Question 1

Ultra- Tech,Inc.has decided to switch to a customer sales force structure.Which of the following advantages is the company now LEAST likely to enjoy?

Accepted Answer

A) The company can better serve current customers and find new customers. 
B) The company can expect salespeople to develop in- depth knowledge of numerous and complex product lines. 
C) The company can better serve different industries. 
D) The company can become more customer- focused. 
E) The company can build closer relationships with important customers. 
A) The company can better serve current customers and find new customers. 
B) The company can expect salespeople to develop in- depth knowledge of numerous and complex product lines. 
C) The company can better serve different industries. 
D) The company can become more customer- focused. 
E) The company can build closer relationships with important customers.

Question 2

Ken Klein is a Superior Frozen Foods salesman responsible for customers in the southwest region of Texas.Superior Frozen Foods most likely uses a territorial sales force structure.

Accepted Answer

A) True 
 B)False

Question 3

Stahl,Inc.has 1,000 Type- A accounts,each requiring 28 calls per year,and 2,200 Type- B accounts,each requiring 15 calls per year.If each salesperson at Stahl,Inc.can make 1,500 sales calls per year,approximately how many salespeople will be needed?

Accepted Answer

A) 31 
B) 35 
C) 41 
D) 45 
E) 48 
A) 31 
B) 35 
C) 41 
D) 45 
E) 48

Question 4

Why have firms adopted sales force automation systems?

Accepted Answer

Many firms have adopted sales

Question 5

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

Accepted Answer

A) commission plus bonus 
B) salary plus bonus 
C) straight salary 
D) salary plus commission 
E) straight commission 
A) commission plus bonus 
B) salary plus bonus 
C) straight salary 
D) salary plus commission 
E) straight commission

Question 6

Companies are increasingly moving away from high commission compensation plans because such plans often lead to salespeople _.

Accepted Answer

A) ignoring management and marketing objectives 
B) spending too much time traveling between customers 
C) being too pushy and harming customer relationships 
D) working multiple sales jobs to maximize their income 
E) undermining the work of the inside sales team 
A) ignoring management and marketing objectives 
B) spending too much time traveling between customers 
C) being too pushy and harming customer relationships 
D) working multiple sales jobs to maximize their income 
E) undermining the work of the inside sales team

Question 7

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

Accepted Answer

A) premiums 
B) coupons 
C) samples 
D) cash refunds 
E) price packs 
A) premiums 
B) coupons 
C) samples 
D) cash refunds 
E) price packs

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

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.

Accepted Answer

A) True 
 B)False

Question 10

Helping the sales force "work smart" is the goal of .

Accepted Answer

A) sales motivation 
B) the organizational climate 
C) sales compensation 
D) return on sales investment 
E) sales supervision 
A) sales motivation 
B) the organizational climate 
C) sales compensation 
D) return on sales investment 
E) sales supervision

Question 11

Johnson Business Solutions,Inc.maintains one sales force for its copy machines and a separate sales force for its computer systems.Johnson Business Solutions utilizes a(n)structure.

Accepted Answer

A) territorial sales force 
B) integrated sales force 
C) customer sales force 
D) product sales force 
E) complex sales force 
A) territorial sales force 
B) integrated sales force 
C) customer sales force 
D) product sales force 
E) complex sales force

Question 12

An insert in a Land's End catalog offers free shipping on your next purchase.This is an example of a .

Accepted Answer

A) POP promotion 
B) trade promotion 
C) premium 
D) price pack 
E) sales promotion 
A) POP promotion 
B) trade promotion 
C) premium 
D) price pack 
E) sales promotion

Question 13

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

Accepted Answer

Through supervision,or helping salespeop

Question 14

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

Accepted Answer

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

Question 15

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

Accepted Answer

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

Question 16

Blackstone Tools manufactures screwdrivers,wrenches,and pliers,which are sold at large hardware stores.John Garcia handles the Home Depot account,and Melinda West manages the Lowe's account.Blackstone Tools most likely uses a product sales force structure.

Accepted Answer

A) True 
 B)False

Question 17

The salesperson meets the customer for the first time in the step of the selling process.

