Question 1

Sigma Inc. has 2,000 Type-A accounts, each requiring 35 calls per year, and 1,000 Type-B accounts, each requiring 15 calls per year. What is the sales force's workload?

Accepted Answer

A)   15,000 calls
B)   35,000 calls
C)   70,000 calls
D)   85,000 calls
E)   95,000 callsF) A) and B)
G) A) and C)

Question 2

Before calling on a prospect, the salesperson should learn as much as possible about the organization and its buyers. This step is known as ________.

Accepted Answer

A)   preapproach
B)   closing
C)   approach
D)   presentation
E)   prospectingF) A) and E)
G) B) and E)

Question 3

Which of the following would most likely improve coordination between marketing and sales?

Accepted Answer

A)   Salespeople should directly participate in the development of new products.
B)   Salespeople should participate in marketing planning sessions by sharing firsthand customer knowledge.
C)   The sales force should strategize promotional strategies and be the primary decision makers about marketing.
D)   Marketing managers should field test new promotion strategies before the sales team.
E)   The marketing and sales departments should conduct annual job rotations.F) C) and E)
G) A) and E)

Question 4

Which of the following best explains why companies are adopting the team selling approach to service large, complex accounts?

Accepted Answer

A)   Products have become too complicated for one salesperson to handle a large company's needs.
B)   Customers prefer dealing with many salespeople rather than one sales representative.
C)   Job rotation, an integral part of team selling, keeps workers motivated and boosts their morale.
D)   Team selling facilitates the evaluation of individual contributions.
E)   With team selling, companies are not required to train the outside sales force any longer.F) A) and D)
G) D) and E)

Question 5

Describe social selling and what changes it is bringing to the selling process.

Accepted Answer

The fastest-growing sales trend is the e...

Question 6

A hybrid sales rep ________.

Accepted Answer

A)   works exclusively from remote locations
B)   is a modern cross between a field sales rep and an inside rep
C)   rarely engages in face-to-face interactions with customers
D)   performs sales audits
E)   sets the sales objectives of companiesF) A) and E)
G) None of the above

Question 7

Melissa Price is a member of the sales force at Urban Fashions, a Houston-based manufacturer of women's apparel. Melissa is preparing for a first meeting with a wholesaler who is a potential customer. She is learning as much as she can about her prospect and his organization. Melissa is in the ________ step of the personal selling process.

Accepted Answer

A)   prospecting
B)   qualifying
C)   preapproach
D)   follow-up
E)   demonstrationF) B) and E)
G) B) and D)

Question 8

Refer to the scenario below to answer the following question(s) .
Reliable Tools Company is a manufacturer of hubs and axles for the trailer and heavy truck industry. Although Reliable Tools only has 15 customers, the company is the sole supplier of hub and axle components to those customers. Monthly sales at Reliable Tools are approximately $1 million. "You might say we have all our eggs in one basket," says owner Arthur Deetz.
It is critical that a competent sales force be maintained in order to nurture those few but large accounts. Ninety-five percent of Reliable Tools' customers are located in Michigan, Ohio, and Indiana, which means that travel time to all customers is relatively short. However, given the nature of the industry, time spent with each customer is crucial.
-Several compensation plans are available to reward and motivate Reliable Tool's salespeople. Since generating new leads and new business can be a goal for the sales force, which compensation plan approach is MOST likely to motivate and direct the salespeople in that direction?

Accepted Answer

A)   straight commission
B)   salary plus bonus
C)   straight salary
D)   salary plus commission
E)   salary, commission, and bonusF) A) and B)
G) A) and E)

Question 9

After successfully overcoming a potential customer's objection to buying the vacuum cleaner he was selling, Terrence, a salesperson, asked the customer for an order. Terrence is in the ________ stage of the selling process.

Accepted Answer

A)   follow-up
B)   approach
C)   preapproach
D)   closing
E)   prospectingF) All of the above
G) A) and C)

Question 10

What are the different steps in the selling process? Briefly describe each step.

Accepted Answer

The selling process consists of seven st...

