Question 1

Which of the following is an advantage created by the use of a sales force automation system?

Accepted Answer

A) 	Lower costs for training sales personnel 
B) 	Increased motivation to acquire new customers 
C) 	Decreased need for an inside sales force 
D) 	Stronger organizational climate developed by the sales team 
E) 	More efficient scheduling of sales calls and sales presentations 
A) 	Lower costs for training sales personnel 
B) 	Increased motivation to acquire new customers 
C) 	Decreased need for an inside sales force 
D) 	Stronger organizational climate developed by the sales team 
E) 	More efficient scheduling of sales calls and sales presentations

Question 2

The last major step in sales force management is evaluating salespeople.

Accepted Answer

A) True 
 B)False

Question 3

Blue Star Supply Company wants its outside salespeople to spend more time with customers.One way for Blue Star to accomplish this goal would be for the company to hire additional technical support people and sales assistants.

Accepted Answer

A) True 
 B)False

Question 4

What does a time-and-duty analysis reveal?

Accepted Answer

This tool,which can be used to help sale

Question 5

When Hector from sales,Janice from marketing,Hans from engineering,Edith from finance,Dan from technical support,and Lou from upper management all work together to service large,complex accounts,it is known as ________ selling.

Accepted Answer

The answer of When Hector from sales,Janice from marketing,Hans from...

Question 6

Which step in the sales process is necessary to ensure customer satisfaction and repeat business?

Accepted Answer

A) 	Proper approach 
B) 	Professional presentation 
C) 	Handling objections 
D) 	Qualifying prospects 
E) 	Follow-up 
A) 	Proper approach 
B) 	Professional presentation 
C) 	Handling objections 
D) 	Qualifying prospects 
E) 	Follow-up

Question 7

Marathons,concerts,and festivals with corporate sponsors are examples of ________.

Accepted Answer

The answer of Marathons,concerts,and festivals with corporate sponsors are examples...

Question 8

Blackstone Tools manufactures screwdrivers,wrenches,and pliers,which are sold at large hardware stores.John Garcia handles the Home Depot account,while Melinda West manages the Lowe's account.Blackstone Tools most likely uses a product sales force structure.

Accepted Answer

A) True 
 B)False

Question 9

Mandi is a part of a sales team that conducts its business from its offices using telephones,emails,or visits from prospective buyers to generate sales.This is called a(n)________________.

Accepted Answer

The answer of Mandi is a part of a sales...

Question 10

A salesperson should seek out,clarify,and overcome any customer objections during the sales presentation in order to ________.

Accepted Answer

turn the o

Question 11

On a broader level,management should evaluate the performance of the sales force by measuring its _________.

Accepted Answer

return on

Question 12

During the presentation step of the selling process,the salesperson tells the customer the "value story" of the product.

Accepted Answer

A) True 
 B)False

Question 13

In consumer product companies,such as Procter & Gamble and Nike,the sales force plays an important behind-the-scenes role.

Accepted Answer

A) True 
 B)False

Question 14

Sales force automation systems have been developed to improve how salespeople feel about their opportunities and value.

Accepted Answer

A) True 
 B)False

Question 15

If salespeople are organized by customer sales force structure,companies are using ______organization.

Accepted Answer

The answer of If salespeople are organized by customer sales...

Question 16

________ are goods offered either free or at low cost as an incentive to buy a product.

Accepted Answer

The answer of ________ are goods offered either free or...

Question 17

An example of a(n)________ is a five-foot-high cardboard display of Tony the Tiger next to Frosted Flakes cereal boxes.

Accepted Answer

point-of-p

Question 18

Which type of sales approach is best for today's customers,who expect answers,results,and useful products?

Accepted Answer

A) 	Hard-sell 
B) 	Customer-solution 
C) 	Razzle-dazzle 
D) 	Sales development 
E) 	Personal relationship 
A) 	Hard-sell 
B) 	Customer-solution 
C) 	Razzle-dazzle 
D) 	Sales development 
E) 	Personal relationship

Question 19

In setting up a new accountability framework for her sales people,Janice uses a sales ________ to set the standard that establishes the amount each salesperson should sell and how sales should be divided among the company's products.

Accepted Answer

The answer of In setting up a new accountability framework...

