Question 1

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 D

Question 2

Blue Fizz Inc. sponsors every race that takes place at the Sears Racing Track in Orange County, California. The high-octane racing at Sears is perfect for Blue Fizz to sell its energy drinks and to establish the desired brand image of the company. Which type of promotion is evident here?

Accepted Answer

A)   event marketing
B)   mass marketing
C)   point-of-purchase promotion
D)   solution selling
E)   advertising specialties A

Question 3

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, 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. This organization clearly defines each person's job, fixes accountability, and increases the person's desire to build local business relationships that improve selling effectiveness.
The product sales force structure allows the sales force to sell along product lines; the seller becomes very knowledgeable about products.
The customer sales force structure organizes its sales force along customer or industry lines. This can help a company build closer relationships with important customers.

Question 4

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.

Question 5

Happy Pet is a large pet food company that has convinced the retailers and the wholesalers of the New England area to resell its products. Happy Pet promises to reimburse the advertising costs to its retailers and wholesalers for advertising its products. This is an example of a ________.

Accepted Answer

A)   trade promotion
B)   point-of-purchase promotion
C)   sweepstake
D)   price pack
E)   advertising specialty

Question 6

Orion is planning to give away free mouse pads imprinted with the company logo and name to anyone who enters their store on the day they launch their new laser mouse. What kind of sales promotion is Orion planning?

Accepted Answer

A)   advertising specialty
B)   rebate
C)   price packs
D)   sweepstakes
E)   premiums

Question 7

What does a call plan reveal?

Accepted Answer

The answer of What does a call plan reveal?...

Question 8

Trade shows most likely help companies to ________.

Accepted Answer

A)   maximize productivity
B)   find new sales leads
C)   trim overhead costs
D)   reduce the inside sales force
E)   shorten the selling process

Question 9

Describe some of the methods used to supervise salespeople and help them work more efficiently.

Accepted Answer

The answer of Describe some of the methods used to...

Question 10

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

Question 11

The purpose of a training program for salespeople is to teach them about all of the following EXCEPT ________.

Accepted Answer

A)   customers' buying habits
B)   customers' buying motives
C)   competitor strategies
D)   industry history
E)   company goals

Question 12

________ describes the feeling that salespeople have about their opportunities, value, and rewards for a good performance in a company.

Accepted Answer

A)   Culture shock
B)   Organizational climate
C)   Reverse culture shock
D)   Segregation
E)   Satisficing

Question 13

Telemarketing has ceased to be an important tool for most B-to-B marketers owing to the federal government's Do Not Call Registry.

Accepted Answer

A) True 
 B)False

Question 14

The workload approach is used to determine the type of sales force structure required by a company.

Accepted Answer

A) True 
 B)False

Question 15

Personal selling involves interpersonal interactions between salespeople and individual customers.

Accepted Answer

A) True 
 B)False

Question 16

The inside sales force consists of salespeople who conduct business from their offices via telephone, the Internet, or visits from buyers.

Accepted Answer

A) True 
 B)False

Question 17

Amanda Perkins is a senior sales manager in Arlington Steelworks. As the customer base of her company has grown larger and more demanding over the last few years, Amanda insists on ________, or using groups of people from various departments such as, sales, technical support, engineering, and even upper management to service complex accounts.

Accepted Answer

A)   cross selling
B)   e-procurement
C)   team selling
D)   observational research
E)   vendor screening

Question 18

________ are goods offered either free or at low cost as an incentive to buy a product, ranging from toys included with kids' products to phone cards and DVDs.

Accepted Answer

A)   Coupons
B)   Premiums
C)   Price packs
D)   Rebates
E)   Cents-off deals

Question 19

How is the personal selling process and customer relationship management interrelated? What are the primary requirements of value selling?

Accepted Answer

The answer of How is the personal selling process and...

Question 20

A(n) ________ is an individual who represents a company to customers by prospecting, communicating, selling, servicing, information gathering, and/or relationship building.

Accepted Answer

A)   salesperson
B)   trainer
C)   auditor
D)   manager
E)   human resource personnel

Exam 16: Personal Selling and Sales Promotion

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

Blue Fizz Inc. sponsors every race that takes place at the Sears Racing Track in Orange County, California. The high-octane racing at Sears is perfect for Blue Fizz to sell its energy drinks and to establish the desired brand image of the company. Which type of promotion is evident here?

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

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

Happy Pet is a large pet food company that has convinced the retailers and the wholesalers of the New England area to resell its products. Happy Pet promises to reimburse the advertising costs to its retailers and wholesalers for advertising its products. This is an example of a ________.

Orion is planning to give away free mouse pads imprinted with the company logo and name to anyone who enters their store on the day they launch their new laser mouse. What kind of sales promotion is Orion planning?

What does a call plan reveal?

Trade shows most likely help companies to ________.

Describe some of the methods used to supervise salespeople and help them work more efficiently.

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

The purpose of a training program for salespeople is to teach them about all of the following EXCEPT ________.

________ describes the feeling that salespeople have about their opportunities, value, and rewards for a good performance in a company.

Telemarketing has ceased to be an important tool for most B-to-B marketers owing to the federal government's Do Not Call Registry.

The workload approach is used to determine the type of sales force structure required by a company.

Personal selling involves interpersonal interactions between salespeople and individual customers.

The inside sales force consists of salespeople who conduct business from their offices via telephone, the Internet, or visits from buyers.

________ are goods offered either free or at low cost as an incentive to buy a product, ranging from toys included with kids' products to phone cards and DVDs.

How is the personal selling process and customer relationship management interrelated? What are the primary requirements of value selling?

A(n) ________ is an individual who represents a company to customers by prospecting, communicating, selling, servicing, information gathering, and/or relationship building.