Question 11

Ultra Tech Inc., a company manufacturing gardening tools, has decided to switch to a territorial sales force structure. Which of the following benefits is the company most likely to gain as a result of this decision?

Accepted Answer

A)   The cost of training new recruits would be eliminated.
B)   An increased focus on short-term customer relationships would boost local sales of specialized products.
C)   Each salesperson would be assigned to sell a single product in which he/she specializes.
D)   The capacity for mass production of a wide range of products would significantly increase.
E)   As each salesperson travels within a limited geographic area, travel expenses would decline.F) A) and D)
G) None of the above

Question 12

Social selling emphasizes personal contact between the company and its customers.

Accepted Answer

A) True 
 B)False

Question 13

In the territorial sales force structure, each salesperson is responsible for selling a single, exclusive product across different geographical regions.

Accepted Answer

A) True 
 B)False

Question 14

Which of the following is true about the sales force of a company?

Accepted Answer

A)   Salespeople represent customers to the company and manage the buyer-seller relationship.
B)   Salespeople represent workers' interests to upper management.
C)   The primary responsibility of a sales force is to formulate operational strategies.
D)   The sales force is responsible for product development and product strategy.
E)   The sales force oversees the auditing process and recovers money from defaulting customers.F) All of the above
G) A) and B)

Question 15

Which of the following abilities would LEAST likely be measured when recruiting and testing applicants for a sales position?

Accepted Answer

A)   sales aptitude
B)   work style
C)   accounting skills
D)   motivation
E)   relationship skillsF) A) and D)
G) A) and E)

Question 16

Right after closing, Joshua, a senior sales manager at Halcyon Technologies, called up the customer to ensure that she was satisfied with Halcyon's products. By calling the customer, Joshua also wanted to ensure repeat business. In this instance, Joshua is in the ________ stage of the selling process.

Accepted Answer

A)   follow-up
B)   handling objections
C)   preapproach
D)   closing
E)   prospectingF) D) and E)
G) A) and B)

Question 17

Amanda Perkins is a senior sales manager in Arlington Steelworks. As the customer base of her company has grown larger and more demanding over the last few years, Amanda insists on ________, or using groups of people from various departments such as sales, technical support, engineering, and even upper management to service complex accounts.

Accepted Answer

A)   cross selling
B)   e-procurement
C)   team selling
D)   observational research
E)   vendor screeningF) C) and D)
G) A) and D)

Question 18

________ refers to the standard that establishes the amount each salesperson should sell and how sales should be divided among the company's products.

Accepted Answer

A)   Conditional sale
B)   A bill of sale
C)   A sales quota
D)   Prospecting
E)   SatisficingF) B) and E)
G) A) and B)

Question 19

In a territorial sales force structure, as each salesperson travels within a limited geographic area, travel expenses are relatively small.

Accepted Answer

A) True 
 B)False

Question 20

Eric Brown is a human resource manager in a company selling and manufacturing personal computers. Who among the following is Eric most likely to hire as a salesperson if his objective is to minimize training costs post recruitment?

Accepted Answer

A)   Samantha, a fresh college graduate
B)   Richard, a product developer from a competing firm
C)   Nancy, an experienced engineer with no prior experience in personal selling
D)   Melissa, a proven salesperson from a competing firm
E)   Henry, a young salesperson with a few months' experience in a large MNCF) C) and D)
G) B) and E)

Exam 16: Personal Selling and Sales Promotion

Describe social selling and what changes it is bringing to the selling process.

Correct Answer
verified
The fastest-growing sales trend is the e...
View Answer

Correct Answer
verified

In a territorial sales force structure, as each salesperson travels within a limited geographic area, travel expenses are relatively small.

Correct Answer
verified

Sigma Inc. has 2,000 Type-A accounts, each requiring 35 calls per year, and 1,000 Type-B accounts, each requiring 15 calls per year. What is the sales force's workload?

Correct Answer
verified

In the territorial sales force structure, each salesperson is responsible for selling a single, exclusive product across different geographical regions.

Correct Answer
verified

Eric Brown is a human resource manager in a company selling and manufacturing personal computers. Who among the following is Eric most likely to hire as a salesperson if his objective is to minimize training costs post recruitment?

