Question 1

A salesperson typically meets the customer for the first time in the _________ step of the selling process.

Accepted Answer

A)  approach 
B)  qualifying 
C)  pre- approach 
D)  prospecting 
E)  presentation 
A)  approach 
B)  qualifying 
C)  pre- approach 
D)  prospecting 
E)  presentation A

Question 2

Which of the following reports would NOT normally be prepared by a salesperson?

Accepted Answer

A)  expense report 
B)  return on sales investment report 
C)  call report 
D)  work plan 
E)  territory marketing plan 
A)  expense report 
B)  return on sales investment report 
C)  call report 
D)  work plan 
E)  territory marketing plan B

Question 3

After the presentation, the salesperson must be prepared to handle:

Accepted Answer

A)  orders. 
B)  objections. 
C)  follow- ups. 
D)  money. 
E)  all of the above 
A)  orders. 
B)  objections. 
C)  follow- ups. 
D)  money. 
E)  all of the above B

Question 4

Contests, give consumers a chance to win something either through skill or the "luck of the draw."

Accepted Answer

A) True 
 B)False

Question 5

Sellers use sales promotions to attract new triers, to reward brand loyal customers, and to reduce the time between purchases, or even to turn light users into medium to heavy users.

Accepted Answer

A) True 
 B)False

Question 6

What is the most important source of information about a sales representative's performance?

Accepted Answer

A)  conversations with other sale representatives 
B)  the company's performance appraisal format 
C)  personal observation 
D)  his or her customer reports 
E)  his or her sales reports 
A)  conversations with other sale representatives 
B)  the company's performance appraisal format 
C)  personal observation 
D)  his or her customer reports 
E)  his or her sales reports

Question 7

The selling process consists of a series of steps which guide the salesperson. It begins with prospecting and concludes with closing the sale.

Accepted Answer

A) True 
 B)False

Question 8

The total number of sales calls required per year is divided by the average number of calls each salesperson can make in determining the salesforce size based on:

Accepted Answer

A)  division. 
B)  workload. 
C)  call productivity. 
D)  call- ratio. 
E)  all of the above 
A)  division. 
B)  workload. 
C)  call productivity. 
D)  call- ratio. 
E)  all of the above

Question 9

Of the three typical types of salesforce structures, which one is often supported by many levels of sales management positions in specific geographical areas?

Accepted Answer

A)  territorial 
B)  customer 
C)  product 
D)  complex systems 
E)  matrix 
A)  territorial 
B)  customer 
C)  product 
D)  complex systems 
E)  matrix

Question 10

According to research quoted in your text, the average amount of time salespeople spend on actual selling is:

Accepted Answer

A)  10 per cent. 
B)  20 per cent. 
C)  30 per cent. 
D)  40 per cent. 
E)  50 per cent. 
A)  10 per cent. 
B)  20 per cent. 
C)  30 per cent. 
D)  40 per cent. 
E)  50 per cent.

Question 11

Marketers of consumer- packaged goods such as Kellogg's, Kraft, and Proctor & Gamble have favoured the heavy use of sales promotion because it has increased brand loyalty, increased consumer price sensitivity, enabled them to focus on short- run marketing planning, and stopped an erosion of brand- quality image.

Accepted Answer

A) True 
 B)False

Question 12

A self- liquidating offer is a sales promotion that:

Accepted Answer

A)  is only offered by retailers. 
B)  is not offered by manufacturers. 
C)  offers an item at a reduced price together with the purchased product. 
D)  involves liquid products such as Coca- Cola. 
E)  involves pens, keyrings and other speciality items. 
A)  is only offered by retailers. 
B)  is not offered by manufacturers. 
C)  offers an item at a reduced price together with the purchased product. 
D)  involves liquid products such as Coca- Cola. 
E)  involves pens, keyrings and other speciality items.

