Question 1

Click-only companies have the largest number of salespeople.

Accepted Answer

A) True 
 B)False  False

Question 2

Which of the following is a disadvantage of using social media tools for selling?

Accepted Answer

A)  Social media tools have transformed the fundamentals of selling. 
B)  Social media tools tend to make sales forces less efficient. 
C)  Social media tools can intimidate low-tech sales people or clients. 
D)  Social media tools make it difficult to spot buying trends. 
E)  Social media tools increase the time taken to solve customer problems. 
A)  Social media tools have transformed the fundamentals of selling. 
B)  Social media tools tend to make sales forces less efficient. 
C)  Social media tools can intimidate low-tech sales people or clients. 
D)  Social media tools make it difficult to spot buying trends. 
E)  Social media tools increase the time taken to solve customer problems. C

Question 3

In a territorial 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 area.

Accepted Answer

A) True 
 B)False  True

Question 4

Which of the following statements is true of consumer promotions?

Accepted Answer

A)  Their primary objective is to persuade resellers to carry a brand. 
B)  They include a wide range of tools like samples, coupons, and refunds. 
C)  They include the use of display allowances. 
D)  They are primarily used to generate business leads and reward customers. 
E)  They include the use of conventions and trade shows. 
A)  Their primary objective is to persuade resellers to carry a brand. 
B)  They include a wide range of tools like samples, coupons, and refunds. 
C)  They include the use of display allowances. 
D)  They are primarily used to generate business leads and reward customers. 
E)  They include the use of conventions and trade shows.

Question 5

Salespeople write up their completed activities in a(n)________.

Accepted Answer

A)  sales quota report 
B)  profit-sharing plan 
C)  call plan 
D)  call report 
E)  expense report 
A)  sales quota report 
B)  profit-sharing plan 
C)  call plan 
D)  call report 
E)  expense report

Question 6

In which of the following steps of the selling process does a salesperson ask a buyer for an order?

Accepted Answer

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

Question 7

Contests,premiums,and displays are tools solely used for trade promotions.

Accepted Answer

A) True 
 B)False

Question 8

Cream Bay has come out with a new range of ice creams.To promote the new products,Cream Bay has set up shopping mall kiosks to offer free ice cream samples to potential customers.Which promotion tool is Cream Bay most likely using?

Accepted Answer

A)  rebates 
B)  price packs 
C)  point-of-purchase promotions 
D)  coupons 
E)  advertising specialties 
A)  rebates 
B)  price packs 
C)  point-of-purchase promotions 
D)  coupons 
E)  advertising specialties

Question 9

Price packs are goods offered either free or at low cost as an incentive to buy a product,such as toys included with Disney DVDs.

Accepted Answer

A) True 
 B)False

Question 10

A compensation plan with a larger base-salary component and a smaller commission component is most effective for driving salespersons to acquire new businesses.

Accepted Answer

A) True 
 B)False

Question 11

Easy Life manufactures a wide range of kitchen appliances,healthcare products,and cosmetics.Its salespeople are divided on the basis of their expertise in a product category.Again,within each category,they are divided into teams addressing large retail customers,convenience stores,and the general public.Which of the following sales-force structures has most likely been combined to form this complex sales-force structure?

Accepted Answer

A)  territorial and market 
B)  product and market 
C)  product and territorial 
D)  geographical and product 
E)  market and customer 
A)  territorial and market 
B)  product and market 
C)  product and territorial 
D)  geographical and product 
E)  market and customer

Question 12

Explain how an inside sales force could provide support to an outside sales force.

Accepted Answer

A company may have an outside sales forc

Question 13

Howard Genks works as a sales representative for Med-Tex,a firm that manufactures hospital supplies.Recently,a prospective buyer walked into the Med-Tex store seeking beds for the children's ward in his private clinic.Howard quickly showed the client the range of beds available that were designed specifically for children.In which of the following steps of the selling process was Howard?

Accepted Answer

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

Question 14

ABM Connect is one of the largest Internet service providers in India.The company's salespersons regularly contact buyers to make sure that the installation and services have been properly executed.Which of the following steps of the selling process does this scenario depict?

Accepted Answer

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

Question 15

Commissions and bonuses are variable amounts of compensation.

Accepted Answer

A) True 
 B)False

Question 16

Which of the following is most likely an example of a business promotion tool?

Accepted Answer

A)  a free DVD for customers who purchase a new television at a retail store 
B)  a trade fair showcasing a new audio system developed by an electronics firm 
C)  a sweepstakes program inviting customers to enter for the chance to win a new car 
D)  a toaster being sold at half its list price for any buyer who purchases a food processor 
E)  a display allowance for retailers who feature a manufacturer's product in a favorable manner 
A)  a free DVD for customers who purchase a new television at a retail store 
B)  a trade fair showcasing a new audio system developed by an electronics firm 
C)  a sweepstakes program inviting customers to enter for the chance to win a new car 
D)  a toaster being sold at half its list price for any buyer who purchases a food processor 
E)  a display allowance for retailers who feature a manufacturer's product in a favorable manner

Question 17

Order takers typically participate in creative selling,social selling,and relationship marketing.

Accepted Answer

A) True 
 B)False

Question 18

Salespeople represent customers to a company and represent a company to customers.

Accepted Answer

A) True 
 B)False

Question 19

Which of the following examples represents a territorial sales-force structure?

