Question 1

A straight-commission plan is a fixed cost.

Accepted Answer

A) True 
 B)False

Question 2

Sales performance should be evaluated on the basis of both input and output. A person's selling effectiveness is a combination of the two. Which of the following factors is a quantitative output measure?

Accepted Answer

A)  time spent setting up advertising displays 
B)  attendance at training sessions for dealers and/or distributors 
C)  calls per day 
D)  gross margin by product line 
E)  direct selling expense 
A)  time spent setting up advertising displays 
B)  attendance at training sessions for dealers and/or distributors 
C)  calls per day 
D)  gross margin by product line 
E)  direct selling expense

Question 3

Moselle works at Hobby Lobby. Her job is to help customers select merchandise and to suggest additional items to go along with merchandise chosen. Moselle works as a(n):

Accepted Answer

A)  sales engineer. 
B)  outside order taker. 
C)  inside order taker. 
D)  missionary sales person. 
E)  detail sales person. 
A)  sales engineer. 
B)  outside order taker. 
C)  inside order taker. 
D)  missionary sales person. 
E)  detail sales person.

Question 4

A marketer is most likely to concentrate the bulk of its promotional budget on personal selling if the:

Accepted Answer

A)  sales of the product do not involve a trade-in. 
B)  market for the product is widely dispersed. 
C)  product is in the introductory stage of its life cycle. 
D)  product has a low unit value. 
E)  product is mass-produced. 
A)  sales of the product do not involve a trade-in. 
B)  market for the product is widely dispersed. 
C)  product is in the introductory stage of its life cycle. 
D)  product has a low unit value. 
E)  product is mass-produced.

Question 5

_____ is the most likely explanation for why a small manufacturer of craft supplies would not want to use personal selling.

Accepted Answer

A)  High cost 
B)  Inflexibility 
C)  One-way flow 
D)  Lack of focus 
E)  Structure 
A)  High cost 
B)  Inflexibility 
C)  One-way flow 
D)  Lack of focus 
E)  Structure

Question 6

With the salary-only plan of compensating the sales force, pay becomes a _____ cost.

Accepted Answer

A)  marginal 
B)  taxable 
C)  variable 
D)  direct 
E)  fixed 
A)  marginal 
B)  taxable 
C)  variable 
D)  direct 
E)  fixed

Question 7

When the Indonesian government requested bids to build a new cement factory, an American firm's proposal included not only designing and building the factory, but also choosing the site, hiring and training the construction crews, and assembling the raw materials and the equipment needed to make the cement plant operational. Obviously, the American firm was interested in more than just building another structure; it was involved in:

Accepted Answer

A)  integrated selling. 
B)  a buying center. 
C)  systems selling. 
D)  a selling center. 
E)  dynamic selling. 
A)  integrated selling. 
B)  a buying center. 
C)  systems selling. 
D)  a selling center. 
E)  dynamic selling.

Question 8

An effective sales manager:

Accepted Answer

A)  must be self-motivated and self-reliant. 
B)  should not be easily motivated. 
C)  must be ego-driven. 
D)  must use an autonomous management style. 
E)  is described by all of the above. 
A)  must be self-motivated and self-reliant. 
B)  should not be easily motivated. 
C)  must be ego-driven. 
D)  must use an autonomous management style. 
E)  is described by all of the above.

Question 9

A _____ is a group of people representing a sales department as well as other functional areas in a marketing firm such as finance, production, and research and development in a selling situation.

Accepted Answer

A)  profit center 
B)  selling center 
C)  sales system 
D)  sales nucleus 
E)  buying center 
A)  profit center 
B)  selling center 
C)  sales system 
D)  sales nucleus 
E)  buying center

Question 10

Chad Kolb has just been hired by Hamilton Industries. The company makes and sells reproductions of architectural features for the renovation of 19th century businesses. He has been told the company uses financial incentives. This means Kolb will be receiving:

Accepted Answer

A)  trophies to prove he is a successful sales person. 
B)  a lot of praise from his sales manager. 
C)  cash bonuses to show gratitude for a good job. 
D)  the benefits of a job-enrichment program. 
E)  certificates of achievement. 
A)  trophies to prove he is a successful sales person. 
B)  a lot of praise from his sales manager. 
C)  cash bonuses to show gratitude for a good job. 
D)  the benefits of a job-enrichment program. 
E)  certificates of achievement.

Question 11

According to the text, the ideal method for compensating a sales force is:

Accepted Answer

A)  the salary-only plan. 
B)  salary plus expenses. 
C)  the combination compensation plan. 
D)  the straight-commission plan. 
E)  none of the above. 
A)  the salary-only plan. 
B)  salary plus expenses. 
C)  the combination compensation plan. 
D)  the straight-commission plan. 
E)  none of the above.

