Question 1

Which of the following is NOT a position that a salesperson covers?

Accepted Answer

A)  order taker 
B)  creative seller 
C)  order getter 
D)  relationship builder 
E)  shipping arranger 
A)  order taker 
B)  creative seller 
C)  order getter 
D)  relationship builder 
E)  shipping arranger

Question 2

Which of the following is especially crucial in the approach stage of the selling process?

Accepted Answer

A)  ensuring the customer understands the company's history 
B)  telling the customer about the company's products 
C)  listening to the customer 
D)  presenting the solution that the customer needs 
E)  overcoming the customer's objections 
A)  ensuring the customer understands the company's history 
B)  telling the customer about the company's products 
C)  listening to the customer 
D)  presenting the solution that the customer needs 
E)  overcoming the customer's objections

Question 3

What is personal selling?

Accepted Answer

Personal presentations by the

Question 4

Travis Computing Systems earns most of its revenue from sales and in-person computer services. The sales force at Travis recently began telemarketing and online selling. How would telemarketing and online selling most likely benefit Travis?

Accepted Answer

A)  The need for an outside sales force would be completely eliminated through telemarketing. 
B)  Travis sales reps would be able to engage in more frequent face-to-face interaction with large, high-value customers. 
C)  Travis sales reps would be able to service hard-to-reach customers more effectively. 
D)  The overhead costs of Travis would significantly decrease. 
E)  The current liabilities of Travis would decrease. 
A)  The need for an outside sales force would be completely eliminated through telemarketing. 
B)  Travis sales reps would be able to engage in more frequent face-to-face interaction with large, high-value customers. 
C)  Travis sales reps would be able to service hard-to-reach customers more effectively. 
D)  The overhead costs of Travis would significantly decrease. 
E)  The current liabilities of Travis would decrease.

Question 5

Why are more companies using team selling? What are its pros and cons?

Accepted Answer

Team selling is useful for servicing lar

Question 6

Which of the following is true about the product sales force structure?

Accepted Answer

A)  A product sales force structure is most appropriate for a company that manufactures a small number of simple products. 
B)  In a product sales force structure, each salesperson is assigned to an exclusive geographic area and sells the company's full line of products or services to all customers in that territory. 
C)  In a product sales force structure, salespersons specialize in only a particular product line as the company produces numerous and complex products. 
D)  In a product sales force structure, a single salesperson can become an expert in all product categories. 
E)  In a product sales force structure, specialization is highly discouraged. 
A)  A product sales force structure is most appropriate for a company that manufactures a small number of simple products. 
B)  In a product sales force structure, each salesperson is assigned to an exclusive geographic area and sells the company's full line of products or services to all customers in that territory. 
C)  In a product sales force structure, salespersons specialize in only a particular product line as the company produces numerous and complex products. 
D)  In a product sales force structure, a single salesperson can become an expert in all product categories. 
E)  In a product sales force structure, specialization is highly discouraged.

Question 7

In the ________ stage of the selling process, a company first identifies qualified potential customers.

Accepted Answer

A)  preapproach 
B)  follow-up 
C)  prospecting 
D)  presentation 
E)  approach 
A)  preapproach 
B)  follow-up 
C)  prospecting 
D)  presentation 
E)  approach

Question 8

Which of the following is an advantage of using a sales force automation system?

Accepted Answer

A)  lowers sales team training costs 
B)  records major competitor's sales 
C)  eliminates the need for an inside sales force 
D)  eliminates employee attrition 
E)  improves customer service 
A)  lowers sales team training costs 
B)  records major competitor's sales 
C)  eliminates the need for an inside sales force 
D)  eliminates employee attrition 
E)  improves customer service

Question 9

Morrill Motors splits the United States of America into 10 sales regions. Within each of those regions, the company has separate sales personnel selling the company's full line of products. Morrill Motors uses a ________ sales force structure.

Accepted Answer

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

Question 10

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

Accepted Answer

A)  price packs 
B)  coupons 
C)  samples 
D)  rebates 
E)  displays 
A)  price packs 
B)  coupons 
C)  samples 
D)  rebates 
E)  displays

Question 11

A salesperson of a manufacturing company has qualified a number of leads. Which of the following is most likely the next step in the selling process?

Accepted Answer

A)  calling on all the prospects one by one 
B)  closing the deal with the most promising prospect 
C)  learning as much as possible about the qualified prospects 
D)  handling all objections raised by the prospects 
E)  narrating the "value story" to the buyer 
A)  calling on all the prospects one by one 
B)  closing the deal with the most promising prospect 
C)  learning as much as possible about the qualified prospects 
D)  handling all objections raised by the prospects 
E)  narrating the "value story" to the buyer

Question 12

What is the goal of training salespeople?

Accepted Answer

Training programs have several goals. Fi

Question 13

Training online instead of on-site can cut travel and other training costs, and it takes up less of a salesperson's selling time.

Accepted Answer

A) True 
 B)False

Question 14

In what situation is a complex sales force structure used?

