Question 1

You are responsible for hiring inside salespeople at Acme, Inc.Which of the following jobs isn't all that important for these new salespeople to perform?
free outside salespeople to spend time with major accounts
use the phone to find new leads
act as liaisons between outside salespeople and customers
service accounts
travel to call on customers

Accepted Answer

The answer of You are responsible for hiring inside salespeople...

Question 2

Personal selling plays a major role in most companies.

Accepted Answer

Personal selling involves direct communication between a salesperson and a prospective customer. This form of marketing allows for a more personalized approach and can lead to building strong relationships with customers. Many companies rely on personal selling as a primary way to generate sales and revenue.

Question 3

Lyall Electric, Inc., maintains a sales force for its small appliance customers and a separate sales force for its automotive customers.Lyall Electric utilizes a ________ structure.
product sales force
customer sales force
territorial sales force
workload sales force
complex sales force

Accepted Answer

The answer of Lyall Electric, Inc., maintains a sales force...

Question 4

Today, most salespeople are well-educated, well-trained professionals who are encouraged to work to build and maintain long-term customer relationships by listening to their customers, assessing their needs, and organizing the company's efforts to solve customer problems.

Accepted Answer

This statement reflects the current trend in sales practices, where the emphasis is on building customer relationships and understanding their needs. Salespeople are expected to be knowledgeable and skilled in identifying and solving customer problems.

Question 5

Stahl, Inc.has 1,000 Type-A accounts, each requiring 28 calls per year, and 2,200 Type-B accounts, each requiring 15 calls per year.What is the sales force's workload?
40,000 calls
41,000 calls
50,000 calls
61,000 calls
71,000 calls

Accepted Answer

The answer of Stahl, Inc.has 1,000 Type-A accounts, each requiring...

Question 6

Kirk O'Hare renewed his cell phone contract with Zip Wireless and purchased a new cell phone through the Zip Web site.If Kirk mails Zip his phone receipt, proof of purchase, and a completed form, he will receive $50 in the mail.What type of sales promotion is being used by Zip?
point of purchase
advertising specialty
premium
price pack
rebate

Accepted Answer

The answer of Kirk O'Hare renewed his cell phone contract...

Question 7

Stahl, Inc.has 1,000 Type-A accounts, each requiring 28 calls per year, and 2,200 Type-B accounts, each requiring 15 calls per year.If each salesperson at Stahl, Inc.makes 1,500 sales calls per year on average, approximately how many salespeople will be needed?
31
35
41
45
48

Accepted Answer

The answer of Stahl, Inc.has 1,000 Type-A accounts, each requiring...

Question 8

At Garden and Deck Decor, a manufacturer of outdoor furniture and accessories, the marketing and sales force objectives are to grow relationships with existing customers while at the same time acquiring new business.Which of the following sales force compensation plans is most likely to encourage the sales force to pursue both of these objectives?
straight salary
straight commission
salary plus bonus for customer satisfaction
commission plus bonus for new accounts
salary plus commission plus bonus for new accounts

Accepted Answer

The answer of At Garden and Deck Decor, a manufacturer...

Question 9

An IBM sales representative is giving a product demonstration to a Best Buy representative.Assisting with the demonstration are a Best Buy engineer, a financial analyst, and an information systems specialist.If IBM wins the Best Buy account, then all four IBM representatives will service the Best Buy account.This is an example of ________.
team selling
territorial selling
inside selling
prospecting
sales promoting

Accepted Answer

The answer of An IBM sales representative is giving a...

Question 10

An example of a(n) ________ is a two meter high cardboard display of Cap'n Crunch next to Cap'n Crunch cereal boxes.
sample
POP promotion
POP pack
advertising specialty
premium

Accepted Answer

The answer of An example of a(n) ________ is a...

Question 11

Morrill Motors splits Canada into 10 sales regions.Within each of those regions, the company maintains two sales teams-one for existing customers and one for prospects.What type of sales force structure does Morrill Motors use?
territorial
product
customer
complex
workload

Accepted Answer

The answer of Morrill Motors splits Canada into 10 sales...

Question 12

When airlines award customers points for miles traveled that can be turned in for free airline trips, they are using a(n) ________.
price pack
POP promotion
premium reward
frequency marketing program
advertising specialty

Accepted Answer

The answer of When airlines award customers points for miles...

Question 13

The sales force at Messimer Computing recently began telemarketing and online selling.How will telemarketing and Web selling most likely benefit Messimer Computing?
The inside sales force of Messimer will receive better compensation than the outside sales force.
Messimer sales reps will need to spend less face-to-face time with large, high-value customers.
Messimer sales reps will be able to service hard-to-reach customers more effectively.
Messimer sales reps will be able to work from home offices more regularly.
The outside sales force of Messimer will be freed up to work more with the marketing department.

