Question 1

Describe the nature of personal selling and the role of the sales force.

Accepted Answer

Today, most salespeople are well-educated and well-trained professionals who work to build and maintain long-term customer relationships by listening to their customers, assessing customer needs, and organizing the company's efforts to solve customer problems. The best salespeople are the ones who work closely with customers for mutual gain. Personal selling is the interpersonal arm of the promotion mix. The sales force acts as a critical link between a company and its customers. Salespeople represent the company to the customer and the customer to the company to produce customer satisfaction and company profit.

Question 2

All of the following are disadvantages of team selling EXCEPT ________.

Accepted Answer

A)  selling teams can be confusing and overwhelming for customers 
B)  salespeople who are used to having customers all to themselves may have trouble learning to work with and trust others on a team 
C)  team selling reduces the overall efficiency of the selling process 
D)  individual contributions and compensations can be difficult to assess in team selling 
E)  team selling discourages individual contributors because the team receives credit for good performance 
A)  selling teams can be confusing and overwhelming for customers 
B)  salespeople who are used to having customers all to themselves may have trouble learning to work with and trust others on a team 
C)  team selling reduces the overall efficiency of the selling process 
D)  individual contributions and compensations can be difficult to assess in team selling 
E)  team selling discourages individual contributors because the team receives credit for good performance C

Question 3

Sigma Inc. has 2,000 Type-A accounts, each requiring 35 calls per year, and 1,000 Type-B accounts, each requiring 15 calls per year. What is the sales force's workload?

Accepted Answer

A)  15,000 calls 
B)  35,000 calls 
C)  70,000 calls 
D)  85,000 calls 
E)  95,000 calls 
A)  15,000 calls 
B)  35,000 calls 
C)  70,000 calls 
D)  85,000 calls 
E)  95,000 calls D

Question 4

In the territorial sales force structure, each salesperson is responsible for selling a single, exclusive product across different geographical regions.

Accepted Answer

A) True 
 B)False

Question 5

Which of the following will NOT be a call objective in a preapproach plan?

Accepted Answer

A)  qualify the prospect 
B)  find the initial lead 
C)  gather information 
D)  determine the best approach and timing 
E)  make an immediate sale 
A)  qualify the prospect 
B)  find the initial lead 
C)  gather information 
D)  determine the best approach and timing 
E)  make an immediate sale

Question 6

Under what conditions is a company most likely to use a product sales force structure?

Accepted Answer

If a company has numerous and

Question 7

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. 
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 8

Personal selling involves interpersonal interactions between salespeople and individual customers.

Accepted Answer

A) True 
 B)False

Question 9

Right after closing, Joshua, a senior sales manager at Halcyon Technologies, called up the customer to ensure that she was satisfied with Halcyon's products. By calling the customer, Joshua also wanted to ensure repeat business. In this instance, Joshua is in the ________ stage of the selling process.

Accepted Answer

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

Question 10

Which of the following is an advantage of using a sales force automation system?

Accepted Answer

A)  lowers sales team training costs 
B)  records major competitor's sales 
C)  eliminates the need for an inside sales force 
D)  eliminates employee attrition 
E)  improves customer service 
A)  lowers sales team training costs 
B)  records major competitor's sales 
C)  eliminates the need for an inside sales force 
D)  eliminates employee attrition 
E)  improves customer service

Question 11

Ultra Tech Inc., a company manufacturing gardening tools, has decided to switch to a territorial sales force structure. Which of the following benefits is the company most likely to gain as a result of this decision?

Accepted Answer

A)  The cost of training new recruits would be eliminated. 
B)  An increased focus on short-term customer relationships would boost local sales of specialized products. 
C)  Each salesperson would be assigned to sell a single product in which he/she specializes. 
D)  The capacity for mass production of a wide range of products would significantly increase. 
E)  As each salesperson travels within a limited geographic area, travel expenses would decline. 
A)  The cost of training new recruits would be eliminated. 
B)  An increased focus on short-term customer relationships would boost local sales of specialized products. 
C)  Each salesperson would be assigned to sell a single product in which he/she specializes. 
D)  The capacity for mass production of a wide range of products would significantly increase. 
E)  As each salesperson travels within a limited geographic area, travel expenses would decline.

