Question 1

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

Accepted Answer

A)   point-of-purchase promotions
B)   sweepstakes
C)   team selling
D)   event marketing
E)   personal selling

Question 2

Training online instead of on-site can cut travel and other training costs, and it takes up less of a salesperson's selling time.

Accepted Answer

A) True 
 B)False

Question 3

Why and how do companies use workload approach?

Accepted Answer

Many companies use some form of workload...

Question 4

________ refers to the standard that establishes the amount each salesperson should sell and how sales should be divided among the company's products.

Accepted Answer

A)   Conditional sale
B)   A bill of sale
C)   A sales quota
D)   Prospecting
E)   Satisficing

Question 5

Hannah Adams is a senior sales manager in Elmo Corp., a rapidly-growing company manufacturing personal computers and printers. In order to handle sales effectively, Hannah insists on using the services of different groups of people from different departments within the company such as, the sales, marketing, technical support, and finance departments. In this instance, Hannah makes use of ________.

Accepted Answer

A)   team selling
B)   competitive marketing intelligence
C)   hybrid selling
D)   occasion segmentation
E)   sales force automation systems

Question 6

How do successful companies recruit and train their salespeople? What does an effective training program teach salespeople?

Accepted Answer

When recruiting, a company should analyz...

Question 7

Sales assistants confirm appointments, follow up on deliveries, and answer customers' questions when outside salespeople cannot be reached.

Accepted Answer

A) True 
 B)False

Question 8

Why are more companies using team selling? What are its pros and cons?

Accepted Answer

Team selling is useful for servicing lar...

Question 9

Kelly works as a sales representative at Ginner Machine Works. She uses the phone and the Internet to identify prospects and make sales. Kelly calls customers and explains the products offered by Ginner and the advantages of using them. If requested, she also mails the customer product information brochures. Which of the following is most likely Kelly involved in?

Accepted Answer

A)   benchmarking
B)   product development
C)   telemarketing
D)   innovation
E)   performance appraisal

Question 10

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

Accepted Answer

A)   Salespeople represent customers to the company and manage the buyer-seller relationship.
B)   Salespeople represent workers' interests to upper management.
C)   The primary responsibility of a sales force is to formulate operational strategies.
D)   The sales force is responsible for product development and product strategy.
E)   The sales force oversees the auditing process and recovers money from defaulting customers.

Question 11

Which of the following is a primary reason that companies use e-learning to conduct sales training programs?

Accepted Answer

A)   Customer needs and habits can be unambiguously conveyed through online training programs.
B)   Sales training programs that do not use e-learning are mostly ineffective.
C)   E-learning eliminates employee attrition.
D)   E-learning is the best way to simulate real-life sales calls.
E)   E-learning cuts travel and training costs.

Question 12

Briefly describe the presentation stage of the selling process.

Accepted Answer

During the presentation step o...

Question 13

In a complex sales force structure, salespeople can be specialized by customer and territory; product and territory; product and customer; or territory, product, and customer.

Accepted Answer

A) True 
 B)False

Question 14

________ is defined as analyzing, planning, implementing, and controlling sales force activities.

Accepted Answer

A)   Benchmarking
B)   Sales force management
C)   Business intelligence
D)   Sales force automation
E)   Sampling

Question 15

Which of the following is true with regard to personal selling?

Accepted Answer

A)   Personal selling entails personal presentations by a firm's sales force for the purpose of making sales and building customer relationships.
B)   Personal selling involves making personal requests to potential buyers to enter into short-term business relationships with firms.
C)   Personal selling distances the buyer from the seller and does not focus on building enduring relationships.
D)   An outside sales force is not involved in personal selling.
E)   Personal selling is a relatively new profession.

Question 16

What is the follow-up step of the selling process? Why is it important?

Accepted Answer

The follow-up step is important if the s...

Question 17

Why is a firm's organizational climate an important part of building a successful sales staff?

Accepted Answer

Organizational climate describes the fee...

Question 18

Companies are increasingly adopting high-commission plans to make sure that salespersons are motivated to build long-term relationships with customers.

Accepted Answer

A) True 
 B)False

Question 19

Renee's, a company selling winter clothing in Chicago, ran a preseason promotion on some of its fur jackets, offering cash refunds if the snowfall in the customer's market area turned out to be below average. This exemplifies ________.

Accepted Answer

A)   puffery
B)   satisficing
C)   prospecting
D)   a price pack
E)   a rebate

Question 20

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

Exam 16: Personal Selling and Sales Promotion

In a complex sales force structure, salespeople can be specialized by customer and territory; product and territory; product and customer; or territory, product, and customer.

