Question 1

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 
A)  occupational mobility 
B)  financial ability 
C)  volume of business 
D)  location 
E)  possibilities for growth A

Question 2

Which of the following is the most effective-but most expensive-way to introduce a new product or create new excitement for an existing one?

Accepted Answer

A)  coupons 
B)  sampling 
C)  cash refunds 
D)  cents-off deals 
E)  satisficing 
A)  coupons 
B)  sampling 
C)  cash refunds 
D)  cents-off deals 
E)  satisficing B

Question 3

Travis Computing Systems earns most of its revenue from sales and in-person computer services. The sales force at Travis recently began telemarketing and Web selling. How would telemarketing and Web selling most likely benefit Travis?

Accepted Answer

A)  The need for an outside sales force would be completely eliminated through telemarketing. 
B)  Travis sales reps would be able to engage in more frequent face-to-face interaction with large, high-value customers. 
C)  Travis sales reps would be able to service hard-to-reach customers more effectively. 
D)  The overhead costs of Travis would significantly decrease. 
E)  The current liabilities of Travis would decrease. 
A)  The need for an outside sales force would be completely eliminated through telemarketing. 
B)  Travis sales reps would be able to engage in more frequent face-to-face interaction with large, high-value customers. 
C)  Travis sales reps would be able to service hard-to-reach customers more effectively. 
D)  The overhead costs of Travis would significantly decrease. 
E)  The current liabilities of Travis would decrease. C

Question 4

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

Question 5

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

Question 6

Which of the following best explains why companies are adopting the team selling approach to service large, complex accounts?

Accepted Answer

A)  Products have become too complicated for one salesperson to handle a large company's needs. 
B)  Customers prefer dealing with many salespeople rather than one sales representative. 
C)  Job rotation, an integral part of team selling, keeps workers motivated and boosts their morale. 
D)  Team selling facilitates the evaluation of individual contributions. 
E)  With team selling, companies are not required to train the outside sales force any longer. 
A)  Products have become too complicated for one salesperson to handle a large company's needs. 
B)  Customers prefer dealing with many salespeople rather than one sales representative. 
C)  Job rotation, an integral part of team selling, keeps workers motivated and boosts their morale. 
D)  Team selling facilitates the evaluation of individual contributions. 
E)  With team selling, companies are not required to train the outside sales force any longer.

Question 7

Kevin is a salesperson working for a company that manufactures gardening tools. He is involved in door-to-door sales and travels every day to call on customers. In his company, Kevin is most likely a part of the ________.

Accepted Answer

A)  top management 
B)  inside sales force 
C)  product designing team 
D)  customer support team 
E)  outside sales force 
A)  top management 
B)  inside sales force 
C)  product designing team 
D)  customer support team 
E)  outside sales force

Question 8

What does a call plan show?

Accepted Answer

The weekly, monthly, or annual

Question 9

Waldo Stores will reward an all-expense-paid trip to Hawaii to anyone who correctly guesses the date on which Waldo Stores was first established in the Boston area. Which type of sales promotion is evident here?

Accepted Answer

A)  contest 
B)  sample 
C)  premium 
D)  trade promotion 
E)  point-of-purchase promotion 
A)  contest 
B)  sample 
C)  premium 
D)  trade promotion 
E)  point-of-purchase promotion

Question 10

Morrill Motors splits the United States of America into 10 sales regions. Within each of those regions, the company has separate sales personnel selling the company's full line of products. Morrill Motors uses a ________ sales force structure.

Accepted Answer

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

Question 11

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

Question 12

Briefly describe the presentation stage of the selling process.

Accepted Answer

During the presentation step o

Question 13

Why is a firm's organizational climate an important part of building a successful sales staff?

Accepted Answer

Organizational climate describes the fee

Question 14

Salespeople do not represent customers to the company.

Accepted Answer

A) True 
 B)False

Question 15

If a company ________, it should adopt a product sales force structure, in which the sales force specializes along product lines.

Accepted Answer

A)  specializes in a single product 
B)  manufactures a small number of simple products 
C)  maintains that product specialization is counter productive 
D)  has numerous and complex products 
E)  lacks salespeople with superior technical know-how 
A)  specializes in a single product 
B)  manufactures a small number of simple products 
C)  maintains that product specialization is counter productive 
D)  has numerous and complex products 
E)  lacks salespeople with superior technical know-how

Question 16

During the prospecting stage, a salesperson needs to identify the good leads and screen out the poor ones through a process known as ________.

Accepted Answer

A)  closing 
B)  satisficing 
C)  presenting 
D)  qualifying 
E)  approaching 
A)  closing 
B)  satisficing 
C)  presenting 
D)  qualifying 
E)  approaching

Question 17

________ refers to the sales step in which a salesperson asks the customer for an order.

Accepted Answer

A)  Prospecting 
B)  Demonstration 
C)  Approach 
D)  Closing 
E)  Handling objections 
A)  Prospecting 
B)  Demonstration 
C)  Approach 
D)  Closing 
E)  Handling objections

Question 18

During the presentation step of the selling process, the salesperson tells the "value story" to the buyer, showing how the company's offer solves the customer's problems.

Accepted Answer

A) True 
 B)False

Question 19

More and more companies are moving away from high-commission plans because ________.

