Question 1

Sales promotions targeted at ________ are called trade promotions.

Accepted Answer

A)  government buyers 
B)  salespeople 
C)  business customers 
D)  final buyers 
E)  retailers and wholesalers 
A)  government buyers 
B)  salespeople 
C)  business customers 
D)  final buyers 
E)  retailers and wholesalers

Question 2

List the various types of sales promotions.What are the objectives of each type?

Accepted Answer

The various types of sales promotions ar

Question 3

Which of the following is a promotion tool used for trade promotions?

Accepted Answer

A)  sweepstakes 
B)  price packs 
C)  conventions 
D)  rebates 
E)  allowances 
A)  sweepstakes 
B)  price packs 
C)  conventions 
D)  rebates 
E)  allowances

Question 4

Differentiate between consumer promotions and trade promotions.Explain the various tools used in trade promotions.

Accepted Answer

The difference between consumer promotio

Question 5

The presentation stage of the selling process most likely involves ________.

Accepted Answer

A)  cold calling in the absence of potential leads 
B)  fixing the final meeting with a customer to close a deal 
C)  gathering information about an organization and its buyers 
D)  showing how a company's products can solve a customer's problems 
E)  requesting an order from the customer after handling any minor objections 
A)  cold calling in the absence of potential leads 
B)  fixing the final meeting with a customer to close a deal 
C)  gathering information about an organization and its buyers 
D)  showing how a company's products can solve a customer's problems 
E)  requesting an order from the customer after handling any minor objections

Question 6

Which of the following statements is true of a product sales-force structure?

Accepted Answer

A)  A product sales-force structure is characterized by specialization along product lines. 
B)  A product sales-force structure is used when a company has only one product line. 
C)  A product sales-force structure requires every salesperson to be an expert in all the product categories of the company. 
D)  A product sales-force structure organizes the sales force along customer or industry lines. 
E)  A product sales-force structure uses a single sales force across different product lines. 
A)  A product sales-force structure is characterized by specialization along product lines. 
B)  A product sales-force structure is used when a company has only one product line. 
C)  A product sales-force structure requires every salesperson to be an expert in all the product categories of the company. 
D)  A product sales-force structure organizes the sales force along customer or industry lines. 
E)  A product sales-force structure uses a single sales force across different product lines.

Question 7

Price reductions from rebates are given to consumers at the point of sale.

Accepted Answer

A) True 
 B)False

Question 8

A company that sells only one product line to one industry with customers in many locations would typically use a ________.

Accepted Answer

A)  product sales-force structure 
B)  territorial sales-force structure 
C)  market sales-force structure 
D)  customer sales-force structure 
E)  complex sales-force structure 
A)  product sales-force structure 
B)  territorial sales-force structure 
C)  market sales-force structure 
D)  customer sales-force structure 
E)  complex sales-force structure

Question 9

Which of the following is an advantage of a territorial sales-force structure?

Accepted Answer

A)  The sale of multiple product lines to more than one industry is facilitated. 
B)  Each salesperson is assigned to multiple geographical areas. 
C)  Several types of sales-force structures are combined. 
D)  Travel expenses are relatively small. 
E)  The sales force specializes across different product lines. 
A)  The sale of multiple product lines to more than one industry is facilitated. 
B)  Each salesperson is assigned to multiple geographical areas. 
C)  Several types of sales-force structures are combined. 
D)  Travel expenses are relatively small. 
E)  The sales force specializes across different product lines.

Question 10

Vintage,one of the largest companies in the U.S.,produces a vast range of goods which includes cameras,home appliances,and personal-care products.The company also competes vigorously in the services market as by managing a number of hotels and hospitals.Vintage entered the real-estate industry in the last decade and proved to be a success in that field too.Considering the vast range of products and services Vintage sells,which sales-force structure would you consider apt for the company? Explain the reasons for your answer.

Accepted Answer

(Students' answers may vary.The answer g

Question 11

What are the different ways of finding sales prospects?

Accepted Answer

A salesperson must often approach many p

Question 12

What are the four elements of salesperson compensation? Give an example to show how these elements motivate salespeople in different situations.

Accepted Answer

Compensation consists of four elements:

Question 13

In which step of the selling process does a salesperson most likely meet a customer for the first time?

Accepted Answer

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

Question 14

Which term refers to a tool used by managers to supervise their salespeople?

Accepted Answer

A)  call plan 
B)  sales quota 
C)  sales contest 
D)  bonus plan 
E)  straight commission 
A)  call plan 
B)  sales quota 
C)  sales contest 
D)  bonus plan 
E)  straight commission

Question 15

Robert Solis is a salesman in a company that specializes in event management.He uses the Internet to identify potential companies with which his company can build long-term profitable relationships.Which step in the selling process does this scenario depict?

Accepted Answer

A)  demonstration 
B)  preapproach 
C)  prospecting 
D)  approach 
E)  presentation 
A)  demonstration 
B)  preapproach 
C)  prospecting 
D)  approach 
E)  presentation

Question 16

Explain how salespeople link a company with its customers.

