Question 1

The growth of product management has contributed to the increasing adoption of customer salesforce structures.

Accepted Answer

A) True 
 B)False

Question 2

The steps that a salesperson follows in the selling process include prospecting and ________,pre-approach,approach,presentation and demonstration,handling objections,closing and follow-up.

Accepted Answer

The answer of The steps that a salesperson follows in...

Question 3

A(n)________ has the advertiser's name on it and is given as a gift to consumers.

Accepted Answer

A) premium 
B) POP promotion 
C) advertising specialty 
D) price pack 
E) sample 
A) premium 
B) POP promotion 
C) advertising specialty 
D) price pack 
E) sample

Question 4

In any market-oriented firm,members of the salesforce and marketing department tend to have disagreements when things go wrong with a customer.The marketers blame the salespeople for poorly executing their strategies,while the salespeople blame the marketers for being out of touch with the customer.Which of the following steps should upper-level management take to help bring the sales and marketing functions closer together?

Accepted Answer

A) establish a simpler salesforce structure 
B) establish a more complex salesforce structure 
C) create an inside salesforce 
D) adopt a salesforce automation system 
E) employ a high-level marketing executive to oversee both marketing and sales 
A) establish a simpler salesforce structure 
B) establish a more complex salesforce structure 
C) create an inside salesforce 
D) adopt a salesforce automation system 
E) employ a high-level marketing executive to oversee both marketing and sales

Question 5

Which of the following is NOT an objective for trade promotions?

Accepted Answer

A) to encourage retailers to carry new items 
B) to encourage retailers to advertise a product 
C) to gain more shelf space 
D) to motivate salespeople to sign up new accounts 
E) to encourage retailers to carry more inventory 
A) to encourage retailers to carry new items 
B) to encourage retailers to advertise a product 
C) to gain more shelf space 
D) to motivate salespeople to sign up new accounts 
E) to encourage retailers to carry more inventory

Question 6

Because customers almost always have objections during the presentation or closing step of the selling process,all salespeople need training in the skills of handling objections.

Accepted Answer

A) True 
 B)False

Question 7

At a manufacturer of outdoor furniture and accessories,the marketing and salesforce objectives are to grow relationships with existing customers,while at the same time acquiring new business.Which of the following salesforce compensation plans is most likely to encourage the salesforce to pursue both of these objectives?

Accepted Answer

A) straight salary 
B) straight commission 
C) salary plus bonus for customer satisfaction 
D) commission plus bonus for new accounts 
E) salary plus commission plus bonus for new accounts 
A) straight salary 
B) straight commission 
C) salary plus bonus for customer satisfaction 
D) commission plus bonus for new accounts 
E) salary plus commission plus bonus for new accounts

Question 8

Which of the following is the growing trend of using a group of people from sales,marketing,engineering,finance,technical support and even upper management to service large,complex accounts?

Accepted Answer

A) department selling 
B) inside selling 
C) team selling 
D) continuous selling 
E) simultaneous selling 
A) department selling 
B) inside selling 
C) team selling 
D) continuous selling 
E) simultaneous selling

Question 9

A ________ promotion is an incentive applied to the retail trade to stock more of a product or to provide increased merchandising space,usually during a consumer promotion.

Accepted Answer

The answer of A ________ promotion is an incentive applied...

Question 10

________ offer consumers savings off the regular price of a product,with the reduced price marked by the producer directly on the label or package.

Accepted Answer

A) Premiums 
B) Patronage rewards 
C) Price packs 
D) Samples 
E) Rebates 
A) Premiums 
B) Patronage rewards 
C) Price packs 
D) Samples 
E) Rebates

Question 11

You are responsible for hiring inside salespeople for your firm.Which of the following jobs would you be LEAST likely to expect these people to perform?

Accepted Answer

A) free outside salespeople to spend time with major accounts 
B) use the phone to find new leads 
C) act as liaisons between outside salespeople and customers 
D) service accounts 
E) travel to call on customers 
A) free outside salespeople to spend time with major accounts 
B) use the phone to find new leads 
C) act as liaisons between outside salespeople and customers 
D) service accounts 
E) travel to call on customers

Question 12

Why are many companies using e-learning to conduct sales training programs?

Accepted Answer

A) Customers appreciate the flexibility of e-learning. 
B) The company's objectives are more easily conveyed through e-learning. 
C) E-learning allows for more customer feedback. 
D) E-learning reduces training costs. 
E) E-learning is the best way to simulate sales calls. 
A) Customers appreciate the flexibility of e-learning. 
B) The company's objectives are more easily conveyed through e-learning. 
C) E-learning allows for more customer feedback. 
D) E-learning reduces training costs. 
E) E-learning is the best way to simulate sales calls.

Question 13

A salesman for a frozen foods company is responsible for all customers in the state of Tasmania.The firm uses a territorial salesforce structure.

Accepted Answer

A) True 
 B)False

Question 14

A salesperson for a company that installs local area networks (LANs)spends about 25 per cent of her time actually selling the product,and about 75 per cent of her time installing the computer systems,training customer employees in their use and troubleshooting.Which sort of compensation is most likely to keep Emma satisfied with her job?

Accepted Answer

A) a commission and quarterly bonuses 
B) expense allowance and salary 
C) benefit package and a commission 
D) a salary 
E) profit sharing,annual bonuses and a commission 
A) a commission and quarterly bonuses 
B) expense allowance and salary 
C) benefit package and a commission 
D) a salary 
E) profit sharing,annual bonuses and a commission

Question 15

Sales applicants are LEAST likely to be tested for ________.