Question 13

Salesforce compensation should direct the salesforce toward activities that are consistent with:

Accepted Answer

A)  overall company objectives. 
B)  overall marketing objectives. 
C)  overall company strategies. 
D)  overall department objectives. 
E)  all of the above 
A)  overall company objectives. 
B)  overall marketing objectives. 
C)  overall company strategies. 
D)  overall department objectives. 
E)  all of the above

Question 14

The Grey Lynn Widget Corporation markets numerous unrelated products, most of which are highly complex. The firm is most likely to use the salesforce structure based on the:

Accepted Answer

A)  territory. 
B)  product. 
C)  technology. 
D)  customer. 
E)  none of the above 
A)  territory. 
B)  product. 
C)  technology. 
D)  customer. 
E)  none of the above

Question 15

Michael, the sales manager for a commercial paper supplies company, is consulting his sales representative's work plans, call reports and also going out on selected sales calls with individual members of his team. Michael is MOST likely engaged in which of the following activities?

Accepted Answer

A)  sales training 
B)  prospecting for new business 
C)  evaluating salesforce performance 
D)  setting sales quotas 
E)  preparing an annual territory marketing plan 
A)  sales training 
B)  prospecting for new business 
C)  evaluating salesforce performance 
D)  setting sales quotas 
E)  preparing an annual territory marketing plan

Question 16

Your text suggests that when firms display their offering at conventions and trade shows they might be seeking benefits such as:

Accepted Answer

A)  selling more to existing customers. 
B)  finding new sales leads. 
C)  meeting new customers. 
D)  contacting existing customers. 
E)  all of the above 
A)  selling more to existing customers. 
B)  finding new sales leads. 
C)  meeting new customers. 
D)  contacting existing customers. 
E)  all of the above

Question 17

The Simms Corporation markets a wide variety of complex, unrelated products. The firm is most likely to adopt a product salesforce structure.

Accepted Answer

A) True 
 B)False

Question 18

When using the workload approach to establish salesforce size, a manager should:

Accepted Answer

A)  design the sales territories so that each has equal potential for sales and growth. 
B)  determine the number of calls that need to be made on each account and the number of accounts that there will be per sales representative. 
C)  consider the territorial limits of the accounts. 
D)  review the number and size of the markets served by the salesforce. 
E)  consider the complexity of the product line. 
A)  design the sales territories so that each has equal potential for sales and growth. 
B)  determine the number of calls that need to be made on each account and the number of accounts that there will be per sales representative. 
C)  consider the territorial limits of the accounts. 
D)  review the number and size of the markets served by the salesforce. 
E)  consider the complexity of the product line.

Question 19

When deciding on a particular consumer- oriented sales promotion programme, marketers begin by determining the conditions of participation.

Accepted Answer

A) True 
 B)False

Question 20

Aroha Nelson has established a new company to sell lawn and garden products nation wide. Discuss why Aroha's sales managers should worry about motivation. How can she motivate her salespeople to be as productive as they possibly can?

Accepted Answer

Aroha should understand how frustrating

A salesperson typically meets the customer for the first time in the _________ step of the selling process.

Which of the following reports would NOT normally be prepared by a salesperson?

After the presentation, the salesperson must be prepared to handle:

Contests, give consumers a chance to win something either through skill or the "luck of the draw."

Sellers use sales promotions to attract new triers, to reward brand loyal customers, and to reduce the time between purchases, or even to turn light users into medium to heavy users.

What is the most important source of information about a sales representative's performance?

The selling process consists of a series of steps which guide the salesperson. It begins with prospecting and concludes with closing the sale.

The total number of sales calls required per year is divided by the average number of calls each salesperson can make in determining the salesforce size based on:

Of the three typical types of salesforce structures, which one is often supported by many levels of sales management positions in specific geographical areas?

