Exam 14: Personal Selling and Sales Promotion

The sales force at Messimer Computing recently began telemarketing and online selling. How will telemarketing and Web selling most likely benefit Messimer Computing?

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(Multiple Choice)

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Question 1

Correct Answer:

Verified

Though web-based technologies are useful selling tools, it is often more advantageous for a salesperson to have a face-to-face meeting with a customer when it comes time to close a deal.

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(True/False)

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Question 2

Correct Answer:

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True

Describe some of the methods used to supervise salespeople and help them work more efficiently.

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(Essay)

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Question 3

Correct Answer:

Verified

Through supervision, or helping salespeople "work smart," management can help salespeople do the right things in the right way. This includes helping salespeople identify target customers and manage their time. A weekly, monthly, or annual call plan is used in many companies to show salespeople which customers and potential customers to call on within a given time period. And because companies are always looking for ways to make their employees more efficient, they often use a time-and-duty-analysis to identify how salespeople spend their time and how they can spend more time actively selling. To increase efficiency, many companies use sales force automation systems-including laptops, smart phones, videoconferencing, and relationship management software-so that their sales force can work anywhere, anytime.

To reduce time demands on their outside sales forces, many companies have increased the size of their inside sales forces, which include technical support people, sales assistants, and ________.

(Multiple Choice)

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Question 4

A salesperson who researches a prospective customer's buying styles and product line is most likely in the ________ stage of the selling process.

(Multiple Choice)

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Question 5

Explain how sales promotion campaigns are developed and implemented.

(Essay)

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Question 6

Why are more companies using team selling? What are the pros and cons of this approach?

(Essay)

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Question 7

Sales promotions motivate the consumer to buy ________.

(Multiple Choice)

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Question 8

Stahl, Inc. has 1,000 Type-A accounts, each requiring 28 calls per year, and 2,200 Type-B accounts, each requiring 15 calls per year. What is the sales force's workload?

(Multiple Choice)

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Question 9

The step that follows approach in the selling process is ________.

(Multiple Choice)

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Question 10

In what situation might the customer-solution approach be important to the salesperson?

(Essay)

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Question 11

How can a marketer using sales promotion rise above promotion clutter?

(Essay)

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Question 12

Lyall Electric, Inc., maintains a sales force for its small appliance customers and a separate sales force for its automotive customers. Lyall Electric utilizes a ________ structure.

(Multiple Choice)

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Question 13

A salesperson's compensation plan is typically made up of several elements-a fixed amount, ________, expenses, and fringe benefits.

(Multiple Choice)

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Question 14

Companies that use a customer sales force structure organize their salespeople by ________.

(Multiple Choice)

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Question 15

Today, most salespeople are well-educated, well-trained professionals who are encouraged to work to build and maintain long-term customer relationships by listening to their customers, assessing their needs, and organizing the company's efforts to solve customer problems.

(True/False)

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Question 16

Your inside sales force is responsible for prospecting and qualifying customers. Which of the following will likely occur?

(Multiple Choice)

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Question 17

Reliable Tool Company manufactures hubs and axles for the trailer and heavy truck industry. Though the customer base is small, monthly sales at Reliable are approximately $1 million. "You might say we have all of our eggs in one basket," says owner Arthur Deetz. Reliable Tool has captured "a small piece of the pie" but is the sole supplier of hub and axle components to its customers; therefore, it is critical that a competent sales force be maintained in order to nurture those few but large accounts. Ninety-five percent of Reliable's customers are located in Michigan, Ohio, and Indiana. Travel time to all customers is short but, given the nature of the industry, time spent with each customer is essential. -What kind of sales promotions would Reliable Tool be likely to use?

(Essay)

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Question 18

The selling process consists of several steps that the salesperson must master, focusing on the goals of and from them.

(Multiple Choice)

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Question 19

Sales management at Noble Printing is planning a training program to improve the performance of its sales force. Which of the following should definitely be included in the training sessions?

(Multiple Choice)

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Question 20

Showing 1 - 20 of 169

The sales force at Messimer Computing recently began telemarketing and online selling. How will telemarketing and Web selling most likely benefit Messimer Computing?

Though web-based technologies are useful selling tools, it is often more advantageous for a salesperson to have a face-to-face meeting with a customer when it comes time to close a deal.

Describe some of the methods used to supervise salespeople and help them work more efficiently.

To reduce time demands on their outside sales forces, many companies have increased the size of their inside sales forces, which include technical support people, sales assistants, and ________.

A salesperson who researches a prospective customer's buying styles and product line is most likely in the ________ stage of the selling process.

Explain how sales promotion campaigns are developed and implemented.

