Question 1

All of the following are basic types of compensation plans for salespeople EXCEPT ________.

Accepted Answer

A)  straight commission 
B)  straight salary 
C)  salary plus commission 
D)  salary plus company shares 
E)  salary plus bonus 
A)  straight commission 
B)  straight salary 
C)  salary plus commission 
D)  salary plus company shares 
E)  salary plus bonus D

Question 2

Richard, a salesperson, works for Wellington Steelworks. After researching a qualified lead, Richard is preparing opening lines for meeting the customer for the first time. Which step of the selling process is he about to enter?

Accepted Answer

A)  follow-up 
B)  handling objections 
C)  approach 
D)  presentation 
E)  preapproach 
A)  follow-up 
B)  handling objections 
C)  approach 
D)  presentation 
E)  preapproach C

Question 3

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 4

Which of the following is true about the sales force of a company?

Accepted Answer

A)  Salespeople rely on engineers and manufacturers to learn about customer needs. 
B)  The sales force plays a minor role in customer-company relationships. 
C)  Salespeople rarely visit in person with customers. 
D)  Salespeople represent customers to the company, championing customers' interests. 
E)  Salespeople do not have the authority to act on customers' objections. 
A)  Salespeople rely on engineers and manufacturers to learn about customer needs. 
B)  The sales force plays a minor role in customer-company relationships. 
C)  Salespeople rarely visit in person with customers. 
D)  Salespeople represent customers to the company, championing customers' interests. 
E)  Salespeople do not have the authority to act on customers' objections.

Question 5

Mary Conti, a sales manager at National Computer Training, wants to evaluate the performance of her sales force in the New England territory. Which of the following would Mary most likely use?

Accepted Answer

A)  SWOT analysis 
B)  breakeven analysis 
C)  sales forecast 
D)  expense reports 
E)  call plan 
A)  SWOT analysis 
B)  breakeven analysis 
C)  sales forecast 
D)  expense reports 
E)  call plan

Question 6

Happy Pet is a large pet food company that has convinced the retailers and the wholesalers of the New England area to resell its products. Happy Pet promises to reimburse the advertising costs to its retailers and wholesalers for advertising its products. This is an example of a(n) ________.

Accepted Answer

A)  trade promotion 
B)  point-of-purchase promotion 
C)  sweepstake 
D)  price pack 
E)  advertising specialty 
A)  trade promotion 
B)  point-of-purchase promotion 
C)  sweepstake 
D)  price pack 
E)  advertising specialty

Question 7

Capitalizing on the customer's complaints about the previous detergents she has used, Sheila, a salesperson, explains to the customer why her company's detergent Swish is better and how it can be a one-stop solution for everyday washing. In which of the following steps of the selling process is Sheila?

Accepted Answer

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

Question 8

How do salespeople qualify prospects?

Accepted Answer

Prospects can be qualified by

Question 9

A(n) ________ shows how much time is spent selling, traveling, waiting, taking breaks, and doing administrative chores by the salesperson.

Accepted Answer

A)  customer relationship management tool 
B)  corporate social networking site 
C)  time-and-duty analysis tool 
D)  outsourcing relationship management tool 
E)  product lifecycle management analysis 
A)  customer relationship management tool 
B)  corporate social networking site 
C)  time-and-duty analysis tool 
D)  outsourcing relationship management tool 
E)  product lifecycle management analysis

Question 10

Which of the following helps companies in setting sales force size?

Accepted Answer

A)  workload approach 
B)  pull strategy 
C)  push strategy 
D)  top-down approach 
E)  bottom-up approach 
A)  workload approach 
B)  pull strategy 
C)  push strategy 
D)  top-down approach 
E)  bottom-up approach

Question 11

Briefly describe the presentation stage of the selling process.

Accepted Answer

During the presentation step o

Question 12

All of the following are traits that buyers dislike in salespeople EXCEPT ________.

Accepted Answer

A)  disorganization 
B)  tardiness 
C)  empathy 
D)  being overly talkative 
E)  deceit 
A)  disorganization 
B)  tardiness 
C)  empathy 
D)  being overly talkative 
E)  deceit

Question 13

Salespeople are only evaluated on the number of sales they close within a certain time frame.

Accepted Answer

A) True 
 B)False

Question 14

The goal of supervision is to encourage salespeople to "work hard" and energetically toward sales force goals.

Accepted Answer

A) True 
 B)False

Question 15

Creating a brand-marketing event or serving as a sole or participating sponsor of events created by others is known as event marketing.

