Question 1

Which of the following is an advantage created by the use of a salesforce automation system?

Accepted Answer

A) lower costs for training sales personnel 
B) increased motivation to acquire new customers 
C) decreased need for an inside salesforce 
D) stronger organisational climate developed by the sales team 
E) salesforce can work more effectively anytime,anywhere 
A) lower costs for training sales personnel 
B) increased motivation to acquire new customers 
C) decreased need for an inside salesforce 
D) stronger organisational climate developed by the sales team 
E) salesforce can work more effectively anytime,anywhere

Question 2

________ rewards are cash,merchandise or service rewards offered to consumers who make continual use of a company's products.

Accepted Answer

Frequency

Question 3

Which activity is NOT typical for a sales assistant?

Accepted Answer

A) call ahead and confirm appointments 
B) determine price points 
C) complete administrative tasks 
D) follow up on deliveries 
E) answer customers' questions 
A) call ahead and confirm appointments 
B) determine price points 
C) complete administrative tasks 
D) follow up on deliveries 
E) answer customers' questions

Question 4

Whom do members of a salesforce typically represent?

Accepted Answer

A) They represent the company to customers. 
B) They represent the company to investors. 
C) They represent the customer to the company. 
D) A and C 
E) All of the above. 
A) They represent the company to customers. 
B) They represent the company to investors. 
C) They represent the customer to the company. 
D) A and C 
E) All of the above.

Question 5

Which of the following is NOT an advantage of a territorial salesforce structure?

Accepted Answer

A) Travel expenses can be minimised. 
B) Each salesperson's job is clearly defined. 
C) Salespeople have the opportunity and incentive to build strong relationships with customers. 
D) Salespeople develop expert in-depth knowledge of all product lines. 
E) Accountability is clearly defined for each salesperson. 
A) Travel expenses can be minimised. 
B) Each salesperson's job is clearly defined. 
C) Salespeople have the opportunity and incentive to build strong relationships with customers. 
D) Salespeople develop expert in-depth knowledge of all product lines. 
E) Accountability is clearly defined for each salesperson.

Question 6

Free or discounted goods provided at store level or through the media,such as inserts designed to facilitate product trial,are known as ________.

Accepted Answer

The answer of Free or discounted goods provided at store...

Question 7

The ________ approach fits better with today's relationship marketing focus than does a hard-sell approach.

Accepted Answer

The answer of The ________ approach fits better with today's...

Question 8

The step that follows 'approach' in the selling process is ________.

Accepted Answer

A) presentation and demonstration 
B) closing 
C) handling objections 
D) prospecting 
E) qualifying 
A) presentation and demonstration 
B) closing 
C) handling objections 
D) prospecting 
E) qualifying

Question 9

Which of the following is NOT a part of salesforce automation systems frequently used by salespeople?

Accepted Answer

A) customer-contact and relationship management software 
B) time-and-duty analysis software 
C) smart phones 
D) laptop computers 
E) webcams for videoconferencing 
A) customer-contact and relationship management software 
B) time-and-duty analysis software 
C) smart phones 
D) laptop computers 
E) webcams for videoconferencing

Question 10

The salesperson must often approach many prospects to get just a few sales.Although the company supplies some leads,salespeople need skill in finding their own.The best source of leads is ________.

Accepted Answer

The answer of The salesperson must often approach many prospects...

Question 11

Salespersons require extensive lists of prospects to generate just a few sales.The best source of information for finding sales leads is ________.

Accepted Answer

A) referrals 
B) web sources 
C) social networks 
D) directories 
E) None of the above. 
A) referrals 
B) web sources 
C) social networks 
D) directories 
E) None of the above.

Question 12

The 'workload approach' to estimate salesforce size is outdated.

Accepted Answer

A) True 
 B)False

Question 13

An IBM sales representative is giving a product demonstration to a major account IT Manager.Assisting with the demonstration are an engineer,a financial analyst and an information systems specialist.If IBM wins the account,then all four IBM representatives will service the new major account.This is an example of ________.

Accepted Answer

A) team selling 
B) territorial selling 
C) inside selling 
D) prospecting 
E) sales promoting 
A) team selling 
B) territorial selling 
C) inside selling 
D) prospecting 
E) sales promoting

Question 14

The most effective 'consumer promotion tool' is coupons.

Accepted Answer

A) True 
 B)False

Question 15

Explain why a firm's number of prospects always equals or exceeds its number of actual customers.

Accepted Answer

Prospecting identifies the total number

Question 16

After a company has determined its salesforce structure,it is ready to determine what ________ it needs.

Accepted Answer

A) team structure 
B) salesforce size 
C) marketing-sales liaison 
D) salesforce supervision 
E) compensation package 
A) team structure 
B) salesforce size 
C) marketing-sales liaison 
D) salesforce supervision 
E) compensation package

Question 17

'Sales promotion' consists of long-term incentives to encourage purchases or sales of a product or service.

Accepted Answer

A) True 
 B)False

Question 18

Manufacturers may offer an 'allowance' in return for the retailer's agreement to feature the manufacturer's products in some way.