Accepted Answer

The answer of The sales force at Messimer Computing recently...

Question 14

You want to collect information to evaluate your sales force in the Atlantic Provinces.Which of the following could you likely ignore in doing so?
sales reports
call reports
expense reports
profit performance in the territory
personality trait assessments

Accepted Answer

The answer of You want to collect information to evaluate...

Question 15

An e-mail from Amazon.ca offers free shipping on your next purchase of more than $40.This is an example of a ________.
sales promotion
POP promotion
rebate
price pack
premium

Accepted Answer

The answer of An e-mail from Amazon.ca offers free shipping...

Question 16

Marlene Gillespie is a member of the sales force at Urban Fashions, a clothing manufacturer.Marlene is preparing for a first meeting with a wholesaler who is a potential customer, and she is preparing herself by learning as much as she can about the wholesaler's organization.Marlene is in the ________ step of the personal selling process.
prospecting
qualifying
preapproach
approach
handling objections

Accepted Answer

The answer of Marlene Gillespie is a member of the...

Question 17

Personal selling is the interpersonal component of the promotion mix.

Accepted Answer

Personal selling involves face-to-face interaction between the seller and potential customer. It is one of the five elements of the promotion mix, which also includes advertising, sales promotion, public relations, and direct marketing.

Question 18

Your inside sales force is responsible for prospecting and qualifying customers.Which of the following will likely occur?
The number of qualified customers will exceed the number of prospects.
The outside sales force will call on all prospects.
A salesperson may have to approach many qualified customers just to make one sale.
Your inside sales force will attend meetings with qualified customers.
A and C

Accepted Answer

The answer of Your inside sales force is responsible for...

Question 19

East Bay Communications has increased its inside sales force.Which of the following will least likely help its outside sales force?
It will allow them more time to sell to major accounts.
It will allow them more time to find major new prospects.
It will allow them more time to provide after-the-sale customer service.
It will ensure that their customers' questions can be answered in a timely way.
It will improve their use of sales automation technology.

Accepted Answer

The answer of East Bay Communications has increased its inside...

Question 20

Sales management at Noble Printing is planning a training program to improve the performance of its sales force.Which of the following should definitely be included in the training sessions?
tests to identify the personality traits of members of the sales force
tests to measure the analytic and organizational skills of the sales force
information about the marketing strategies used by other printing companies
time-and-duty analysis for each salesperson
instructions on completing expense reports

Accepted Answer

The answer of Sales management at Noble Printing is planning...

Quiz 13: Personal Selling and Sales Promotion

Personal selling plays a major role in most companies.

Lyall Electric, Inc., maintains a sales force for its small appliance customers and a separate sales force for its automotive customers.Lyall Electric utilizes a ________ structure. product sales force customer sales force territorial sales force workload sales force complex sales force

Today, most salespeople are well-educated, well-trained professionals who are encouraged to work to build and maintain long-term customer relationships by listening to their customers, assessing their needs, and organizing the company's efforts to solve customer problems.

Stahl, Inc.has 1,000 Type-A accounts, each requiring 28 calls per year, and 2,200 Type-B accounts, each requiring 15 calls per year.What is the sales force's workload? 40,000 calls 41,000 calls 50,000 calls 61,000 calls 71,000 calls

Stahl, Inc.has 1,000 Type-A accounts, each requiring 28 calls per year, and 2,200 Type-B accounts, each requiring 15 calls per year.If each salesperson at Stahl, Inc.makes 1,500 sales calls per year on average, approximately how many salespeople will be needed? 31 35 41 45 48

An example of a(n) ________ is a two meter high cardboard display of Cap'n Crunch next to Cap'n Crunch cereal boxes. sample POP promotion POP pack advertising specialty premium

Morrill Motors splits Canada into 10 sales regions.Within each of those regions, the company maintains two sales teams-one for existing customers and one for prospects.What type of sales force structure does Morrill Motors use? territorial product customer complex workload

When airlines award customers points for miles traveled that can be turned in for free airline trips, they are using a(n) ________. price pack POP promotion premium reward frequency marketing program advertising specialty

You want to collect information to evaluate your sales force in the Atlantic Provinces.Which of the following could you likely ignore in doing so? sales reports call reports expense reports profit performance in the territory personality trait assessments

An e-mail from Amazon.ca offers free shipping on your next purchase of more than $40.This is an example of a ________. sales promotion POP promotion rebate price pack premium

Personal selling is the interpersonal component of the promotion mix.