Question 12

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

Question 13

Stahl Inc. has 1,000 A-level accounts, each requiring 30 calls per year, and 3,000 B-level accounts, each requiring 10 calls per year. If each salesperson at Stahl Inc. can make 1,500 sales calls per year, how many salespeople would be needed to meet the total workload?

Accepted Answer

A)  25 
B)  35 
C)  40 
D)  45 
E)  60 
A)  25 
B)  35 
C)  40 
D)  45 
E)  60

Question 14

A(n) ________ is an individual who represents a company to customers by prospecting, communicating, selling, servicing, information gathering, and/or relationship building.

Accepted Answer

A)  auditor 
B)  trainer 
C)  salesperson 
D)  manager 
E)  human resource personnel 
A)  auditor 
B)  trainer 
C)  salesperson 
D)  manager 
E)  human resource personnel

Question 15

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

Accepted Answer

A)  Value selling refers to earning business from customers by cutting down prices of value products. 
B)  Value selling refers to delivering superior customer value and capturing a fair return on that value. 
C)  Value selling refers to the mass production of inferior-quality goods for sale. 
D)  Value selling dilutes customer loyalty in the long run. 
E)  Value selling tarnishes the brand image of a product in the long run. 
A)  Value selling refers to earning business from customers by cutting down prices of value products. 
B)  Value selling refers to delivering superior customer value and capturing a fair return on that value. 
C)  Value selling refers to the mass production of inferior-quality goods for sale. 
D)  Value selling dilutes customer loyalty in the long run. 
E)  Value selling tarnishes the brand image of a product in the long run.

Question 16

________ are like coupons except that the price reduction occurs after the purchase rather than at the retail outlet.

Accepted Answer

A)  Rebates 
B)  Promotional products 
C)  Premiums 
D)  Samples 
E)  Price packs 
A)  Rebates 
B)  Promotional products 
C)  Premiums 
D)  Samples 
E)  Price packs

Question 17

Robin works in a manufacturing company in Ohio. She sells products and handles customer requests via the company's online live chat feature. In her company, Robin is most likely a part of the ________.

Accepted Answer

A)  outside sales force 
B)  inside sales force 
C)  product designing team 
D)  operations management team 
E)  executive management 
A)  outside sales force 
B)  inside sales force 
C)  product designing team 
D)  operations management team 
E)  executive management

Question 18

Purposes of social selling, the use of online, mobile, and social media, are to do all of the following EXCEPT ________.

Accepted Answer

A)  augment sales performance 
B)  eliminate person-to-person selling 
C)  build stronger customer relationships 
D)  engage customers 
E)  provide customers more control over the selling process 
A)  augment sales performance 
B)  eliminate person-to-person selling 
C)  build stronger customer relationships 
D)  engage customers 
E)  provide customers more control over the selling process

Question 19

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. 
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 20

Trade shows most likely help companies to ________.

Accepted Answer

A)  maximize productivity 
B)  find new sales leads 
C)  trim overhead costs 
D)  reduce the inside sales force 
E)  shorten the selling process 
A)  maximize productivity 
B)  find new sales leads 
C)  trim overhead costs 
D)  reduce the inside sales force 
E)  shorten the selling process

Describe the nature of personal selling and the role of the sales force.

All of the following are disadvantages of team selling EXCEPT ________.

Sigma Inc. has 2,000 Type-A accounts, each requiring 35 calls per year, and 1,000 Type-B accounts, each requiring 15 calls per year. What is the sales force's workload?

In the territorial sales force structure, each salesperson is responsible for selling a single, exclusive product across different geographical regions.

Which of the following will NOT be a call objective in a preapproach plan?

Under what conditions is a company most likely to use a product sales force structure?

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

Personal selling involves interpersonal interactions between salespeople and individual customers.