Question 12

A college student selling tickets for a car wash as a fund-raiser will sell more tickets if he or she makes a list of businesses and individuals who are likely buyers, rather than selling asking people at random. In other words, _____ will help the student make more sales.

Accepted Answer

A)  qualifying 
B)  data mining 
C)  data basing 
D)  list management 
E)  prospecting 
A)  qualifying 
B)  data mining 
C)  data basing 
D)  list management 
E)  prospecting

Question 13

Which of the following is an example of a quantitative output base for a person that sells musical and comedic talent for appearance at state fairs?

Accepted Answer

A)  the number of demo tapes mailed to prospective clients 
B)  the number of bookings per year 
C)  the number of prospects called on 
D)  the number of formal presentations made 
E)  all of the above 
A)  the number of demo tapes mailed to prospective clients 
B)  the number of bookings per year 
C)  the number of prospects called on 
D)  the number of formal presentations made 
E)  all of the above

Question 14

Xerox has a _____ that includes sales, administrative, and manufacturing personnel. One such group works together to sell Xerox's products to AT&T, Xerox's biggest customer. It has over 200 members who are engaged in solving any problems AT&T may experience as well as developing new products just for AT&T.

Accepted Answer

A)  profit center 
B)  selling center 
C)  sales system 
D)  sales nucleus 
E)  buying center 
A)  profit center 
B)  selling center 
C)  sales system 
D)  sales nucleus 
E)  buying center

Question 15

If a potential customer's problem is communications with its far-flung sales force, a telecommunications sales person can use _____ _____ to provide the customer with multiple methods of accessing the  members of its sales force no matter what the technological conditions of the area in which they are selling.

Accepted Answer

The answer of If a potential customer's problem is communications...

Question 16

Which of the following statements describes a significant drawback associated with the use of a straight commission compensation plan?

Accepted Answer

A)  Management will find it more difficult to control the activities of sales people being paid using a . straight commission plan than with other means of compensation. 
B)  With a salary-only plan, the money paid to sales people for performing their job becomes a fixed expense. 
C)  Sales people being paid a straight commission tend to spend too much of their time on nonselling activities. 
D)  Straight commissions do not motivate sales people to sell as well as other compensation plans. 
E)  Straight commission plans offer excessive nonfinancial incentives for sales people to sell. 
A)  Management will find it more difficult to control the activities of sales people being paid using a . straight commission plan than with other means of compensation. 
B)  With a salary-only plan, the money paid to sales people for performing their job becomes a fixed expense. 
C)  Sales people being paid a straight commission tend to spend too much of their time on nonselling activities. 
D)  Straight commissions do not motivate sales people to sell as well as other compensation plans. 
E)  Straight commission plans offer excessive nonfinancial incentives for sales people to sell.

Question 17

Which of the following statements best characterizes the work of missionary sales people?

Accepted Answer

A)  They usually do not ask for orders. 
B)  They mainly engage in creative selling. 
C)  They are outside order takers. 
D)  They are inside order takers. 
E)  They have the most complex and difficult of all sales jobs cause they have to be creative to make a sale. 
A)  They usually do not ask for orders. 
B)  They mainly engage in creative selling. 
C)  They are outside order takers. 
D)  They are inside order takers. 
E)  They have the most complex and difficult of all sales jobs cause they have to be creative to make a sale.

Question 18

Kitchengear of Maine wants to use a salary-only plan for compensating its sales people. This plan may not be such a good idea because the salary-only plan:

Accepted Answer

A)  encourages high-pressure selling. 
B)  provides incentives for the performance of nonselling activities. 
C)  is more complicated to administer than a commission plan. 
D)  ties selling costs too directly to sales volume. 
E)  cannot be used to introduce a new product. 
A)  encourages high-pressure selling. 
B)  provides incentives for the performance of nonselling activities. 
C)  is more complicated to administer than a commission plan. 
D)  ties selling costs too directly to sales volume. 
E)  cannot be used to introduce a new product.

Question 19

Which of the following is an example of a basic motivator that doesn't generally push people to exceptional performance?

Accepted Answer

A)  praise from management 
B)  recognition for job well-done in company newsletter 
C)  job enrichment 
D)  expense accounts 
E)  all of the above 
A)  praise from management 
B)  recognition for job well-done in company newsletter 
C)  job enrichment 
D)  expense accounts 
E)  all of the above

Question 20

Ishmerai sells metal lockers such as are found in gyms, schools, airports, and many other facilities where employees need a safe place to keep their personal belongings. Before calling on the purchasing agent for a large school system that was getting ready to purchase new lockers for its three high schools, Ishmerai learned the agent was a Tennessee Titans fan, had graduated from University of Tennessee, and liked to take his vacation to coincide with Fan Fair in Nashville. Ishmerai would have gathered this sort of information while he was:

Accepted Answer

A)  prospecting. 
B)  developing his preapproach. 
C)  qualifying the prospect. 
D)  listing all possible objections the agent might have to his company's lockers. 
E)  preparing to close the sale. 
A)  prospecting. 
B)  developing his preapproach. 
C)  qualifying the prospect. 
D)  listing all possible objections the agent might have to his company's lockers. 
E)  preparing to close the sale.

