Question 1

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

Accepted Answer

Using this approach,the company first gr

Question 2

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

Accepted Answer

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

Question 3

Refer to the scenario below to answer the following questions.
Reliable Tool Company is a manufacturer of hubs and axles for the trailer and heavy truck industry.Although Reliable Tool only has fifteen customers,the company is the sole supplier of hub and axle components to those customers.Monthly sales at Reliable Tool are approximately $1 million."You might say we have all of our eggs in one basket," says owner Arthur Deetz.
It is critical that a competent sales force be maintained in order to nurture those few but large accounts.Ninety- five percent of Reliable Tool's customers are located in Michigan,Ohio,and Indiana,which means that travel time to all customers is relatively short.However,given the nature of the industry,time spent with each customer is essential.
-Which of the following promotions would be most appropriate for Reliable Tool to use in its attempt to promote its products and generate new business leads?

Accepted Answer

A) conventions and trade shows 
B) rebates 
C) specialty advertising items 
D) point- of purchase promotions 
E) premiums 
A) conventions and trade shows 
B) rebates 
C) specialty advertising items 
D) point- of purchase promotions 
E) premiums

Question 4

Refer to the scenario below to answer the following questions.
Reliable Tool Company is a manufacturer of hubs and axles for the trailer and heavy truck industry.Although Reliable Tool only has fifteen customers,the company is the sole supplier of hub and axle components to those customers.Monthly sales at Reliable Tool are approximately $1 million."You might say we have all of our eggs in one basket," says owner Arthur Deetz.
It is critical that a competent sales force be maintained in order to nurture those few but large accounts.Ninety- five percent of Reliable Tool's customers are located in Michigan,Ohio,and Indiana,which means that travel time to all customers is relatively short.However,given the nature of the industry,time spent with each customer is essential.
-How would a customer sales force structure benefit Reliable Tool?

Accepted Answer

A) It would allow Reliable Tool management to better supervise and evaluate its salespeople. 
B) It would help Reliable Tool salespeople become experts on the specific parts they sell. 
C) It would enable ReliableTool salespeople to build close relationships with clients. 
D) It would eliminate the need for telemarketers and sales assistants at Reliable Tool. 
E) It would decrease the amount of travel required of each Reliable Tool salesperson. 
A) It would allow Reliable Tool management to better supervise and evaluate its salespeople. 
B) It would help Reliable Tool salespeople become experts on the specific parts they sell. 
C) It would enable ReliableTool salespeople to build close relationships with clients. 
D) It would eliminate the need for telemarketers and sales assistants at Reliable Tool. 
E) It would decrease the amount of travel required of each Reliable Tool salesperson.

Question 5

Consumers are increasingly ignoring promotions and not making immediate purchases because of .

Accepted Answer

A) advertising clutter 
B) promotional marketing 
C) promotion clutter 
D) advertising specialization 
E) promotion differentiation 
A) advertising clutter 
B) promotional marketing 
C) promotion clutter 
D) advertising specialization 
E) promotion differentiation

Question 6

Manufacturers direct more sales promotion dollars toward than to _.

Accepted Answer

A) salespeople;retailers 
B) retailers;wholesalers 
C) customers;wholesalers 
D) retailers and wholesalers;consumers 
E) consumers;retailers 
A) salespeople;retailers 
B) retailers;wholesalers 
C) customers;wholesalers 
D) retailers and wholesalers;consumers 
E) consumers;retailers

Question 7

Sales have been slow recently at B & B Materials,so management has organized a training program to improve the performance of its sales force.Which of the following would most likely lead to improved sales for B & B Materials?

Accepted Answer

A) instructions on completing expense reports 
B) a time- and- duty analysis for each salesperson 
C) tests to measure the analytic and organizational skills of the sales force 
D) information about the marketing strategies used by competitors 
E) tests to identify the personality traits of sales force members 
A) instructions on completing expense reports 
B) a time- and- duty analysis for each salesperson 
C) tests to measure the analytic and organizational skills of the sales force 
D) information about the marketing strategies used by competitors 
E) tests to identify the personality traits of sales force members

Question 8

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

Accepted Answer

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

Question 9

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

Accepted Answer

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

Question 10

Morrill Motors splits the United States 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 Morrill Motors use?

Accepted Answer

A) territorial 
B) workload 
C) product 
D) customer 
E) complex 
A) territorial 
B) workload 
C) product 
D) customer 
E) complex

Question 11

Commissions or bonuses that a salesperson receives from a company are categorized as the of a compensation plan.