Accepted Answer

A) True 
 B)False

Question 19

The step in the selling process in which the salesperson learns as much as possible about the buying organisation,what its needs are and who is involved in the buying,is called 'qualifying'.

Accepted Answer

A) True 
 B)False

Question 20

A salesperson's compensation plan is typically made up of several elements-a fixed amount,________,expenses and fringe benefits.

Accepted Answer

A) a base salary 
B) a pension plan 
C) a variable amount 
D) non-monetary rewards 
E) recognition 
A) a base salary 
B) a pension plan 
C) a variable amount 
D) non-monetary rewards 
E) recognition

Which of the following is an advantage created by the use of a salesforce automation system?

________ rewards are cash,merchandise or service rewards offered to consumers who make continual use of a company's products.

Which activity is NOT typical for a sales assistant?

Whom do members of a salesforce typically represent?

Which of the following is NOT an advantage of a territorial salesforce structure?

Free or discounted goods provided at store level or through the media,such as inserts designed to facilitate product trial,are known as ________.

The ________ approach fits better with today's relationship marketing focus than does a hard-sell approach.

The step that follows 'approach' in the selling process is ________.

Which of the following is NOT a part of salesforce automation systems frequently used by salespeople?

The salesperson must often approach many prospects to get just a few sales.Although the company supplies some leads,salespeople need skill in finding their own.The best source of leads is ________.

Salespersons require extensive lists of prospects to generate just a few sales.The best source of information for finding sales leads is ________.

The 'workload approach' to estimate salesforce size is outdated.

The most effective 'consumer promotion tool' is coupons.

Explain why a firm's number of prospects always equals or exceeds its number of actual customers.

After a company has determined its salesforce structure,it is ready to determine what ________ it needs.

'Sales promotion' consists of long-term incentives to encourage purchases or sales of a product or service.

Manufacturers may offer an 'allowance' in return for the retailer's agreement to feature the manufacturer's products in some way.

The step in the selling process in which the salesperson learns as much as possible about the buying organisation,what its needs are and who is involved in the buying,is called 'qualifying'.

A salesperson's compensation plan is typically made up of several elements-a fixed amount,________,expenses and fringe benefits.

Marketing: Creating and Capturing Customer Value

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

The Marketplace and Customers: Analysing the Environment

Marketing Analytics: Gaining Customer Insights

Buyer Behaviour: Understanding Consumer and Business Buyers

Customer-Driven Marketing Strategy: Creating Value for Target Customers

Products, services and Brands: Offering Customer Value

New Products: Developing and Managing Innovation

Pricing: Capturing Customer Value

Placement: Customer Value Fulfilment

Communicating Customer Value: Advertising and Public Relations

Direct and Digital Marketing: Interactivity and Fulfilment

Sustainable Marketing: Social Responsibility, ethics and Legal Compliance

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Exam 12: Personal Selling and Sales Promotion: Creating Value in Relationships

Which of the following is an advantage created by the use of a salesforce automation system?

________ rewards are cash,merchandise or service rewards offered to consumers who make continual use of a company's products.

Which activity is NOT typical for a sales assistant?

Whom do members of a salesforce typically represent?

Which of the following is NOT an advantage of a territorial salesforce structure?

Free or discounted goods provided at store level or through the media,such as inserts designed to facilitate product trial,are known as ________.

The ________ approach fits better with today's relationship marketing focus than does a hard-sell approach.

The step that follows 'approach' in the selling process is ________.

Which of the following is NOT a part of salesforce automation systems frequently used by salespeople?

The salesperson must often approach many prospects to get just a few sales.Although the company supplies some leads,salespeople need skill in finding their own.The best source of leads is ________.

Salespersons require extensive lists of prospects to generate just a few sales.The best source of information for finding sales leads is ________.

The 'workload approach' to estimate salesforce size is outdated.

The most effective 'consumer promotion tool' is coupons.

Explain why a firm's number of prospects always equals or exceeds its number of actual customers.

After a company has determined its salesforce structure,it is ready to determine what ________ it needs.

'Sales promotion' consists of long-term incentives to encourage purchases or sales of a product or service.

Manufacturers may offer an 'allowance' in return for the retailer's agreement to feature the manufacturer's products in some way.

The step in the selling process in which the salesperson learns as much as possible about the buying organisation,what its needs are and who is involved in the buying,is called 'qualifying'.

A salesperson's compensation plan is typically made up of several elements-a fixed amount,________,expenses and fringe benefits.

Marketing: Creating and Capturing Customer Value

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

The Marketplace and Customers: Analysing the Environment

Marketing Analytics: Gaining Customer Insights

Buyer Behaviour: Understanding Consumer and Business Buyers

Customer-Driven Marketing Strategy: Creating Value for Target Customers

Products, services and Brands: Offering Customer Value

New Products: Developing and Managing Innovation

Pricing: Capturing Customer Value

Placement: Customer Value Fulfilment

Communicating Customer Value: Advertising and Public Relations

Direct and Digital Marketing: Interactivity and Fulfilment

Sustainable Marketing: Social Responsibility, ethics and Legal Compliance

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