Question 1

Which of the following is true of trade promotions?

Accepted Answer

A) It boosts short-term customer buying and long-term customer relationships. 
B) Conventions and trade shows are the two main types of trade promotions. 
C) It generates business leads which do not require the qualification process. 
D) It includes samples, premiums, and coupons. 
E) It aims to persuade resellers to carry a brand. 
A) It boosts short-term customer buying and long-term customer relationships. 
B) Conventions and trade shows are the two main types of trade promotions. 
C) It generates business leads which do not require the qualification process. 
D) It includes samples, premiums, and coupons. 
E) It aims to persuade resellers to carry a brand.

Question 2

Contests,premiums,and displays are tolls solely used for trade promotions.

Accepted Answer

A) True 
 B)False

Question 3

Sales promotions targeted at ________ are called trade promotions.

Accepted Answer

A) producers and manufacturers 
B) members of the sales force 
C) business customers 
D) final buyers 
E) retailers and wholesalers 
A) producers and manufacturers 
B) members of the sales force 
C) business customers 
D) final buyers 
E) retailers and wholesalers

Question 4

Asking for the order and offering to help write up the order are examples of the ________ techniques.

Accepted Answer

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

Question 5

Which of the following examples represents a territorial sales force structure?

Accepted Answer

A) Ajax Medicals has special teams of medical representatives who are well-versed in the specific classes of medicines they sell to the customer markets assigned to them. 
B) Apollo Pharmaceuticals sells its products through a network of teams, each of which handles a specific product, but sells them in one location only. 
C) Verra Designers operates from its landmark store in uptown New York and customers from world over come to this store to buy original merchandise at steep prices. 
D) Milton's is a specialty liquor brewery that markets its products to the most exquisite hotels and has individual sales teams assigned to provide priority service to each of its clients. 
E) Oriental Meals, producers of pre-cooked Chinese meals, markets its products throughout the country through a network of area and regional sales officers. 
A) Ajax Medicals has special teams of medical representatives who are well-versed in the specific classes of medicines they sell to the customer markets assigned to them. 
B) Apollo Pharmaceuticals sells its products through a network of teams, each of which handles a specific product, but sells them in one location only. 
C) Verra Designers operates from its landmark store in uptown New York and customers from world over come to this store to buy original merchandise at steep prices. 
D) Milton's is a specialty liquor brewery that markets its products to the most exquisite hotels and has individual sales teams assigned to provide priority service to each of its clients. 
E) Oriental Meals, producers of pre-cooked Chinese meals, markets its products throughout the country through a network of area and regional sales officers.

Question 6

List the various types of sales promotions.What are their objectives?

Accepted Answer

The various types of sales promotions ar

Question 7

The last step in the selling process is closing.

Accepted Answer

A) True 
 B)False

Question 8

In which of the following steps in the sales process does the salesperson meet the customer for the first time?

Accepted Answer

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

Question 9

Conventions and trade shows are tools for business promotions.

Accepted Answer

A) True 
 B)False

Question 10

Sales reports primarily contain ________.

Accepted Answer

A) details of sales contests and the incentives they carry 
B) schedules for sales meetings 
C) details of the expenses and overheads incurred 
D) weekly or monthly work plans 
E) call plans developed by supervisors for salespeople 
A) details of sales contests and the incentives they carry 
B) schedules for sales meetings 
C) details of the expenses and overheads incurred 
D) weekly or monthly work plans 
E) call plans developed by supervisors for salespeople

Question 11

In which of the following sales force structures is each salesperson assigned to an exclusive geographic area?

Accepted Answer

A) product sales force structure 
B) territorial sales force structure 
C) market sales force structure 
D) customer sales force structure 
E) client sales force structure 
A) product sales force structure 
B) territorial sales force structure 
C) market sales force structure 
D) customer sales force structure 
E) client sales force structure

Question 12

Carmalax is the country's largest vendor of printers and digital imaging services.Carmalax is known for its highly-trained and experienced sales force which has provided the company with exemplary service for decades.Much of the success Carmalax enjoys has been attributed to the fact that the management of Carmalax treats its sales division with respect and recognition.Which of the following statements,if true,would reflect this positive approach to managing the sales force that is practised by Carmalax?

Accepted Answer

A) The salespeople at Carmalax are encouraged to focus on the transaction-oriented selling process, rather than the value selling approach. 
B) The salespeople at Carmalax work under extreme supervision and managers are aware of the activities of their salespeople on field at all times. 
C) The salespeople at Carmalax typically face the threat of many punitive measures, including unemployment, for poor performance. 
D) The salespeople at Carmalax are invited to frequent sales meetings to voice their concerns and rewarded well for individual and group performance. 
E) The salespeople at Carmalax are encouraged to use trade and business promotions, rather than customer promotions. 
A) The salespeople at Carmalax are encouraged to focus on the transaction-oriented selling process, rather than the value selling approach. 
B) The salespeople at Carmalax work under extreme supervision and managers are aware of the activities of their salespeople on field at all times. 
C) The salespeople at Carmalax typically face the threat of many punitive measures, including unemployment, for poor performance. 
D) The salespeople at Carmalax are invited to frequent sales meetings to voice their concerns and rewarded well for individual and group performance. 
E) The salespeople at Carmalax are encouraged to use trade and business promotions, rather than customer promotions.

Question 13

Sales people from the inside sales force typically ________.

Accepted Answer

A) travel to call on customers in the field 
B) cannot conduct business on their own 
C) work only on the relationship-building process 
D) work independently of the outside sales force 
E) provide daily access and support 
A) travel to call on customers in the field 
B) cannot conduct business on their own 
C) work only on the relationship-building process 
D) work independently of the outside sales force 
E) provide daily access and support

Question 14

Which of the following statements is true of salespersons?

Accepted Answer

A) They do not work with wholesalers and retailers. 
B) Click-only companies have maximum number of salespersons. 
C) They do not represent the customers to the company. 
D) They represent a company to customers by communicating and selling. 
E) They represent a new class of professionals who have emerged as part of the steep rise in retailing. 
A) They do not work with wholesalers and retailers. 
B) Click-only companies have maximum number of salespersons. 
C) They do not represent the customers to the company. 
D) They represent a company to customers by communicating and selling. 
E) They represent a new class of professionals who have emerged as part of the steep rise in retailing.

Question 15

Which of the following statements is true of consumer promotions?

Accepted Answer

A) It persuades resellers to carry a brand. 
B) It includes a wide range of tools like samples, coupons, refunds, and so on. 
C) Display allowances are a type of consumer promotion tool. 
D) It is primarily used to generate business leads, stimulate purchases, reward customers, and motivate salespeople. 
E) Conventions and trade shows are a part of consumer promotions. 
A) It persuades resellers to carry a brand. 
B) It includes a wide range of tools like samples, coupons, refunds, and so on. 
C) Display allowances are a type of consumer promotion tool. 
D) It is primarily used to generate business leads, stimulate purchases, reward customers, and motivate salespeople. 
E) Conventions and trade shows are a part of consumer promotions.

Question 16

Vintage is one of the largest companies in the country.Vintage produces a vast range of goods which includes cars,cameras,home appliances,personal-care products,and food items.The company also competes vigorously in the services market as it runs hotels,hospitals,and schools.Vintage entered the real-estate industry in the last decade and proved to be a success in this field too.Considering the vast range of products and services Vintage sells,which sales force structure would you consider apt for the company?

Accepted Answer

(Students' answers may vary.The answer g

Question 17

The difference between an inside sales force and an outside sales force is that,an outside sales force ________.

Accepted Answer

A) makes more decision-maker contacts a day 
B) consists of telemarketers and Internet sellers 
C) conducts business from their offices 
D) represents an approach with lower cost-per-contact 
E) travels to call on customers in the field 
A) makes more decision-maker contacts a day 
B) consists of telemarketers and Internet sellers 
C) conducts business from their offices 
D) represents an approach with lower cost-per-contact 
E) travels to call on customers in the field

Question 18

In which of the following structures does a company organize its sales force along customer or industry lines?

