Question 1

What is the purpose of a sales manager using a time-and-duty analysis?

Accepted Answer

A)  compensating salespeople 
B)  prospecting customers 
C)  recruiting salespeople 
D)  forming sales teams 
E)  supervising salespeople 
A)  compensating salespeople 
B)  prospecting customers 
C)  recruiting salespeople 
D)  forming sales teams 
E)  supervising salespeople

Question 2

What is sales promotion? What are the various factors that have contributed to the rapid growth of sales promotion in consumer markets?

Accepted Answer

Sales promotion consists of short-term i

Question 3

Inside salespeople use the phone,Internet,and social media to find new leads and learn about customers and their businesses.

Accepted Answer

A) True 
 B)False

Question 4

________ are the standards stating the amount salespersons should sell and how sales should be divided among the company's products.

Accepted Answer

A)  Sales promotions 
B)  Sales quotas 
C)  Display allowances 
D)  Time-and-duty analyses 
E)  Sales reports 
A)  Sales promotions 
B)  Sales quotas 
C)  Display allowances 
D)  Time-and-duty analyses 
E)  Sales reports

Question 5

In which of the following promotion tools does a customer send a proof of purchase to a manufacturer,who then refunds part of the purchase price by mail?

Accepted Answer

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

Question 6

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

Accepted Answer

A) True 
 B)False

Question 7

Digital coupons are the slowest growing coupon segment because consumers are concerned about privacy issues and spamming.

Accepted Answer

A) True 
 B)False

Question 8

________ are offers of a trial amount of a product.

Accepted Answer

A)  Cash refunds 
B)  Price packs 
C)  Rebates 
D)  Coupons 
E)  Samples 
A)  Cash refunds 
B)  Price packs 
C)  Rebates 
D)  Coupons 
E)  Samples

Question 9

________ are sales promotion tools used to generate new business leads,stimulate purchases,educate customers,and motivate salespeople.

Accepted Answer

A)  Trade shows 
B)  Rebates 
C)  Allowances 
D)  Point-of-purchase promotions 
E)  Sweepstakes 
A)  Trade shows 
B)  Rebates 
C)  Allowances 
D)  Point-of-purchase promotions 
E)  Sweepstakes

Question 10

Simpson Ltd.,located in San Diego,provides a range of household and healthcare goods to consumers within the region.The firm also runs a number of local hotels and resorts under its brand name.Simpson employs different sales forces for each major division,so there are sales teams for household goods,healthcare goods,hotel management,and resort management.Simpson has most likely adopted a(n)________ sales-force structure.

Accepted Answer

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

Question 11

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

Accepted Answer

A)  Venson's produces frozen dinners at its factory in Ohio, and it sells them across the country through a network of sales representatives organized into regional and territorial tiers. 
B)  AmWeb produces an expensive brand of herbal cosmetics called "Green You" that are sold in select boutiques and beauty parlors by selling teams assigned to serve small groups of key customers. 
C)  Verra Designers operates from its landmark store in uptown New York and customers from all over the world come to this store to buy original merchandise at steep prices. 
D)  Cartlon Computers sells its range of highly specialized computers through special teams, each of which has received training in the configuration, uses, and USPs of a single model in the range. 
E)  Nutters Inc., producers of cookies and other baked goods, markets its products throughout the country through a network of area and regional sales officers. 
A)  Venson's produces frozen dinners at its factory in Ohio, and it sells them across the country through a network of sales representatives organized into regional and territorial tiers. 
B)  AmWeb produces an expensive brand of herbal cosmetics called "Green You" that are sold in select boutiques and beauty parlors by selling teams assigned to serve small groups of key customers. 
C)  Verra Designers operates from its landmark store in uptown New York and customers from all over the world come to this store to buy original merchandise at steep prices. 
D)  Cartlon Computers sells its range of highly specialized computers through special teams, each of which has received training in the configuration, uses, and USPs of a single model in the range. 
E)  Nutters Inc., producers of cookies and other baked goods, markets its products throughout the country through a network of area and regional sales officers.

Question 12

Sandy Bayes works at Hilton Brews as a senior sales executive and manages all the key national accounts of his company.His job involves ensuring that key customers receive the best service from Hilton Brews.Sandy is also responsible for acquiring new customers with high consumption needs on a nation-wide basis.Despite his lack of product specialization in all the product lines,Sandy is hired for this position because of his excellent interpersonal skills.Hilton Brews has most likely adopted a ________ sales-force structure.