Accepted Answer

A) sales aptitude 
B) organisational skills 
C) accounting skills 
D) analytical skills 
E) personality traits 
A) sales aptitude 
B) organisational skills 
C) accounting skills 
D) analytical skills 
E) personality traits

Question 16

A company has decided to switch to a customer salesforce structure.Which of the following advantages is the company now LEAST likely to enjoy?

Accepted Answer

A) The company can become more customer-focused. 
B) The company can build closer relationships with important customers. 
C) The company can better serve different industries. 
D) The company can better serve current customers and find new customers. 
E) The company can expect salespeople to develop in-depth knowledge of numerous and complex product lines. 
A) The company can become more customer-focused. 
B) The company can build closer relationships with important customers. 
C) The company can better serve different industries. 
D) The company can better serve current customers and find new customers. 
E) The company can expect salespeople to develop in-depth knowledge of numerous and complex product lines.

Question 17

Few companies provide sales training beyond a few weeks or months for new members of the salesforce.

Accepted Answer

A) True 
 B)False

Question 18

Which description of a salesperson fits best with a contemporary relationship marketing focus and solutions approach?

Accepted Answer

A) hard-sell salesperson 
B) problem-solver salesperson 
C) razzle-dazzle salesperson 
D) salesperson on bonus and not on commission 
E) salesperson on commission and not on salary 
A) hard-sell salesperson 
B) problem-solver salesperson 
C) razzle-dazzle salesperson 
D) salesperson on bonus and not on commission 
E) salesperson on commission and not on salary

Question 19

The purpose of qualifying leads is to ________ good customers and ________ poor ones.

Accepted Answer

The answer of The purpose of qualifying leads is to...

Question 20

A firm maintains a salesforce for its small appliance customers and a separate salesforce for its automotive customers.It utilises a ________ structure.

Accepted Answer

A) product salesforce 
B) customer salesforce 
C) territorial salesforce 
D) complex salesforce 
E) simple salesforce 
A) product salesforce 
B) customer salesforce 
C) territorial salesforce 
D) complex salesforce 
E) simple salesforce

The growth of product management has contributed to the increasing adoption of customer salesforce structures.

The steps that a salesperson follows in the selling process include prospecting and ________,pre-approach,approach,presentation and demonstration,handling objections,closing and follow-up.

A(n)________ has the advertiser's name on it and is given as a gift to consumers.

Which of the following is NOT an objective for trade promotions?

Because customers almost always have objections during the presentation or closing step of the selling process,all salespeople need training in the skills of handling objections.

Which of the following is the growing trend of using a group of people from sales,marketing,engineering,finance,technical support and even upper management to service large,complex accounts?

A ________ promotion is an incentive applied to the retail trade to stock more of a product or to provide increased merchandising space,usually during a consumer promotion.

________ offer consumers savings off the regular price of a product,with the reduced price marked by the producer directly on the label or package.

You are responsible for hiring inside salespeople for your firm.Which of the following jobs would you be LEAST likely to expect these people to perform?

Why are many companies using e-learning to conduct sales training programs?

A salesman for a frozen foods company is responsible for all customers in the state of Tasmania.The firm uses a territorial salesforce structure.

Sales applicants are LEAST likely to be tested for ________.

A company has decided to switch to a customer salesforce structure.Which of the following advantages is the company now LEAST likely to enjoy?

Few companies provide sales training beyond a few weeks or months for new members of the salesforce.

Which description of a salesperson fits best with a contemporary relationship marketing focus and solutions approach?

The purpose of qualifying leads is to good customers and poor ones.

A firm maintains a salesforce for its small appliance customers and a separate salesforce for its automotive customers.It utilises a ________ structure.

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

Filters

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

The growth of product management has contributed to the increasing adoption of customer salesforce structures.

The steps that a salesperson follows in the selling process include prospecting and ________,pre-approach,approach,presentation and demonstration,handling objections,closing and follow-up.

A(n)________ has the advertiser's name on it and is given as a gift to consumers.

Which of the following is NOT an objective for trade promotions?

Because customers almost always have objections during the presentation or closing step of the selling process,all salespeople need training in the skills of handling objections.

Which of the following is the growing trend of using a group of people from sales,marketing,engineering,finance,technical support and even upper management to service large,complex accounts?

A ________ promotion is an incentive applied to the retail trade to stock more of a product or to provide increased merchandising space,usually during a consumer promotion.

________ offer consumers savings off the regular price of a product,with the reduced price marked by the producer directly on the label or package.

You are responsible for hiring inside salespeople for your firm.Which of the following jobs would you be LEAST likely to expect these people to perform?

Why are many companies using e-learning to conduct sales training programs?

A salesman for a frozen foods company is responsible for all customers in the state of Tasmania.The firm uses a territorial salesforce structure.

Sales applicants are LEAST likely to be tested for ________.

A company has decided to switch to a customer salesforce structure.Which of the following advantages is the company now LEAST likely to enjoy?

Few companies provide sales training beyond a few weeks or months for new members of the salesforce.

Which description of a salesperson fits best with a contemporary relationship marketing focus and solutions approach?

The purpose of qualifying leads is to ________ good customers and ________ poor ones.

A firm maintains a salesforce for its small appliance customers and a separate salesforce for its automotive customers.It utilises a ________ structure.

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

Filters

The purpose of qualifying leads is to good customers and poor ones.