Accepted Answer

A) fringe benefit 
B) base salary 
C) variable amount 
D) fixed amount 
E) pension component 
A) fringe benefit 
B) base salary 
C) variable amount 
D) fixed amount 
E) pension component

Question 12

The rapid growth of sales promotions in consumer markets is most likely the result of all of the following factors EXCEPT .

Accepted Answer

A) declining advertising costs 
B) advertising efficiency on the decline because of media clutter 
C) consumers and large retailers becoming more deal oriented 
D) product managers facing pressure to increase current sales 
E) competing brands attempting to differentiate from each other 
A) declining advertising costs 
B) advertising efficiency on the decline because of media clutter 
C) consumers and large retailers becoming more deal oriented 
D) product managers facing pressure to increase current sales 
E) competing brands attempting to differentiate from each other

Question 13

Mary Conti is sales manager for National Computer Training.She wants to evaluate the performance of her sales force responsible for the New England territory.Mary will most likely review all of the following in her evaluation EXCEPT .

Accepted Answer

A) call reports 
B) territorial sales and profit reports 
C) expense reports 
D) call plans 
E) sales reports 
A) call reports 
B) territorial sales and profit reports 
C) expense reports 
D) call plans 
E) sales reports

Question 14

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.

Accepted Answer

A) True 
 B)False

Question 15

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.

Accepted Answer

A) True 
 B)False

Question 16

Compare the four types of compensation plans available to salespeople.

Accepted Answer

A straight salary is a fixed amount that

Question 17

Marathons,concerts,and festivals with corporate sponsors are examples of _ .

Accepted Answer

A) business promotions 
B) trade promotions 
C) event marketing 
D) point- of- purchase promotions 
E) personal selling 
A) business promotions 
B) trade promotions 
C) event marketing 
D) point- of- purchase promotions 
E) personal selling

Question 18

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

Accepted Answer

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

Question 19

What is the follow- up step of the selling process? Why is it important?

Accepted Answer

The follow- up step is important if the

Question 20

Which of the following questions would be the best one to help a marketer evaluate the return on a sales promotion investment?

Accepted Answer

A) Did customers enjoy the events associated with the promotion? 
B) Did the promotion run too long or too short? 
C) Did the distribution of the promotional information match consumer expectations and needs? 
D) Did the promotion increase purchases from current customers or attract new customers? 
E) Did customers search the promotion's Web site for additional product information? 
A) Did customers enjoy the events associated with the promotion? 
B) Did the promotion run too long or too short? 
C) Did the distribution of the promotional information match consumer expectations and needs? 
D) Did the promotion increase purchases from current customers or attract new customers? 
E) Did customers search the promotion's Web site for additional product information?

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

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

Consumers are increasingly ignoring promotions and not making immediate purchases because of .

Manufacturers direct more sales promotion dollars toward than to _.

Sales have been slow recently at B & B Materials,so management has organized a training program to improve the performance of its sales force.Which of the following would most likely lead to improved sales for B & B Materials?

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

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

Morrill Motors splits the United States 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 Morrill Motors use?

Commissions or bonuses that a salesperson receives from a company are categorized as the of a compensation plan.

The rapid growth of sales promotions in consumer markets is most likely the result of all of the following factors EXCEPT .

Mary Conti is sales manager for National Computer Training.She wants to evaluate the performance of her sales force responsible for the New England territory.Mary will most likely review all of the following in her evaluation EXCEPT .

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.

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.

Compare the four types of compensation plans available to salespeople.

Marathons,concerts,and festivals with corporate sponsors are examples of _ .

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

What is the follow- up step of the selling process? Why is it important?

Which of the following questions would be the best one to help a marketer evaluate the return on a sales promotion investment?

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

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Exam 16: Personal Selling and Sales Promotion

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

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

Consumers are increasingly ignoring promotions and not making immediate purchases because of .

Manufacturers direct more sales promotion dollars toward than to _.

Sales have been slow recently at B & B Materials,so management has organized a training program to improve the performance of its sales force.Which of the following would most likely lead to improved sales for B & B Materials?

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

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

Morrill Motors splits the United States 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 Morrill Motors use?

Commissions or bonuses that a salesperson receives from a company are categorized as the of a compensation plan.

The rapid growth of sales promotions in consumer markets is most likely the result of all of the following factors EXCEPT .

Mary Conti is sales manager for National Computer Training.She wants to evaluate the performance of her sales force responsible for the New England territory.Mary will most likely review all of the following in her evaluation EXCEPT .

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.

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.

Compare the four types of compensation plans available to salespeople.

Marathons,concerts,and festivals with corporate sponsors are examples of _ .

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

What is the follow- up step of the selling process? Why is it important?

Which of the following questions would be the best one to help a marketer evaluate the return on a sales promotion investment?

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