Question 1

Most companies use some form of the workload approach to ________.

Accepted Answer

A) set the size of the salesforce 
B) determine product availability 
C) identify desirable characteristics of the salesforce 
D) establish sales quotas 
E) analyse profit margins 
A) set the size of the salesforce 
B) determine product availability 
C) identify desirable characteristics of the salesforce 
D) establish sales quotas 
E) analyse profit margins

Question 2

When considering personal selling,________ are involved in two-way personal communication with customers with whom they build long-term relationships.

Accepted Answer

The answer of When considering personal selling,________ are involved in...

Question 3

Which of the following is NOT a disadvantage of a product salesforce structure?

Accepted Answer

A) extra selling costs involved with multiple sales visits from separate divisions 
B) overlapping use of resources with big customers 
C) salespeople spending time to see the same customer's purchasing agents 
D) increased customer delivery time 
E) B and C 
A) extra selling costs involved with multiple sales visits from separate divisions 
B) overlapping use of resources with big customers 
C) salespeople spending time to see the same customer's purchasing agents 
D) increased customer delivery time 
E) B and C

Question 4

________ selling is the interpersonal arm of the promotion mix,used particularly in complex selling situations such as business-to-business marketing.

Accepted Answer

The answer of ________ selling is the interpersonal arm of...

Question 5

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

Accepted Answer

Team selling is useful to service large,

Question 6

Compare and contrast a 'transaction-oriented approach' to sales with 'relationship marketing'.

Accepted Answer

The steps in the selling process (prospe

Question 7

A(n)________ is a salesperson's write-up of his or her completed sales activity.

Accepted Answer

A) expense report 
B) call report 
C) sales report 
D) sales quota 
E) time-and-duty analysis 
A) expense report 
B) call report 
C) sales report 
D) sales quota 
E) time-and-duty analysis

Question 8

Identify the seven steps in the selling process.What is often the most difficult step for most salespeople?

Accepted Answer

Prospecting and qualifying begin the pro

Question 9

________ offers are goods offered free of charge or at a reduced price as an incentive to buy a product.

Accepted Answer

The answer of ________ offers are goods offered free of...

Question 10

Salesforce management involves the analysis,planning,implementation and ________ of salesforce activities.

Accepted Answer

The answer of Salesforce management involves the analysis,planning,implementation and ________...

Question 11

Customers almost always have ________ during the presentation or when asked to place an order.

Accepted Answer

The answer of Customers almost always have ________ during the...

Question 12

Which sales management tool shows a salesperson which customers and prospects to see during the next 12 months and in which months,as well as which activities to carry out?

Accepted Answer

A) time-and-duty analysis 
B) salesforce automation system 
C) annual call plan 
D) sales quota plan 
E) positive incentives plan 
A) time-and-duty analysis 
B) salesforce automation system 
C) annual call plan 
D) sales quota plan 
E) positive incentives plan

Question 13

Sales promotion is a ________-term incentive to encourage purchase of a product or service.

Accepted Answer

The answer of Sales promotion is a ________-term incentive to...

Question 14

Provide three non-textbook examples of the following types of sales promotions.
a. contests
b. event marketing
c. samples
d. POP displays

Accepted Answer

Answers to this question will vary.There

Question 15

'Business promotion' tools are used for all of the following EXCEPT to ________.

Accepted Answer

A) generate business leads 
B) stimulate purchases 
C) reward customers 
D) increase manufacturing 
E) motivate salespeople 
A) generate business leads 
B) stimulate purchases 
C) reward customers 
D) increase manufacturing 
E) motivate salespeople

Question 16

Of all the ways to structure a salesforce,the product salesforce structure is most effective in helping the company to become more customer focused and build closer relationships with important customers.

Accepted Answer

A) True 
 B)False

Question 17

The salesforce at a high-tech firm recently began telemarketing and selling online.How will this MOST likely benefit the firm?

Accepted Answer

A) The inside salesforce will receive better compensation than the outside salesforce. 
B) Sales reps will need to spend less face-to-face time with large,high-value customers. 
C) Sales reps will be able to service hard-to-reach customers more effectively. 
D) Sales reps will be able to work from home offices more regularly. 
E) The outside salesforce will be freed up to work more with the marketing department. 
A) The inside salesforce will receive better compensation than the outside salesforce. 
B) Sales reps will need to spend less face-to-face time with large,high-value customers. 
C) Sales reps will be able to service hard-to-reach customers more effectively. 
D) Sales reps will be able to work from home offices more regularly. 
E) The outside salesforce will be freed up to work more with the marketing department.

Question 18

In which step of the sales process would a salesperson call on a customer to ensure proper installation and servicing of a product?

Accepted Answer

A) approach 
B) presentation and demonstration 
C) handling objections 
D) follow-up 
E) prospecting and qualifying 
A) approach 
B) presentation and demonstration 
C) handling objections 
D) follow-up 
E) prospecting and qualifying

Question 19

According to the textbook,salespeople spend most of their time engaged in which activity?

