Question 1

Compensation plans may need to vary depending on the type of salespersons. Which type of salesperson benefits from consistent quarterly bonuses and social pressure?

Accepted Answer

A)  stars 
B)  core performers 
C)  dogs 
D)  cash cows 
E)  laggards

Question 2

In the FABV approach, ________ describe the economic, technical, service, and social pluses delivered.

Accepted Answer

A)  features 
B)  advantages 
C)  benefits 
D)  value 
E)  macroenvironment

Question 3

The fixed amount in a salesperson's salary is primarily designed to stimulate and reward efforts from salespeople.

Accepted Answer

A) True 
 B)False

Question 4

US firms spend more on sales forces and sales force materials than on any other promotional method.

Accepted Answer

A) True 
 B)False

Question 5

In IBM's BANT acronym, A stands for ________.

Accepted Answer

A)  action 
B)  authority 
C)  activate 
D)  austerity 
E)  autonomy

Question 6

Why do companies use infomercials?

Accepted Answer

The answer of Why do companies use infomercials?...

Question 7

You are the sales manager of a company that manufactures and markets server computers. The company's products require high-involvement from the sellers and require salespeople to provide complex and technical information. What kind of a compensation structure do you select for your sales representatives?

Accepted Answer

The answer of You are the sales manager of a...

Question 8

Roler Telecom, a leading mobile telephone operator in Asia, engages in aggressive marketing promotions. The company sends promotional messages to customers and makes promotional calls on a regular basis. However, these aggressive promotion efforts often irritate its customers. What could be the likely outcome of this?

Accepted Answer

The answer of Roler Telecom, a leading mobile telephone operator...

Question 9

Direct mail permits target market selectivity and allows early testing and response measurement.

Accepted Answer

A) True 
 B)False

Question 10

Which of the following refers to the process of deciding which customers will get scarce products during product shortages?

Accepted Answer

A)  delegating 
B)  prospecting 
C)  allocating 
D)  dispersing 
E)  targeting

Question 11

In 2012, more than 20 percent of the total workforce worked full time in sales occupations, both nonprofit and for profit.

Accepted Answer

A) True 
 B)False

Question 12

Which of the following sales positions is most likely to have fixed compensation?

Accepted Answer

A)  an FMCG salesperson selling to supermarkets 
B)  a salesperson who handles the industrial customers 
C)  an insurance agent who works part time 
D)  a service representative in charge of handling incoming customer queries 
E)  a telemarketer calling up existing customers to bring in additional sales

Question 13

Greta is marketing a product that is technologically advanced and requires a great deal of explanation. Which direct response tool should she use?

Accepted Answer

A)  direct mail 
B)  e-mail 
C)  infomercial 
D)  inbound telemarketing 
E)  outbound telemarketing

Question 14

Market demassification has resulted in ________.

Accepted Answer

A)  niche market creation 
B)  product standardization 
C)  mass production practices 
D)  intrinsic marketing channels 
E)  just-in-time production

Question 15

Identify the first step in the workload approach to establish sales force size.

Accepted Answer

A)  grouping customers into size classes according to annual sales volume 
B)  establishing desirable call frequencies for each customer class 
C)  determining the total workload for the country in terms of sales calls per year 
D)  determining the average number of calls a sales representative can make per year 
E)  calculating the total number of sales reps needed

Question 16

Which of the following is the first step in the process of personal selling?

Accepted Answer

A)  prospecting and qualifying 
B)  sales preapproach 
C)  sales presentation 
D)  unearthing objections 
E)  demonstrating advantages

Question 17

Briefly explain the various tasks that the salespeople of an organization perform.

Accepted Answer

The answer of Briefly explain the various tasks that the...

Question 18

Randi is most motivated when there is no ceiling or caps on her commissions, she can earn overachievement commissions for exceeding quotas, and benefits from prize structures that allow multiple winners. She is probably a ________.

Accepted Answer

A)  star 
B)  core performer 
C)  dog 
D)  cash cow 
E)  laggard

Question 19

What can you learn from John Smith from the sales report reflected in the table?

Accepted Answer

The answer of What can you learn from John Smith...

Question 20

In which of the following stages of personal selling does a salesperson tell the product story to the buyer?

Accepted Answer

A)  preapproach 
B)  prospecting 
C)  presentation 
D)  closing 
E)  objection handling

Exam 22: Managing Personal Communications: Direct and Database Marketing and Personal Selling

Compensation plans may need to vary depending on the type of salespersons. Which type of salesperson benefits from consistent quarterly bonuses and social pressure?

In the FABV approach, ________ describe the economic, technical, service, and social pluses delivered.

The fixed amount in a salesperson's salary is primarily designed to stimulate and reward efforts from salespeople.

US firms spend more on sales forces and sales force materials than on any other promotional method.

In IBM's BANT acronym, A stands for ________.

Why do companies use infomercials?

Direct mail permits target market selectivity and allows early testing and response measurement.

Which of the following refers to the process of deciding which customers will get scarce products during product shortages?

In 2012, more than 20 percent of the total workforce worked full time in sales occupations, both nonprofit and for profit.

Which of the following sales positions is most likely to have fixed compensation?

Greta is marketing a product that is technologically advanced and requires a great deal of explanation. Which direct response tool should she use?

Market demassification has resulted in ________.

Identify the first step in the workload approach to establish sales force size.

Which of the following is the first step in the process of personal selling?

Briefly explain the various tasks that the salespeople of an organization perform.

Randi is most motivated when there is no ceiling or caps on her commissions, she can earn overachievement commissions for exceeding quotas, and benefits from prize structures that allow multiple winners. She is probably a ________.

What can you learn from John Smith from the sales report reflected in the table?

In which of the following stages of personal selling does a salesperson tell the product story to the buyer?