Question 1

Which consumer promotion offers consumers the chance to win something by presenting them with an item such as a scratch- off card or a bingo number ?

Accepted Answer

A) sweepstakes 
B) price pack 
C) point- of- purchase promotion 
D) game 
E) contest 
A) sweepstakes 
B) price pack 
C) point- of- purchase promotion 
D) game 
E) contest

Question 2

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?

Accepted Answer

A) 15,000 calls 
B) 35,000 calls 
C) 70,000 calls 
D) 85,000 calls 
E) 95,000 calls 
A) 15,000 calls 
B) 35,000 calls 
C) 70,000 calls 
D) 85,000 calls 
E) 95,000 calls

Question 3

Companies that use a customer sales force structure organize their salespeople by .

Accepted Answer

A) product 
B) territory 
C) hierarchy 
D) industry 
E) demand 
A) product 
B) territory 
C) hierarchy 
D) industry 
E) demand

Question 4

Sellers use trade promotions for all of the following reasons EXCEPT to _ .

Accepted Answer

A) gain more shelf space for the product 
B) convince retailers to advertise the product 
C) encourage salespeople to sign up new accounts 
D) encourage retailers to carry more inventory 
E) persuade retailers to buy products in advance 
A) gain more shelf space for the product 
B) convince retailers to advertise the product 
C) encourage salespeople to sign up new accounts 
D) encourage retailers to carry more inventory 
E) persuade retailers to buy products in advance

Question 5

Which of the following involves marking a reduced price directly on a product's packaging and often results in the stimulation of short- term sales?

Accepted Answer

A) samples 
B) patronage rewards 
C) promotional products 
D) price packs 
E) rebates 
A) samples 
B) patronage rewards 
C) promotional products 
D) price packs 
E) rebates

Question 6

Companies are always looking for ways to increase face- to- face selling time.All of the following are ways to accomplish this goal EXCEPT .

Accepted Answer

A) reducing the number of customers each sales rep must visit 
B) using phones and video conferencing instead of traveling 
C) developing better sales- call and routing plans 
D) supplying more and better customer information 
E) simplifying record keeping and other administrative tasks 
A) reducing the number of customers each sales rep must visit 
B) using phones and video conferencing instead of traveling 
C) developing better sales- call and routing plans 
D) supplying more and better customer information 
E) simplifying record keeping and other administrative tasks

Question 7

Which of the following is the LEAST relevant characteristic that a salesperson should consider when qualifying a prospect?

Accepted Answer

A) financial ability 
B) location 
C) volume of business 
D) special needs 
E) longevity in the market 
A) financial ability 
B) location 
C) volume of business 
D) special needs 
E) longevity in the market

Question 8

In a brief essay,explain methods of evaluating the performance of a sales force.Why is it important for a sales force to be evaluated?

Accepted Answer

To evaluate its sales force,management n

Question 9

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

Accepted Answer

A) True 
 B)False

Question 10

Whom do members of a sales force typically represent?

Accepted Answer

A) They represent the company to customers. 
B) They represent the company to investors. 
C) They represent the customer to the company. 
D) A and C 
E) all of the above 
A) They represent the company to customers. 
B) They represent the company to investors. 
C) They represent the customer to the company. 
D) A and C 
E) all of the above

Which consumer promotion offers consumers the chance to win something by presenting them with an item such as a scratch- off card or a bingo number ?

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?

Companies that use a customer sales force structure organize their salespeople by .

Sellers use trade promotions for all of the following reasons EXCEPT to _ .

Which of the following involves marking a reduced price directly on a product's packaging and often results in the stimulation of short- term sales?

Companies are always looking for ways to increase face- to- face selling time.All of the following are ways to accomplish this goal EXCEPT .

Which of the following is the LEAST relevant characteristic that a salesperson should consider when qualifying a prospect?

In a brief essay,explain methods of evaluating the performance of a sales force.Why is it important for a sales force to be evaluated?

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

Whom do members of a sales force typically represent?

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

Which consumer promotion offers consumers the chance to win something by presenting them with an item such as a scratch- off card or a bingo number ?

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?

Companies that use a customer sales force structure organize their salespeople by .

Sellers use trade promotions for all of the following reasons EXCEPT to _ .

Which of the following involves marking a reduced price directly on a product's packaging and often results in the stimulation of short- term sales?

Companies are always looking for ways to increase face- to- face selling time.All of the following are ways to accomplish this goal EXCEPT .

Which of the following is the LEAST relevant characteristic that a salesperson should consider when qualifying a prospect?

In a brief essay,explain methods of evaluating the performance of a sales force.Why is it important for a sales force to be evaluated?

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

Whom do members of a sales force typically represent?

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