Accepted Answer

A) active selling 
B) prospecting 
C) problem-solving 
D) travel time 
E) administration 
A) active selling 
B) prospecting 
C) problem-solving 
D) travel time 
E) administration

Question 20

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 complicated 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 flexible 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 complicated 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 flexible 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.

Most companies use some form of the workload approach to ________.

When considering personal selling,________ are involved in two-way personal communication with customers with whom they build long-term relationships.

Which of the following is NOT a disadvantage of a product salesforce structure?

________ selling is the interpersonal arm of the promotion mix,used particularly in complex selling situations such as business-to-business marketing.

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

Compare and contrast a 'transaction-oriented approach' to sales with 'relationship marketing'.

A(n)________ is a salesperson's write-up of his or her completed sales activity.

Identify the seven steps in the selling process.What is often the most difficult step for most salespeople?

________ offers are goods offered free of charge or at a reduced price as an incentive to buy a product.

Salesforce management involves the analysis,planning,implementation and ________ of salesforce activities.

Customers almost always have ________ during the presentation or when asked to place an order.

Which sales management tool shows a salesperson which customers and prospects to see during the next 12 months and in which months,as well as which activities to carry out?

Sales promotion is a ________-term incentive to encourage purchase of a product or service.

Provide three non-textbook examples of the following types of sales promotions. a. contests b. event marketing c. samples d. POP displays

'Business promotion' tools are used for all of the following EXCEPT to ________.

Of all the ways to structure a salesforce,the product salesforce structure is most effective in helping the company to become more customer focused and build closer relationships with important customers.

The salesforce at a high-tech firm recently began telemarketing and selling online.How will this MOST likely benefit the firm?

In which step of the sales process would a salesperson call on a customer to ensure proper installation and servicing of a product?

According to the textbook,salespeople spend most of their time engaged in which activity?

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

Marketing: Creating and Capturing Customer Value

Company and Marketing Strategy: Partnering to Build Customer Engagement, value and Relationships

The Marketplace and Customers: Analysing the Environment

Marketing Analytics: Gaining Customer Insights

Buyer Behaviour: Understanding Consumer and Business Buyers

Customer-Driven Marketing Strategy: Creating Value for Target Customers

Products, services and Brands: Offering Customer Value

New Products: Developing and Managing Innovation

Pricing: Capturing Customer Value

Placement: Customer Value Fulfilment

Communicating Customer Value: Advertising and Public Relations

Direct and Digital Marketing: Interactivity and Fulfilment

Sustainable Marketing: Social Responsibility, ethics and Legal Compliance

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Exam 12: Personal Selling and Sales Promotion: Creating Value in Relationships

Most companies use some form of the workload approach to ________.

When considering personal selling,________ are involved in two-way personal communication with customers with whom they build long-term relationships.

Which of the following is NOT a disadvantage of a product salesforce structure?

________ selling is the interpersonal arm of the promotion mix,used particularly in complex selling situations such as business-to-business marketing.

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

Compare and contrast a 'transaction-oriented approach' to sales with 'relationship marketing'.

A(n)________ is a salesperson's write-up of his or her completed sales activity.

Identify the seven steps in the selling process.What is often the most difficult step for most salespeople?

________ offers are goods offered free of charge or at a reduced price as an incentive to buy a product.

Salesforce management involves the analysis,planning,implementation and ________ of salesforce activities.

Customers almost always have ________ during the presentation or when asked to place an order.

Which sales management tool shows a salesperson which customers and prospects to see during the next 12 months and in which months,as well as which activities to carry out?

Sales promotion is a ________-term incentive to encourage purchase of a product or service.

Provide three non-textbook examples of the following types of sales promotions. a. contests b. event marketing c. samples d. POP displays

'Business promotion' tools are used for all of the following EXCEPT to ________.

Of all the ways to structure a salesforce,the product salesforce structure is most effective in helping the company to become more customer focused and build closer relationships with important customers.

The salesforce at a high-tech firm recently began telemarketing and selling online.How will this MOST likely benefit the firm?

In which step of the sales process would a salesperson call on a customer to ensure proper installation and servicing of a product?

According to the textbook,salespeople spend most of their time engaged in which activity?

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

Marketing: Creating and Capturing Customer Value

Company and Marketing Strategy: Partnering to Build Customer Engagement, value and Relationships

The Marketplace and Customers: Analysing the Environment

Marketing Analytics: Gaining Customer Insights

Buyer Behaviour: Understanding Consumer and Business Buyers

Customer-Driven Marketing Strategy: Creating Value for Target Customers

Products, services and Brands: Offering Customer Value

New Products: Developing and Managing Innovation

Pricing: Capturing Customer Value

Placement: Customer Value Fulfilment

Communicating Customer Value: Advertising and Public Relations

Direct and Digital Marketing: Interactivity and Fulfilment

Sustainable Marketing: Social Responsibility, ethics and Legal Compliance

Filters