Question 1

A missionary salesperson is usually employed by

Accepted Answer

A)  a retailer. 
B)  a wholesaler. 
C)  either a retailer or a producer. 
D)  a manufacturer. 
E)  an independent intermediary. 
A)  a retailer. 
B)  a wholesaler. 
C)  either a retailer or a producer. 
D)  a manufacturer. 
E)  an independent intermediary.

Question 2

Explain the major issues to consider when developing a sales training program.

Accepted Answer

Whether the training program is complex

Question 3

Which of the following is a reason why the use of sales promotion has increased dramatically?

Accepted Answer

A)  Customers are more responsive to advertising. 
B)  Brand loyalty is increasing. 
C)  Retailers are demanding greater promotional efforts from manufacturers to boost profits. 
D)  Retailers are placing a stronger emphasis on long-term results versus short-term results. 
E)  Customers are less responsive to personal selling. 
A)  Customers are more responsive to advertising. 
B)  Brand loyalty is increasing. 
C)  Retailers are demanding greater promotional efforts from manufacturers to boost profits. 
D)  Retailers are placing a stronger emphasis on long-term results versus short-term results. 
E)  Customers are less responsive to personal selling.

Question 4

Maria Martinez works for a cosmetics manufacturer and is responsible for ensuring that retailers have adequate quantities of products when they need them. However, she is directing much of her effort toward helping the retailers promote the products. She would be characterized as belonging to which group of salespeople?

Accepted Answer

A)  Trade salespeople 
B)  Outside sales force 
C)  Advisory salespeople 
D)  Technical salespeople 
E)  Missionary salespeople 
A)  Trade salespeople 
B)  Outside sales force 
C)  Advisory salespeople 
D)  Technical salespeople 
E)  Missionary salespeople

Question 5

Identify and describe several ways to motivate sales personnel.

Accepted Answer

Effective sales force motivation is achi

Question 6

John is a sales manager at IBM. He is analyzing sales reports and interviewing key personnel in his department to find out what traits and activities his most successful salespeople share in common. He also wants to determine some of the traits that unsuccessful salespeople have had so he knows what to avoid. John plans to use this to develop a set of requirements for future salespeople, as well as to be aware of potential weaknesses that could lead to failure. John is most likely performing these activities because he is

Accepted Answer

A)  determining sales force size. 
B)  establishing sales force objectives. 
C)  compensating salespeople. 
D)  recruiting and selecting salespeople. 
E)  motivating salespeople. 
A)  determining sales force size. 
B)  establishing sales force objectives. 
C)  compensating salespeople. 
D)  recruiting and selecting salespeople. 
E)  motivating salespeople.

Question 7

The aim of a motivational program is to create a working environment in which sales personnel can achieve their goals.

Accepted Answer

A) True 
 B)False

Question 8

Sales promotion activities are generally used in conjunction with other promotional efforts.

Accepted Answer

A) True 
 B)False

Question 9

Discuss the purpose of coupons in sales promotion.

Accepted Answer

Coupons reduce a product's price and aim

Question 10

One of the best ways to overcome a prospect's objections is to anticipate them and to deal with them before the prospect has an opportunity to mention them.

Accepted Answer

A) True 
 B)False

Question 11

Which of the following is the best example of a well-stated sales objective?

Accepted Answer

A)  Companywide sales should increase by 25%. 
B)  Each salesperson should increase his or her client group by 10%. 
C)  Each salesperson should bring in $25,000 in new sales by November 15. 
D)  The sales force should increase the market share in all markets by December 1. 
E)  Each salesperson should increase the number of calls they make by 20%. 
A)  Companywide sales should increase by 25%. 
B)  Each salesperson should increase his or her client group by 10%. 
C)  Each salesperson should bring in $25,000 in new sales by November 15. 
D)  The sales force should increase the market share in all markets by December 1. 
E)  Each salesperson should increase the number of calls they make by 20%.

