Question 1

At the beginning of each year, the management of Dee Decor states the exact amount a salesperson should sell. This specific sales target is also known as a ________.

Accepted Answer

A)   sales lead
B)   prospect
C)   bill of sale
D)   channel length
E)   sales quota

Question 2

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 3

________ consists of short-term incentives to encourage the purchase of a product or service.

Accepted Answer

A)   Value selling
B)   Conditional sale
C)   Advertising
D)   Sales promotion
E)   Benchmarking

Question 4

How is the personal selling process and customer relationship management interrelated? What are the primary requirements of value selling?

Accepted Answer

The selling process should be understood...

Question 5

In the follow-up stage of the selling process, the salesperson asks the customer for an order.

Accepted Answer

A) True 
 B)False

Question 6

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 7

At Price & Wallace Inc., a pharmaceuticals company, members of the sales force 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 customers. Which of the following steps should upper management at Price & Wallace take to help bring the sales and marketing functions closer together?

Accepted Answer

A)   establish a customer sales force structure and make sure that sales quotas are easily achievable
B)   establish a complex sales force structure
C)   emphasize traditional methods of selling
D)   adopt a sales force automation system and implement team selling
E)   appoint a high-level marketing executive to oversee both marketing and sales

Question 8

Why should a salesperson set call objectives?

Accepted Answer

The salesperson should set call objectiv...

Question 9

How do salespeople qualify prospects?

Accepted Answer

Prospects can be qualified by ...

Question 10

Stahl Inc. has 1,000 A-level accounts, each requiring 30 calls per year, and 3,000 B-level accounts, each requiring 10 calls per year. If each salesperson at Stahl Inc. can make 1,500 sales calls per year, how many salespeople would be needed to meet the total workload?

Accepted Answer

A)   25
B)   35
C)   40
D)   45
E)   60

Question 11

Which of the following refers to a closing technique used by salespeople?

Accepted Answer

A)   asking customers for referrals
B)   developing solutions to customers' problems
C)   seeking out hidden objections
D)   reviewing points of agreement
E)   taking objections as opportunities to provide more information

Question 12

Blue Fizz Inc. sponsors every race that takes place at the Sears Racing Track in Orange County, California. The high-octane racing at Sears is perfect for Blue Fizz to sell its energy drinks and to establish the desired brand image of the company. Which type of promotion is evident here?

Accepted Answer

A)   event marketing
B)   mass marketing
C)   point-of-purchase promotion
D)   solution selling
E)   advertising specialties

Question 13

Which of the following is the best way for a company to increase selling time?

Accepted Answer

A)   implementing high-commission plans
B)   reducing the number of customers
C)   sharing less information with customers
D)   simplifying administrative duties
E)   implementing mass customization

Question 14

Which of the following is used to generate business leads, stimulate purchases, reward customers, and motivate salespeople?

Accepted Answer

A)   business plan
B)   SWOT analysis
C)   POP promotion
D)   benchmarking
E)   business promotion

Question 15

Discuss the differences between the three major sales force structures. What are the potential benefits of each structure?

Accepted Answer

In the territorial sales force structure...

Question 16

Refer to the scenario below to answer the following question(s).
Reliable Tools Company is a manufacturer of hubs and axles for the trailer and heavy truck industry. Although Reliable Tools only has 15 customers, the company is the sole supplier of hub and axle components to those customers. Monthly sales at Reliable Tools are approximately $1 million. "You might say we have all our eggs in one basket," says owner Arthur Deetz.
It is critical that a competent sales force be maintained in order to nurture those few but large accounts. Ninety-five percent of Reliable Tools' customers are located in Michigan, Ohio, and Indiana, which means that travel time to all customers is relatively short. However, given the nature of the industry, time spent with each customer is crucial.
-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 17

In ________, the producer marks the reduced prices directly on the label or package. These offer consumers savings off the regular price of a product and are very effective in stimulating short-term sales.

Accepted Answer

A)   promotional products
B)   coupons
C)   cents-off deals
D)   samples
E)   rebates

Question 18

Right after closing, Joshua, a senior sales manager at Halcyon Technologies called up the customer to ensure that she was satisfied with Halcyon's products. By calling the customer, Joshua also wanted to ensure repeat business. In this instance, Joshua is in the ________ stage of the selling process.

Accepted Answer

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

Question 19

Which of the following is most likely a true statement about sales compensation in economically tough circumstances?

Accepted Answer

A)   Cutting sales force compensation is usually a last resort for firms that want to maintain positive customer relationships.
B)   Morale is boosted by distributing commissions equally among low and high sales performers.
C)   Online selling is discontinued to improve customer relations.
D)   Compensation for the inside sales force is reduced to increase commissions for the outside sales force.
E)   Low performers are retained and top performers are dismissed to reduce commission payments.

Question 20

Which of the following is true with regard to the inside sales force of a company?