Correct Answer
verified

Sales assistants confirm appointments, follow up on deliveries, and answer customers' questions when outside salespeople cannot be reached.

Correct Answer
verified

Renee's, a company selling winter clothing in Chicago, ran a preseason promotion on some of its fur jackets, offering cash refunds if the snowfall in the customer's market area turned out to be below average. This exemplifies ________.

Correct Answer
verified

Correct Answer
verified

Why is a firm's organizational climate an important part of building a successful sales staff?

Correct Answer
verified
Organizational climate describes the fee...
View Answer

Briefly describe the presentation stage of the selling process.

Correct Answer
verified
During the presentation step o...
View Answer

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

Correct Answer
verified

________ is defined as analyzing, planning, implementing, and controlling sales force activities.

Correct Answer
verified

Which of the following is a primary reason that companies use e-learning to conduct sales training programs?

Correct Answer
verified

How do successful companies recruit and train their salespeople? What does an effective training program teach salespeople?

Correct Answer
verified
When recruiting, a company should analyz...
View Answer

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

Correct Answer
verified

Companies are increasingly adopting high-commission plans to make sure that salespersons are motivated to build long-term relationships with customers.

Correct Answer
verified

Why are more companies using team selling? What are its pros and cons?

Correct Answer
verified
Team selling is useful for servicing lar...
View Answer

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

Correct Answer
verified

What is the follow-up step of the selling process? Why is it important?

Correct Answer
verified
The follow-up step is important if the s...
View Answer

Training online instead of on-site can cut travel and other training costs, and it takes up less of a salesperson's selling time.

Correct Answer
verified

Why and how do companies use workload approach?

Correct Answer
verified
Many companies use some form of workload...
View Answer

Correct Answer
verified

Which of the following is true with regard to personal selling?

Correct Answer
verified

________ refers to the standard that establishes the amount each salesperson should sell and how sales should be divided among the company's products.

Correct Answer
verified

Exam 16: Personal Selling and Sales Promotion

In a complex sales force structure, salespeople can be specialized by customer and territory; product and territory; product and customer; or territory, product, and customer.

Correct AnswerverifiedShow Answer

Sales assistants confirm appointments, follow up on deliveries, and answer customers' questions when outside salespeople cannot be reached.

Correct AnswerverifiedShow Answer

Renee's, a company selling winter clothing in Chicago, ran a preseason promotion on some of its fur jackets, offering cash refunds if the snowfall in the customer's market area turned out to be below average. This exemplifies ________.

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

Why is a firm's organizational climate an important part of building a successful sales staff?

Correct AnswerverifiedOrganizational climate describes the fee...View AnswerShow Answer

Briefly describe the presentation stage of the selling process.

Correct AnswerverifiedDuring the presentation step o...View AnswerShow Answer

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

Correct AnswerverifiedShow Answer

________ is defined as analyzing, planning, implementing, and controlling sales force activities.

Correct AnswerverifiedShow Answer

Which of the following is a primary reason that companies use e-learning to conduct sales training programs?

Correct AnswerverifiedShow Answer

How do successful companies recruit and train their salespeople? What does an effective training program teach salespeople?

Correct AnswerverifiedWhen recruiting, a company should analyz...View AnswerShow Answer

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

Correct AnswerverifiedShow Answer

Companies are increasingly adopting high-commission plans to make sure that salespersons are motivated to build long-term relationships with customers.

Correct AnswerverifiedShow Answer

Why are more companies using team selling? What are its pros and cons?

Correct AnswerverifiedTeam selling is useful for servicing lar...View AnswerShow Answer

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

Correct AnswerverifiedShow Answer

What is the follow-up step of the selling process? Why is it important?

Correct AnswerverifiedThe follow-up step is important if the s...View AnswerShow Answer

Training online instead of on-site can cut travel and other training costs, and it takes up less of a salesperson's selling time.

Correct AnswerverifiedShow Answer

Why and how do companies use workload approach?

Correct AnswerverifiedMany companies use some form of workload...View AnswerShow Answer

Correct AnswerverifiedShow Answer

Which of the following is true with regard to personal selling?

Correct AnswerverifiedShow Answer

________ refers to the standard that establishes the amount each salesperson should sell and how sales should be divided among the company's products.

Correct AnswerverifiedShow Answer

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified
Organizational climate describes the fee...
View Answer

Correct Answer
verified
During the presentation step o...
View Answer

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified
When recruiting, a company should analyz...
View Answer

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified
Team selling is useful for servicing lar...
View Answer

Correct Answer
verified

Correct Answer
verified
The follow-up step is important if the s...
View Answer

Correct Answer
verified

Correct Answer
verified
Many companies use some form of workload...
View Answer

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified