Question 1

Refer to the scenario below to answer the following question(s).
Reliable Tools Company is a manufacturer of hubs and axles for the trailer and heavy truck industry. Although Reliable Tools only has 15 customers, the company is the sole supplier of hub and axle components to those customers. Monthly sales at Reliable Tools are approximately $1 million. "You might say we have all our eggs in one basket," says owner Arthur Deetz.
It is critical that a competent sales force be maintained in order to nurture those few but large accounts. Ninety-five percent of Reliable Tools' customers are located in Michigan, Ohio, and Indiana, which means that travel time to all customers is relatively short. However, given the nature of the industry, time spent with each customer is crucial.
-How would a customer sales force structure benefit Reliable Tools?

Accepted Answer

A)  It would eliminate the need for the company's salespeople to travel to meet customers. 
B)  It would enable the company's salespeople to build close relationships with customers. 
C)  It would help the company's salespeople become experts in the products they sell. 
D)  It would enable the company's management to cut training costs substantially. 
E)  It would make telemarketing irrelevant.

Question 2

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

Question 3

Briefly explain the major sales promotion tools.

Accepted Answer

The answer of Briefly explain the major sales promotion tools....

Question 4

All of the following are basic types of compensation plans for salespeople EXCEPT ________.

Accepted Answer

A)  straight commission 
B)  straight salary 
C)  salary plus commission 
D)  salary plus company shares 
E)  salary plus bonus

Question 5

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 6

Sales assistants confirm appointments, follow up on deliveries, and answer customers' questions when outside salespeople cannot be reached.

Accepted Answer

A) True 
 B)False

Question 7

What is the role of a salesperson in a territorial sales force structure?

Accepted Answer

The answer of What is the role of a salesperson...

Question 8

________ include displays and demonstrations that take place at the point of sale.

Accepted Answer

A)  Rebates 
B)  Price packs 
C)  Premiums 
D)  POP promotions 
E)  Samples

Question 9

Capitalizing on the customer's complaints about the previous detergents she has used, Sheila, a salesperson, explains to the customer why her company's detergent Swish is better and how it can be a one-stop solution for everyday washing. In which of the following steps of the selling process is Sheila?

Accepted Answer

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

Question 10

In a territorial sales force structure, as each salesperson travels within a limited geographic area, travel expenses are relatively small.

Accepted Answer

A) True 
 B)False

Question 11

Melissa Price is a member of the sales force at Urban Fashions, a Houston-based manufacturer of women's apparel. Melissa is preparing for a first meeting with a wholesaler who is a potential customer. She is learning as much as she can about her prospect and his organization. Melissa is in the ________ step of the personal selling process.

Accepted Answer

A)  prospecting 
B)  qualifying 
C)  preapproach 
D)  follow-up 
E)  demonstration

Question 12

In the customer 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.

Accepted Answer

A) True 
 B)False

Question 13

In the ________, separate sales forces are set up for different industries.

Accepted Answer

A)  territorial sales force structure 
B)  digital marketing system 
C)  customer sales force structure 
D)  geographical operations system 
E)  product sales force structure

Question 14

Which of the following is the first step in the personal selling process?

Accepted Answer

A)  handling objections 
B)  follow-up 
C)  presentation and demonstration 
D)  preapproach 
E)  prospecting and qualifying

Question 15

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

Accepted Answer

The answer of Why are more companies using team selling?...

Question 16

Ultra Tech Inc., a company manufacturing gardening tools, has decided to switch to a territorial sales force structure. Which of the following benefits is the company most likely to gain as a result of this decision?

Accepted Answer

A)  The cost of training new recruits would be eliminated. 
B)  An increased focus on short-term customer relationships would boost local sales of specialized products. 
C)  Each salesperson would be assigned to sell a single product in which he/she specializes. 
D)  The capacity for mass production of a wide range of products would significantly increase. 
E)  As each salesperson travels within a limited geographic area, travel expenses would decline.

Question 17

Before calling on a prospect, the salesperson should learn as much as possible about the organization and its buyers. This step is known as ________.

Accepted Answer

A)  preapproach 
B)  closing 
C)  approach 
D)  presentation 
E)  prospecting

Question 18

Sales force management refers to hiring and training the sales force.

Accepted Answer

A) True 
 B)False

Question 19

A(n) ________ shows how much time is spent selling, traveling, waiting, taking breaks, and doing administrative chores by the salesperson.

Accepted Answer

A)  customer relationship management tool 
B)  corporate social networking site 
C)  time-and-duty analysis tool 
D)  outsourcing relationship management tool 
E)  product lifecycle management analysis

Question 20

________ refers to a practice in which salespeople drop in unannounced on various offices.

Accepted Answer

A)  Hybrid selling 
B)  Niche marketing 
C)  Cold calling 
D)  Value selling 
E)  Direct marketing

Exam 16: Personal Selling and Sales Promotion

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

Briefly explain the major sales promotion tools.

All of the following are basic types of compensation plans for salespeople EXCEPT ________.

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

Sales assistants confirm appointments, follow up on deliveries, and answer customers' questions when outside salespeople cannot be reached.

What is the role of a salesperson in a territorial sales force structure?

________ include displays and demonstrations that take place at the point of sale.

In a territorial sales force structure, as each salesperson travels within a limited geographic area, travel expenses are relatively small.

In the customer 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.

In the ________, separate sales forces are set up for different industries.

Which of the following is the first step in the personal selling process?

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

Ultra Tech Inc., a company manufacturing gardening tools, has decided to switch to a territorial sales force structure. Which of the following benefits is the company most likely to gain as a result of this decision?

Before calling on a prospect, the salesperson should learn as much as possible about the organization and its buyers. This step is known as ________.

Sales force management refers to hiring and training the sales force.

A(n) ________ shows how much time is spent selling, traveling, waiting, taking breaks, and doing administrative chores by the salesperson.

________ refers to a practice in which salespeople drop in unannounced on various offices.