Question 1

A ________ consists of short-term incentives to encourage the immediate purchase of a product or service.

Accepted Answer

sales promotion

Question 2

Technical sales support people provide administrative backup for outside salespeople.

Accepted Answer

A) True 
 B)False  False

Question 3

Manufacturers may offer an allowance in return for the retailer's agreement to feature the manufacturer's products in some way.

Accepted Answer

A) True 
 B)False  True

Question 4

Stan wants to be the leading regional salesperson.Which of the following is one of the four key talents that Stan should possess?

Accepted Answer

A) 	Managerial skills 
B) 	Technological know-how 
C) 	Aggressive personality 
D) 	Disciplined work style 
E) 	Fluency in a second language 
A) 	Managerial skills 
B) 	Technological know-how 
C) 	Aggressive personality 
D) 	Disciplined work style 
E) 	Fluency in a second language

Question 5

Mary Worth is the chief revenue,or chief customer,officer for her company.What is she responsible for?

Accepted Answer

A) 	To oversee sales 
B) 	To oversee both marketing and sales 
C) 	To oversee marketing 
D) 	To represent customers to the company 
E) 	To represent the company to customers 
A) 	To oversee sales 
B) 	To oversee both marketing and sales 
C) 	To oversee marketing 
D) 	To represent customers to the company 
E) 	To represent the company to customers

Question 6

A salesperson's ________ is often related to how well he or she meets a sales quota.

Accepted Answer

The answer of A salesperson's ________ is often related to...

Question 7

A company that treats its salespeople as valuable contributors with unlimited income opportunities has developed a(n)________ that will have fewer turnovers and higher sales force performance.

Accepted Answer

organizati

Question 8

To get a better understanding of what her company's customers want,Geri performed a survey of purchasers.She discovered that ________ and ________ skills are the most important qualities for a salesperson.

Accepted Answer

listening;

Question 9

Why do many companies invest in ongoing training for their salespeople?

Accepted Answer

Though training is expensive,it can be v

Question 10

Online and other e-learning approaches cut training costs and make training more efficient.

Accepted Answer

A) True 
 B)False

Question 11

TV commercials can provide a less costly alternative to expensive event Marketing.

Accepted Answer

A) True 
 B)False

Question 12

Which of the following are considered advantages of a territorial sales force structure?

Accepted Answer

A) 	Travel expenses can be minimized. 
B) 	Each salesperson's job is expansive. 
C) 	Accountability for each salesperson is open ended. 
D) 	Salespeople develop in-depth knowledge of a product line. 
E) 	Salespeople don't have the opportunity and incentive to build strong relationships with customers. 
A) 	Travel expenses can be minimized. 
B) 	Each salesperson's job is expansive. 
C) 	Accountability for each salesperson is open ended. 
D) 	Salespeople develop in-depth knowledge of a product line. 
E) 	Salespeople don't have the opportunity and incentive to build strong relationships with customers.

Question 13

The first major step in sales force management is compensating salespeople.

Accepted Answer

A) True 
 B)False

Question 14

In a short essay,describe the nature of personal selling and the role of the sales force.

Accepted Answer

Today,most salespeople are well-educated

Question 15

When meeting a customer for the first time,Tom is fulfilling the ________ step of the selling process.

Accepted Answer

The answer of When meeting a customer for the first...

Question 16

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 17

The first step in the selling process is __________.

Accepted Answer

The answer of The first step in the selling process...

Question 18

Companies are increasingly moving away from high commission compensation plans because such plans often lead to salespeople ________.

Accepted Answer

being too pushy and

Question 19

How can marketers promote brands by using event marketing?

Accepted Answer

They can create their own brand-marketin

Question 20

To discourage a salesperson from ruining a customer relationship by pushing too hard to close a deal in order to earn a commission,companies are designing compensation plans that reward salespeople for building customer relationships and growing the long-run value of each customer.

Accepted Answer

A) True 
 B)False

A ________ consists of short-term incentives to encourage the immediate purchase of a product or service.

Technical sales support people provide administrative backup for outside salespeople.

Manufacturers may offer an allowance in return for the retailer's agreement to feature the manufacturer's products in some way.

Stan wants to be the leading regional salesperson.Which of the following is one of the four key talents that Stan should possess?

Mary Worth is the chief revenue,or chief customer,officer for her company.What is she responsible for?

A salesperson's ________ is often related to how well he or she meets a sales quota.

