Question 1

Which of the following is typically characterized by people recruiting other people,who recruit others,and so on,to sell the products?

Accepted Answer

Multilevel marketing (MLM) is characterized by individuals recruiting others to become salespeople for a specific product or service, who will in turn recruit others, forming a hierarchical network of distributors or "downline." MLM is also known as network marketing or direct selling.

Question 2

Which of the following involves reviewing information provided by the company and past sales reports about competition?

Accepted Answer

Planning the sales call typically involves reviewing information about the company and its competition to prepare for the call. Filling out the call report happens after the call is completed and post-call analysis is a review of the call and its results. Communicating with the customer occurs during the sales call.

Question 3

Which of the following statements is true regarding a sales organization?

Accepted Answer

D

Question 4

Which of the following types of selling includes order taking,but also entails responsibilities such as making sure the stock is adequately displayed on shelves,setting up displays,providing demos,and other merchandising activities?

Accepted Answer

Trade selling involves not only taking orders but also includes responsibilities such as merchandising, setting up displays, and providing demos. Response selling focuses on handling customer inquiries or problems, whereas missionary selling involves promoting a product to individuals or organizations who can influence buying decisions, and technical selling involves selling products that are complex or require technical expertise.

Question 5

Amway,Mary Kay,Tupperware,Avon,and many other product and service lines are sold using ________ or network marketing distribution systems.

Accepted Answer

The term used for this type of distribution system is multilevel marketing, which is often referred to as network marketing.

Question 6

________ is the largest multilevel seller direct to homes with 5.4 million sales representatives.

Accepted Answer

Avon is recognized as the largest direct selling company that markets to consumers' homes, with millions of sales representatives worldwide.

Question 7

________ become very familiar with customers' operations and problems and are in an excellent position to satisfy customers' needs by helping them develop a strategy for the product in question.

Accepted Answer

Key account managers are responsible for developing relationships with key customers and understanding their needs and problems. They work closely with customers to develop strategies for using products or services to meet their needs. They have a deep understanding of customers' operations and are in an excellent position to help them solve problems and improve their operations.

Question 8

Which of the following statements is true regarding the market/market structure of sales organizations?

Accepted Answer

In this market/market structure, the sales force sells the entire product line to customers in a particular market segment. This allows for a comprehensive understanding of the customer's needs and effective selling of multiple products to meet those needs. The other options are not as efficient or effective in terms of sales strategy and organization.

Question 9

The fact that a customer may be called on by several salespeople from the same company is a disadvantage of a:

Accepted Answer

A product/product system can lead to a situation where multiple salespeople from the same company contact the same customer for different products, causing potential confusion and inefficiency.

Question 10

Which of the following best describes the kind of sales organization structure that sells a product or product line to all markets?

Accepted Answer

The product/product system is a sales organization structure that sells a product or product line to all markets.

Question 11

Which of the following best describes the selling situation where the salesperson attempts to influence the decision-maker rather than the user or purchasing agent?

Accepted Answer

Missionary selling targets the decision-maker who has the power to approve or reject the purchase decision. The salesperson focuses on building a relationship with the decision-maker and providing them with information and persuasions to influence their decision. This is different from trade selling, which involves selling to intermediaries or purchasing agents, technical selling, which involves selling to technical experts, and response selling, which involves responding to inquiries and requests from potential customers.

Question 12

Which of the following best describes the sales organization structure where the sales force sells all products marketed by a division to a single market?

Accepted Answer

This structure is known as a product/market system, where the sales force focuses on selling all products from a specific division to a single market or type of customer, integrating product knowledge with market-specific strategies.

Question 13

The largest part of a sales organization is made up of:

Accepted Answer

Field sales representatives are typically the largest part of a sales organization, as they are responsible for directly selling products or services to customers in their designated geographic areas. National and regional sales managers oversee and coordinate the efforts of these representatives, while direct sales managers may be responsible for managing inside sales teams or other specialized sales functions.

Question 14

Which of the following types of selling typically involves developing new customers and maintaining old ones by investing a considerable amount of time in understanding buyers' needs and wants?

Accepted Answer

Creative selling involves a deep understanding of the customer's needs and wants, often requiring the salesperson to develop and maintain relationships with both new and existing customers. This approach is highly consultative and tailored to the specific requirements of the buyer.

Question 15

The Hewlett-Packard salespeople in the Imaging Systems Division must be knowledgeable about the latest developments in ultrasound and other medical imaging technologies.These salespeople typically carry out:

Accepted Answer

Technical selling requires salespeople to have a strong understanding of the technical aspects of the products they are selling, which is essential in selling complex and advanced medical imaging technologies like ultrasound.

Question 16

Which of the following is a type of sales organization?

Accepted Answer

The answer of Which of the following is a type...

Question 17

Which of the following is one of the typical problems associated with multilevel marketing?

Accepted Answer

One of the typical problems associated with multilevel marketing is that the amount of sales that actually occur is far less than that promised. This is because most of the revenue is made by recruiting new members rather than selling products.

Question 18

Identify the selling situations where the salesperson is typically an order taker and the customer initiates the sale and gives the order to the sales person.

Accepted Answer

In response selling, the customer initiates the sale by expressing interest or requesting information about a product or service. The salesperson then answers questions and takes the order from the customer. Examples of response selling include online orders, phone orders, and orders placed at a retail store counter.

Question 19

Identify the title that typically heads the sales organization for a midsize sales organization.

Accepted Answer

In a midsize sales organization, the title that typically heads the sales organization is the vice president of marketing or sales. This person is responsible for overseeing all sales activities and setting strategic sales goals for the organization. They also manage the sales team and work closely with other departments, such as marketing and finance, to ensure that the organization's overall goals are met. While other titles, such as the president or sales manager, may be involved in sales activities, the VP of marketing/sales is generally the highest-ranking sales-focused title in midsize organizations.

Question 20

Identify the type of sales organization where the sales force sells the entire product line to customers in the segment.

Accepted Answer

The answer of Identify the type of sales organization where...

Quiz 13: Direct Channels of Distribution: Personal Selling and Direct Marketing