Question 1

A producer's order taker

Accepted Answer

Order-taking is the routine completion of sales made regularly to target customers.It usually requires ongoing follow-up to make certain that the customer is totally satisfied.

Question 2

Mark Johnson's business card says he is a "Customer Service Representative" for OceanView Metal Industries-a wholesaler of standardized steel components used in construction.Mark answers customer questions about the firm's products and arranges for routine orders to be sent to the customer's construction site.It appears that Mark is primarily a(n)

Accepted Answer

Order takers sell to the regular or established customers,complete most sales transactions,and maintain relationships with their customers.Order-taking is the routine completion of sales made regularly to target customers.

Question 3

________ would be LEAST likely to use supporting salespeople.

Accepted Answer

Supermarkets need retail order takers but are less likely to need supporting salespeople.In contrast,producers and wholesalers have a regular need for supporting salespeople.

Question 4

When a customer calls the 800 toll-free number at L.L.Bean in Freeport,Maine,to order a new chamois shirt,the person who answers the customer's questions is a

Accepted Answer

Order-taking may be almost mechanical at the retail level.But order takers play a vital role in a retailer's marketing mix.Customers expect prompt and friendly service.

Question 5

According to the text,missionary salespeople are sometimes called

Accepted Answer

Missionary salespeople are sometimes called merchandisers or detailers.

Question 6

The sales manager for a producer of consumer convenience products should recognize that the company may need

Accepted Answer

Missionary salespeople are supporting salespeople who work for producers,calling on intermediaries and their customers.They try to develop goodwill and stimulate demand,help intermediaries train their salespeople,and often take orders for delivery by intermediaries.Wholesalers and producers benefit from the increase in sales that missionary salespeople help spur.

Question 7

CeCe Springer works for a large cosmetics company.She calls on retailers to tell them about her firm's new products,to train the retailers' salespeople,and to set up promotion displays.Her boss actually handles the order-related activities.CeCe is a(n)

Accepted Answer

Missionary salespeople are supporting salespeople who work for producers,calling on intermediaries and their customers.They try to develop goodwill and stimulate demand,help intermediaries train their salespeople,and often take orders for delivery by intermediaries.

Question 8

A salesperson for cold remedy products visits pharmacists during the cold season and encourages them to use a special end-of-aisle display for his firm's cough syrup and then helps set up the display.The salesperson is a(n)

Accepted Answer

Missionary salespeople try to develop goodwill and stimulate demand,help intermediaries train their salespeople,set up displays and often take orders for delivery by intermediaries.

Question 9

Gloria Highnote works for CD Wholesale.She helps CD's retailer-customers set up their cooperative advertising,helps train the retailer's salespeople,and gives CD feedback on how sales promotion ideas are working.Gloria is a(n)

Accepted Answer

Missionary salespeople try to develop goodwill and stimulate demand,help intermediaries train their salespeople,set up displays,and often take orders for delivery by intermediaries.

Question 10

Which of the following salespeople try to develop goodwill and stimulate demand,help intermediaries train their salespeople,and often take orders for delivery by intermediaries?

Accepted Answer

Missionary salespeople are supporting salespeople who work for producers,calling on intermediaries and their customers.They try to develop goodwill and stimulate demand,help intermediaries train their salespeople,and often take orders for delivery by intermediaries.

Question 11

When an auto repair shop calls an auto parts wholesaler to order the parts to fix a wrecked vehicle,the person who answers the repair shop's questions is a

Accepted Answer

Wholesalers' order takers often sell thousands of items.Their main job is to maintain close contact with customers,place orders,and check to be sure the company fills the orders promptly.

Question 12

A company that sells a new type of meat grinder to big supermarket chains needs someone to train workers in the stores' meat departments to use the machine properly and efficiently.What type of salesperson is this?

Accepted Answer

Missionary salespeople try to develop goodwill and stimulate demand,help intermediaries train their salespeople,and often take orders for delivery by intermediaries.

Question 13

People who help order-oriented salespeople but don't try for orders themselves are

Accepted Answer

All of these are part of the supporting sales force.They are order-oriented but don't try for orders themselves.