Why are more companies using team selling? What are the pros and cons of this approach?

Sales promotions motivate the consumer to buy ________.

Stahl, Inc. has 1,000 Type-A accounts, each requiring 28 calls per year, and 2,200 Type-B accounts, each requiring 15 calls per year. What is the sales force's workload?

The step that follows approach in the selling process is ________.

In what situation might the customer-solution approach be important to the salesperson?

How can a marketer using sales promotion rise above promotion clutter?

Lyall Electric, Inc., maintains a sales force for its small appliance customers and a separate sales force for its automotive customers. Lyall Electric utilizes a ________ structure.

A salesperson's compensation plan is typically made up of several elements-a fixed amount, ________, expenses, and fringe benefits.

Companies that use a customer sales force structure organize their salespeople by ________.

Today, most salespeople are well-educated, well-trained professionals who are encouraged to work to build and maintain long-term customer relationships by listening to their customers, assessing their needs, and organizing the company's efforts to solve customer problems.

Your inside sales force is responsible for prospecting and qualifying customers. Which of the following will likely occur?

The selling process consists of several steps that the salesperson must master, focusing on the goals of and from them.

Sales management at Noble Printing is planning a training program to improve the performance of its sales force. Which of the following should definitely be included in the training sessions?

Marketing: Creating and Capturing Customer Value

Company and Marketing Strategy: Partnering to Build Customer Relationships

Sustainable Marketing, Social Responsibility and Ethics

Analyzing the Marketing Environment

Managing Marketing Information to Gain Customer Insights

Understanding Consumer and Business Buyer Behaviour

Segmentation, Targeting, and Positioning

Developing and Managing Products and Services

Brand Strategy and Management

Pricing: Understanding and Capturing Customer Value

Marketing Channels

Retailing and Wholesaling

Communicating Customer Value: Advertising and Public Relations

Direct, Online, Social Media, and Mobile Marketing

The Global Marketplace

Filters

Exam 14: Personal Selling and Sales Promotion

The sales force at Messimer Computing recently began telemarketing and online selling. How will telemarketing and Web selling most likely benefit Messimer Computing?

Though web-based technologies are useful selling tools, it is often more advantageous for a salesperson to have a face-to-face meeting with a customer when it comes time to close a deal.

Describe some of the methods used to supervise salespeople and help them work more efficiently.

To reduce time demands on their outside sales forces, many companies have increased the size of their inside sales forces, which include technical support people, sales assistants, and ________.

A salesperson who researches a prospective customer's buying styles and product line is most likely in the ________ stage of the selling process.

Explain how sales promotion campaigns are developed and implemented.

Why are more companies using team selling? What are the pros and cons of this approach?

Sales promotions motivate the consumer to buy ________.

Stahl, Inc. has 1,000 Type-A accounts, each requiring 28 calls per year, and 2,200 Type-B accounts, each requiring 15 calls per year. What is the sales force's workload?

The step that follows approach in the selling process is ________.

In what situation might the customer-solution approach be important to the salesperson?

How can a marketer using sales promotion rise above promotion clutter?

Lyall Electric, Inc., maintains a sales force for its small appliance customers and a separate sales force for its automotive customers. Lyall Electric utilizes a ________ structure.

A salesperson's compensation plan is typically made up of several elements-a fixed amount, ________, expenses, and fringe benefits.

Companies that use a customer sales force structure organize their salespeople by ________.

Today, most salespeople are well-educated, well-trained professionals who are encouraged to work to build and maintain long-term customer relationships by listening to their customers, assessing their needs, and organizing the company's efforts to solve customer problems.

Your inside sales force is responsible for prospecting and qualifying customers. Which of the following will likely occur?

The selling process consists of several steps that the salesperson must master, focusing on the goals of ________ and ________ from them.

Sales management at Noble Printing is planning a training program to improve the performance of its sales force. Which of the following should definitely be included in the training sessions?

Marketing: Creating and Capturing Customer Value

Company and Marketing Strategy: Partnering to Build Customer Relationships

Sustainable Marketing, Social Responsibility and Ethics

Analyzing the Marketing Environment

Managing Marketing Information to Gain Customer Insights

Understanding Consumer and Business Buyer Behaviour

Segmentation, Targeting, and Positioning

Developing and Managing Products and Services

Brand Strategy and Management

Pricing: Understanding and Capturing Customer Value

Marketing Channels

Retailing and Wholesaling

Communicating Customer Value: Advertising and Public Relations

Direct, Online, Social Media, and Mobile Marketing

The Global Marketplace

Filters

The selling process consists of several steps that the salesperson must master, focusing on the goals of and from them.