Question 1

Which of the following best explains the growth of telephone and online selling?

Accepted Answer

A)  the use of the Do Not Call Registry 
B)  the ability to make up to 8 times as many more customer contacts per day than an outside salesperson 
C)  the similarity in cost between the inside and outside sales forces 
D)  the difficulty and expense of reaching some customers 
E)  the preference of customers for face-to-face contact 
A)  the use of the Do Not Call Registry 
B)  the ability to make up to 8 times as many more customer contacts per day than an outside salesperson 
C)  the similarity in cost between the inside and outside sales forces 
D)  the difficulty and expense of reaching some customers 
E)  the preference of customers for face-to-face contact

Question 2

Which of the following is the last step in the selling process?

Accepted Answer

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

Question 3

In a complex sales force structure, salespeople can be specialized by customer and territory; product and territory; product and customer; or territory, product, and customer.

Accepted Answer

A) True 
 B)False

Question 4

Sales promotions are targeted toward members of the sales force, business customers, retailers, wholesalers, and ________.

Accepted Answer

A)  final buyers 
B)  employees 
C)  manufacturers 
D)  suppliers 
E)  upstream companies 
A)  final buyers 
B)  employees 
C)  manufacturers 
D)  suppliers 
E)  upstream companies

Question 5

At Price & Wallace Inc., a pharmaceuticals company, members of the sales force and marketing department tend to have disagreements when things go wrong with a customer. The marketers blame the salespeople for poorly executing their strategies, while the salespeople blame the marketers for being out of touch with customers. Which of the following steps should upper management at Price & Wallace take to help bring the sales and marketing functions closer together?

Accepted Answer

A)  establish a customer sales force structure and make sure that sales quotas are easily achievable 
B)  establish a complex sales force structure 
C)  emphasize traditional methods of selling 
D)  adopt a sales force automation system and implement team selling 
E)  appoint a high-level marketing executive to oversee both marketing and sales 
A)  establish a customer sales force structure and make sure that sales quotas are easily achievable 
B)  establish a complex sales force structure 
C)  emphasize traditional methods of selling 
D)  adopt a sales force automation system and implement team selling 
E)  appoint a high-level marketing executive to oversee both marketing and sales

Question 6

Which of the following is true with regard to prospecting?

Accepted Answer

A)  Salespersons meet and greet the buyer. 
B)  Salespersons learn as much as possible about the organization. 
C)  Salespersons identify qualified potential customers. 
D)  Salespersons tell the "value story" to the buyer, showing how the company's offer solves the customer's problems. 
E)  Salespersons ask for the order, review points of agreement, and offer to write up the order. 
A)  Salespersons meet and greet the buyer. 
B)  Salespersons learn as much as possible about the organization. 
C)  Salespersons identify qualified potential customers. 
D)  Salespersons tell the "value story" to the buyer, showing how the company's offer solves the customer's problems. 
E)  Salespersons ask for the order, review points of agreement, and offer to write up the order.

Question 7

More and more companies are moving away from high-commission plans because ________.

Accepted Answer

A)  outside salespeople tend to undermine the efforts of the inside sales team 
B)  high-commission plans require salespeople to work overtime 
C)  salespeople tend to become pushy which affects customer relationships 
D)  salespeople are prone to taking multiple sales jobs to maximize their income 
E)  salespeople end up spending too much time traveling to meet customers 
A)  outside salespeople tend to undermine the efforts of the inside sales team 
B)  high-commission plans require salespeople to work overtime 
C)  salespeople tend to become pushy which affects customer relationships 
D)  salespeople are prone to taking multiple sales jobs to maximize their income 
E)  salespeople end up spending too much time traveling to meet customers

Question 8

All of the following are problems associated with the poor selection of salespeople EXCEPT ________.

Accepted Answer

A)  lower sales 
B)  costly turnover 
C)  less productivity 
D)  fewer training expenses 
E)  disruptive customer relationships 
A)  lower sales 
B)  costly turnover 
C)  less productivity 
D)  fewer training expenses 
E)  disruptive customer relationships

Question 9

At the beginning of each year, the management of Dee Decor states the exact amount a salesperson should sell. This specific sales target is also known as a ________.

Accepted Answer

A)  sales lead 
B)  prospect 
C)  bill of sale 
D)  channel length 
E)  sales quota 
A)  sales lead 
B)  prospect 
C)  bill of sale 
D)  channel length 
E)  sales quota

Question 10

Discuss the differences between the three major sales force structures. What are the potential benefits of each structure?

Accepted Answer

In the territorial sales force structure

Question 11

Stahl Inc. has 1,000 A-level accounts, each requiring 30 calls per year, and 3,000 B-level accounts, each requiring 10 calls per year. If each salesperson at Stahl Inc. can make 1,500 sales calls per year, how many salespeople would be needed to meet the total workload?

Accepted Answer

A)  25 
B)  35 
C)  40 
D)  45 
E)  60 
A)  25 
B)  35 
C)  40 
D)  45 
E)  60

Question 12

Kirk Wilkins renewed his cell phone contract with Zip Wireless Services and purchased a new cell phone through the Zip Web site. If Kirk mails Zip Wireless Services his transaction receipt, he would be eligible to receive $50 as cash refund. Which of the following types of sales promotion is evident here?

Accepted Answer

A)  point-of-purchase promotion 
B)  advertising specialty 
C)  premium 
D)  price pack 
E)  rebate 
A)  point-of-purchase promotion 
B)  advertising specialty 
C)  premium 
D)  price pack 
E)  rebate

Question 13

Why should a salesperson set call objectives?

Accepted Answer

The salesperson should set call objectiv

Question 14

All companies must have salespeople.

