Question 1

All of the following are forms of sales automation except

Accepted Answer

The answer of All of the following are forms of...

Question 2

A sales quota contains goals, such as sales produced, accounts generated, profit achieved, and/or

Accepted Answer

The answer of A sales quota contains goals, such as...

Question 3

All of the following are output-related measures used in quantitative assessments of sales performance except

Accepted Answer

Selling expense related to sales made is not an output-related measure, but rather a input-related measure used to assess sales efficiency. The other options all refer to measures of output or sales performance.

Question 4

Salespeople for Timex watches use their laptop computers to process orders, plan time allocations, forecast sales, and communicate with Timex personnel and customers. The use of __________ helps the Timex salesforce provide customer service.

Accepted Answer

The use of technology, specifically laptop computers, helps the Timex salesforce in performing various tasks such as processing orders, forecasting sales, and communicating with personnel and customers, ultimately providing better customer service. None of the other software options provided offer the broad range of support that technology provides in this scenario.

Question 5

The use of computer, information, communication, and Internet technology to make the sales function more effective and efficient is referred to as

Accepted Answer

Salesforce automation refers to the use of technology to manage and streamline the sales process, including tasks such as lead management, sales forecasting, and customer relationship management. It involves the use of computer, information, communication, and Internet technology to make the sales function more effective and efficient. Automated selling (A) refers specifically to the use of technology to automate the sales process, while direct selling (B) refers to the traditional method of selling products or services directly to customers in person. Salesforce computerization (D) and salesforce networking (E) are not commonly used terms in the sales technology field.

Question 6

A salesperson at Toshiba America Medical Systems uses a laptop computer with built-in DVD capabilities to provide interactive presentations for Toshiba's computerized tomography (CT) and magnetic resonance imaging (MRI) scanners. With it, the customer sees elaborate three-dimensional animations, high-resolution scans, and video clips of the company's products in operation as well as narrated testimonials from satisfied customers. Such technological capabilities have made it effective both for sales presentations and for training salespeople. This would be an example of the use of

Accepted Answer

The use of a laptop computer with built-in DVD capabilities for providing interactive presentations for sales and training salespeople falls under the category of salesforce technology. It involves the digital tools and technology used by salespeople to improve their efficiency and effectiveness. This example showcases the use of technology to enhance the sales process and make it more engaging and compelling for customers.

Question 7

All of the following are behavioral measures that are used to evaluate salespeople except

Accepted Answer

Attitude, product knowledge, communication skills, and appearance are all common behavioral measures used to evaluate salespeople. Sales, on the other hand, is a measure of performance rather than behavior.

Question 8

About 60 percent of U.S. companies now include customer satisfaction as a(n) __________ measure of salesperson performance.

Accepted Answer

Customer satisfaction is an external behavioral measure that focuses on how a salesperson performs in terms of meeting the needs and expectations of the customers. It assesses the salesperson's ability to establish a positive relationship with the customer, understand their needs and preferences, and deliver satisfactory solutions to their problems. Therefore, option E is the best choice.

Question 9

Salespeople for Godiva Chocolates use __________ to process orders, plan time allocations, forecast sales, and communicate with Godiva personnel and customers, thus providing better customer service.

Accepted Answer

The answer of Salespeople for Godiva Chocolates use __________ to...

Question 10

Behavioral measures used to evaluate salespeople include assessments of a salesperson's __________, attention to customers, product knowledge, selling and communication skills, appearance, and professional demeanor.

Accepted Answer

Behavioral measures for evaluating salespeople often include assessments of their attitude, as it directly impacts their interaction with customers and overall performance.

Question 11

Salesforce automation is the use of __________ to make the sales function more efficient and effective.

Accepted Answer

Salesforce automation refers to the use of technology, such as customer relationship management (CRM) software, to automate and streamline the sales function. This can include tasks such as lead management, contact management, sales forecasting, and reporting. The use of technology can improve efficiency and effectiveness by reducing manual tasks and providing insights into customer behaviors and sales performance.

Question 12

SFA is an acronym for

Accepted Answer

SFA stands for Salesforce Automation, which refers to technologies and software applications that automate tasks related to sales activities for a business.

Question 13

About 60 percent of U.S. companies now include __________ as a behavioral measure of salesperson performance.

Accepted Answer

Customer satisfaction is becoming an increasingly important measure of salesperson performance, with approximately 60 percent of U.S. companies now including it as a behavioral measure. The other options may also be used as measures of performance, but the article specifies that customer satisfaction is the most prevalent.

Question 14

A __________ contains specific goals assigned to a salesperson, sales team, branch sales office, or sales district for a stated time period.

Accepted Answer

The definition provided fits that of a sales quota. The other choices are not specifically related to assigning goals for a stated time period.

Question 15

Perhaps the greatest impact on salesforce communication is the application of __________ technology.

Accepted Answer

The Internet has revolutionized salesforce communication by enabling instant access to information, facilitating real-time communication, and supporting various digital tools and platforms that enhance sales processes.

Question 16

Sales quota refers to

Accepted Answer

Sales quota refers to the specific goals assigned to a salesperson, sales team, branch sales office, or sales district for a stated time period. It sets the target that salespeople need to achieve and helps to measure their performance. A sales quota typically includes a minimum level of sales that must be achieved, as well as additional targets that need to be met to receive bonuses or other incentives.

Question 17

MooreChem created a marketing dashboard for each of its sales representatives. These dashboards included seven measures-sales revenue, gross margin, selling expense, profit, average order size, new customers, and customer satisfaction. Each metric was gauged to show actual salesperson performance

Accepted Answer

Each sales performance metric shows actual salesperson performance as a percentage of the target goals to identify specific strengths and weakness as well as to suggest areas that could be improved.See Applying Marketing Metrics.

Question 18

Quantitative assessments of sales performance may be based on output-related measures, such as

Accepted Answer

The measures listed in option A are all output-related measures that can be quantitatively assessed to determine sales performance. Option B includes some relevant measures, but they are not all output-related. Option C includes profits generated, which is output-related, but emotional intelligence quotient is not. Option D includes some output-related measures, but the focus is more on setting and achieving sales goals rather than assessing overall performance. Option E is focused on the process of creating a sales team rather than assessing individual sales performance.

Question 19

About __________ percent of U.S. companies now include customer satisfaction as a behavioral measure of salesperson performance.

Accepted Answer

The answer of About __________ percent of U.S. companies now...

Question 20

Facsimile, e-mail, and voice mail are common __________ technologies salespeople use today.

Accepted Answer

Facsimile, e-mail, and voice mail are all forms of communication technologies that salespeople commonly use.

Quiz 20: Personal Selling and Sales Management