Accepted Answer

A)   The inside sales force is invariably more attentive to customer needs than the outside sales force.
B)   Unlike the outside sales force, the inside sales force does not require training.
C)   Inside sales representatives engage in face-to-face interaction with customers.
D)   The inside sales force is far more knowledgeable about customer habits than are outside salespeople.
E)   Inside salespeople provide support for the outside sales force, freeing them to spend more time selling to major accounts and finding new prospects.

Exam 16: Personal Selling and Sales Promotion

In ________, the producer marks the reduced prices directly on the label or package. These offer consumers savings off the regular price of a product and are very effective in stimulating short-term sales.

Correct Answer
verified

Why should a salesperson set call objectives?

Correct Answer
verified
The salesperson should set call objectiv...
View Answer

Which of the following refers to a closing technique used by salespeople?

Correct Answer
verified

Blue Fizz Inc. sponsors every race that takes place at the Sears Racing Track in Orange County, California. The high-octane racing at Sears is perfect for Blue Fizz to sell its energy drinks and to establish the desired brand image of the company. Which type of promotion is evident here?

Correct Answer
verified

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

Correct Answer
verified

Which of the following is the best way for a company to increase selling time?

Correct Answer
verified

How do salespeople qualify prospects?

Correct Answer
verified
Prospects can be qualified by ...
View Answer

Correct Answer
verified

Which of the following is most likely a true statement about sales compensation in economically tough circumstances?

Correct Answer
verified

Which of the following is true with regard to the inside sales force of a company?

Correct Answer
verified

Discuss the differences between the three major sales force structures. What are the potential benefits of each structure?

Correct Answer
verified
In the territorial sales force structure...
View Answer

In the follow-up stage of the selling process, the salesperson asks the customer for an order.

Correct Answer
verified

Which of the following is used to generate business leads, stimulate purchases, reward customers, and motivate salespeople?

Correct Answer
verified

Stahl Inc. has 1,000 A-level accounts, each requiring 30 calls per year, and 3,000 B-level accounts, each requiring 10 calls per year. If each salesperson at Stahl Inc. can make 1,500 sales calls per year, how many salespeople would be needed to meet the total workload?

Correct Answer
verified

How is the personal selling process and customer relationship management interrelated? What are the primary requirements of value selling?

Correct Answer
verified
The selling process should be understood...
View Answer

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

Correct Answer
verified

At the beginning of each year, the management of Dee Decor states the exact amount a salesperson should sell. This specific sales target is also known as a ________.

Correct Answer
verified

________ consists of short-term incentives to encourage the purchase of a product or service.

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Exam 16: Personal Selling and Sales Promotion

In ________, the producer marks the reduced prices directly on the label or package. These offer consumers savings off the regular price of a product and are very effective in stimulating short-term sales.

Correct AnswerverifiedShow Answer

Why should a salesperson set call objectives?

Correct AnswerverifiedThe salesperson should set call objectiv...View AnswerShow Answer

Which of the following refers to a closing technique used by salespeople?

Correct AnswerverifiedShow Answer

Blue Fizz Inc. sponsors every race that takes place at the Sears Racing Track in Orange County, California. The high-octane racing at Sears is perfect for Blue Fizz to sell its energy drinks and to establish the desired brand image of the company. Which type of promotion is evident here?

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

Which of the following is the best way for a company to increase selling time?

Correct AnswerverifiedShow Answer

How do salespeople qualify prospects?

Correct AnswerverifiedProspects can be qualified by ...View AnswerShow Answer

Correct AnswerverifiedShow Answer

Which of the following is most likely a true statement about sales compensation in economically tough circumstances?

Correct AnswerverifiedShow Answer

Which of the following is true with regard to the inside sales force of a company?

Correct AnswerverifiedShow Answer

Discuss the differences between the three major sales force structures. What are the potential benefits of each structure?

Correct AnswerverifiedIn the territorial sales force structure...View AnswerShow Answer

In the follow-up stage of the selling process, the salesperson asks the customer for an order.

Correct AnswerverifiedShow Answer

Which of the following is used to generate business leads, stimulate purchases, reward customers, and motivate salespeople?

Correct AnswerverifiedShow Answer

Stahl Inc. has 1,000 A-level accounts, each requiring 30 calls per year, and 3,000 B-level accounts, each requiring 10 calls per year. If each salesperson at Stahl Inc. can make 1,500 sales calls per year, how many salespeople would be needed to meet the total workload?

Correct AnswerverifiedShow Answer

How is the personal selling process and customer relationship management interrelated? What are the primary requirements of value selling?

Correct AnswerverifiedThe selling process should be understood...View AnswerShow Answer

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

Correct AnswerverifiedShow Answer

At the beginning of each year, the management of Dee Decor states the exact amount a salesperson should sell. This specific sales target is also known as a ________.

Correct AnswerverifiedShow Answer

________ consists of short-term incentives to encourage the purchase of a product or service.

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

Correct Answer
verified

Correct Answer
verified
The salesperson should set call objectiv...
View Answer

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified
Prospects can be qualified by ...
View Answer

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified
In the territorial sales force structure...
View Answer

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified
The selling process should be understood...
View Answer

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified