Question 1

A company that sells only one product line to one industry with customers in many locations would typically use a .

Accepted Answer

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

Question 2

What is the primary goal of trade promotions?

Accepted Answer

A)  generating qualified business leads and contacts 
B)  rewarding customers for frequent purchases 
C)  boosting long-term relationships with final buyers 
D)  motivating salespeople to attend trade shows 
E)  persuading resellers to carry a brand 
A)  generating qualified business leads and contacts 
B)  rewarding customers for frequent purchases 
C)  boosting long-term relationships with final buyers 
D)  motivating salespeople to attend trade shows 
E)  persuading resellers to carry a brand

Question 3

The most common evaluation method for sales promotions is to compare sales before, during, and after a promotion.

Accepted Answer

A) True 
 B)False

Question 4

Rose is a sales representative for Advanced Products Inc. Her remuneration is based entirely on her sales performance. For every $1000 order Rose secures she receives a $150 payment. In this situation a(n) is the variable amount in a salesperson's compensation.

Accepted Answer

A)  profit-sharing plan 
B)  salary 
C)  bonus 
D)  commission 
E)  incentive 
A)  profit-sharing plan 
B)  salary 
C)  bonus 
D)  commission 
E)  incentive

Question 5

Loretta Inc., a Canadian-based watch manufacturer, sells its products in the United States, France, China, Russia, and India. To manage sales, Loretta appoints a number of sales representatives to each location. Sales representatives report to area managers, and area managers coordinate sales in their respective areas before reporting to regional managers. Loretta has most likely adopted a _ sales force structure.

Accepted Answer

A)  customer 
B)  distributor 
C)  territorial 
D)  complex 
E)  product 
A)  customer 
B)  distributor 
C)  territorial 
D)  complex 
E)  product

Question 6

Sales promotion levels represent over half of marketing spending,

Accepted Answer

A) True 
 B)False

Question 7

Sales managers use a that shows which customers and prospects to pursue and which activities to carry out.

Accepted Answer

A)  bonus plan 
B)  sales quota 
C)  straight commission 
D)  call plan 
E)  sales contest 
A)  bonus plan 
B)  sales quota 
C)  straight commission 
D)  call plan 
E)  sales contest

Question 8

If a company assigns individual teams of salespeople to big retail customers, it most likely has a(n) sales force structure.

Accepted Answer

A)  market 
B)  demographic 
C)  undifferentiated 
D)  product 
E)  territorial 
A)  market 
B)  demographic 
C)  undifferentiated 
D)  product 
E)  territorial

Question 9

Which of the following statements is true of salespeople?

Accepted Answer

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

Question 10

Which of the following is most likely true of a sales force?

Accepted Answer

A)  The cost of replacing a salesperson is usually low because minimal training is necessary. 
B)  On-site sales training is more efficient and less costly than e-learning programs. 
C)  Individuals within a sales force generally perform at the same level of efficiency. 
D)  The performance difference between an average salesperson and a top salesperson is generally substantial. 
E)  A sales force with many new people is typically more productive than one whose members have been around for a long time. 
A)  The cost of replacing a salesperson is usually low because minimal training is necessary. 
B)  On-site sales training is more efficient and less costly than e-learning programs. 
C)  Individuals within a sales force generally perform at the same level of efficiency. 
D)  The performance difference between an average salesperson and a top salesperson is generally substantial. 
E)  A sales force with many new people is typically more productive than one whose members have been around for a long time.

Question 11

In which step of the selling process does a salesperson set call objectives?

Accepted Answer

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

Question 12

The goal of supervision is to encourage salespeople to "work hard" and energetically toward sales force goals.

Accepted Answer

A) True 
 B)False

Question 13

Prospecting is the sales step in which a salesperson learns as much as possible about a prospective customer before making a sales call.

Accepted Answer

A) True 
 B)False

Question 14

You have been hired by a national office furniture supply company based in Fredericton, New Brunswick. Your primary responsibility is to grow new revenue by finding new customers. What are the different ways of
finding sales prospects?

Accepted Answer

A salesperson must often approach many p

Question 15

Black Diamond Cheddar has introduced a new cheddar taste. Displays are set up at various retail stores across Canada and patrons are offered free samples as well as $2 off coupons. Which promotion tool is Black Diamond Cheddar most likely using?

Accepted Answer

A)  rebates 
B)  point-of-purchase promotions 
C)  price packs 
D)  coupons 
E)  advertising specialties 
A)  rebates 
B)  point-of-purchase promotions 
C)  price packs 
D)  coupons 
E)  advertising specialties

Question 16

Sweepstakes give consumers a chance to win something, such as cash, trips, or goods, by luck or through extra effort.

Accepted Answer

A) True 
 B)False

Question 17

Howard Genks works as a sales representative for Med-Tex, a firm that manufactures hospital supplies. Recently, a prospective buyer walked into the Med-Tex store seeking beds for the children's ward in his private
Clinic. Howard quickly showed the client the range of beds available that were designed specifically for
Children. In which of the following steps of the selling process was Howard?

Accepted Answer

A)  handling objections 
B)  prospecting 
C)  qualifying 
D)  presentation and demonstration 
E)  follow-up 
A)  handling objections 
B)  prospecting 
C)  qualifying 
D)  presentation and demonstration 
E)  follow-up

Question 18

Which of the following is most likely an example of a business promotion tool?

