Question 1

A toothpaste manufacturer that bands two products together, selling two for the price of one, is using which type of consumer promotion tool to build short-term sales?

Accepted Answer

A)   rebates
B)   coupons
C)   price packs
D)   advertising specialties
E)   samples C

Question 2

Karen Rogers is a salesperson for Solar Panels Inc. She attends builder trade shows to identify potential customers in an effort to build long-term profitable relationships. Karen Rogers is engaging in which step of the selling process?

Accepted Answer

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

Question 3

In consumer product companies such as P&G or Nike, the sales force works directly with customers.

Accepted Answer

A) True 
 B)False  False

Question 4

How do companies use the workload approach to set sales force size?

Accepted Answer

The answer of How do companies use the workload approach...

Question 5

Explain the difference between coupons and rebates using suitable examples.

Accepted Answer

The answer of Explain the difference between coupons and rebates...

Question 6

How have social media tools most likely affected personal selling?

Accepted Answer

A)   slowing the sales force response rate to customers' problems
B)   changing the basic fundamentals of interpersonal selling
C)   reducing the use of person-to-person selling efforts
D)   increasing the costs of selling products and services
E)   increasing the number of product reports given to customers

Question 7

Many companies motivate their salespeople by setting sales quotas.

Accepted Answer

A) True 
 B)False

Question 8

GE employs different sales forces within different product and service divisions of its major businesses. For example, within GE Infrastructure, the company has separate sales forces for aviation, energy, transportation, and water processing products and technologies. GE has most likely adopted a _ sales force structure.

Accepted Answer

A)   product
B)   market
C)   territorial
D)   customer
E)   complex

Question 9

The Consumer Electronics Show (CES) is the largest trade show in the world. This annual event in Las Vegas is designed to help companies reach many prospects that are not reached through their sales forces.

Accepted Answer

A) True 
 B)False

Question 10

Which of the following statements is most likely true of team selling?

Accepted Answer

A)   It can unearth problems and provide solutions that no individual salesperson could.
B)   It consists of experts from a single area of the selling firm such as marketing or finance.
C)   It is most often implemented when products are simple and distribution costs are low.
D)   It is used most often when the group of target customers is small and homogeneous.
E)   It simplifies the process of evaluating the individual contributions of sales team members.

Question 11

Which of the following is a promotion tool used for trade promotions?

Accepted Answer

A)   conventions
B)   allowances
C)   sweepstakes
D)   price packs
E)   rebates

Question 12

What is value selling? Explain its importance and requirements.

Accepted Answer

The answer of What is value selling? Explain its importance...

Question 13

Which of the following statements is true of a product sales force structure?

Accepted Answer

A)   A product sales force structure is characterized by specialization along product lines.
B)   A product sales force structure is used when a company has only one product line.
C)   A product sales force structure uses a single sales force across different product lines.
D)   A product sales force structure requires every salesperson to be an expert in all the product categories of the company.
E)   A product sales force structure organizes the sales force along customer or industry lines.

Question 14

In which step of the selling process does a salesperson or company identify qualified potential customers?

Accepted Answer

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

Question 15

Sales force automation systems enable salespeople to profile prospects, forecast sales, and prepare expense reports.

Accepted Answer

A) True 
 B)False

Question 16

Appliance maker Whirlpool assigns individual teams of salespeople to big retail customers such as Leon's Furniture, the Brick Warehouse, Lowe's, Best Buy, and Home Depot. Each Whirlpool sales team aligns with the large customer's buying team. Whirlpool has most likely adopted a _ sales force structure.

Accepted Answer

A)   market
B)   team-based
C)   territorial
D)   complex
E)   product

Question 17

Why is it beneficial for a firm to coordinate its marketing and sales efforts? What actions can a company take to bring its marketing and sales functions closer together?

Accepted Answer

The answer of Why is it beneficial for a firm...

Question 18

Manufacturers provide allowances to retailers as compensation for advertising or creating special displays for their products.

Accepted Answer

A) True 
 B)False

Question 19

Weekly or monthly work plans used by management to get information about salespeople are referred to as .

Accepted Answer

A)   ROI plans
B)   call objectives
C)   sales quotas
D)   call plans
E)   sales reports

Question 20

Companies that organize their sales force by customer and territory; product and territory; product and customer; or territory, product, and customer are using a sales force structure.

Accepted Answer

A)   territorial
B)   complex
C)   product
D)   market
E)   simple

Exam 13: Personal Selling and Sales Promotion

A toothpaste manufacturer that bands two products together, selling two for the price of one, is using which type of consumer promotion tool to build short-term sales?

Karen Rogers is a salesperson for Solar Panels Inc. She attends builder trade shows to identify potential customers in an effort to build long-term profitable relationships. Karen Rogers is engaging in which step of the selling process?

In consumer product companies such as P&G or Nike, the sales force works directly with customers.

How do companies use the workload approach to set sales force size?

Explain the difference between coupons and rebates using suitable examples.

How have social media tools most likely affected personal selling?

Many companies motivate their salespeople by setting sales quotas.

The Consumer Electronics Show (CES) is the largest trade show in the world. This annual event in Las Vegas is designed to help companies reach many prospects that are not reached through their sales forces.

Which of the following statements is most likely true of team selling?

Which of the following is a promotion tool used for trade promotions?

What is value selling? Explain its importance and requirements.

Which of the following statements is true of a product sales force structure?

In which step of the selling process does a salesperson or company identify qualified potential customers?

Sales force automation systems enable salespeople to profile prospects, forecast sales, and prepare expense reports.

Why is it beneficial for a firm to coordinate its marketing and sales efforts? What actions can a company take to bring its marketing and sales functions closer together?

Manufacturers provide allowances to retailers as compensation for advertising or creating special displays for their products.

Weekly or monthly work plans used by management to get information about salespeople are referred to as .

Companies that organize their sales force by customer and territory; product and territory; product and customer; or territory, product, and customer are using a sales force structure.