According to research quoted in your text, the average amount of time salespeople spend on actual selling is:

A self- liquidating offer is a sales promotion that:

Salesforce compensation should direct the salesforce toward activities that are consistent with:

The Grey Lynn Widget Corporation markets numerous unrelated products, most of which are highly complex. The firm is most likely to use the salesforce structure based on the:

Michael, the sales manager for a commercial paper supplies company, is consulting his sales representative's work plans, call reports and also going out on selected sales calls with individual members of his team. Michael is MOST likely engaged in which of the following activities?

Your text suggests that when firms display their offering at conventions and trade shows they might be seeking benefits such as:

The Simms Corporation markets a wide variety of complex, unrelated products. The firm is most likely to adopt a product salesforce structure.

When using the workload approach to establish salesforce size, a manager should:

When deciding on a particular consumer- oriented sales promotion programme, marketers begin by determining the conditions of participation.

Aroha Nelson has established a new company to sell lawn and garden products nation wide. Discuss why Aroha's sales managers should worry about motivation. How can she motivate her salespeople to be as productive as they possibly can?

Marketing: Creating Superior Customer Value

Marketing: Delivering and Capturing Value

Strategic Planning and Marketing

Marketing Strategies for Competitive Advantage

The Global Marketing Environment

Information Management and Marketing Research

Consumer Behaviour

Business-To-Business Behaviour

Market Segmentation, Targeting and Positioning

Products and Services Marketing

New Products

Pricing for Value

Marketing Channels and Logistics Networks

Retailing and Wholesaling

Advertising and Public Relations

Direct and Online Marketing

Tapping Into Markets Across the Globe

Responsible Marketing

Filters

Exam 16: Sales Promotion and Selling

A salesperson typically meets the customer for the first time in the _________ step of the selling process.

Which of the following reports would NOT normally be prepared by a salesperson?

After the presentation, the salesperson must be prepared to handle:

Contests, give consumers a chance to win something either through skill or the "luck of the draw."

Sellers use sales promotions to attract new triers, to reward brand loyal customers, and to reduce the time between purchases, or even to turn light users into medium to heavy users.

What is the most important source of information about a sales representative's performance?

The selling process consists of a series of steps which guide the salesperson. It begins with prospecting and concludes with closing the sale.

The total number of sales calls required per year is divided by the average number of calls each salesperson can make in determining the salesforce size based on:

Of the three typical types of salesforce structures, which one is often supported by many levels of sales management positions in specific geographical areas?

According to research quoted in your text, the average amount of time salespeople spend on actual selling is:

A self- liquidating offer is a sales promotion that:

Salesforce compensation should direct the salesforce toward activities that are consistent with:

The Grey Lynn Widget Corporation markets numerous unrelated products, most of which are highly complex. The firm is most likely to use the salesforce structure based on the:

Michael, the sales manager for a commercial paper supplies company, is consulting his sales representative's work plans, call reports and also going out on selected sales calls with individual members of his team. Michael is MOST likely engaged in which of the following activities?

Your text suggests that when firms display their offering at conventions and trade shows they might be seeking benefits such as:

The Simms Corporation markets a wide variety of complex, unrelated products. The firm is most likely to adopt a product salesforce structure.

When using the workload approach to establish salesforce size, a manager should:

When deciding on a particular consumer- oriented sales promotion programme, marketers begin by determining the conditions of participation.

Aroha Nelson has established a new company to sell lawn and garden products nation wide. Discuss why Aroha's sales managers should worry about motivation. How can she motivate her salespeople to be as productive as they possibly can?

Marketing: Creating Superior Customer Value

Marketing: Delivering and Capturing Value

Strategic Planning and Marketing

Marketing Strategies for Competitive Advantage

The Global Marketing Environment

Information Management and Marketing Research

Consumer Behaviour

Business-To-Business Behaviour

Market Segmentation, Targeting and Positioning

Products and Services Marketing

New Products

Pricing for Value

Marketing Channels and Logistics Networks

Retailing and Wholesaling

Advertising and Public Relations

Direct and Online Marketing

Tapping Into Markets Across the Globe

Responsible Marketing

Filters