Accepted Answer

A)  outside salespeople tend to undermine the efforts of the inside sales team 
B)  high-commission plans require salespeople to work overtime 
C)  salespeople tend to become pushy which affects customer relationships 
D)  salespeople are prone to taking multiple sales jobs to maximize their income 
E)  salespeople end up spending too much time traveling to meet customers 
A)  outside salespeople tend to undermine the efforts of the inside sales team 
B)  high-commission plans require salespeople to work overtime 
C)  salespeople tend to become pushy which affects customer relationships 
D)  salespeople are prone to taking multiple sales jobs to maximize their income 
E)  salespeople end up spending too much time traveling to meet customers

Question 20

Kirk Wilkins renewed his cell phone contract with Zip Wireless Services and purchased a new cell phone through the Zip Web site. If Kirk mails Zip Wireless Services his transaction receipt, he would be eligible to receive $50 as cash refund. Which of the following types of sales promotion is evident here?

Accepted Answer

A)  point-of-purchase promotion 
B)  advertising specialty 
C)  premium 
D)  price pack 
E)  rebate 
A)  point-of-purchase promotion 
B)  advertising specialty 
C)  premium 
D)  price pack 
E)  rebate

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

Which of the following is the most effective-but most expensive-way to introduce a new product or create new excitement for an existing one?

Travis Computing Systems earns most of its revenue from sales and in-person computer services. The sales force at Travis recently began telemarketing and Web selling. How would telemarketing and Web selling most likely benefit Travis?

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

Which of the following best explains why companies are adopting the team selling approach to service large, complex accounts?

Kevin is a salesperson working for a company that manufactures gardening tools. He is involved in door-to-door sales and travels every day to call on customers. In his company, Kevin is most likely a part of the ________.

What does a call plan show?

Waldo Stores will reward an all-expense-paid trip to Hawaii to anyone who correctly guesses the date on which Waldo Stores was first established in the Boston area. Which type of sales promotion is evident here?

Morrill Motors splits the United States of America into 10 sales regions. Within each of those regions, the company has separate sales personnel selling the company's full line of products. Morrill Motors uses a ________ sales force structure.

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

Briefly describe the presentation stage of the selling process.

Why is a firm's organizational climate an important part of building a successful sales staff?

Salespeople do not represent customers to the company.

If a company ________, it should adopt a product sales force structure, in which the sales force specializes along product lines.

During the prospecting stage, a salesperson needs to identify the good leads and screen out the poor ones through a process known as ________.

________ refers to the sales step in which a salesperson asks the customer for an order.

During the presentation step of the selling process, the salesperson tells the "value story" to the buyer, showing how the company's offer solves the customer's problems.

More and more companies are moving away from high-commission plans because ________.

Marketing: Creating Customer Value and Engagement

Company and Marketing Strategy: Partnering to Build Customer Relationships

Analyzing the Marketing Environment

Managing Marketing Information to Gain Customer Insights

Consumer Markets and Buyer Behavior

Business Markets and Business Buyer Behavior

Customer-Driven Marketing Strategy: Creating Value for Target Customers

Products, Services, and Brands: Building Customer Value

New Product Development and Product Life-Cycle Strategies

Pricing: Understanding and Capturing Customer Value

Pricing Strategies: Additional Considerations

Marketing Channels: Delivering Customer Value

Retailing and Wholesaling

Engaging Customers and Communicating Customer Value: Integrated Marketing Communications Strategy

Advertising and Public Relations

Direct, Online, Social Media, and Mobile Marketing

Creating Competitive Advantage

The Global Marketplace

Sustainable Marketing: Social Responsibility and Ethics

Filters

Exam 16: Personal Selling and Sales Promotion

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

Which of the following is the most effective-but most expensive-way to introduce a new product or create new excitement for an existing one?

Travis Computing Systems earns most of its revenue from sales and in-person computer services. The sales force at Travis recently began telemarketing and Web selling. How would telemarketing and Web selling most likely benefit Travis?

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

Which of the following best explains why companies are adopting the team selling approach to service large, complex accounts?

Kevin is a salesperson working for a company that manufactures gardening tools. He is involved in door-to-door sales and travels every day to call on customers. In his company, Kevin is most likely a part of the ________.

What does a call plan show?

Waldo Stores will reward an all-expense-paid trip to Hawaii to anyone who correctly guesses the date on which Waldo Stores was first established in the Boston area. Which type of sales promotion is evident here?

Morrill Motors splits the United States of America into 10 sales regions. Within each of those regions, the company has separate sales personnel selling the company's full line of products. Morrill Motors uses a ________ sales force structure.

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

Briefly describe the presentation stage of the selling process.

Why is a firm's organizational climate an important part of building a successful sales staff?

Salespeople do not represent customers to the company.

If a company ________, it should adopt a product sales force structure, in which the sales force specializes along product lines.

During the prospecting stage, a salesperson needs to identify the good leads and screen out the poor ones through a process known as ________.

________ refers to the sales step in which a salesperson asks the customer for an order.

During the presentation step of the selling process, the salesperson tells the "value story" to the buyer, showing how the company's offer solves the customer's problems.

More and more companies are moving away from high-commission plans because ________.

Marketing: Creating Customer Value and Engagement

Company and Marketing Strategy: Partnering to Build Customer Relationships

Analyzing the Marketing Environment

Managing Marketing Information to Gain Customer Insights

Consumer Markets and Buyer Behavior

Business Markets and Business Buyer Behavior

Customer-Driven Marketing Strategy: Creating Value for Target Customers

Products, Services, and Brands: Building Customer Value

New Product Development and Product Life-Cycle Strategies

Pricing: Understanding and Capturing Customer Value

Pricing Strategies: Additional Considerations

Marketing Channels: Delivering Customer Value

Retailing and Wholesaling

Engaging Customers and Communicating Customer Value: Integrated Marketing Communications Strategy

Advertising and Public Relations

Direct, Online, Social Media, and Mobile Marketing

Creating Competitive Advantage

The Global Marketplace

Sustainable Marketing: Social Responsibility and Ethics

Filters