Question 1

Which of the following would NOT be considered a sales promotion tool?

Accepted Answer

A)  speciality store selling 
B)  samples 
C)  redeemable coupons 
D)  cash- back offers 
E)  premium packaging 
A)  speciality store selling 
B)  samples 
C)  redeemable coupons 
D)  cash- back offers 
E)  premium packaging

Question 2

A sales call report records completed sales activities.

Accepted Answer

A) True 
 B)False

Question 3

Management uses the workload approach to do which of the following?

Accepted Answer

A)  evalute salesforce peformance 
B)  determine the company's requirements for new sales recruits 
C)  set the size of the salesforce 
D)  establish sales quotas 
E)  enalyse sales costs and profit margins 
A)  evalute salesforce peformance 
B)  determine the company's requirements for new sales recruits 
C)  set the size of the salesforce 
D)  establish sales quotas 
E)  enalyse sales costs and profit margins

Question 4

The sales representative serves as a significant source of market research and intelligence information for his or her company.

Accepted Answer

A) True 
 B)False

Question 5

Why would a manufacturer of small hand tools use trade promotions to increase its sales?

Accepted Answer

There are basically four reasons why any

Question 6

Murat Berish is a salesperson for a company that installs local area networks (LANs). He spends about 25 per cent of his time actually selling the product, and about 75 per cent of his time installing the computer systems, training customer employees in their use, and trouble shooting. Which sort of compensation would keep Berish satisfied with his job?

Accepted Answer

A)  expense allowance and salary 
B)  a commission and quarterly bonuses 
C)  profit sharing, annual bonuses, and a commission 
D)  benefit package and a commission 
E)  a salary 
A)  expense allowance and salary 
B)  a commission and quarterly bonuses 
C)  profit sharing, annual bonuses, and a commission 
D)  benefit package and a commission 
E)  a salary

Question 7

A sales call report records market research and intelligence collected in the field.

Accepted Answer

A) True 
 B)False

Question 8

A discount offered to dealers as a trade incentive may also be described as a:

Accepted Answer

A)  off list. 
B)  price off. 
C)  off invoice. 
D)  A, B, and C 
E)  none of the above 
A)  off list. 
B)  price off. 
C)  off invoice. 
D)  A, B, and C 
E)  none of the above

Question 9

When different clients exhibit widely varied needs, the firm will probably utilise the salesforce structure based on:

Accepted Answer

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

Question 10

The two most critical factors when implementing a territorial salesforce structure are the geographical size of each sales territory and the number of accounts it contains.

Accepted Answer

A) True 
 B)False

Question 11

Which of the following best explains why many companies are adopting the team selling approach to service large, complex accounts?

Accepted Answer

A)  Salespeople prefer working in groups because of the opportunity for flex hours and job sharing. 
B)  Fewer skilled salespeople are working in the high- tech industries. 
C)  Products have become too complicated for one salesperson to support. 
D)  Customers prefer dealing with many salespeople rather than one salesperson. 
E)  A group of salespeople assigned to one account is more cost effective for corporations. 
A)  Salespeople prefer working in groups because of the opportunity for flex hours and job sharing. 
B)  Fewer skilled salespeople are working in the high- tech industries. 
C)  Products have become too complicated for one salesperson to support. 
D)  Customers prefer dealing with many salespeople rather than one salesperson. 
E)  A group of salespeople assigned to one account is more cost effective for corporations.

Question 12

In store promotional displays, sampling and cooking demonstrations are all examples of:

Accepted Answer

A)  self liquidating offers. 
B)  patronage rewards. 
C)  event marketing. 
D)  free samples. 
E)  point- of- purchase promotions. 
A)  self liquidating offers. 
B)  patronage rewards. 
C)  event marketing. 
D)  free samples. 
E)  point- of- purchase promotions.

Question 13

A cutlery firm with a limited variety of products and a desire to give its sales representatives maximum accountability, would use a salesforce structure.

Accepted Answer

A)  territorial 
B)  network 
C)  product 
D)  matrix 
E)  market 
A)  territorial 
B)  network 
C)  product 
D)  matrix 
E)  market

Question 14

The qualities required for successful salespeople are inborn and cannot be learned.

Accepted Answer

A) True 
 B)False

Question 15

The workload approach to determining the salesforce size requires customers to be grouped by annual sales volume and the frequency of the sales calls.

Accepted Answer

A) True 
 B)False

Question 16

Patronage rewards are cash or merchandise or service rewards offered to consumers who make continual use of a company's product or service.

Accepted Answer

A) True 
 B)False

Question 17

Many tools can be used to accomplish sales promotion objectives. List and briefly describe the main consumer sales- promotion tools.

