Question 14

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 15

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

Accepted Answer

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

Question 16

A company that treats its salespeople as valuable contributors with unlimited income opportunities has developed a(n)that will have fewer turnovers and higher sales force performance.

Accepted Answer

A) sales structure 
B) workload 
C) compensation package 
D) organizational climate 
E) sales force system 
A) sales structure 
B) workload 
C) compensation package 
D) organizational climate 
E) sales force system

Question 17

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 18

Of all the ways to structure a sales force,product sales force structure is most effective in helping the company become more customer focused and build closer relationships with important customers.

Accepted Answer

A) True 
 B)False

Question 19

Which step in the sales process is most focused on ensuring customer satisfaction and repeat business?

Accepted Answer

A) professional presentation 
B) follow- up 
C) qualifying prospects 
D) proper approach 
E) handling objections 
A) professional presentation 
B) follow- up 
C) qualifying prospects 
D) proper approach 
E) handling objections

Question 20

Salespeople should be trained to recognize signals from the buyer,which can include physical actions such as leaning forward and nodding or asking questions about prices and credit terms.

Accepted Answer

A) qualifying 
B) objection 
C) follow- up 
D) approach 
E) closing 
A) qualifying 
B) objection 
C) follow- up 
D) approach 
E) closing

Salespeople can spend more time with customers when their administrative requirements are decreased.

Which type of sales approach is best for today's customers who expect answers,results,and useful products?

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

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

The aim of sales management motivation is to encourage salespeople to .

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

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

The qualities buyers dislike most in salespeople include all EXCEPT which of the following?

Kirk Wilkins renewed his cell phone contract with Zip Wireless and purchased a new cell phone through the Zip Web site.If Kirk mails Zip his phone receipt,proof of purchase,and a completed form,he will receive $50 in the mail.What type of sales promotion is being used by Zip?

During the presentation step of the selling process,the salesperson tells the customer the "value story" of the product.

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

Why do sales supervisors provide their salespeople with annual call plans?

A salesperson who researches a company's buying styles and product line is most likely in the stage of the selling process.

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

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

A company that treats its salespeople as valuable contributors with unlimited income opportunities has developed a(n)that will have fewer turnovers and higher sales force performance.

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.

Of all the ways to structure a sales force,product sales force structure is most effective in helping the company become more customer focused and build closer relationships with important customers.

Which step in the sales process is most focused on ensuring customer satisfaction and repeat business?

Salespeople should be trained to recognize signals from the buyer,which can include physical actions such as leaning forward and nodding or asking questions about prices and credit terms.

Marketing: Creating and Capturing Customer Value

Company and Marketing Strategy: Partnering to Build Customer Relationships

Analyzing the Marketing Environment

Managing Marketing Information to Gain Customer Insights

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

Developing New Products and Managing the Product Life Cycle

Pricing Strategies: Understanding and Capturing Customer Value

Additional Pricing Considerations

Marketing Channels: Delivering Customer Value

Retailing and Wholesaling

Communicating Customer Value

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

Salespeople can spend more time with customers when their administrative requirements are decreased.

Which type of sales approach is best for today's customers who expect answers,results,and useful products?

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

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

The aim of sales management motivation is to encourage salespeople to .

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

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

The qualities buyers dislike most in salespeople include all EXCEPT which of the following?

Kirk Wilkins renewed his cell phone contract with Zip Wireless and purchased a new cell phone through the Zip Web site.If Kirk mails Zip his phone receipt,proof of purchase,and a completed form,he will receive $50 in the mail.What type of sales promotion is being used by Zip?

During the presentation step of the selling process,the salesperson tells the customer the "value story" of the product.

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

Why do sales supervisors provide their salespeople with annual call plans?

A salesperson who researches a company's buying styles and product line is most likely in the stage of the selling process.

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

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

A company that treats its salespeople as valuable contributors with unlimited income opportunities has developed a(n)that will have fewer turnovers and higher sales force performance.

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.

Of all the ways to structure a sales force,product sales force structure is most effective in helping the company become more customer focused and build closer relationships with important customers.

Which step in the sales process is most focused on ensuring customer satisfaction and repeat business?

Salespeople should be trained to recognize signals from the buyer,which can include physical actions such as leaning forward and nodding or asking questions about prices and credit terms.

Marketing: Creating and Capturing Customer Value

Company and Marketing Strategy: Partnering to Build Customer Relationships

Analyzing the Marketing Environment

Managing Marketing Information to Gain Customer Insights

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

Developing New Products and Managing the Product Life Cycle

Pricing Strategies: Understanding and Capturing Customer Value

Additional Pricing Considerations

Marketing Channels: Delivering Customer Value

Retailing and Wholesaling

Communicating Customer Value

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