Question 1

Which of the following best explains why many companies are adopting the team selling approach to service large, complex accounts?

Accepted Answer

A) Products have become too complex, and customers too big for one salesperson to support. 
B) Customers prefer dealing with many salespeople rather than one salesperson. 
C) Salespeople prefer working in groups because of the opportunity for flex hours and job sharing. 
D) A group of salespeople assigned to one account is cost effective for corporations. 
E) Fewer skilled salespeople are working in the high-tech industry. 
A) Products have become too complex, and customers too big for one salesperson to support. 
B) Customers prefer dealing with many salespeople rather than one salesperson. 
C) Salespeople prefer working in groups because of the opportunity for flex hours and job sharing. 
D) A group of salespeople assigned to one account is cost effective for corporations. 
E) Fewer skilled salespeople are working in the high-tech industry.

Question 2

Which one of the following do members of a sales force typically represent?

Accepted Answer

A) They represent the company to competitors. 
B) They represent the company to investors. 
C) They represent the customer to the company. 
D) They represent the company to industry. 
E) They represent the goods they sell. 
A) They represent the company to competitors. 
B) They represent the company to investors. 
C) They represent the customer to the company. 
D) They represent the company to industry. 
E) They represent the goods they sell.

Question 3

Of the three typical types of sales force structures, which one assigns an exclusive geographical area to each salesperson and requires each salesperson to represent the company's full line of products to customers within that area?

Accepted Answer

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

Question 4

Because customers almost always have objections during the presentation or closing step of the selling process, all salespeople need training in the skills of handling objections.

Accepted Answer

A) True 
 B)False

Question 5

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 is an effective way for salespeople at Reliable Tool Company to follow-up after a call?

Accepted Answer

As with any sales call, a good follow-up

Question 6

Which consumer promotion tool requires consumers to send a proof of purchase to the manufacturer?

Accepted Answer

A) cents-off deals 
B) coupons 
C) samples 
D) cash refunds 
E) promotional products 
A) cents-off deals 
B) coupons 
C) samples 
D) cash refunds 
E) promotional products

Question 7

Which description of a salesperson fits best with today's relationship marketing focus and solutions approach?

Accepted Answer

A) hard-sell salesperson 
B) a listener, an understander, and a problem-solver salesperson 
C) razzle-dazzle salesperson 
D) salesperson on bonus and not on commission 
E) salesperson on commission and not on salary 
A) hard-sell salesperson 
B) a listener, an understander, and a problem-solver salesperson 
C) razzle-dazzle salesperson 
D) salesperson on bonus and not on commission 
E) salesperson on commission and not on salary

Question 8

Business promotion tools are used for which of the following?

Accepted Answer

A) generate business leads, increase manufacturing 
B) increase manufacturing, stimulate purchases 
C) reward resellers, get rid of extra stock 
D) increase manufacturing, motivate customers 
E) motivate people, generate business leads 
A) generate business leads, increase manufacturing 
B) increase manufacturing, stimulate purchases 
C) reward resellers, get rid of extra stock 
D) increase manufacturing, motivate customers 
E) motivate people, generate business leads

Question 9

The step in the selling process in which the salesperson learns as much as possible about the buying organization, what its needs are, and who is involved in the buying, is called qualifying.

Accepted Answer

A) True 
 B)False

Question 10

Which activity is typical for a sales assistant?

Accepted Answer

A) call ahead and confirm appointments 
B) determine price points 
C) initiate administrative tasks 
D) make deliveries 
E) forward customers' questions 
A) call ahead and confirm appointments 
B) determine price points 
C) initiate administrative tasks 
D) make deliveries 
E) forward customers' questions

Question 11

During the presentation step of the selling process, the salesperson tells the product "story" and explains the product benefits to the customer.

Accepted Answer

A) True 
 B)False

Question 12

Event marketing includes displays and demonstrations that take place at a sponsored event.

Accepted Answer

A) True 
 B)False

Question 13

The qualities buyers dislike most in salespeople include which of the following?

Accepted Answer

A) being pushy, being early 
B) being pushy, being deceitful 
C) being too reliant on technology, being arrogant 
D) being unprepared, being opportunistic 
E) being disorganized, being ungrateful 
A) being pushy, being early 
B) being pushy, being deceitful 
C) being too reliant on technology, being arrogant 
D) being unprepared, being opportunistic 
E) being disorganized, being ungrateful

Question 14

Complex sales force structures include those specialized by customer and territory, by product and territory, by product and customer, and by territory, product, and customer.

Accepted Answer

A) True 
 B)False

Question 15

Designing sales force strategy and structure is a minor element of sales force management.

Accepted Answer

A) True 
 B)False

Question 16

Three common tools sales managers use to boost sales force morale include the organizational climate, sales quotas, and positive ________.