Accepted Answer

A) True 
 B)False

Question 15

Distinguish between an outside sales force and an inside sales force.

Accepted Answer

Outside sales force (or field sales forc

Question 16

What does a call plan show?

Accepted Answer

The weekly, monthly, or annual

Question 17

Prospects can be qualified by looking at all of the following characteristics EXCEPT ________.

Accepted Answer

A)  occupational mobility 
B)  financial ability 
C)  volume of business 
D)  location 
E)  possibilities for growth 
A)  occupational mobility 
B)  financial ability 
C)  volume of business 
D)  location 
E)  possibilities for growth

Question 18

The first step in the selling process is preapproach-learning about an organization and its buyers.

Accepted Answer

A) True 
 B)False

Question 19

Which of the following will NOT be a call objective in a preapproach plan?

Accepted Answer

A)  qualify the prospect 
B)  find the initial lead 
C)  gather information 
D)  determine the best approach and timing 
E)  make an immediate sale 
A)  qualify the prospect 
B)  find the initial lead 
C)  gather information 
D)  determine the best approach and timing 
E)  make an immediate sale

Question 20

During the prospecting step of the selling process, the salesperson meets the customer for the first time.

Accepted Answer

A) True 
 B)False

Which of the following best explains the growth of telephone and online selling?

Which of the following is the last step in the selling process?

In a complex sales force structure, salespeople can be specialized by customer and territory; product and territory; product and customer; or territory, product, and customer.

Sales promotions are targeted toward members of the sales force, business customers, retailers, wholesalers, and ________.

Which of the following is true with regard to prospecting?

More and more companies are moving away from high-commission plans because ________.

All of the following are problems associated with the poor selection of salespeople EXCEPT ________.

At the beginning of each year, the management of Dee Decor states the exact amount a salesperson should sell. This specific sales target is also known as a ________.

Discuss the differences between the three major sales force structures. What are the potential benefits of each structure?

Stahl Inc. has 1,000 A-level accounts, each requiring 30 calls per year, and 3,000 B-level accounts, each requiring 10 calls per year. If each salesperson at Stahl Inc. can make 1,500 sales calls per year, how many salespeople would be needed to meet the total workload?

Why should a salesperson set call objectives?

All companies must have salespeople.

Distinguish between an outside sales force and an inside sales force.

What does a call plan show?

Prospects can be qualified by looking at all of the following characteristics EXCEPT ________.

The first step in the selling process is preapproach-learning about an organization and its buyers.

Which of the following will NOT be a call objective in a preapproach plan?

During the prospecting step of the selling process, the salesperson meets the customer for the first time.

Marketing: Creating Customer Value and Engagement

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

Analyzing the Marketing Environment

Managing Marketing Information to Gain Customer Insights

Consumer Markets and Buyer Behavior

Business Markets and Business Buyer Behavior

Customer Value-Driven Marketing Strategy: Creating Value for Target Customers

Products, Services, and Brands: Building Customer Value

Developing New Products and Managing the Product Life Cycle

Pricing: Understanding and Capturing Customer Value

Pricing Strategies: Additional Considerations

Marketing Channels: Delivering Customer Value

Retailing and Wholesaling

Engaging Consumers and Communicating Customer Value: Integrated Marketing Communications Strategy

Advertising and Public Relations

Direct, Online, Social Media, and Mobile Marketing

Creating Competitive Advantage

The Global Marketplace

Sustainable Marketing: Social Responsibility and Ethics

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Exam 16: Personal Selling and Sales Promotion

Which of the following best explains the growth of telephone and online selling?

Which of the following is the last step in the selling process?

In a complex sales force structure, salespeople can be specialized by customer and territory; product and territory; product and customer; or territory, product, and customer.

Sales promotions are targeted toward members of the sales force, business customers, retailers, wholesalers, and ________.

Which of the following is true with regard to prospecting?

More and more companies are moving away from high-commission plans because ________.

All of the following are problems associated with the poor selection of salespeople EXCEPT ________.

At the beginning of each year, the management of Dee Decor states the exact amount a salesperson should sell. This specific sales target is also known as a ________.

Discuss the differences between the three major sales force structures. What are the potential benefits of each structure?

Stahl Inc. has 1,000 A-level accounts, each requiring 30 calls per year, and 3,000 B-level accounts, each requiring 10 calls per year. If each salesperson at Stahl Inc. can make 1,500 sales calls per year, how many salespeople would be needed to meet the total workload?

Why should a salesperson set call objectives?

All companies must have salespeople.

Distinguish between an outside sales force and an inside sales force.

What does a call plan show?

Prospects can be qualified by looking at all of the following characteristics EXCEPT ________.

The first step in the selling process is preapproach-learning about an organization and its buyers.

Which of the following will NOT be a call objective in a preapproach plan?

During the prospecting step of the selling process, the salesperson meets the customer for the first time.

Marketing: Creating Customer Value and Engagement

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

Analyzing the Marketing Environment

Managing Marketing Information to Gain Customer Insights

Consumer Markets and Buyer Behavior

Business Markets and Business Buyer Behavior

Customer Value-Driven Marketing Strategy: Creating Value for Target Customers

Products, Services, and Brands: Building Customer Value

Developing New Products and Managing the Product Life Cycle

Pricing: Understanding and Capturing Customer Value

Pricing Strategies: Additional Considerations

Marketing Channels: Delivering Customer Value

Retailing and Wholesaling

Engaging Consumers and Communicating Customer Value: Integrated Marketing Communications Strategy

Advertising and Public Relations

Direct, Online, Social Media, and Mobile Marketing

Creating Competitive Advantage

The Global Marketplace

Sustainable Marketing: Social Responsibility and Ethics

Filters