Question 12

While anticipating objections and countering them before they are asked is a good idea, one negative consequence of doing so is that the salesperson may

Accepted Answer

A)  annoy the customer. 
B)  mention objections the customer had not thought of. 
C)  take too long in trying to sell the product, and the customer may stop listening. 
D)  not emphasize its features and benefits enough. 
E)  begin to lie about the product. 
A)  annoy the customer. 
B)  mention objections the customer had not thought of. 
C)  take too long in trying to sell the product, and the customer may stop listening. 
D)  not emphasize its features and benefits enough. 
E)  begin to lie about the product.

Question 13

If possible the salesperson should have the prospect view, touch, or test the product during the presentation.

Accepted Answer

A) True 
 B)False

Question 14

Kimberly is a salesperson in the sales division of Hewlett-Packard. Today Kimberly is focused on researching a list of potential sales leads. Kimberly wants to look at these sales leads and determine how likely they are to buy from the company, the type of products they will likely need, and whether they have a sales history with the firm. Kimberly also wants to determine who the key decisions makers are in the buying decision-making process at these sales leads so she can identify who will have the most influence. In the process of her research, Kimberly makes extensive use of the firm's CRM system to forecast sales and manage leads. Kimberly is most likely at which stage of the personal selling process?

Accepted Answer

A)  Prospecting 
B)  Preapproach 
C)  Approach 
D)  Making the presentation 
E)  Following up 
A)  Prospecting 
B)  Preapproach 
C)  Approach 
D)  Making the presentation 
E)  Following up

Question 15

Sayyid's company has launched a new product line, and he is put in charge of sales. He decides his first step will be to find potential customers in the company's sales records. Sayyid is

Accepted Answer

A)  prospecting. 
B)  screening. 
C)  researching. 
D)  preapproaching. 
E)  surveying. 
A)  prospecting. 
B)  screening. 
C)  researching. 
D)  preapproaching. 
E)  surveying.

Question 16

All of the following are key areas of sales force management except

Accepted Answer

A)  compensating salespeople. 
B)  coordinating sales promotion efforts. 
C)  recruiting salespeople. 
D)  training sales personnel. 
E)  motivating sales personnel. 
A)  compensating salespeople. 
B)  coordinating sales promotion efforts. 
C)  recruiting salespeople. 
D)  training sales personnel. 
E)  motivating sales personnel.

Question 17

Personal selling is changing in today's marketplace due to several factors. Which of the following is not a factor that impacts today's promotion through personal selling?

Accepted Answer

A)  The difficulty in keeping customers because they are fickle 
B)  New technology provides up-to-date information in the field 
C)  The way in which customers gain information about a company or product 
D)  Social CRM allows companies to discover and engage customers 
E)  Electronic sales presentations through social media technology 
A)  The difficulty in keeping customers because they are fickle 
B)  New technology provides up-to-date information in the field 
C)  The way in which customers gain information about a company or product 
D)  Social CRM allows companies to discover and engage customers 
E)  Electronic sales presentations through social media technology

Question 18

Olivia is the manager of Human Resources for Zappos.com. She is currently reviewing the sales force compensation method used at Zappos.com to determine if there is a better way to manage compensation. Olivia knows that the ____ method is easy to administer, yields more predictable selling expenses, and provides sales managers with a large degree of control over salespeople.

Accepted Answer

A)  straight commission 
B)  salary plus bonus 
C)  salary and commission 
D)  straight commission and combination 
E)  straight salary 
A)  straight commission 
B)  salary plus bonus 
C)  salary and commission 
D)  straight commission and combination 
E)  straight salary

Question 19

Many consumers redeem coupons only for products they normally buy.

Accepted Answer

A) True 
 B)False

Question 20

Developing a relationship on the first visit is becoming increasingly important in the _____________ stage of the personal selling process.

