Question 1

Perhaps the fastest-growing salesforce technology tool is ________.

Accepted Answer

A)  the mobile phone
B)  the laptop computer
C)  the video game
D)  electronic network tools and technologies
E)  the mail D

Question 2

________ involves two-way personal communication between salespeople and individual customers-whether face-to-face,by telephone,through video or web conferences,or by other means.

Accepted Answer

A)  Advertising
B)  Public relations
C)  Personal selling
D)  Mass marketing
E)  Direct marketing C

Question 3

Of the following,which is the LEAST creative sales position?

Accepted Answer

A)  order taker
B)  order getter
C)  account executive
D)  account development rep
E)  outside salesperson A

Question 4

Complex salesforce structures include those specialised by customer and territory,by product and territory,by product and customer,and by territory,product and customer.

Accepted Answer

A) True 
 B)False

Question 5

Through trade promotions,manufacturers sometimes pay various ________ to retailers for such activities as advertising,displays and physical distribution.

Accepted Answer

The answer of Through trade promotions,manufacturers sometimes pay various ________...

Question 6

A corporation provides new salespeople with extensive training in the art of listening and problem-solving.It utilises which approach to selling?

Accepted Answer

A)  sales-oriented
B)  e-learning
C)  team selling
D)  customer solutions
E)  people-oriented

Question 7

Today,most salespeople are well-educated,well-trained professionals who are encouraged to work to build and maintain long-term customer relationships by listening to their customers,assessing their needs and organising the company's efforts to solve customer problems.

Accepted Answer

A) True 
 B)False

Question 8

A large consumer product company that sells its products to wholesalers and retailers is LEAST likely to do which of the following?

Accepted Answer

A)  work directly with final customers
B)  build relationships with wholesalers
C)  help retailers effectively sell the company's products
D)  communicate regularly with business customers
E)  represent their wholesale and retail customers

Question 9

Rather than creating only short-term sales or temporary brand switching,________ should help to reinforce the product's position and build long-term customer relationships.

Accepted Answer

A)  sales promotions
B)  promotion clutter
C)  samples
D)  trade promotions
E)  publicity

Question 10

Salespeople should know how to recognise ________ signals from the buyer,which can include physical actions such as leaning forward and nodding or questions about prices and credit terms.

Accepted Answer

A)  qualifying
B)  approach
C)  objection
D)  closing
E)  follow-up

Question 11

Which of the following is the collective term for the individuals in a company who travel to call on customers in the field?

Accepted Answer

A)  outside salesforce
B)  inside salesforce
C)  complex salesforce
D)  customer salesforce
E)  product salesforce

Question 12

The sole purpose of evaluating a salesperson's performance is to set his or her quota appropriately.

Accepted Answer

A) True 
 B)False

Question 13

A salesperson's ________ is often related to how well he or she meets a set quota.

Accepted Answer

A)  time-and-duty analysis
B)  compensation
C)  call report
D)  organisational climate
E)  expense report

Question 14

A company can unite its marketing and sales functions through all of the following activities EXCEPT ________.

Accepted Answer

A)  assigning a telemarketer the task of visiting a customer
B)  arranging joint meetings to clarify all aspects of communication
C)  appointing a chief customer officer to oversee both departments
D)  having a salesperson preview ads and sales-promotion campaigns
E)  sending brand managers on sales calls with a salesperson

Question 15

A company has 1000 Type-A customer accounts,each requiring 28 calls per year,and 2200 Type-B customer accounts,each requiring 15 calls per year.What is the salesforce's workload?

Accepted Answer

A)  40 000 calls
B)  41 000 calls
C)  50 000 calls
D)  61 000 calls
E)  71 000 calls

Question 16

Companies that use a customer salesforce structure organise their salespeople by ________.

Accepted Answer

A)  product or brand
B)  territory or region
C)  customer or industry
D)  demand
E)  specialty knowledge

Question 17

Describe several ways in which management can evaluate salesforce performance.

Accepted Answer

The answer of Describe several ways in which management can...

Question 18

Pressure to increase short-term sales,less differentiated brands,declining advertising efficiency and increasingly deal-oriented customers are all factors contributing to the ________.

Accepted Answer

A)  growth of personal selling
B)  decline of personal selling
C)  growth of sales promotion
D)  decline of sales promotion
E)  decline of customer relationships

Question 19

Manufacturers direct more sales promotion dollars toward consumers than toward retailers.

Accepted Answer

A) True 
 B)False

Question 20

The concept of 'salesperson-owned loyalty' refers to customers' tendencies to become loyal to salespersons as well as to the company.

Accepted Answer

A) True 
 B)False

Exam 12: Personal Selling and Sales Promotion: Creating Value in Relationships

Perhaps the fastest-growing salesforce technology tool is ________.

________ involves two-way personal communication between salespeople and individual customers-whether face-to-face,by telephone,through video or web conferences,or by other means.

Of the following,which is the LEAST creative sales position?

Complex salesforce structures include those specialised by customer and territory,by product and territory,by product and customer,and by territory,product and customer.

Through trade promotions,manufacturers sometimes pay various ________ to retailers for such activities as advertising,displays and physical distribution.

A corporation provides new salespeople with extensive training in the art of listening and problem-solving.It utilises which approach to selling?

Today,most salespeople are well-educated,well-trained professionals who are encouraged to work to build and maintain long-term customer relationships by listening to their customers,assessing their needs and organising the company's efforts to solve customer problems.

A large consumer product company that sells its products to wholesalers and retailers is LEAST likely to do which of the following?

Rather than creating only short-term sales or temporary brand switching,________ should help to reinforce the product's position and build long-term customer relationships.

Salespeople should know how to recognise ________ signals from the buyer,which can include physical actions such as leaning forward and nodding or questions about prices and credit terms.

Which of the following is the collective term for the individuals in a company who travel to call on customers in the field?

The sole purpose of evaluating a salesperson's performance is to set his or her quota appropriately.

A salesperson's ________ is often related to how well he or she meets a set quota.

A company can unite its marketing and sales functions through all of the following activities EXCEPT ________.

A company has 1000 Type-A customer accounts,each requiring 28 calls per year,and 2200 Type-B customer accounts,each requiring 15 calls per year.What is the salesforce's workload?

Companies that use a customer salesforce structure organise their salespeople by ________.

Describe several ways in which management can evaluate salesforce performance.

Pressure to increase short-term sales,less differentiated brands,declining advertising efficiency and increasingly deal-oriented customers are all factors contributing to the ________.

Manufacturers direct more sales promotion dollars toward consumers than toward retailers.

The concept of 'salesperson-owned loyalty' refers to customers' tendencies to become loyal to salespersons as well as to the company.