Question 1

________ is the step in the selling process when the salesperson identifies qualified potential customers.

Accepted Answer

The answer of ________ is the step in the selling...

Question 2

Of the main consumer promotion tools,which uses certificates that give buyers a saving when they purchase specified products?

Accepted Answer

A) coupons 
B) samples 
C) cash refunds 
D) advertising 
E) point-of-purchase 
A) coupons 
B) samples 
C) cash refunds 
D) advertising 
E) point-of-purchase

Question 3

In which of the following types of organisation would you NOT expect to find a salesforce?

Accepted Answer

A) governments 
B) museums and art galleries 
C) charitable organisations 
D) universities and educational institutions 
E) All of the above have a salesforce. 
A) governments 
B) museums and art galleries 
C) charitable organisations 
D) universities and educational institutions 
E) All of the above have a salesforce.

Question 4

Of the three typical types of salesforce structures,which one assigns an exclusive geographical area to each salesperson and requires each salesperson to represent the company's full line of products to customers within that area?

Accepted Answer

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

Question 5

When a firm sets out to analyse,plan,implement and control salesforce activities,it is undertaking ________.

Accepted Answer

A) marketing design 
B) salesforce management 
C) team selling efforts 
D) co-op selling and advertising 
E) promotional objectives 
A) marketing design 
B) salesforce management 
C) team selling efforts 
D) co-op selling and advertising 
E) promotional objectives

Question 6

The ________ step of the selling process is difficult for some salespeople because they lack confidence,feel guilty about asking for an order or may not recognise the right time to ask for an order.

Accepted Answer

A) approaching the prospect 
B) making a professional presentation 
C) handling objections 
D) closing the sale 
E) following up 
A) approaching the prospect 
B) making a professional presentation 
C) handling objections 
D) closing the sale 
E) following up

Question 7

All of the following are problems associated with the poor selection of salespeople EXCEPT which one?

Accepted Answer

A) lower sales volumes 
B) costly turnover of sales staff 
C) lower salesforce productivity 
D) less office support 
E) disrupted customer relationships 
A) lower sales volumes 
B) costly turnover of sales staff 
C) lower salesforce productivity 
D) less office support 
E) disrupted customer relationships

Question 8

To discourage a salesperson from ruining a customer relationship by pushing too hard to close a deal and earn a commission,companies are designing compensation plans that reward salespeople for building customer relationships and growing the long-run value of each customer.

Accepted Answer

A) True 
 B)False

Question 9

The sales role involves a variety of activities.Which of the following is NOT a role typically performed by a salesperson?

Accepted Answer

A) order taker 
B) order getter 
C) creative seller 
D) relationship builder 
E) warehouse assistant 
A) order taker 
B) order getter 
C) creative seller 
D) relationship builder 
E) warehouse assistant

Question 10

Sales ________ encourage a salesforce to make a selling effort that is above and beyond the normal expectation.

Accepted Answer

A) contests 
B) quotas 
C) teams 
D) reports 
E) plans 
A) contests 
B) quotas 
C) teams 
D) reports 
E) plans

Question 11

More and more companies are now using a ________ salesforce structure,in which they organise the salesforce along customer or industry lines.

Accepted Answer

customer (

Question 12

________ is the step in the selling process when the salesperson learns as much as possible about a prospective customer before making a sales call.

Accepted Answer

The answer of ________ is the step in the selling...

Question 13

The most expensive 'consumer promotion tool' is mobile couponing.

Accepted Answer

A) True 
 B)False

Question 14

Sales management is responsible for supplying prospect leads to the salesforce so salespeople can focus on qualifying prospects.

Accepted Answer

A) True 
 B)False

________ is the step in the selling process when the salesperson identifies qualified potential customers.

Of the main consumer promotion tools,which uses certificates that give buyers a saving when they purchase specified products?

In which of the following types of organisation would you NOT expect to find a salesforce?

Of the three typical types of salesforce structures,which one assigns an exclusive geographical area to each salesperson and requires each salesperson to represent the company's full line of products to customers within that area?

When a firm sets out to analyse,plan,implement and control salesforce activities,it is undertaking ________.

The ________ step of the selling process is difficult for some salespeople because they lack confidence,feel guilty about asking for an order or may not recognise the right time to ask for an order.

All of the following are problems associated with the poor selection of salespeople EXCEPT which one?

To discourage a salesperson from ruining a customer relationship by pushing too hard to close a deal and earn a commission,companies are designing compensation plans that reward salespeople for building customer relationships and growing the long-run value of each customer.

The sales role involves a variety of activities.Which of the following is NOT a role typically performed by a salesperson?

Sales ________ encourage a salesforce to make a selling effort that is above and beyond the normal expectation.

More and more companies are now using a ________ salesforce structure,in which they organise the salesforce along customer or industry lines.

________ is the step in the selling process when the salesperson learns as much as possible about a prospective customer before making a sales call.

The most expensive 'consumer promotion tool' is mobile couponing.

Sales management is responsible for supplying prospect leads to the salesforce so salespeople can focus on qualifying prospects.

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

________ is the step in the selling process when the salesperson identifies qualified potential customers.

Of the main consumer promotion tools,which uses certificates that give buyers a saving when they purchase specified products?

In which of the following types of organisation would you NOT expect to find a salesforce?

Of the three typical types of salesforce structures,which one assigns an exclusive geographical area to each salesperson and requires each salesperson to represent the company's full line of products to customers within that area?

When a firm sets out to analyse,plan,implement and control salesforce activities,it is undertaking ________.

The ________ step of the selling process is difficult for some salespeople because they lack confidence,feel guilty about asking for an order or may not recognise the right time to ask for an order.

All of the following are problems associated with the poor selection of salespeople EXCEPT which one?

To discourage a salesperson from ruining a customer relationship by pushing too hard to close a deal and earn a commission,companies are designing compensation plans that reward salespeople for building customer relationships and growing the long-run value of each customer.

The sales role involves a variety of activities.Which of the following is NOT a role typically performed by a salesperson?

Sales ________ encourage a salesforce to make a selling effort that is above and beyond the normal expectation.

More and more companies are now using a ________ salesforce structure,in which they organise the salesforce along customer or industry lines.

________ is the step in the selling process when the salesperson learns as much as possible about a prospective customer before making a sales call.

The most expensive 'consumer promotion tool' is mobile couponing.

Sales management is responsible for supplying prospect leads to the salesforce so salespeople can focus on qualifying prospects.

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