Accepted Answer

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

Question 18

The qualities that buyers value most in salespeople include empathy,honesty,dependability,thoroughness,follow- through,and .

Accepted Answer

A) sympathy 
B) caring 
C) good listening 
D) good presenting 
E) candor 
A) sympathy 
B) caring 
C) good listening 
D) good presenting 
E) candor

Question 19

Your inside sales force is responsible for prospecting and qualifying customers.Which of the following will likely occur?

Accepted Answer

A) Your inside sales force will attend meetings with qualified customers. 
B) The outside sales force will call on all prospects. 
C) The number of qualified customers will exceed the number of prospects. 
D) A salesperson may have to approach many qualified customers just to make one sale. 
E) A and C 
A) Your inside sales force will attend meetings with qualified customers. 
B) The outside sales force will call on all prospects. 
C) The number of qualified customers will exceed the number of prospects. 
D) A salesperson may have to approach many qualified customers just to make one sale. 
E) A and C

Question 20

Why are more companies using team selling? What are its pros and cons?

Accepted Answer

Team selling is useful to service large,

Ultra- Tech,Inc.has decided to switch to a customer sales force structure.Which of the following advantages is the company now LEAST likely to enjoy?

Ken Klein is a Superior Frozen Foods salesman responsible for customers in the southwest region of Texas.Superior Frozen Foods most likely uses a territorial sales force structure.

Stahl,Inc.has 1,000 Type- A accounts,each requiring 28 calls per year,and 2,200 Type- B accounts,each requiring 15 calls per year.If each salesperson at Stahl,Inc.can make 1,500 sales calls per year,approximately how many salespeople will be needed?

Why have firms adopted sales force automation systems?

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

Companies are increasingly moving away from high commission compensation plans because such plans often lead to salespeople _.

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

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

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.

Helping the sales force "work smart" is the goal of .

Johnson Business Solutions,Inc.maintains one sales force for its copy machines and a separate sales force for its computer systems.Johnson Business Solutions utilizes a(n)structure.

An insert in a Land's End catalog offers free shipping on your next purchase.This is an example of a .

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

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

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

Blackstone Tools manufactures screwdrivers,wrenches,and pliers,which are sold at large hardware stores.John Garcia handles the Home Depot account,and Melinda West manages the Lowe's account.Blackstone Tools most likely uses a product sales force structure.

The salesperson meets the customer for the first time in the step of the selling process.

The qualities that buyers value most in salespeople include empathy,honesty,dependability,thoroughness,follow- through,and .

Your inside sales force is responsible for prospecting and qualifying customers.Which of the following will likely occur?

Why are more companies using team selling? What are its pros and cons?

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

Ultra- Tech,Inc.has decided to switch to a customer sales force structure.Which of the following advantages is the company now LEAST likely to enjoy?

Ken Klein is a Superior Frozen Foods salesman responsible for customers in the southwest region of Texas.Superior Frozen Foods most likely uses a territorial sales force structure.

Stahl,Inc.has 1,000 Type- A accounts,each requiring 28 calls per year,and 2,200 Type- B accounts,each requiring 15 calls per year.If each salesperson at Stahl,Inc.can make 1,500 sales calls per year,approximately how many salespeople will be needed?

Why have firms adopted sales force automation systems?

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

Companies are increasingly moving away from high commission compensation plans because such plans often lead to salespeople _.

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

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

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.

Helping the sales force "work smart" is the goal of .

Johnson Business Solutions,Inc.maintains one sales force for its copy machines and a separate sales force for its computer systems.Johnson Business Solutions utilizes a(n)structure.

An insert in a Land's End catalog offers free shipping on your next purchase.This is an example of a .

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

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

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

Blackstone Tools manufactures screwdrivers,wrenches,and pliers,which are sold at large hardware stores.John Garcia handles the Home Depot account,and Melinda West manages the Lowe's account.Blackstone Tools most likely uses a product sales force structure.

The salesperson meets the customer for the first time in the step of the selling process.

The qualities that buyers value most in salespeople include empathy,honesty,dependability,thoroughness,follow- through,and .

Your inside sales force is responsible for prospecting and qualifying customers.Which of the following will likely occur?

Why are more companies using team selling? What are its pros and cons?

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