Question 1

Compare the four types of compensation plans available to salespeople.

Accepted Answer

A straight salary is a fixed amount that

Question 2

Of the main consumer promotion tools,which is the most effective for introducing a new product or creating excitement for an existing one?

Accepted Answer

A) 	Coupons 
B) 	Samples 
C) 	Cash refunds 
D) 	Price packs 
E) 	Contests 
A) 	Coupons 
B) 	Samples 
C) 	Cash refunds 
D) 	Price packs 
E) 	Contests

Question 3

Janice plans to use sales ________ to encourage her sales force to make a selling effort that is above and beyond normal expectations.

Accepted Answer

The answer of Janice plans to use sales ________ to...

Question 4

Stan decides to follow the lead of other companies in his industry and begin determining sales force size by using __________.

Accepted Answer

the worklo

Question 5

To enhance the ________ stage of the selling process,Tom often uses new technologies,such as CDs,DVDs,hand-held computers,interactive whiteboards,and laptop computers.

Accepted Answer

presentati

Question 6

Which of the following consumer promotion tools is the most costly for companies ?

Accepted Answer

A) 	Samples 
B) 	Coupons 
C) 	Premiums 
D) 	Cash refunds 
E) 	Price packs 
A) 	Samples 
B) 	Coupons 
C) 	Premiums 
D) 	Cash refunds 
E) 	Price packs

Question 7

What are some ways that salespeople represent the customer to the company?

Accepted Answer

Salespeople represent customers to the c

Question 8

J &M Manufacturing has 2000 Type-A accounts,each requiring 35 calls per year,and 1000 Type-B accounts,each requiring 15 calls per year.What is the sales force's workload?

Accepted Answer

A) 	15 000 calls 
B) 	35 000 calls 
C) 	70 000 calls 
D) 	85 000 calls 
E) 	95 000 calls 
A) 	15 000 calls 
B) 	35 000 calls 
C) 	70 000 calls 
D) 	85 000 calls 
E) 	95 000 calls

Question 9

The sales force of Conway Pools has qualified a number of leads.Which of the following will most likely occur next?

Accepted Answer

A) 	The outside sales force will call on all prospects. 
B) 	The outside sales force will close the deal with one of the prospects. 
C) 	The outside sales force will learn as much as possible about the prospects. 
D) 	The inside sales force will attend meetings with qualified prospects. 
E) 	The inside sales force will put together a presentation for the prospects. 
A) 	The outside sales force will call on all prospects. 
B) 	The outside sales force will close the deal with one of the prospects. 
C) 	The outside sales force will learn as much as possible about the prospects. 
D) 	The inside sales force will attend meetings with qualified prospects. 
E) 	The inside sales force will put together a presentation for the prospects.

Question 10

Tom is an excellent salesperson.He know the value of prospecting,which ____________.

Accepted Answer

identifies

Question 11

Sales promotion consists of long-term incentives to encourage purchases or sales of a product or service.

Accepted Answer

A) True 
 B)False

Question 12

Which sales management tool helps a salesperson know which customers to visit and which activities to carry out during a week?

Accepted Answer

A) 	Time-and-duty analysis 
B) 	Sales force automation systems 
C) 	Call plan 
D) 	Sales quota plan 
E) 	Positive incentives plan 
A) 	Time-and-duty analysis 
B) 	Sales force automation systems 
C) 	Call plan 
D) 	Sales quota plan 
E) 	Positive incentives plan

Question 13

The step of ________ is difficult for some salespeople because they lack confidence,feel guilty about asking for an order,or may not recognize the right time to ask for an order.

Accepted Answer

The answer of The step of ________ is difficult for...

Question 14

Jill decides to hire a ________ to perform one or more of the following activities: prospecting,communicating,servicing,and information gathering on behalf of her company.

Accepted Answer

The answer of Jill decides to hire a ________ to...

Question 15

Personal selling is the interpersonal component of the promotion mix.

Accepted Answer

A) True 
 B)False

Question 16

In her new role as the head of sales,Janice know that the primary reason that companies use e-learning to conduct sales training programs is because _______________.

Accepted Answer

e-learning

Question 17

An insert in a Lands' End catalogue offers free shipping on your next purchase.This is an example of a ________.

