Question 1

Relationship selling is used especially in consumer marketing.

Accepted Answer

A) True 
 B)False

Question 2

Jose Suarez has been hired as sales manager at a new firm and is trying to come up with a sales force compensation method. He would like to have selling expenses relate directly to sales resources, an aggressive sales force, and minimization of non-selling tasks. What compensation method(s) would best fulfill his requirements?

Accepted Answer

A)  Combination 
B)  Straight salary 
C)  Straight salary plus generous fringe benefits 
D)  Straight commission 
E)  Salary plus a bonus 
A)  Combination 
B)  Straight salary 
C)  Straight salary plus generous fringe benefits 
D)  Straight commission 
E)  Salary plus a bonus

Question 3

If possible, the salesperson should handle objections only when they arise.

Accepted Answer

A) True 
 B)False

Question 4

You are a senior analyst in the worldwide sales and finance group at an auto parts company that is based in Detroit, Michigan. Your boss has given you a project to answer the following questions: How many sales calls must the company make per year to effectively serve its customers?
What is the average number of sales calls each sales rep in the company makes in a year?
Based on this project request, which element of the sales force management process is your boss focused on?

Accepted Answer

A)  Establishing sales force objectives 
B)  Determining the sales force size 
C)  Recruiting and selecting salespeople 
D)  Training sales personnel 
E)  Compensating salespeople 
A)  Establishing sales force objectives 
B)  Determining the sales force size 
C)  Recruiting and selecting salespeople 
D)  Training sales personnel 
E)  Compensating salespeople

Question 5

When a manufacturer rewards retailers based on the number of pieces moved through their scanners, this sales promotion method is known as a

Accepted Answer

A)  merchandise allowance. 
B)  count-and-recount allowance. 
C)  buy-back allowance. 
D)  scan-back allowance. 
E)  scan-count allowance. 
A)  merchandise allowance. 
B)  count-and-recount allowance. 
C)  buy-back allowance. 
D)  scan-back allowance. 
E)  scan-count allowance.

Question 6

Effective motivation of a sales force is best achieved through

Accepted Answer

A)  annual retreats at resort locations open to families. 
B)  emphasizing sales force objectives and their connection to compensation. 
C)  an organized set of activities performed continuously. 
D)  motivation meetings when sales have declined. 
E)  daily pep talks before the sales force makes sales calls. 
A)  annual retreats at resort locations open to families. 
B)  emphasizing sales force objectives and their connection to compensation. 
C)  an organized set of activities performed continuously. 
D)  motivation meetings when sales have declined. 
E)  daily pep talks before the sales force makes sales calls.

Question 7

Signs, counter pieces, racks, and self-service cartons are all forms of

Accepted Answer

A)  in-store attention grabbers. 
B)  demonstrations. 
C)  retail media. 
D)  premiums. 
E)  point-of-purchase displays. 
A)  in-store attention grabbers. 
B)  demonstrations. 
C)  retail media. 
D)  premiums. 
E)  point-of-purchase displays.

Question 8

Even though salespeople do not use the exact same sales methods, they do go through the same general selling process.

Accepted Answer

A) True 
 B)False

Question 9

When better market conditions prevail or when company growth occurs, a company may suffer if it

Accepted Answer

A)  lowered its sales force objectives. 
B)  recruited additional salespeople. 
C)  decided to use a combination compensation plan. 
D)  provided additional training for its sales force. 
E)  cut back the size of its sales force. 
A)  lowered its sales force objectives. 
B)  recruited additional salespeople. 
C)  decided to use a combination compensation plan. 
D)  provided additional training for its sales force. 
E)  cut back the size of its sales force.

Question 10

When deciding on sales promotion methods to employ, marketers take several factors into consideration. Which factor below is unlikely to affect decisions regarding sales promotion methods?

Accepted Answer

A)  Type of package 
B)  Product characteristics 
C)  Target market characteristics 
D)  Types of resellers 
E)  Competitive forces in the environment 
A)  Type of package 
B)  Product characteristics 
C)  Target market characteristics 
D)  Types of resellers 
E)  Competitive forces in the environment

Question 11

List three major types of sales force compensation methods. What are the advantages and disadvantages of each?

Accepted Answer

The three major types of sales compensat

Question 12

Sales objectives can do all of the following except

Accepted Answer

A)  serve as a deterrent both to salespeople and their clients. 
B)  give the sales force direction and purpose. 
C)  serve as a standard for evaluating salesperson performance. 
D)  let the sales force know what is expected of them. 
E)  help to control the sales force. 
A)  serve as a deterrent both to salespeople and their clients. 
B)  give the sales force direction and purpose. 
C)  serve as a standard for evaluating salesperson performance. 
D)  let the sales force know what is expected of them. 
E)  help to control the sales force.

Question 13

Customer density and distribution are important factors in

Accepted Answer

A)  prospecting. 
B)  motivating salespeople. 
C)  creating sales territories. 
D)  compensating salespeople. 
E)  establishing sales force objectives. 
A)  prospecting. 
B)  motivating salespeople. 
C)  creating sales territories. 
D)  compensating salespeople. 
E)  establishing sales force objectives.

Question 14

Company sales records, commercial databases, newspaper announcements, telephone directories, and public records are all sources used for

Accepted Answer

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

Question 15

How has the expenditure of promotional dollars on advertising, consumer sales promotion methods, and trade sales promotion methods changed in recent years?

Accepted Answer

The use of sales promotion has increased

Question 16

As sales manager Charles is trying to find a way to determine optimal sales force size. He knows that one way is determining how many sales calls per year are necessary for the organization to serve customers effectively and then dividing this total by the average number of sales calls a salesperson makes annually. The other method is based on ________________, in which additional salespeople are added to the sales force until the cost of an additional salesperson equals the additional sales generated by that person.