Accepted Answer

There are nine specific tools mentioned

Question 18

Your friend has taken a position as a retail sales assistant in a local furniture retail store. Now, he is bemoaning the fact that he will gain very little sales experience in this role since his duties are essentially that of an order taker. Comment on your friend's perspective.

Accepted Answer

This is a reflective question that requi

Question 19

In today's world, marketers should utilise transaction- oriented approaches as well as:

Accepted Answer

A)  relationship selling. 
B)  problem solving selling. 
C)  customer marketing. 
D)  relationship marketing. 
E)  follow- up selling. 
A)  relationship selling. 
B)  problem solving selling. 
C)  customer marketing. 
D)  relationship marketing. 
E)  follow- up selling.

Question 20

Which of the following BEST describes the role of a sales assistant within an outside salesforce?

Accepted Answer

A)  to accompany sales representatives on their rounds with a view to learning the sales business 
B)  to remain in the office and attend to clients that walk- in off the street and require service or who have queries 
C)  to provide clerical and administrative support to the salesforce 
D)  to engage in telemarketing to contact clients that cannot normally be reached via field sales 
E)  all of the above 
A)  to accompany sales representatives on their rounds with a view to learning the sales business 
B)  to remain in the office and attend to clients that walk- in off the street and require service or who have queries 
C)  to provide clerical and administrative support to the salesforce 
D)  to engage in telemarketing to contact clients that cannot normally be reached via field sales 
E)  all of the above

Which of the following would NOT be considered a sales promotion tool?

A sales call report records completed sales activities.

Management uses the workload approach to do which of the following?

The sales representative serves as a significant source of market research and intelligence information for his or her company.

Why would a manufacturer of small hand tools use trade promotions to increase its sales?

A sales call report records market research and intelligence collected in the field.

A discount offered to dealers as a trade incentive may also be described as a:

When different clients exhibit widely varied needs, the firm will probably utilise the salesforce structure based on:

The two most critical factors when implementing a territorial salesforce structure are the geographical size of each sales territory and the number of accounts it contains.

Which of the following best explains why many companies are adopting the team selling approach to service large, complex accounts?

In store promotional displays, sampling and cooking demonstrations are all examples of:

A cutlery firm with a limited variety of products and a desire to give its sales representatives maximum accountability, would use a salesforce structure.

The qualities required for successful salespeople are inborn and cannot be learned.

The workload approach to determining the salesforce size requires customers to be grouped by annual sales volume and the frequency of the sales calls.

Patronage rewards are cash or merchandise or service rewards offered to consumers who make continual use of a company's product or service.

Many tools can be used to accomplish sales promotion objectives. List and briefly describe the main consumer sales- promotion tools.

Your friend has taken a position as a retail sales assistant in a local furniture retail store. Now, he is bemoaning the fact that he will gain very little sales experience in this role since his duties are essentially that of an order taker. Comment on your friend's perspective.

In today's world, marketers should utilise transaction- oriented approaches as well as:

Which of the following BEST describes the role of a sales assistant within an outside salesforce?

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

Which of the following would NOT be considered a sales promotion tool?

A sales call report records completed sales activities.

Management uses the workload approach to do which of the following?

The sales representative serves as a significant source of market research and intelligence information for his or her company.

Why would a manufacturer of small hand tools use trade promotions to increase its sales?

A sales call report records market research and intelligence collected in the field.

A discount offered to dealers as a trade incentive may also be described as a:

When different clients exhibit widely varied needs, the firm will probably utilise the salesforce structure based on:

The two most critical factors when implementing a territorial salesforce structure are the geographical size of each sales territory and the number of accounts it contains.

Which of the following best explains why many companies are adopting the team selling approach to service large, complex accounts?

In store promotional displays, sampling and cooking demonstrations are all examples of:

A cutlery firm with a limited variety of products and a desire to give its sales representatives maximum accountability, would use a salesforce structure.

The qualities required for successful salespeople are inborn and cannot be learned.

The workload approach to determining the salesforce size requires customers to be grouped by annual sales volume and the frequency of the sales calls.

Patronage rewards are cash or merchandise or service rewards offered to consumers who make continual use of a company's product or service.

Many tools can be used to accomplish sales promotion objectives. List and briefly describe the main consumer sales- promotion tools.

Your friend has taken a position as a retail sales assistant in a local furniture retail store. Now, he is bemoaning the fact that he will gain very little sales experience in this role since his duties are essentially that of an order taker. Comment on your friend's perspective.

In today's world, marketers should utilise transaction- oriented approaches as well as:

Which of the following BEST describes the role of a sales assistant within an outside salesforce?

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