Accepted Answer

A)  prospecting 
B)  preapproach 
C)  approach 
D)  making the presentation 
E)  overcoming objections 
A)  prospecting 
B)  preapproach 
C)  approach 
D)  making the presentation 
E)  overcoming objections

A missionary salesperson is usually employed by

Explain the major issues to consider when developing a sales training program.

Which of the following is a reason why the use of sales promotion has increased dramatically?

Identify and describe several ways to motivate sales personnel.

The aim of a motivational program is to create a working environment in which sales personnel can achieve their goals.

Sales promotion activities are generally used in conjunction with other promotional efforts.

Discuss the purpose of coupons in sales promotion.

One of the best ways to overcome a prospect's objections is to anticipate them and to deal with them before the prospect has an opportunity to mention them.

Which of the following is the best example of a well-stated sales objective?

While anticipating objections and countering them before they are asked is a good idea, one negative consequence of doing so is that the salesperson may

If possible the salesperson should have the prospect view, touch, or test the product during the presentation.

Sayyid's company has launched a new product line, and he is put in charge of sales. He decides his first step will be to find potential customers in the company's sales records. Sayyid is

All of the following are key areas of sales force management except

Personal selling is changing in today's marketplace due to several factors. Which of the following is not a factor that impacts today's promotion through personal selling?

Many consumers redeem coupons only for products they normally buy.

Developing a relationship on the first visit is becoming increasingly important in the _____________ stage of the personal selling process.

An Overview of Strategic Marketing

Planning, Implementing, and Evaluating Marketing Strategies

The Marketing Environment

Social Responsibility and Ethics in Marketing

Marketing Research and Information Systems

Target Markets, Segmentation and Evaluation

Consumer Buying Behavior

Business Markets and Buying Behavior

Reaching Global Markets

Digital Marketing and Social Networking

Product Concepts, Branding, and Packaging

Developing and Managing Products

Services Marketing

Marketing Channels and Supply Chain Management

Retailing, Direct Marketing and Wholesaling

Integrated Marketing Communications

Advertising and Public Relations

Pricing Concepts

Setting Prices

Filters

Exam 18: Personal Selling and Sales Promotion

A missionary salesperson is usually employed by

Explain the major issues to consider when developing a sales training program.

Which of the following is a reason why the use of sales promotion has increased dramatically?

Identify and describe several ways to motivate sales personnel.

The aim of a motivational program is to create a working environment in which sales personnel can achieve their goals.

Sales promotion activities are generally used in conjunction with other promotional efforts.

Discuss the purpose of coupons in sales promotion.

One of the best ways to overcome a prospect's objections is to anticipate them and to deal with them before the prospect has an opportunity to mention them.

Which of the following is the best example of a well-stated sales objective?

While anticipating objections and countering them before they are asked is a good idea, one negative consequence of doing so is that the salesperson may

If possible the salesperson should have the prospect view, touch, or test the product during the presentation.

Sayyid's company has launched a new product line, and he is put in charge of sales. He decides his first step will be to find potential customers in the company's sales records. Sayyid is

All of the following are key areas of sales force management except

Personal selling is changing in today's marketplace due to several factors. Which of the following is not a factor that impacts today's promotion through personal selling?

Many consumers redeem coupons only for products they normally buy.

Developing a relationship on the first visit is becoming increasingly important in the _____________ stage of the personal selling process.

An Overview of Strategic Marketing

Planning, Implementing, and Evaluating Marketing Strategies

The Marketing Environment

Social Responsibility and Ethics in Marketing

Marketing Research and Information Systems

Target Markets, Segmentation and Evaluation

Consumer Buying Behavior

Business Markets and Buying Behavior

Reaching Global Markets

Digital Marketing and Social Networking

Product Concepts, Branding, and Packaging

Developing and Managing Products

Services Marketing

Marketing Channels and Supply Chain Management

Retailing, Direct Marketing and Wholesaling

Integrated Marketing Communications

Advertising and Public Relations

Pricing Concepts

Setting Prices

Filters