Question 14

A large producer of snack foods feels that retailers do not promote its products aggressively enough because they also sell competitors' products.The producer should use some

Accepted Answer

Missionary salespeople are supporting salespeople who work for producers,calling on intermediaries and their customers.They try to develop goodwill and stimulate demand,help intermediaries train their salespeople,and often take orders for delivery by intermediaries.

Question 15

A Wendy's fast-food restaurant needs ________ to serve its customers.

Accepted Answer

Though order-taking may be almost mechanical at the retail level,order takers play a vital role in a retailer's marketing mix.Customers expect prompt and friendly service.

Question 16

Missionary salespeople

Accepted Answer

Missionary salespeople are supporting salespeople who work for producers,calling on intermediaries and their customers.

Question 17

Missionary sales reps

Accepted Answer

Missionary salespeople try to develop goodwill and stimulate demand,help intermediaries train their salespeople,set up displays,and often take orders for delivery by intermediaries.

Question 18

Ali Mulhammed has been working for a producer of video games that sell through toy wholesalers to retailers.He knows all about the games sold by his company and by competitors.He goes into his wholesalers' territories and tries to get local retailer customers interested in the company's line and even trains retailers to demonstrate the games.When a retailer is ready to buy,Ali turns the business over to the wholesaler's sales rep.Ali is a

Accepted Answer

Missionary salespeople are supporting salespeople who work for producers,calling on intermediaries and their customers.They try to develop goodwill and stimulate demand,help intermediaries train their salespeople,and often take orders for delivery by intermediaries.

Question 19

A salesperson works for a producer,calls on intermediaries and their customers,tries to develop goodwill while stimulating demand,but doesn't take any orders for the producer's products.This salesperson is a(n)

Accepted Answer

Missionary salespeople are supporting salespeople who work for producers,calling on intermediaries and their customers.They try to develop goodwill and stimulate demand,help intermediaries train their salespeople,and often take orders for delivery by intermediaries.

Question 20

An established merchant wholesaler of business supplies would rely mainly on

Accepted Answer

While producers' order takers usually handle relatively few items,wholesalers' order takers often sell thousands of items.So an established merchant wholesaler of business supplies would rely mainly on order takers.

Quiz 14: Personal Selling and Customer Service

A producer's order taker

________ would be LEAST likely to use supporting salespeople.

When a customer calls the 800 toll-free number at L.L.Bean in Freeport,Maine,to order a new chamois shirt,the person who answers the customer's questions is a

According to the text,missionary salespeople are sometimes called

The sales manager for a producer of consumer convenience products should recognize that the company may need

CeCe Springer works for a large cosmetics company.She calls on retailers to tell them about her firm's new products,to train the retailers' salespeople,and to set up promotion displays.Her boss actually handles the order-related activities.CeCe is a(n)

A salesperson for cold remedy products visits pharmacists during the cold season and encourages them to use a special end-of-aisle display for his firm's cough syrup and then helps set up the display.The salesperson is a(n)

Gloria Highnote works for CD Wholesale.She helps CD's retailer-customers set up their cooperative advertising,helps train the retailer's salespeople,and gives CD feedback on how sales promotion ideas are working.Gloria is a(n)

Which of the following salespeople try to develop goodwill and stimulate demand,help intermediaries train their salespeople,and often take orders for delivery by intermediaries?

When an auto repair shop calls an auto parts wholesaler to order the parts to fix a wrecked vehicle,the person who answers the repair shop's questions is a

A company that sells a new type of meat grinder to big supermarket chains needs someone to train workers in the stores' meat departments to use the machine properly and efficiently.What type of salesperson is this?

People who help order-oriented salespeople but don't try for orders themselves are

A large producer of snack foods feels that retailers do not promote its products aggressively enough because they also sell competitors' products.The producer should use some

A Wendy's fast-food restaurant needs ________ to serve its customers.

Missionary salespeople

Missionary sales reps

A salesperson works for a producer,calls on intermediaries and their customers,tries to develop goodwill while stimulating demand,but doesn't take any orders for the producer's products.This salesperson is a(n)

An established merchant wholesaler of business supplies would rely mainly on