Accepted Answer

The sales force serves as a critical lin

Question 17

If a company assigns individual teams of salespeople to big retail customers,it most likely has a(n)________ sales-force structure.

Accepted Answer

A)  undifferentiated 
B)  product 
C)  market 
D)  territorial 
E)  demographic 
A)  undifferentiated 
B)  product 
C)  market 
D)  territorial 
E)  demographic

Question 18

What is the primary goal of trade promotions?

Accepted Answer

A)  boosting long-term relationships with final buyers 
B)  motivating salespeople to attend trade shows 
C)  generating qualified business leads and contacts 
D)  rewarding customers for frequent purchases 
E)  persuading resellers to carry a brand 
A)  boosting long-term relationships with final buyers 
B)  motivating salespeople to attend trade shows 
C)  generating qualified business leads and contacts 
D)  rewarding customers for frequent purchases 
E)  persuading resellers to carry a brand

Question 19

Which of the following is true of a territorial sales-force structure?

Accepted Answer

A)  It clearly defines each salesperson's job and establishes accountability. 
B)  It benefits firms with many technological products requiring technically-skilled salespeople. 
C)  It is used by firms that organize their sales forces along customer or industry lines. 
D)  It requires salespeople to sell a wide variety of products over a broad geographic area. 
E)  It differentiates the sales force solely on the basis of product expertise. 
A)  It clearly defines each salesperson's job and establishes accountability. 
B)  It benefits firms with many technological products requiring technically-skilled salespeople. 
C)  It is used by firms that organize their sales forces along customer or industry lines. 
D)  It requires salespeople to sell a wide variety of products over a broad geographic area. 
E)  It differentiates the sales force solely on the basis of product expertise.

Question 20

Shopard publishes FBerry,America's longest running fashion magazine,from one central location in Los Angeles.FBerry is the only product that Shopard handles.The magazine is bought by millions of readers in the U.S.and Europe.Which type of sales-force structure is most appropriate for Shopard? Why?

Accepted Answer

(Students' answers may vary.The answer g

Sales promotions targeted at ________ are called trade promotions.

List the various types of sales promotions.What are the objectives of each type?

Which of the following is a promotion tool used for trade promotions?

Differentiate between consumer promotions and trade promotions.Explain the various tools used in trade promotions.

The presentation stage of the selling process most likely involves ________.

Which of the following statements is true of a product sales-force structure?

Price reductions from rebates are given to consumers at the point of sale.

A company that sells only one product line to one industry with customers in many locations would typically use a ________.

Which of the following is an advantage of a territorial sales-force structure?

What are the different ways of finding sales prospects?

What are the four elements of salesperson compensation? Give an example to show how these elements motivate salespeople in different situations.

In which step of the selling process does a salesperson most likely meet a customer for the first time?

Which term refers to a tool used by managers to supervise their salespeople?

Robert Solis is a salesman in a company that specializes in event management.He uses the Internet to identify potential companies with which his company can build long-term profitable relationships.Which step in the selling process does this scenario depict?

Explain how salespeople link a company with its customers.

If a company assigns individual teams of salespeople to big retail customers,it most likely has a(n)________ sales-force structure.

What is the primary goal of trade promotions?

Which of the following is true of a territorial sales-force structure?

Shopard publishes FBerry,America's longest running fashion magazine,from one central location in Los Angeles.FBerry is the only product that Shopard handles.The magazine is bought by millions of readers in the U.S.and Europe.Which type of sales-force structure is most appropriate for Shopard? Why?

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

Sales promotions targeted at ________ are called trade promotions.

List the various types of sales promotions.What are the objectives of each type?

Which of the following is a promotion tool used for trade promotions?

Differentiate between consumer promotions and trade promotions.Explain the various tools used in trade promotions.

The presentation stage of the selling process most likely involves ________.

Which of the following statements is true of a product sales-force structure?

Price reductions from rebates are given to consumers at the point of sale.

A company that sells only one product line to one industry with customers in many locations would typically use a ________.

Which of the following is an advantage of a territorial sales-force structure?

What are the different ways of finding sales prospects?

What are the four elements of salesperson compensation? Give an example to show how these elements motivate salespeople in different situations.

In which step of the selling process does a salesperson most likely meet a customer for the first time?

Which term refers to a tool used by managers to supervise their salespeople?

Robert Solis is a salesman in a company that specializes in event management.He uses the Internet to identify potential companies with which his company can build long-term profitable relationships.Which step in the selling process does this scenario depict?

Explain how salespeople link a company with its customers.

If a company assigns individual teams of salespeople to big retail customers,it most likely has a(n)________ sales-force structure.

What is the primary goal of trade promotions?

Which of the following is true of a territorial sales-force structure?

Shopard publishes FBerry,America's longest running fashion magazine,from one central location in Los Angeles.FBerry is the only product that Shopard handles.The magazine is bought by millions of readers in the U.S.and Europe.Which type of sales-force structure is most appropriate for Shopard? Why?

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