Question 1

In a product sales force structure, no single salesperson can become an expert in all of the product categories, so product specialization is required.

Accepted Answer

A) True 
 B)False

Question 2

Which of the following questions would help a marketer evaluate the return on a sales promotion investment?

Accepted Answer

A)  Was the sales force successful in filtering out the good prospects from the poor ones? 
B)  Did customers enjoy the events associated with the promotion? 
C)  Did customers receive high-quality promotional products? 
D)  Did the promotion attract new customers or more purchasing from current customers? 
E)  Were channel intermediaries effectively positioned to ensure a seamless supply of products?

Question 3

Which of the following is most likely a true statement about sales compensation in economically tough circumstances?

Accepted Answer

A)  Cutting sales force compensation is usually a last resort for firms that want to maintain positive customer relationships. 
B)  Morale is boosted by distributing commissions equally among low and high sales performers. 
C)  Online selling is discontinued to improve customer relations. 
D)  Compensation for the inside sales force is reduced to increase commissions for the outside sales force. 
E)  Low performers are retained and top performers are dismissed to reduce commission payments.

Question 4

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

Accepted Answer

A)  The territorial sales force structure does not define each salesperson's job clearly. 
B)  Salespeople specialize in selling only a small portion of the company's products. 
C)  In a territorial sales force structure, separate sales forces are set up for different industries. 
D)  Travel expenses are relatively small as each salesperson travels within a limited geographic area. 
E)  In a territorial sales force structure, separate sales forces are often established to handle a single, large account in every territory.

Question 5

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 6

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.
-For sales managers to understand how the members of the Reliable Tools sales force spend their time, the salespeople must submit a(n) ________.

Accepted Answer

A)  expense report 
B)  time-and-duty analysis 
C)  mobile conferencing schedule 
D)  sales forecast 
E)  incentive plan

Question 7

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.
-Which of the following promotions would be most appropriate for Reliable Tools to use in its attempt to promote its products and generate new business leads?

Accepted Answer

A)  rebates and price packs 
B)  premiums 
C)  specialty advertising 
D)  samples 
E)  conventions and trade shows

Question 8

Which of the following questions is NOT asked when designing a sales force strategy and structure?

Accepted Answer

A)  Should salespeople sell in the field, by phone, or using online and social media? 
B)  Should salespeople work alone or in teams with other company employees? 
C)  How big should the sales force be? 
D)  Should salespeople follow strict steps in the sales process? 
E)  How should salespeople and their tasks be structured?

Question 9

If a company has numerous and complex products, it can adopt a product sales force structure in which the sales force specializes along product lines.

Accepted Answer

A) True 
 B)False

Question 10

________ are useful articles imprinted with an advertiser's name, logo, or message that are given as gifts to consumers.

Accepted Answer

A)  Rebates 
B)  Cents-off deals 
C)  Premiums 
D)  Promotional products 
E)  Sweepstakes

Question 11

________ is defined as analyzing, planning, implementing, and controlling sales force activities.

Accepted Answer

A)  Benchmarking 
B)  Sales force management 
C)  Business intelligence 
D)  Sales force automation 
E)  Sampling

Question 12

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 13

Creating a brand-marketing event or serving as a sole or participating sponsor of events created by others is known as ________.

Accepted Answer

A)  point-of-purchase promotions 
B)  sweepstakes 
C)  team selling 
D)  event marketing 
E)  personal selling

Question 14

Buyers prefer to work with salespeople who are good listeners.

Accepted Answer

A) True 
 B)False

Question 15

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)  promotional products 
B)  rebate 
C)  price packs 
D)  sweepstakes 
E)  premiums

Question 16

Which of the following refers to a closing technique used by salespeople?

Accepted Answer

A)  asking customers for referrals 
B)  developing solutions to customers' problems 
C)  seeking out hidden objections 
D)  reviewing points of agreement 
E)  taking objections as opportunities to provide more information

Question 17

Which of the following is true with regard to personal selling?

Accepted Answer

A)  Personal selling entails personal presentations by a firm's sales force for the purpose of making sales and building customer relationships. 
B)  Personal selling involves making personal requests to potential buyers to enter into short-term business relationships with firms. 
C)  Personal selling distances the buyer from the seller and does not focus on building enduring relationships. 
D)  An outside sales force is not involved in personal selling. 
E)  Personal selling is a relatively new profession.

Question 18

During the ________ step of the selling process, the salesperson tells the value story to the buyer, showing how the company's product or service solves the customer's problems.

Accepted Answer

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

Question 19

Which of the following is NOT likely to improve coordination between marketing and sales?

Accepted Answer

A)  appointing a high-level marketing executive to oversee both marketing and sales 
B)  arranging joint meetings and spelling out communications channels 
C)  creating rewards systems that put marketing and sales in competition with each other 
D)  including brand managers in sales calls 
E)  adding marketing-sales liaisons to coordinate programs and efforts

Question 20

________ consists of short-term incentives to encourage the purchase of a product or service.

Accepted Answer

A)  Value selling 
B)  Conditional sale 
C)  Advertising 
D)  Sales promotion 
E)  Benchmarking

Exam 16: Personal Selling and Sales Promotion

In a product sales force structure, no single salesperson can become an expert in all of the product categories, so product specialization is required.

Which of the following questions would help a marketer evaluate the return on a sales promotion investment?

Which of the following is most likely a true statement about sales compensation in economically tough circumstances?

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

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

Which of the following questions is NOT asked when designing a sales force strategy and structure?

If a company has numerous and complex products, it can adopt a product sales force structure in which the sales force specializes along product lines.

________ are useful articles imprinted with an advertiser's name, logo, or message that are given as gifts to consumers.

________ is defined as analyzing, planning, implementing, and controlling sales force activities.

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

Creating a brand-marketing event or serving as a sole or participating sponsor of events created by others is known as ________.

Buyers prefer to work with salespeople who are good listeners.

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?

Which of the following refers to a closing technique used by salespeople?

Which of the following is true with regard to personal selling?

During the ________ step of the selling process, the salesperson tells the value story to the buyer, showing how the company's product or service solves the customer's problems.

Which of the following is NOT likely to improve coordination between marketing and sales?

________ consists of short-term incentives to encourage the purchase of a product or service.