Accepted Answer

A)  Maxine Pharmaceuticals organizes its sales force based on each salesperson's expertise on specific drugs manufactured by the firm. 
B)  Cherrie Boutique sells its products through a network of teams, each of which handles a specific product, but products are sold from only one location. 
C)  Verra Designers operates from its landmark store in New York, and customers from around the world visit the store to buy original merchandise at steep prices. 
D)  Milton's, a specialty liquor brewery, uses half of its sales force to cater to existing customers, and the rest to identify new customers. 
E)  Oriental Meals, producers of precooked Chinese meals, markets its products throughout the country using a network of regional sales offices. 
A)  Maxine Pharmaceuticals organizes its sales force based on each salesperson's expertise on specific drugs manufactured by the firm. 
B)  Cherrie Boutique sells its products through a network of teams, each of which handles a specific product, but products are sold from only one location. 
C)  Verra Designers operates from its landmark store in New York, and customers from around the world visit the store to buy original merchandise at steep prices. 
D)  Milton's, a specialty liquor brewery, uses half of its sales force to cater to existing customers, and the rest to identify new customers. 
E)  Oriental Meals, producers of precooked Chinese meals, markets its products throughout the country using a network of regional sales offices.

Question 20

Kartoffel,a food processing company,offers a free toy inside every 50g packet of their potato chips.Which of the following promotion tools does this exemplify?

Accepted Answer

A)  rebate 
B)  coupon 
C)  price pack 
D)  sample 
E)  premium 
A)  rebate 
B)  coupon 
C)  price pack 
D)  sample 
E)  premium

Click-only companies have the largest number of salespeople.

Which of the following is a disadvantage of using social media tools for selling?

In a territorial 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 area.

Which of the following statements is true of consumer promotions?

Salespeople write up their completed activities in a(n)________.

In which of the following steps of the selling process does a salesperson ask a buyer for an order?

Contests,premiums,and displays are tools solely used for trade promotions.

Cream Bay has come out with a new range of ice creams.To promote the new products,Cream Bay has set up shopping mall kiosks to offer free ice cream samples to potential customers.Which promotion tool is Cream Bay most likely using?

Price packs are goods offered either free or at low cost as an incentive to buy a product,such as toys included with Disney DVDs.

A compensation plan with a larger base-salary component and a smaller commission component is most effective for driving salespersons to acquire new businesses.

Explain how an inside sales force could provide support to an outside sales force.

ABM Connect is one of the largest Internet service providers in India.The company's salespersons regularly contact buyers to make sure that the installation and services have been properly executed.Which of the following steps of the selling process does this scenario depict?

Commissions and bonuses are variable amounts of compensation.

Which of the following is most likely an example of a business promotion tool?

Order takers typically participate in creative selling,social selling,and relationship marketing.

Salespeople represent customers to a company and represent a company to customers.

Which of the following examples represents a territorial sales-force structure?

Kartoffel,a food processing company,offers a free toy inside every 50g packet of their potato chips.Which of the following promotion tools does this exemplify?

Marketing: Creating and Capturing Customer Value

Company and Marketing Strategy: Partnering to Build Customer Relationships

Analyzing the Marketing Environment

Managing Marketing Information to Gain Customer Insights

Understanding Consumer 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

Marketing Channels: Delivering Customer Value

Retailing and Wholesaling

Engaging Consumers and Communicating Customer Value: Advertising and Public Relations

Direct, Online, Social Media, and Mobile Marketing

The Global Marketplace

Social Responsibility and Ethics

Filters

Exam 13: Personal Selling and Sales Promotion

Click-only companies have the largest number of salespeople.

Which of the following is a disadvantage of using social media tools for selling?

In a territorial 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 area.

Which of the following statements is true of consumer promotions?

Salespeople write up their completed activities in a(n)________.

In which of the following steps of the selling process does a salesperson ask a buyer for an order?

Contests,premiums,and displays are tools solely used for trade promotions.

Cream Bay has come out with a new range of ice creams.To promote the new products,Cream Bay has set up shopping mall kiosks to offer free ice cream samples to potential customers.Which promotion tool is Cream Bay most likely using?

Price packs are goods offered either free or at low cost as an incentive to buy a product,such as toys included with Disney DVDs.

A compensation plan with a larger base-salary component and a smaller commission component is most effective for driving salespersons to acquire new businesses.

Explain how an inside sales force could provide support to an outside sales force.

ABM Connect is one of the largest Internet service providers in India.The company's salespersons regularly contact buyers to make sure that the installation and services have been properly executed.Which of the following steps of the selling process does this scenario depict?

Commissions and bonuses are variable amounts of compensation.

Which of the following is most likely an example of a business promotion tool?

Order takers typically participate in creative selling,social selling,and relationship marketing.

Salespeople represent customers to a company and represent a company to customers.

Which of the following examples represents a territorial sales-force structure?

Kartoffel,a food processing company,offers a free toy inside every 50g packet of their potato chips.Which of the following promotion tools does this exemplify?

Marketing: Creating and Capturing Customer Value

Company and Marketing Strategy: Partnering to Build Customer Relationships

Analyzing the Marketing Environment

Managing Marketing Information to Gain Customer Insights

Understanding Consumer 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

Marketing Channels: Delivering Customer Value

Retailing and Wholesaling

Engaging Consumers and Communicating Customer Value: Advertising and Public Relations

Direct, Online, Social Media, and Mobile Marketing

The Global Marketplace

Social Responsibility and Ethics

Filters