A company that treats its salespeople as valuable contributors with unlimited income opportunities has developed a(n)________ that will have fewer turnovers and higher sales force performance.

To get a better understanding of what her company's customers want,Geri performed a survey of purchasers.She discovered that and skills are the most important qualities for a salesperson.

Why do many companies invest in ongoing training for their salespeople?

Online and other e-learning approaches cut training costs and make training more efficient.

TV commercials can provide a less costly alternative to expensive event Marketing.

Which of the following are considered advantages of a territorial sales force structure?

The first major step in sales force management is compensating salespeople.

In a short essay,describe the nature of personal selling and the role of the sales force.

When meeting a customer for the first time,Tom is fulfilling the ________ step of the selling process.

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

The first step in the selling process is __________.

Companies are increasingly moving away from high commission compensation plans because such plans often lead to salespeople ________.

How can marketers promote brands by using event marketing?

To discourage a salesperson from ruining a customer relationship by pushing too hard to close a deal in order to earn a commission,companies are designing compensation plans that reward salespeople for building customer relationships and growing the long-run value of each customer.

Marketing: Creating and Capturing Customer Value

Company and Marketing Strategy: Partnering to Build Customer Relationships

Analyzing the Marketing Environment

Sustainable Marketing: Social Responsibility and Ethics

Managing Marketing Information to Gain Customer Insights

Consumer Markets and Consumer Buyer Behaviour

Business Markets and Business Buyer Behaviour

Customer-Driven Marketing Strategy: Creating Value for Target Customers

Products,services,and Brands: Building Customer Value

New-Product Development and Product Life-Cycle Strategies

Pricing

Marketing Channels: Delivering Customer Value

Retailing and Wholesaling

Communicating Customer Value: Integrated Marketing Communications Strategy

Advertising and Public Relations

Direct and Online Marketing: Building Direct Customer Relationships

Creating Competitive Advantage

The Global Marketplace

Filters

Exam 16: Personal Selling and Sales Promotion

A ________ consists of short-term incentives to encourage the immediate purchase of a product or service.

Technical sales support people provide administrative backup for outside salespeople.

Manufacturers may offer an allowance in return for the retailer's agreement to feature the manufacturer's products in some way.

Stan wants to be the leading regional salesperson.Which of the following is one of the four key talents that Stan should possess?

Mary Worth is the chief revenue,or chief customer,officer for her company.What is she responsible for?

A salesperson's ________ is often related to how well he or she meets a sales quota.

A company that treats its salespeople as valuable contributors with unlimited income opportunities has developed a(n)________ that will have fewer turnovers and higher sales force performance.

To get a better understanding of what her company's customers want,Geri performed a survey of purchasers.She discovered that ________ and ________ skills are the most important qualities for a salesperson.

Why do many companies invest in ongoing training for their salespeople?

Online and other e-learning approaches cut training costs and make training more efficient.

TV commercials can provide a less costly alternative to expensive event Marketing.

Which of the following are considered advantages of a territorial sales force structure?

The first major step in sales force management is compensating salespeople.

In a short essay,describe the nature of personal selling and the role of the sales force.

When meeting a customer for the first time,Tom is fulfilling the ________ step of the selling process.

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

The first step in the selling process is __________.

Companies are increasingly moving away from high commission compensation plans because such plans often lead to salespeople ________.

How can marketers promote brands by using event marketing?

To discourage a salesperson from ruining a customer relationship by pushing too hard to close a deal in order to earn a commission,companies are designing compensation plans that reward salespeople for building customer relationships and growing the long-run value of each customer.

Marketing: Creating and Capturing Customer Value

Company and Marketing Strategy: Partnering to Build Customer Relationships

Analyzing the Marketing Environment

Sustainable Marketing: Social Responsibility and Ethics

Managing Marketing Information to Gain Customer Insights

Consumer Markets and Consumer Buyer Behaviour

Business Markets and Business Buyer Behaviour

Customer-Driven Marketing Strategy: Creating Value for Target Customers

Products,services,and Brands: Building Customer Value

New-Product Development and Product Life-Cycle Strategies

Pricing

Marketing Channels: Delivering Customer Value

Retailing and Wholesaling

Communicating Customer Value: Integrated Marketing Communications Strategy

Advertising and Public Relations

Direct and Online Marketing: Building Direct Customer Relationships

Creating Competitive Advantage

The Global Marketplace

Filters

To get a better understanding of what her company's customers want,Geri performed a survey of purchasers.She discovered that and skills are the most important qualities for a salesperson.