A straight-commission plan is a fixed cost.

Sales performance should be evaluated on the basis of both input and output. A person's selling effectiveness is a combination of the two. Which of the following factors is a quantitative output measure?

Moselle works at Hobby Lobby. Her job is to help customers select merchandise and to suggest additional items to go along with merchandise chosen. Moselle works as a(n):

A marketer is most likely to concentrate the bulk of its promotional budget on personal selling if the:

_____ is the most likely explanation for why a small manufacturer of craft supplies would not want to use personal selling.

With the salary-only plan of compensating the sales force, pay becomes a _____ cost.

An effective sales manager:

A _____ is a group of people representing a sales department as well as other functional areas in a marketing firm such as finance, production, and research and development in a selling situation.

Chad Kolb has just been hired by Hamilton Industries. The company makes and sells reproductions of architectural features for the renovation of 19th century businesses. He has been told the company uses financial incentives. This means Kolb will be receiving:

According to the text, the ideal method for compensating a sales force is:

A college student selling tickets for a car wash as a fund-raiser will sell more tickets if he or she makes a list of businesses and individuals who are likely buyers, rather than selling asking people at random. In other words, _____ will help the student make more sales.

Which of the following is an example of a quantitative output base for a person that sells musical and comedic talent for appearance at state fairs?

Which of the following statements describes a significant drawback associated with the use of a straight commission compensation plan?

Which of the following statements best characterizes the work of missionary sales people?

Kitchengear of Maine wants to use a salary-only plan for compensating its sales people. This plan may not be such a good idea because the salary-only plan:

Which of the following is an example of a basic motivator that doesn't generally push people to exceptional performance?

The Field of Marketing

The Dynamic Marketing Environment

Global Markets and Marketing

Consumer Markets and Buying Behavior

Business Markets and Buying Behavior

Marketing Research and Market Information

Product Planning and Development

Product-Mix Strategies

Brands, Packaging, and Other Product Features

Services Marketing

Price Determination

Pricing Strategies

Channels of Distribution

Retailing

Wholesaling and Physical Distribution

Integrated Marketing Communications

Advertising, Sales Promotion, and Public Relations

Strategic Marketing Planning

Marketing Implementation and Evaluation

Marketing and the Information Economy

Market Segmentation Targeting and Positioning

Filters

Exam 18: Personal Selling and Sales Management

A straight-commission plan is a fixed cost.

Sales performance should be evaluated on the basis of both input and output. A person's selling effectiveness is a combination of the two. Which of the following factors is a quantitative output measure?

Moselle works at Hobby Lobby. Her job is to help customers select merchandise and to suggest additional items to go along with merchandise chosen. Moselle works as a(n):

A marketer is most likely to concentrate the bulk of its promotional budget on personal selling if the:

_____ is the most likely explanation for why a small manufacturer of craft supplies would not want to use personal selling.

With the salary-only plan of compensating the sales force, pay becomes a _____ cost.

An effective sales manager:

A _____ is a group of people representing a sales department as well as other functional areas in a marketing firm such as finance, production, and research and development in a selling situation.

Chad Kolb has just been hired by Hamilton Industries. The company makes and sells reproductions of architectural features for the renovation of 19th century businesses. He has been told the company uses financial incentives. This means Kolb will be receiving:

According to the text, the ideal method for compensating a sales force is:

A college student selling tickets for a car wash as a fund-raiser will sell more tickets if he or she makes a list of businesses and individuals who are likely buyers, rather than selling asking people at random. In other words, _____ will help the student make more sales.

Which of the following is an example of a quantitative output base for a person that sells musical and comedic talent for appearance at state fairs?

Which of the following statements describes a significant drawback associated with the use of a straight commission compensation plan?

Which of the following statements best characterizes the work of missionary sales people?

Kitchengear of Maine wants to use a salary-only plan for compensating its sales people. This plan may not be such a good idea because the salary-only plan:

Which of the following is an example of a basic motivator that doesn't generally push people to exceptional performance?

The Field of Marketing

The Dynamic Marketing Environment

Global Markets and Marketing

Consumer Markets and Buying Behavior

Business Markets and Buying Behavior

Marketing Research and Market Information

Product Planning and Development

Product-Mix Strategies

Brands, Packaging, and Other Product Features

Services Marketing

Price Determination

Pricing Strategies

Channels of Distribution

Retailing

Wholesaling and Physical Distribution

Integrated Marketing Communications

Advertising, Sales Promotion, and Public Relations

Strategic Marketing Planning

Marketing Implementation and Evaluation

Marketing and the Information Economy

Market Segmentation Targeting and Positioning

Filters