Question 20

The approach is the step in the selling process in which the salesperson learns as much as possible about a prospective customer before making a sales call.

Accepted Answer

A) True 
 B)False

Which of the following is an advantage created by the use of a sales force automation system?

The last major step in sales force management is evaluating salespeople.

Blue Star Supply Company wants its outside salespeople to spend more time with customers.One way for Blue Star to accomplish this goal would be for the company to hire additional technical support people and sales assistants.

What does a time-and-duty analysis reveal?

When Hector from sales,Janice from marketing,Hans from engineering,Edith from finance,Dan from technical support,and Lou from upper management all work together to service large,complex accounts,it is known as ________ selling.

Which step in the sales process is necessary to ensure customer satisfaction and repeat business?

Marathons,concerts,and festivals with corporate sponsors are examples of ________.

Blackstone Tools manufactures screwdrivers,wrenches,and pliers,which are sold at large hardware stores.John Garcia handles the Home Depot account,while Melinda West manages the Lowe's account.Blackstone Tools most likely uses a product sales force structure.

Mandi is a part of a sales team that conducts its business from its offices using telephones,emails,or visits from prospective buyers to generate sales.This is called a(n)________________.

A salesperson should seek out,clarify,and overcome any customer objections during the sales presentation in order to ________.

On a broader level,management should evaluate the performance of the sales force by measuring its _________.

During the presentation step of the selling process,the salesperson tells the customer the "value story" of the product.

In consumer product companies,such as Procter & Gamble and Nike,the sales force plays an important behind-the-scenes role.

Sales force automation systems have been developed to improve how salespeople feel about their opportunities and value.

If salespeople are organized by customer sales force structure,companies are using ______organization.

________ are goods offered either free or at low cost as an incentive to buy a product.

An example of a(n)________ is a five-foot-high cardboard display of Tony the Tiger next to Frosted Flakes cereal boxes.

Which type of sales approach is best for today's customers,who expect answers,results,and useful products?

In setting up a new accountability framework for her sales people,Janice uses a sales ________ to set the standard that establishes the amount each salesperson should sell and how sales should be divided among the company's products.

The approach is the step in the selling process in which the salesperson learns as much as possible about a prospective customer before making a sales call.

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

Which of the following is an advantage created by the use of a sales force automation system?

The last major step in sales force management is evaluating salespeople.

Blue Star Supply Company wants its outside salespeople to spend more time with customers.One way for Blue Star to accomplish this goal would be for the company to hire additional technical support people and sales assistants.

What does a time-and-duty analysis reveal?

When Hector from sales,Janice from marketing,Hans from engineering,Edith from finance,Dan from technical support,and Lou from upper management all work together to service large,complex accounts,it is known as ________ selling.

Which step in the sales process is necessary to ensure customer satisfaction and repeat business?

Marathons,concerts,and festivals with corporate sponsors are examples of ________.

Blackstone Tools manufactures screwdrivers,wrenches,and pliers,which are sold at large hardware stores.John Garcia handles the Home Depot account,while Melinda West manages the Lowe's account.Blackstone Tools most likely uses a product sales force structure.

Mandi is a part of a sales team that conducts its business from its offices using telephones,emails,or visits from prospective buyers to generate sales.This is called a(n)________________.

A salesperson should seek out,clarify,and overcome any customer objections during the sales presentation in order to ________.

On a broader level,management should evaluate the performance of the sales force by measuring its _________.

During the presentation step of the selling process,the salesperson tells the customer the "value story" of the product.

In consumer product companies,such as Procter & Gamble and Nike,the sales force plays an important behind-the-scenes role.

Sales force automation systems have been developed to improve how salespeople feel about their opportunities and value.

If salespeople are organized by customer sales force structure,companies are using ______organization.

________ are goods offered either free or at low cost as an incentive to buy a product.

An example of a(n)________ is a five-foot-high cardboard display of Tony the Tiger next to Frosted Flakes cereal boxes.

Which type of sales approach is best for today's customers,who expect answers,results,and useful products?

In setting up a new accountability framework for her sales people,Janice uses a sales ________ to set the standard that establishes the amount each salesperson should sell and how sales should be divided among the company's products.

The approach is the step in the selling process in which the salesperson learns as much as possible about a prospective customer before making a sales call.

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