Accepted Answer

A)  a sweepstakes program inviting customers to enter for the chance to win a new car 
B)  a trade fair showcasing a new audio system developed by an electronics firm 
C)  a free DVD for customers who purchase a new television at a retail store 
D)  a toaster being sold at half its list price for any buyer who purchases a food processor 
E)  a display allowance for retailers who feature a manufacturer's product in a favourable manner 
A)  a sweepstakes program inviting customers to enter for the chance to win a new car 
B)  a trade fair showcasing a new audio system developed by an electronics firm 
C)  a free DVD for customers who purchase a new television at a retail store 
D)  a toaster being sold at half its list price for any buyer who purchases a food processor 
E)  a display allowance for retailers who feature a manufacturer's product in a favourable manner

A company that sells only one product line to one industry with customers in many locations would typically use a .

What is the primary goal of trade promotions?

The most common evaluation method for sales promotions is to compare sales before, during, and after a promotion.

Rose is a sales representative for Advanced Products Inc. Her remuneration is based entirely on her sales performance. For every $1000 order Rose secures she receives a $150 payment. In this situation a(n) is the variable amount in a salesperson's compensation.

Sales promotion levels represent over half of marketing spending,

Sales managers use a that shows which customers and prospects to pursue and which activities to carry out.

If a company assigns individual teams of salespeople to big retail customers, it most likely has a(n) sales force structure.

Which of the following statements is true of salespeople?

Which of the following is most likely true of a sales force?

In which step of the selling process does a salesperson set call objectives?

The goal of supervision is to encourage salespeople to "work hard" and energetically toward sales force goals.

Prospecting is the sales step in which a salesperson learns as much as possible about a prospective customer before making a sales call.

You have been hired by a national office furniture supply company based in Fredericton, New Brunswick. Your primary responsibility is to grow new revenue by finding new customers. What are the different ways of finding sales prospects?

Black Diamond Cheddar has introduced a new cheddar taste. Displays are set up at various retail stores across Canada and patrons are offered free samples as well as $2 off coupons. Which promotion tool is Black Diamond Cheddar most likely using?

Sweepstakes give consumers a chance to win something, such as cash, trips, or goods, by luck or through extra effort.

Which of the following is most likely an example of a business promotion tool?

Marketing: Creating Customer Value and Engagement

Company and Marketing Strategy: Partnering to Build Customer Engagement, Value, and Relationships

Analyzing the Marketing Environment

Managing Marketing Information to Gain Customer Insights

Understanding Consumer and Business Buyer Behaviour

Customer Value-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: Understanding and Capturing Customer Value

Marketing Channels: Delivering Customer Value

Retailing and Wholesaling

Engaging Consumers and Communicating Customer Value: Advertising and Public Relations

Direct, Online, Social Media, and Mobile Marketing

The Global Marketplace

Sustainable Marketing: Social Responsibility and Ethics

Filters

Exam 13: Personal Selling and Sales Promotion

A company that sells only one product line to one industry with customers in many locations would typically use a .

What is the primary goal of trade promotions?

The most common evaluation method for sales promotions is to compare sales before, during, and after a promotion.

Rose is a sales representative for Advanced Products Inc. Her remuneration is based entirely on her sales performance. For every $1000 order Rose secures she receives a $150 payment. In this situation a(n) is the variable amount in a salesperson's compensation.

Sales promotion levels represent over half of marketing spending,

Sales managers use a that shows which customers and prospects to pursue and which activities to carry out.

If a company assigns individual teams of salespeople to big retail customers, it most likely has a(n) sales force structure.

Which of the following statements is true of salespeople?

Which of the following is most likely true of a sales force?

In which step of the selling process does a salesperson set call objectives?

The goal of supervision is to encourage salespeople to "work hard" and energetically toward sales force goals.

Prospecting is the sales step in which a salesperson learns as much as possible about a prospective customer before making a sales call.

You have been hired by a national office furniture supply company based in Fredericton, New Brunswick. Your primary responsibility is to grow new revenue by finding new customers. What are the different ways of finding sales prospects?

Black Diamond Cheddar has introduced a new cheddar taste. Displays are set up at various retail stores across Canada and patrons are offered free samples as well as $2 off coupons. Which promotion tool is Black Diamond Cheddar most likely using?

Sweepstakes give consumers a chance to win something, such as cash, trips, or goods, by luck or through extra effort.

Which of the following is most likely an example of a business promotion tool?

Marketing: Creating Customer Value and Engagement

Company and Marketing Strategy: Partnering to Build Customer Engagement, Value, and Relationships

Analyzing the Marketing Environment

Managing Marketing Information to Gain Customer Insights

Understanding Consumer and Business Buyer Behaviour

Customer Value-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: Understanding and Capturing Customer Value

Marketing Channels: Delivering Customer Value

Retailing and Wholesaling

Engaging Consumers and Communicating Customer Value: Advertising and Public Relations

Direct, Online, Social Media, and Mobile Marketing

The Global Marketplace

Sustainable Marketing: Social Responsibility and Ethics

Filters