Accepted Answer

A) positive incentives 
B) thinking 
C) meetings 
D) vocabularies and mannerisms 
E) teamwork 
A) positive incentives 
B) thinking 
C) meetings 
D) vocabularies and mannerisms 
E) teamwork

Question 17

An IBM sales representative is giving a product demonstration to a Best Buy representative. Assisting with the demonstration are a Best Buy engineer, a financial analyst, and an information systems specialist. If IBM wins the Best Buy account, then all four IBM representatives will service the Best Buy account. This is an example of ________.

Accepted Answer

A) team selling 
B) territorial selling 
C) inside selling 
D) prospecting 
E) sales promoting 
A) team selling 
B) territorial selling 
C) inside selling 
D) prospecting 
E) sales promoting

Question 18

Describe several ways in which management can evaluate sales force performance.

Accepted Answer

To evaluate its sales force, management

Question 19

New Wave Music Company has decided to switch to a customer sales force structure. Which of the following is the company now not likely to experience?

Accepted Answer

A) The company can become more customer-focused. 
B) The company can build closer relationships with important customers. 
C) The company can better serve different industries. 
D) The company can better serve current customers and find new customers. 
E) The company can expect salespeople to develop in-depth knowledge of numerous and complex product lines. 
A) The company can become more customer-focused. 
B) The company can build closer relationships with important customers. 
C) The company can better serve different industries. 
D) The company can better serve current customers and find new customers. 
E) The company can expect salespeople to develop in-depth knowledge of numerous and complex product lines.

Question 20

When a firm sets out to analyze, plan, implement, and control sales force activities, it is undertaking ________.

Accepted Answer

A) marketing design 
B) sales force management 
C) team selling efforts 
D) co-op selling and advertising 
E) promotional objectives 
A) marketing design 
B) sales force management 
C) team selling efforts 
D) co-op selling and advertising 
E) promotional objectives

Which of the following best explains why many companies are adopting the team selling approach to service large, complex accounts?

Which one of the following do members of a sales force typically represent?

Of the three typical types of sales force structures, which one assigns an exclusive geographical area to each salesperson and requires each salesperson to represent the company's full line of products to customers within that area?

Because customers almost always have objections during the presentation or closing step of the selling process, all salespeople need training in the skills of handling objections.

Which consumer promotion tool requires consumers to send a proof of purchase to the manufacturer?

Which description of a salesperson fits best with today's relationship marketing focus and solutions approach?

Business promotion tools are used for which of the following?

The step in the selling process in which the salesperson learns as much as possible about the buying organization, what its needs are, and who is involved in the buying, is called qualifying.

Which activity is typical for a sales assistant?

During the presentation step of the selling process, the salesperson tells the product "story" and explains the product benefits to the customer.

Event marketing includes displays and demonstrations that take place at a sponsored event.

The qualities buyers dislike most in salespeople include which of the following?

Complex sales force structures include those specialized by customer and territory, by product and territory, by product and customer, and by territory, product, and customer.

Designing sales force strategy and structure is a minor element of sales force management.

Three common tools sales managers use to boost sales force morale include the organizational climate, sales quotas, and positive ________.

Describe several ways in which management can evaluate sales force performance.

New Wave Music Company has decided to switch to a customer sales force structure. Which of the following is the company now not likely to experience?

When a firm sets out to analyze, plan, implement, and control sales force activities, it is undertaking ________.

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

Which of the following best explains why many companies are adopting the team selling approach to service large, complex accounts?

Which one of the following do members of a sales force typically represent?

Of the three typical types of sales force structures, which one assigns an exclusive geographical area to each salesperson and requires each salesperson to represent the company's full line of products to customers within that area?

Because customers almost always have objections during the presentation or closing step of the selling process, all salespeople need training in the skills of handling objections.

Which consumer promotion tool requires consumers to send a proof of purchase to the manufacturer?

Which description of a salesperson fits best with today's relationship marketing focus and solutions approach?

Business promotion tools are used for which of the following?

The step in the selling process in which the salesperson learns as much as possible about the buying organization, what its needs are, and who is involved in the buying, is called qualifying.

Which activity is typical for a sales assistant?

During the presentation step of the selling process, the salesperson tells the product "story" and explains the product benefits to the customer.

Event marketing includes displays and demonstrations that take place at a sponsored event.

The qualities buyers dislike most in salespeople include which of the following?

Complex sales force structures include those specialized by customer and territory, by product and territory, by product and customer, and by territory, product, and customer.

Designing sales force strategy and structure is a minor element of sales force management.

Three common tools sales managers use to boost sales force morale include the organizational climate, sales quotas, and positive ________.

Describe several ways in which management can evaluate sales force performance.

New Wave Music Company has decided to switch to a customer sales force structure. Which of the following is the company now not likely to experience?

When a firm sets out to analyze, plan, implement, and control sales force activities, it is undertaking ________.

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