Correct Answer
verified

Social selling emphasizes personal contact between the company and its customers.

Correct Answer
verified

Correct Answer
verified

Which of the following abilities would LEAST likely be measured when recruiting and testing applicants for a sales position?

Correct Answer
verified

Before calling on a prospect, the salesperson should learn as much as possible about the organization and its buyers. This step is known as ________.

Correct Answer
verified

Correct Answer
verified

Which of the following would most likely improve coordination between marketing and sales?

Correct Answer
verified

After successfully overcoming a potential customer's objection to buying the vacuum cleaner he was selling, Terrence, a salesperson, asked the customer for an order. Terrence is in the ________ stage of the selling process.

Correct Answer
verified

Which of the following best explains why companies are adopting the team selling approach to service large, complex accounts?

Correct Answer
verified

Which of the following is true about the sales force of a company?

Correct Answer
verified

Ultra Tech Inc., a company manufacturing gardening tools, has decided to switch to a territorial sales force structure. Which of the following benefits is the company most likely to gain as a result of this decision?

Correct Answer
verified

A hybrid sales rep ________.

Correct Answer
verified

What are the different steps in the selling process? Briefly describe each step.

Correct Answer
verified
The selling process consists of seven st...
View Answer

Correct Answer
verified

________ refers to the standard that establishes the amount each salesperson should sell and how sales should be divided among the company's products.

Correct Answer
verified

Exam 16: Personal Selling and Sales Promotion

Describe social selling and what changes it is bringing to the selling process.

Correct AnswerverifiedThe fastest-growing sales trend is the e...View AnswerShow Answer

Correct AnswerverifiedShow Answer

In a territorial sales force structure, as each salesperson travels within a limited geographic area, travel expenses are relatively small.

Correct AnswerverifiedShow Answer

Sigma Inc. has 2,000 Type-A accounts, each requiring 35 calls per year, and 1,000 Type-B accounts, each requiring 15 calls per year. What is the sales force's workload?

Correct AnswerverifiedShow Answer

In the territorial sales force structure, each salesperson is responsible for selling a single, exclusive product across different geographical regions.

Correct AnswerverifiedShow Answer

Eric Brown is a human resource manager in a company selling and manufacturing personal computers. Who among the following is Eric most likely to hire as a salesperson if his objective is to minimize training costs post recruitment?

Correct AnswerverifiedShow Answer

Social selling emphasizes personal contact between the company and its customers.

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

Which of the following abilities would LEAST likely be measured when recruiting and testing applicants for a sales position?

Correct AnswerverifiedShow Answer

Before calling on a prospect, the salesperson should learn as much as possible about the organization and its buyers. This step is known as ________.

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

Which of the following would most likely improve coordination between marketing and sales?

Correct AnswerverifiedShow Answer

After successfully overcoming a potential customer's objection to buying the vacuum cleaner he was selling, Terrence, a salesperson, asked the customer for an order. Terrence is in the ________ stage of the selling process.

Correct AnswerverifiedShow Answer

Which of the following best explains why companies are adopting the team selling approach to service large, complex accounts?

Correct AnswerverifiedShow Answer

Which of the following is true about the sales force of a company?

Correct AnswerverifiedShow Answer

Ultra Tech Inc., a company manufacturing gardening tools, has decided to switch to a territorial sales force structure. Which of the following benefits is the company most likely to gain as a result of this decision?

Correct AnswerverifiedShow Answer

A hybrid sales rep ________.

Correct AnswerverifiedShow Answer

What are the different steps in the selling process? Briefly describe each step.

Correct AnswerverifiedThe selling process consists of seven st...View AnswerShow Answer

Correct AnswerverifiedShow Answer

________ refers to the standard that establishes the amount each salesperson should sell and how sales should be divided among the company's products.

Correct AnswerverifiedShow Answer

Correct Answer
verified
The fastest-growing sales trend is the e...
View Answer

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified
The selling process consists of seven st...
View Answer

Correct Answer
verified

Correct Answer
verified