Accepted Answer

The answer of An insert in a Lands' End catalogue...

Question 18

Why does a firm's number of prospects always equal or exceed its number of qualified customers?

Accepted Answer

Prospecting identifies the tot

Question 19

How do successful companies recruit and train their salespeople? What are the objectives of most sales force training programs?

Accepted Answer

During the recruitment step,a company sh

Question 20

A good sales structure can mean the difference between success and failure.

Accepted Answer

A) True 
 B)False

Compare the four types of compensation plans available to salespeople.

Of the main consumer promotion tools,which is the most effective for introducing a new product or creating excitement for an existing one?

Janice plans to use sales ________ to encourage her sales force to make a selling effort that is above and beyond normal expectations.

Stan decides to follow the lead of other companies in his industry and begin determining sales force size by using __________.

To enhance the ________ stage of the selling process,Tom often uses new technologies,such as CDs,DVDs,hand-held computers,interactive whiteboards,and laptop computers.

Which of the following consumer promotion tools is the most costly for companies ?

What are some ways that salespeople represent the customer to the company?

J &M Manufacturing has 2000 Type-A accounts,each requiring 35 calls per year,and 1000 Type-B accounts,each requiring 15 calls per year.What is the sales force's workload?

The sales force of Conway Pools has qualified a number of leads.Which of the following will most likely occur next?

Tom is an excellent salesperson.He know the value of prospecting,which ____________.

Sales promotion consists of long-term incentives to encourage purchases or sales of a product or service.

Which sales management tool helps a salesperson know which customers to visit and which activities to carry out during a week?

The step of ________ is difficult for some salespeople because they lack confidence,feel guilty about asking for an order,or may not recognize the right time to ask for an order.

Jill decides to hire a ________ to perform one or more of the following activities: prospecting,communicating,servicing,and information gathering on behalf of her company.

Personal selling is the interpersonal component of the promotion mix.

In her new role as the head of sales,Janice know that the primary reason that companies use e-learning to conduct sales training programs is because _______________.

An insert in a Lands' End catalogue offers free shipping on your next purchase.This is an example of a ________.

Why does a firm's number of prospects always equal or exceed its number of qualified customers?

How do successful companies recruit and train their salespeople? What are the objectives of most sales force training programs?

A good sales structure can mean the difference between success and failure.

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

Compare the four types of compensation plans available to salespeople.

Of the main consumer promotion tools,which is the most effective for introducing a new product or creating excitement for an existing one?

Janice plans to use sales ________ to encourage her sales force to make a selling effort that is above and beyond normal expectations.

Stan decides to follow the lead of other companies in his industry and begin determining sales force size by using __________.

To enhance the ________ stage of the selling process,Tom often uses new technologies,such as CDs,DVDs,hand-held computers,interactive whiteboards,and laptop computers.

Which of the following consumer promotion tools is the most costly for companies ?

What are some ways that salespeople represent the customer to the company?

J &M Manufacturing has 2000 Type-A accounts,each requiring 35 calls per year,and 1000 Type-B accounts,each requiring 15 calls per year.What is the sales force's workload?

The sales force of Conway Pools has qualified a number of leads.Which of the following will most likely occur next?

Tom is an excellent salesperson.He know the value of prospecting,which ____________.

Sales promotion consists of long-term incentives to encourage purchases or sales of a product or service.

Which sales management tool helps a salesperson know which customers to visit and which activities to carry out during a week?

The step of ________ is difficult for some salespeople because they lack confidence,feel guilty about asking for an order,or may not recognize the right time to ask for an order.

Jill decides to hire a ________ to perform one or more of the following activities: prospecting,communicating,servicing,and information gathering on behalf of her company.

Personal selling is the interpersonal component of the promotion mix.

In her new role as the head of sales,Janice know that the primary reason that companies use e-learning to conduct sales training programs is because _______________.

An insert in a Lands' End catalogue offers free shipping on your next purchase.This is an example of a ________.

Why does a firm's number of prospects always equal or exceed its number of qualified customers?

How do successful companies recruit and train their salespeople? What are the objectives of most sales force training programs?

A good sales structure can mean the difference between success and failure.

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