Question 1

A support salesperson who usually advises customers on product characteristics and application, system design, and installation procedures is a(n)

Accepted Answer

A technical salesperson is the one who advises customers on product characteristics and application, system design, and installation procedures. They are specialized in technical knowledge and provide support to customers.

Question 2

All of the following are key areas of sales force management except

Accepted Answer

Coordinating sales promotion efforts is not typically considered a key area of sales force management. The other four options, compensating salespeople, recruiting salespeople, training sales personnel, and motivating sales personnel, are all important components of effective sales force management.

Question 3

Savanna is a salesperson for Aeropostale. Her compensation is based on a set salary plus a commission based on sales. Savanna's compensation is based on a

Accepted Answer

Savanna's compensation is a combination of a set salary and a commission based on sales, making it a combination compensation plan.

Question 4

Olivia is the manager of Human Resources for Zappos.com. She is currently reviewing the sales force compensation method used at Zappos.com to determine if there is a better way to manage compensation. Olivia knows that the ____ method is easy to administer, yields more predictable selling expenses, and provides sales managers with a large degree of control over salespeople.

Accepted Answer

The straight salary method is known for its simplicity in administration, predictability in selling expenses, and the control it offers sales managers over their sales force, which aligns with the characteristics Olivia is considering.

Question 5

Recruiting and selection of salespeople should include enough steps to yield the information needed to make accurate selection decisions. However, the stages of the process should be sequenced so that the more expensive steps are

Accepted Answer

It is ideal to sequence the stages of the recruitment and selection process so that the more expensive steps, such as interviews, assessments, and background checks, are near the end. This helps to ensure that the most qualified candidates have been identified and reduces the likelihood of wasting resources on candidates who are not a good fit for the position.

Question 6

Which of the following is the best example of a well-stated sales objective?

Accepted Answer

A well-stated sales objective should be specific, measurable, achievable, relevant, and time-bound (SMART). Option C fits all these criteria as it specifies a specific target ($25,000), is measurable, achievable, relevant, and has a set deadline (November 15). Options A, D, and E are not specific enough and lack a clear deadline, while option B does not have a measurable target.

Question 7

Effective motivation of a sales force is best achieved through

Accepted Answer

The answer of Effective motivation of a sales force is...

Question 8

Jose Suarez has been hired as sales manager at a new firm and is trying to come up with a sales force compensation method. He would like to have selling expenses relate directly to sales resources, an aggressive sales force, and minimization of non-selling tasks. What compensation method(s) would best fulfill his requirements?

Accepted Answer

Straight commission would directly relate selling expenses to sales resources and incentivize an aggressive sales force. It also minimizes non-selling tasks as the salespeople are solely focused on selling to earn commission.

Question 9

Maria Martinez works for a cosmetics manufacturer and is responsible for ensuring that retailers have adequate quantities of products when they need them. However, she is directing much of her effort toward helping the retailers promote the products. She would be characterized as belonging to which group of salespeople?

Accepted Answer

Trade salespeople are responsible for helping retailers with product promotion and ensuring they have adequate stock, which aligns with Maria's role.

Question 10

Sales objectives can do all of the following except

Accepted Answer

Sales objectives should not serve as a deterrent to salespeople and their clients; rather, they should provide direction, purpose, and expectations for the sales force.

Question 11

Which of the following involves building mutually beneficial long-term associations with a business customer through regular communications over prolonged periods of time?

Accepted Answer

Relationship selling involves building mutually beneficial long-term associations with a business customer through regular communications over prolonged periods of time. The other options are:
A) CRM selling refers to using customer relationship management technology to track customer interactions and data.
B) Missionary selling involves educating and promoting a particular product to people who can influence the buying decision.
C) Exclusive selling is when a manufacturer gives exclusive selling rights to one seller in a particular market.
D) Team selling is when a team of salespeople work together to sell to a customer.

Question 12

Jana works for Hormel Foods and she frequently sets up special displays and distributes samples of Hormel products to customers in supermarkets. Jana would best be classified as a(n)

Accepted Answer

The answer of Jana works for Hormel Foods and she...

Question 13

If a manager tries to form territories with equal sales potential, the territories will usually be unequal in geographic size; this will cause the salespeople with larger territories to

Accepted Answer

If territories are equal in sales potential but unequal in geographic size, the salespeople with larger territories will have to work longer and harder to generate the same sales volume as those with smaller territories. This is because they have more area to cover, which means more travel time and more customer calls to make. It's unlikely that they will have larger sales or income potentials, as this depends on factors other than territory size.

Question 14

Nick is a salesperson for DuPont. His college degree is in engineering, with a minor in physical science. Nick is most likely a(n)

Accepted Answer

Nick's education in engineering and physical science suggests that he has technical knowledge and expertise, making him a technical salesperson who can explain complex technical concepts to customers and offer solutions that meet their needs.

Question 15

Zack Freedman is an experienced salesperson who has worked for the same company for 20 years. When he is informed that he must attend a training seminar the following Tuesday, he believes it will most likely be about

Accepted Answer

Since Zack is an experienced salesperson, it is unlikely that he needs training on basic selling methods or prospecting. The fact that the training seminar is happening on a Tuesday also suggests that it is not related to the company or his customers' companies, as these topics would likely require more time than a single day seminar. Therefore, the most reasonable option is that the seminar is about new-product information.

Question 16

When better market conditions prevail or when company growth occurs, a company may suffer if it

Accepted Answer

Cutting back the size of its sales force can hinder a company's ability to capitalize on better market conditions or company growth, as it would have fewer personnel to promote and sell its products or services.

Question 17

Sales force objectives are generally established for

Accepted Answer

Sales force objectives should be established for both the total sales force and for each individual salesperson. This helps to create alignment between the overall goals of the organization and the specific goals of each salesperson, which in turn can improve motivation and performance. Additionally, having clear objectives for each salesperson helps with evaluation and feedback on their performance.

Question 18

Assisting the producer's customers in selling to those customers is the major purpose of which type of salesperson?

Accepted Answer

A missionary salesperson's primary role is to assist the producer's customers in selling to those customers. They do not directly sell to end-users but instead focus on providing information and support to intermediaries. Trade salespeople focus on selling to intermediaries, technical salespeople specialize in selling technically complex products, and both inside and outside sales forces may have a range of responsibilities, including selling directly to end-users.

Question 19

A company may determine how many sales calls per year it needs to serve customers effectively and divide that by the average number of sales calls made by one salesperson in order to

Accepted Answer

By dividing the total required number of sales calls by the average number of calls made by one salesperson, a company can determine the optimal size of its sales force. This ensures that the company has enough salespeople to effectively serve its customers and achieve its sales goals.

Question 20

Ryan Amerson leads his company's clients through the installation procedure of their new industrial equipment. He also helps answer their questions about product characteristics and system design both before and after their purchases. Ryan is a

Accepted Answer

Ryan's role involves technical knowledge and helping clients with product characteristics and system design, which makes him a technical salesperson.

Quiz 18: Personal Selling and Sales Promotion