CH16-QUIZWP

After the presentation and demonstration step in the sales​ process, a salesperson should next be prepared to​ ________. A. handle objections B. approach qualified customers C. prospect the customer D. immediately close the sale E. follow up with the customer

A

What is the first decision made in sales force​ management? A. Designing sales force strategy and structure B. Training salespeople C. Evaluating salespeople D. Recruiting and selecting salespeople E. Compensating salespeople

A

If the company sells only one product line to one industry with customers in many​ locations, it would use a​ ________ sales force structure. A. product B. territorial C. customer D. market E. complex

B

Because many industry sectors require highly specialized​ knowledge, General Electric employs different sales forces in each of its different product and service divisions. This approach to sales organization is known as a​ _______ sales force structure. A. territorial B. ​knowledge-based C. product D. customer E. ​service-based

C

Most companies today want their salespeople to​ ________, which means demonstrating and delivering superior customer value and capturing a return on that value that is fair for both the customer and the company. A. cut prices to make the sale B. close sales C. practice value selling D. capture​ short-term business E. use a​ transaction-oriented sales approach

C

What are the four elements of a compensation plan for​ salespeople? A. A fixed​ amount, a variable​ amount, salary, and commission B. A fixed​ amount, a variable​ amount, stock​ ownership, and fringe benefits C. A fixed​ amount, a variable​ amount, expenses, and fringe benefits D. A fixed​ amount, a variable​ amount, expenses, and commission E. A fixed​ amount, a variable​ amount, expenses, and salary

C

The concept of​ ________ is based on the idea that for many​ customers, the salesperson is the companylong dash—the only tangible manifestation of the company with which they ever interact. As a​ result, strong relationships with the salesperson often translate into loyalty to the company and its products. A. personal selling B. solutions selling C. social selling D. ​salesperson-owned loyalty E. customer relationship management

D

Which of the following are objectives of trade​ promotions? A. Urging​ short-term customer buying B. Boosting consumer brand involvement C. Getting more sales force support for current or new products and getting salespeople to sign up new accounts D. Getting retailers to carry new items and more​ inventory, buy​ ahead, or promote the​ company's products and give them more shelf space E. Generating business​ leads, stimulating​ purchases, rewarding​ customers, and motivating salespeople

D

Which of the following tools can be used as both consumer and trade​ promotions? A. Push​ money, off-list​ discounts, and allowances B. ​Premiums, displays, and allowances C. ​Coupons, contests, and premiums D. ​Contests, premiums, and displays E. ​Contests, premiums, and push money

D

Advertising consists largely of​ non-personal communication with large groups of​ consumers, whereas​ ________ involves interpersonal interactions and engagement between company representatives and individual customers. A. social selling B. direct marketing C. public relations D. sales promotion E. personal selling

E

​________ identifies qualified potential customers and is the first step of the personal selling process. A. Approach B. Closing C. ​Follow-up D. Preapproach E. Prospecting

E

Manufacturers utilize​ ________ in order to persuade retailers to carry new items and more​ inventory, promote the​ company's products, and give them more shelf space. A. trade promotions B. ​point-of-purchase promotions C. sales force promotions D. consumer promotions E. business promotions

A

Which of the following statements about coordinating marketing and sales is​ correct? A. Coordinating marketing and sales can be improved by increasing communication between the two groups. B. The sales force needs to coordinate its efforts only with marketing planners. C. Marketing and sales do not require coordination. D. Coordination between marketing and sales is not necessary because companies today see them as the same function. E. Coordinating marketing and sales has little effect on customer relations.

A

​________ include(s) a wide range of tools such as free​ samples, coupons,​ point-of-purchase displays, and sweepstakes. A. Consumer promotions B. Sales force promotions C. Business promotions D. Direct marketing promotions E. Trade promotions

A

The first step in the selling process is​ ________, during which the salesperson identifies qualified potential customers. A. qualification B. prospecting C. market research D. scouting E. ​pre-approach

B

Which of the following statements about personal selling is​ correct? A. Personal selling is the nonpersonal arm of the promotional mix. B. Many customers are unable to distinguish the salesperson from the company. C. Personal selling is a fairly new profession. D. Salespeople represent the company to​ customers, but they do not represent customers to the company. E. The role of personal selling is consistent from company to company.

B

Many software companies pair account representatives with computer engineers as well as other experts from areas such as​ marketing, technical​ support, and research and development. This concept is known as​ ________. A. ​knowledge-based selling B. key account management C. technical selling D. ​service-based selling E. team selling

E

One consumer promotion tool is​ ________, which are goods offered free or at a low cost as an incentive to buy a product. A. coupons B. ​point-of-purchase promotions C. rebates D. advertising specialties E. premiums

E

At which step of the personal selling process does the salesperson tell the​ "value story" to the​ buyer, showing how the​ company's offer solves the​ customer's problems? A. Closing B. Approach C. Preapproach D. Presentation and demonstration E. Prospecting and qualifying

D

Helping salespeople to​ "work smart" by doing the right things in the right ways is the goal of​ ________. A. motivation B. recruitment C. training programs D. supervision E. compensation plans

D

Single packages sold at a reduced price​ (such as two for the price of​ one) or two related products banded together​ (such as a toothbrush and​ toothpaste) are examples of which consumer promotion​ tool? A. Premiums B. Rebates C. Samples D. ​Price-packs E. Coupons

D

Before calling on a​ prospect, the salesperson should learn as much as possible about the organization​ (what it​ needs, who is involved in the​ buying) and its buyers​ (their characteristics and buying​ styles). This stage of the selling process is known as​ ________. A. prospecting B. closing C. scouting D. objection handling E. preapproach

E

In complex selling​ situations, personal selling can be more effective than advertising because it is​ ________. A. designed to reach large groups of consumers B. less engaging than advertising C. nonpersonal D. used only for​ face-to-face customer interactions E. interpersonal

E

Which of the following statements is true regarding​ salespeople? A. Most salespeople lack common sense and social skills. B. Salespeople do not play a role in solving customer problems. C. Salespeople must be fast talkers. D. Salespeople are not well educated. E. The best salespeople are the ones who work closely with customers for mutual gain.

E