Accepted Answer

A) geodemographic sales force structure 
B) services sales force structure 
C) market sales force structure 
D) territorial sales force structure 
E) product sales force structure 
A) geodemographic sales force structure 
B) services sales force structure 
C) market sales force structure 
D) territorial sales force structure 
E) product sales force structure

Question 19

________ are sales promotion tools used to generate new leads,stimulate purchases,reward customers,and motivate salespeople.

Accepted Answer

A) Business promotions 
B) B2B promotions 
C) Trade promotions 
D) Point-of-purchase promotions 
E) Event sponsorships 
A) Business promotions 
B) B2B promotions 
C) Trade promotions 
D) Point-of-purchase promotions 
E) Event sponsorships

Question 20

Which of the following is an action that is primarily associated with a member of the outside sales force?

Accepted Answer

A) conducting business exclusively through visits from buyers 
B) providing daily access and support 
C) conducting business via telemarketing 
D) using the Internet to identify and qualify new leads 
E) calling on potential and existing customers in the field 
A) conducting business exclusively through visits from buyers 
B) providing daily access and support 
C) conducting business via telemarketing 
D) using the Internet to identify and qualify new leads 
E) calling on potential and existing customers in the field

Which of the following is true of trade promotions?

Contests,premiums,and displays are tolls solely used for trade promotions.

Sales promotions targeted at ________ are called trade promotions.

Asking for the order and offering to help write up the order are examples of the ________ techniques.

Which of the following examples represents a territorial sales force structure?

List the various types of sales promotions.What are their objectives?

The last step in the selling process is closing.

In which of the following steps in the sales process does the salesperson meet the customer for the first time?

Conventions and trade shows are tools for business promotions.

Sales reports primarily contain ________.

In which of the following sales force structures is each salesperson assigned to an exclusive geographic area?

Sales people from the inside sales force typically ________.

Which of the following statements is true of salespersons?

Which of the following statements is true of consumer promotions?

The difference between an inside sales force and an outside sales force is that,an outside sales force ________.

In which of the following structures does a company organize its sales force along customer or industry lines?

________ are sales promotion tools used to generate new leads,stimulate purchases,reward customers,and motivate salespeople.

Which of the following is an action that is primarily associated with a member of the outside sales force?

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

Understanding Consumer and Business Buyer Behavior

Customer-Driven Marketing Strategy: Creating Value for Target Customers

Product,Services,and Brands: Building Customer Value

Developing New Products and Managing the Product Life Cycle

Pricing: Understanding and Capturing Customer Value

Marketing Channels Delivering Customer Value

Retailing and Wholesaling

Communicating Customer Value

Direct and Online Marketing: Building Direct Customer Relationships

The Global Marketplace

Sustainable Marketing: Social Responsibility and Ethics

Filters

Exam 13: Personal Selling and Sales Promotion

Which of the following is true of trade promotions?

Contests,premiums,and displays are tolls solely used for trade promotions.

Sales promotions targeted at ________ are called trade promotions.

Asking for the order and offering to help write up the order are examples of the ________ techniques.

Which of the following examples represents a territorial sales force structure?

List the various types of sales promotions.What are their objectives?

The last step in the selling process is closing.

In which of the following steps in the sales process does the salesperson meet the customer for the first time?

Conventions and trade shows are tools for business promotions.

Sales reports primarily contain ________.

In which of the following sales force structures is each salesperson assigned to an exclusive geographic area?

Sales people from the inside sales force typically ________.

Which of the following statements is true of salespersons?

Which of the following statements is true of consumer promotions?

The difference between an inside sales force and an outside sales force is that,an outside sales force ________.

In which of the following structures does a company organize its sales force along customer or industry lines?

________ are sales promotion tools used to generate new leads,stimulate purchases,reward customers,and motivate salespeople.

Which of the following is an action that is primarily associated with a member of the outside sales force?

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

Understanding Consumer and Business Buyer Behavior

Customer-Driven Marketing Strategy: Creating Value for Target Customers

Product,Services,and Brands: Building Customer Value

Developing New Products and Managing the Product Life Cycle

Pricing: Understanding and Capturing Customer Value

Marketing Channels Delivering Customer Value

Retailing and Wholesaling

Communicating Customer Value

Direct and Online Marketing: Building Direct Customer Relationships

The Global Marketplace

Sustainable Marketing: Social Responsibility and Ethics

Filters