Accepted Answer

A)  marginal analysis 
B)  commission plans 
C)  dealer loaders 
D)  economic forecasting 
E)  sales divisibility 
A)  marginal analysis 
B)  commission plans 
C)  dealer loaders 
D)  economic forecasting 
E)  sales divisibility

Question 17

Carlos generally makes cold calls on businesses to look for new prospects. He has many satisfied customers, but like many salespeople, he does not frequently utilize one of the best ways to find new prospects, which is through

Accepted Answer

A)  friends and coworkers. 
B)  customer referrals. 
C)  trade shows. 
D)  past sales. 
E)  other employees. 
A)  friends and coworkers. 
B)  customer referrals. 
C)  trade shows. 
D)  past sales. 
E)  other employees.

Question 18

Which of the following is least likely to be directly involved in actually making sales?

Accepted Answer

A)  Outside salesperson 
B)  Current-customer salesperson 
C)  Inside salesperson 
D)  New-business salesperson 
E)  Support sales personnel 
A)  Outside salesperson 
B)  Current-customer salesperson 
C)  Inside salesperson 
D)  New-business salesperson 
E)  Support sales personnel

Question 19

The difference between consumer sales promotion methods and trade sales promotion methods is

Accepted Answer

A)  with consumer sales promotion, marketers try to persuade retailers to carry their products. 
B)  with trade sales promotion, marketers focus on trading with consumers. 
C)  consumer and trade sales promotions aim at retailers, but only trade sales promotions aim at wholesalers. 
D)  consumer sales promotions focus on getting consumers to buy their products, whereas trade sales promotions focus on getting wholesalers and retailers to buy. 
E)  trade sales promotions attempt to persuade people to buy at particular stores, whereas consumer sales promotions focus on persuading people to buy particular products. 
A)  with consumer sales promotion, marketers try to persuade retailers to carry their products. 
B)  with trade sales promotion, marketers focus on trading with consumers. 
C)  consumer and trade sales promotions aim at retailers, but only trade sales promotions aim at wholesalers. 
D)  consumer sales promotions focus on getting consumers to buy their products, whereas trade sales promotions focus on getting wholesalers and retailers to buy. 
E)  trade sales promotions attempt to persuade people to buy at particular stores, whereas consumer sales promotions focus on persuading people to buy particular products.

Question 20

_____________ is a sum of money that a producer gives to a reseller for each unit the reseller buys after an initial promotional deal is over.

Accepted Answer

A)  Scan-back allowance 
B)  Merchandise allowance 
C)  Buying allowance 
D)  Buy-back allowance 
E)  Push money 
A)  Scan-back allowance 
B)  Merchandise allowance 
C)  Buying allowance 
D)  Buy-back allowance 
E)  Push money

Relationship selling is used especially in consumer marketing.

If possible, the salesperson should handle objections only when they arise.

When a manufacturer rewards retailers based on the number of pieces moved through their scanners, this sales promotion method is known as a

Effective motivation of a sales force is best achieved through

Signs, counter pieces, racks, and self-service cartons are all forms of

Even though salespeople do not use the exact same sales methods, they do go through the same general selling process.

When better market conditions prevail or when company growth occurs, a company may suffer if it

When deciding on sales promotion methods to employ, marketers take several factors into consideration. Which factor below is unlikely to affect decisions regarding sales promotion methods?

List three major types of sales force compensation methods. What are the advantages and disadvantages of each?

Sales objectives can do all of the following except

Customer density and distribution are important factors in

Company sales records, commercial databases, newspaper announcements, telephone directories, and public records are all sources used for

How has the expenditure of promotional dollars on advertising, consumer sales promotion methods, and trade sales promotion methods changed in recent years?

Carlos generally makes cold calls on businesses to look for new prospects. He has many satisfied customers, but like many salespeople, he does not frequently utilize one of the best ways to find new prospects, which is through

Which of the following is least likely to be directly involved in actually making sales?

The difference between consumer sales promotion methods and trade sales promotion methods is

_____________ is a sum of money that a producer gives to a reseller for each unit the reseller buys after an initial promotional deal is over.

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

Relationship selling is used especially in consumer marketing.

If possible, the salesperson should handle objections only when they arise.

When a manufacturer rewards retailers based on the number of pieces moved through their scanners, this sales promotion method is known as a

Effective motivation of a sales force is best achieved through

Signs, counter pieces, racks, and self-service cartons are all forms of

Even though salespeople do not use the exact same sales methods, they do go through the same general selling process.

When better market conditions prevail or when company growth occurs, a company may suffer if it

When deciding on sales promotion methods to employ, marketers take several factors into consideration. Which factor below is unlikely to affect decisions regarding sales promotion methods?

List three major types of sales force compensation methods. What are the advantages and disadvantages of each?

Sales objectives can do all of the following except

Customer density and distribution are important factors in

Company sales records, commercial databases, newspaper announcements, telephone directories, and public records are all sources used for

How has the expenditure of promotional dollars on advertising, consumer sales promotion methods, and trade sales promotion methods changed in recent years?

Carlos generally makes cold calls on businesses to look for new prospects. He has many satisfied customers, but like many salespeople, he does not frequently utilize one of the best ways to find new prospects, which is through

Which of the following is least likely to be directly involved in actually making sales?

The difference between consumer sales promotion methods and trade sales promotion methods is

_____________ is a sum of money that a producer gives to a reseller for each unit the reseller buys after an initial promotional deal is over.

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