Accepted Answer

A)  when a company sells a narrow variety of products to few types of customers over a broad geographic area 
B)  when a company sells a wide variety of products to many types of customers over a broad geographic area 
C)  when a company sells a wide variety of products to many types of customers over a small geographic area 
D)  when a company sells a wide variety of products to few types of customers over a small geographic area 
E)  when a company sells a narrow variety of products to many types of customers over a small geographic area 
A)  when a company sells a narrow variety of products to few types of customers over a broad geographic area 
B)  when a company sells a wide variety of products to many types of customers over a broad geographic area 
C)  when a company sells a wide variety of products to many types of customers over a small geographic area 
D)  when a company sells a wide variety of products to few types of customers over a small geographic area 
E)  when a company sells a narrow variety of products to many types of customers over a small geographic area

Question 15

Waldo Stores will reward an all-expense-paid trip to Hawaii to anyone who correctly guesses the date on which Waldo Stores was first established in the Boston area. Which type of sales promotion is evident here?

Accepted Answer

A)  contest 
B)  sample 
C)  premium 
D)  trade promotion 
E)  point-of-purchase promotion 
A)  contest 
B)  sample 
C)  premium 
D)  trade promotion 
E)  point-of-purchase promotion

Question 16

Which of the following steps in the selling process is most focused on ensuring customer satisfaction and repeat business?

Accepted Answer

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

Question 17

Monty Boyd, an account manager, travels frequently on West Coast Airlines. Monty earns points for every mile he flies, and he will soon have enough points to receive a free airline ticket. West Coast Airlines is attempting to build a strong customer relationship with Monty through a ________.

Accepted Answer

A)  trade promotion 
B)  promotional product 
C)  rebate offer 
D)  point-of-purchase promotion 
E)  frequency marketing program 
A)  trade promotion 
B)  promotional product 
C)  rebate offer 
D)  point-of-purchase promotion 
E)  frequency marketing program

Question 18

Personal selling involves interpersonal interactions between salespeople and individual customers.

Accepted Answer

A) True 
 B)False

Question 19

Business promotions are used to generate business leads, stimulate purchases, reward customers, and motivate salespeople.

Accepted Answer

A) True 
 B)False

Question 20

Describe the nature of personal selling and the role of the sales force.

Accepted Answer

Today, most salespeople are well-educate

Which of the following is NOT a position that a salesperson covers?

Which of the following is especially crucial in the approach stage of the selling process?

What is personal selling?

Travis Computing Systems earns most of its revenue from sales and in-person computer services. The sales force at Travis recently began telemarketing and online selling. How would telemarketing and online selling most likely benefit Travis?

Why are more companies using team selling? What are its pros and cons?

Which of the following is true about the product sales force structure?

In the ________ stage of the selling process, a company first identifies qualified potential customers.

Which of the following is an advantage of using a sales force automation system?

Morrill Motors splits the United States of America into 10 sales regions. Within each of those regions, the company has separate sales personnel selling the company's full line of products. Morrill Motors uses a ________ sales force structure.

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

A salesperson of a manufacturing company has qualified a number of leads. Which of the following is most likely the next step in the selling process?

What is the goal of training salespeople?

Training online instead of on-site can cut travel and other training costs, and it takes up less of a salesperson's selling time.

In what situation is a complex sales force structure used?

Waldo Stores will reward an all-expense-paid trip to Hawaii to anyone who correctly guesses the date on which Waldo Stores was first established in the Boston area. Which type of sales promotion is evident here?

Which of the following steps in the selling process is most focused on ensuring customer satisfaction and repeat business?

Monty Boyd, an account manager, travels frequently on West Coast Airlines. Monty earns points for every mile he flies, and he will soon have enough points to receive a free airline ticket. West Coast Airlines is attempting to build a strong customer relationship with Monty through a ________.

Personal selling involves interpersonal interactions between salespeople and individual customers.

Business promotions are used to generate business leads, stimulate purchases, reward customers, and motivate salespeople.

Describe the nature of personal selling and the role of the sales force.

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

Exam 16: Personal Selling and Sales Promotion

Which of the following is NOT a position that a salesperson covers?

Which of the following is especially crucial in the approach stage of the selling process?

What is personal selling?

Travis Computing Systems earns most of its revenue from sales and in-person computer services. The sales force at Travis recently began telemarketing and online selling. How would telemarketing and online selling most likely benefit Travis?

Why are more companies using team selling? What are its pros and cons?

Which of the following is true about the product sales force structure?

In the ________ stage of the selling process, a company first identifies qualified potential customers.

Which of the following is an advantage of using a sales force automation system?

Morrill Motors splits the United States of America into 10 sales regions. Within each of those regions, the company has separate sales personnel selling the company's full line of products. Morrill Motors uses a ________ sales force structure.

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

A salesperson of a manufacturing company has qualified a number of leads. Which of the following is most likely the next step in the selling process?

What is the goal of training salespeople?

Training online instead of on-site can cut travel and other training costs, and it takes up less of a salesperson's selling time.

In what situation is a complex sales force structure used?

Waldo Stores will reward an all-expense-paid trip to Hawaii to anyone who correctly guesses the date on which Waldo Stores was first established in the Boston area. Which type of sales promotion is evident here?

Which of the following steps in the selling process is most focused on ensuring customer satisfaction and repeat business?

Monty Boyd, an account manager, travels frequently on West Coast Airlines. Monty earns points for every mile he flies, and he will soon have enough points to receive a free airline ticket. West Coast Airlines is attempting to build a strong customer relationship with Monty through a ________.

Personal selling involves interpersonal interactions between salespeople and individual customers.

Business promotions are used to generate business leads, stimulate purchases, reward customers, and motivate salespeople.

Describe the nature of personal selling and the role of the sales force.

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