Accepted Answer

A) True 
 B)False

Question 16

________ include displays and demonstrations that take place at the point of sale.

Accepted Answer

A)  Rebates 
B)  Price packs 
C)  Premiums 
D)  POP promotions 
E)  Samples 
A)  Rebates 
B)  Price packs 
C)  Premiums 
D)  POP promotions 
E)  Samples

Question 17

Which of the following refers to a positive incentive intended to increase the sales force effort?

Accepted Answer

A)  sales contests 
B)  prospecting 
C)  telecommuting 
D)  sales collateral 
E)  annual sales plan 
A)  sales contests 
B)  prospecting 
C)  telecommuting 
D)  sales collateral 
E)  annual sales plan

Question 18

In the ________, separate sales forces are set up for different industries.

Accepted Answer

A)  territorial sales force structure 
B)  digital marketing system 
C)  customer sales force structure 
D)  geographical operations system 
E)  product sales force structure 
A)  territorial sales force structure 
B)  digital marketing system 
C)  customer sales force structure 
D)  geographical operations system 
E)  product sales force structure

Question 19

Which of the following is the most effective-but most expensive-way to introduce a new product or create new excitement for an existing one?

Accepted Answer

A)  coupons 
B)  sampling 
C)  cash refunds 
D)  cents-off deals 
E)  satisficing 
A)  coupons 
B)  sampling 
C)  cash refunds 
D)  cents-off deals 
E)  satisficing

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

All of the following are basic types of compensation plans for salespeople EXCEPT ________.

Richard, a salesperson, works for Wellington Steelworks. After researching a qualified lead, Richard is preparing opening lines for meeting the customer for the first time. Which step of the selling process is he about to enter?

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

Which of the following is true about the sales force of a company?

Mary Conti, a sales manager at National Computer Training, wants to evaluate the performance of her sales force in the New England territory. Which of the following would Mary most likely use?

Happy Pet is a large pet food company that has convinced the retailers and the wholesalers of the New England area to resell its products. Happy Pet promises to reimburse the advertising costs to its retailers and wholesalers for advertising its products. This is an example of a(n) ________.

How do salespeople qualify prospects?

A(n) ________ shows how much time is spent selling, traveling, waiting, taking breaks, and doing administrative chores by the salesperson.

Which of the following helps companies in setting sales force size?

Briefly describe the presentation stage of the selling process.

All of the following are traits that buyers dislike in salespeople EXCEPT ________.

Salespeople are only evaluated on the number of sales they close within a certain time frame.

The goal of supervision is to encourage salespeople to "work hard" and energetically toward sales force goals.

Creating a brand-marketing event or serving as a sole or participating sponsor of events created by others is known as event marketing.

________ include displays and demonstrations that take place at the point of sale.

Which of the following refers to a positive incentive intended to increase the sales force effort?

In the ________, separate sales forces are set up for different industries.

Which of the following is the most effective-but most expensive-way to introduce a new product or create new excitement for an existing one?

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

All of the following are basic types of compensation plans for salespeople EXCEPT ________.

Richard, a salesperson, works for Wellington Steelworks. After researching a qualified lead, Richard is preparing opening lines for meeting the customer for the first time. Which step of the selling process is he about to enter?

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

Which of the following is true about the sales force of a company?

Mary Conti, a sales manager at National Computer Training, wants to evaluate the performance of her sales force in the New England territory. Which of the following would Mary most likely use?

Happy Pet is a large pet food company that has convinced the retailers and the wholesalers of the New England area to resell its products. Happy Pet promises to reimburse the advertising costs to its retailers and wholesalers for advertising its products. This is an example of a(n) ________.

How do salespeople qualify prospects?

A(n) ________ shows how much time is spent selling, traveling, waiting, taking breaks, and doing administrative chores by the salesperson.

Which of the following helps companies in setting sales force size?

Briefly describe the presentation stage of the selling process.

All of the following are traits that buyers dislike in salespeople EXCEPT ________.

Salespeople are only evaluated on the number of sales they close within a certain time frame.

The goal of supervision is to encourage salespeople to "work hard" and energetically toward sales force goals.

Creating a brand-marketing event or serving as a sole or participating sponsor of events created by others is known as event marketing.

________ include displays and demonstrations that take place at the point of sale.

Which of the following refers to a positive incentive intended to increase the sales force effort?

In the ________, separate sales forces are set up for different industries.

Which of the following is the most effective-but most expensive-way to introduce a new product or create new excitement for an existing one?

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