Which of the following is an advantage of using a sales force automation system?

Ultra Tech Inc., a company manufacturing gardening tools, has decided to switch to a territorial sales force structure. Which of the following benefits is the company most likely to gain as a result of this decision?

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

Stahl Inc. has 1,000 A-level accounts, each requiring 30 calls per year, and 3,000 B-level accounts, each requiring 10 calls per year. If each salesperson at Stahl Inc. can make 1,500 sales calls per year, how many salespeople would be needed to meet the total workload?

A(n) ________ is an individual who represents a company to customers by prospecting, communicating, selling, servicing, information gathering, and/or relationship building.

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

________ are like coupons except that the price reduction occurs after the purchase rather than at the retail outlet.

Robin works in a manufacturing company in Ohio. She sells products and handles customer requests via the company's online live chat feature. In her company, Robin is most likely a part of the ________.

Purposes of social selling, the use of online, mobile, and social media, are to do all of the following EXCEPT ________.

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

Trade shows most likely help companies to ________.

Marketing: Creating Customer Value and Engagement

Company and Marketing Strategy: Partnering to Build Customer Engagement, Value, and Relationships

Analyzing the Marketing Environment

Managing Marketing Information to Gain Customer Insights

Consumer Markets and Buyer Behavior

Business Markets and Business Buyer Behavior

Customer Value-Driven Marketing Strategy: Creating Value for Target Customers

Products, Services, and Brands: Building Customer Value

Developing New Products and Managing the Product Life Cycle

Pricing: Understanding and Capturing Customer Value

Pricing Strategies: Additional Considerations

Marketing Channels: Delivering Customer Value

Retailing and Wholesaling

Engaging Consumers 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

Describe the nature of personal selling and the role of the sales force.

All of the following are disadvantages of team selling EXCEPT ________.

Sigma Inc. has 2,000 Type-A accounts, each requiring 35 calls per year, and 1,000 Type-B accounts, each requiring 15 calls per year. What is the sales force's workload?

In the territorial sales force structure, each salesperson is responsible for selling a single, exclusive product across different geographical regions.

Which of the following will NOT be a call objective in a preapproach plan?

Under what conditions is a company most likely to use a product sales force structure?

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

Personal selling involves interpersonal interactions between salespeople and individual customers.

Which of the following is an advantage of using a sales force automation system?

Ultra Tech Inc., a company manufacturing gardening tools, has decided to switch to a territorial sales force structure. Which of the following benefits is the company most likely to gain as a result of this decision?

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

Stahl Inc. has 1,000 A-level accounts, each requiring 30 calls per year, and 3,000 B-level accounts, each requiring 10 calls per year. If each salesperson at Stahl Inc. can make 1,500 sales calls per year, how many salespeople would be needed to meet the total workload?

A(n) ________ is an individual who represents a company to customers by prospecting, communicating, selling, servicing, information gathering, and/or relationship building.

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

________ are like coupons except that the price reduction occurs after the purchase rather than at the retail outlet.

Robin works in a manufacturing company in Ohio. She sells products and handles customer requests via the company's online live chat feature. In her company, Robin is most likely a part of the ________.

Purposes of social selling, the use of online, mobile, and social media, are to do all of the following EXCEPT ________.

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

Trade shows most likely help companies to ________.

Marketing: Creating Customer Value and Engagement

Company and Marketing Strategy: Partnering to Build Customer Engagement, Value, and Relationships

Analyzing the Marketing Environment

Managing Marketing Information to Gain Customer Insights

Consumer Markets and Buyer Behavior

Business Markets and Business Buyer Behavior

Customer Value-Driven Marketing Strategy: Creating Value for Target Customers

Products, Services, and Brands: Building Customer Value

Developing New Products and Managing the Product Life Cycle

Pricing: Understanding and Capturing Customer Value

Pricing Strategies: Additional Considerations

Marketing Channels: Delivering Customer Value

Retailing and Wholesaling

Engaging Consumers 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