Accepted Answer

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

Question 13

________ are certificates that save buyers money while they purchase specified products.

Accepted Answer

A)  Price packs 
B)  Samples 
C)  Coupons 
D)  Point-of-purchase promotions 
E)  Premiums 
A)  Price packs 
B)  Samples 
C)  Coupons 
D)  Point-of-purchase promotions 
E)  Premiums

Question 14

Sales promotions typically create short-term sales but are viewed as ineffective at building long-term customer relationships.

Accepted Answer

A) True 
 B)False

Question 15

Which of the following statements is true of salespeople?

Accepted Answer

A)  They do not work with wholesalers and retailers. 
B)  They are employed mostly in click-only companies. 
C)  They do not represent the customers to the company. 
D)  They represent a company to its customers by communicating and selling. 
E)  They represent a new class of professionals who have emerged as part of the steep rise in retailing. 
A)  They do not work with wholesalers and retailers. 
B)  They are employed mostly in click-only companies. 
C)  They do not represent the customers to the company. 
D)  They represent a company to its customers by communicating and selling. 
E)  They represent a new class of professionals who have emerged as part of the steep rise in retailing.

Question 16

What is the first step in the selling process?

Accepted Answer

A)  approach 
B)  prospecting 
C)  demonstration 
D)  handling objections 
E)  sales presentation 
A)  approach 
B)  prospecting 
C)  demonstration 
D)  handling objections 
E)  sales presentation

Question 17

In which of the following steps of the selling process does a salesperson make sure that there is proper installation and support after a buyer receives the initial order?

Accepted Answer

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

Question 18

The best source of new prospects for a salesperson is referrals.

Accepted Answer

A) True 
 B)False

Question 19

In which of the following steps of the selling process does a salesperson seek out,clarify,and overcome any customer disapproval to buying?

Accepted Answer

A)  handling objections 
B)  closing 
C)  follow-up 
D)  prospecting and qualifying 
E)  preapproach 
A)  handling objections 
B)  closing 
C)  follow-up 
D)  prospecting and qualifying 
E)  preapproach

Question 20

Many companies motivate their salespeople by setting sales quotas.

Accepted Answer

A) True 
 B)False

What is the purpose of a sales manager using a time-and-duty analysis?

What is sales promotion? What are the various factors that have contributed to the rapid growth of sales promotion in consumer markets?

Inside salespeople use the phone,Internet,and social media to find new leads and learn about customers and their businesses.

________ are the standards stating the amount salespersons should sell and how sales should be divided among the company's products.

In which of the following promotion tools does a customer send a proof of purchase to a manufacturer,who then refunds part of the purchase price by mail?

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

Digital coupons are the slowest growing coupon segment because consumers are concerned about privacy issues and spamming.

________ are offers of a trial amount of a product.

________ are sales promotion tools used to generate new business leads,stimulate purchases,educate customers,and motivate salespeople.

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

________ are certificates that save buyers money while they purchase specified products.

Sales promotions typically create short-term sales but are viewed as ineffective at building long-term customer relationships.

Which of the following statements is true of salespeople?

What is the first step in the selling process?

In which of the following steps of the selling process does a salesperson make sure that there is proper installation and support after a buyer receives the initial order?

The best source of new prospects for a salesperson is referrals.

In which of the following steps of the selling process does a salesperson seek out,clarify,and overcome any customer disapproval to buying?

Many companies motivate their salespeople by setting sales quotas.

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

What is the purpose of a sales manager using a time-and-duty analysis?

What is sales promotion? What are the various factors that have contributed to the rapid growth of sales promotion in consumer markets?

Inside salespeople use the phone,Internet,and social media to find new leads and learn about customers and their businesses.

________ are the standards stating the amount salespersons should sell and how sales should be divided among the company's products.

In which of the following promotion tools does a customer send a proof of purchase to a manufacturer,who then refunds part of the purchase price by mail?

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

Digital coupons are the slowest growing coupon segment because consumers are concerned about privacy issues and spamming.

________ are offers of a trial amount of a product.

________ are sales promotion tools used to generate new business leads,stimulate purchases,educate customers,and motivate salespeople.

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

________ are certificates that save buyers money while they purchase specified products.

Sales promotions typically create short-term sales but are viewed as ineffective at building long-term customer relationships.

Which of the following statements is true of salespeople?

What is the first step in the selling process?

In which of the following steps of the selling process does a salesperson make sure that there is proper installation and support after a buyer receives the initial order?

The best source of new prospects for a salesperson is referrals.

In which of the following steps of the selling process does a salesperson seek out,clarify,and overcome any customer disapproval to buying?

Many companies motivate their salespeople by setting sales quotas.

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