CH 13 QUIZ
The fastest-growing sales trend today is ______________. A. social selling . B. product selling C. team selling D. outside sales E. inside sales
social selling
It's time for the Super Bowl, and the end-of-the-aisle displays at the supermarket feature chips, dips, and soft drinks. What type of sales promotion tool is this? A. Point-of-purchase B. Premium C. Sample D. Allowance E. Sponsorship
Point-of-purchase
The four elements of a compensation plan for salespeople are __________. A. A fixed amount, a variable amount, expenses, and fringe benefits . B. A fixed amount, a variable amount, stock ownership, and fringe benefits C. A fixed amount, a variable amount, salary, and commission D. A fixed amount, a variable amount, expenses, and salary E. A fixed amount, a variable amount, expenses, and commission
A fixed amount, a variable amount, expenses, and fringe benefits
At which step in the personal selling process does a salesperson meet the customer for the first time? A. Presentation B. Approach C. Qualifying . D. Preapproach E. Prospecting
Approach
Which of the following are used to generate business leads, stimulate purchases, reward customers, and motivate salespeople? A. Trade promotions B. Consumer promotions C. Sales force promotions D. Business promotions E. Clutter promotions
Business promotions
Which of the following are common trade promotion tools? A. Discounts, free goods, coupons, and rebates B. Discounts, free goods, allowances, and free advertising specialty items C. Discounts, free goods, allowances, and price packs D. Rebates, samples, coupons, and price packs E. Rebates, discounts, free goods, and allowances
Discounts, free goods, allowances, and free advertising specialty items
What is the final step in the seven-step personal selling process? A. Closing B. Presentation C. Prospecting D. Follow-up E. Qualifying
Follow-up
___________________ are the objectives of trade promotions. A. Urging short-term customer buying and gaining customer loyalty B. Boosting consumer brand involvement and short-term buying C. Getting more sales force support for current or new products and getting salespeople to sign up new accounts D. Generating business leads, stimulating purchases, rewarding customers, and motivating salespeople E. Getting retailers to carry new items and more inventory, buy ahead, or promote the company's products and give them more shelf space
Getting retailers to carry new items and more inventory, buy ahead, or promote the company's products and give them more shelf space
Which consumer promotion tool is like coupons, except that the price reduction occurs after the purchase rather than at the retail outlet? A. Rebates B. Samples C. Premiums D. Contests E. Digital coupons
Rebates
Which of the following statements about personal selling is correct? A. Salespeople are often the only direct contact with a customer. B. The role of personal selling is very consistent from company to company. C. Salespeople represent the company to customers, but they do not represent customers to the company. D. Personal selling is a fairly new profession. E. Personal selling is the nonpersonal arm of the promotional mix.
Salespeople are often the only direct contact with a customer.
What characteristics are possessed by the best salespeople? A. The best salespeople make a sale and then move on. B. The best salespeople consistently exceed their sales goals. C. The best salespeople are highly educated. D. The best salespeople are excellent at proposals and quotes. E. The best salespeople are the ones who work closely with customers for mutual gain.
The best salespeople are the ones who work closely with customers for mutual gain.
Which of the following statements about sales promotions is correct? A. Sales promotions offer long-term incentives to buy a product. B. The use of sales promotions has declined in recent years. C. Sales promotions are only offered to consumers. D. Companies that use sales promotions usually do not use any other promotional mix tools. E. The heavy use of sales promotions has resulted in promotion clutter.
The heavy use of sales promotions has resulted in promotion clutter.
After recruiting and selecting salespeople, what is the next major step in sales force management? A. Evaluating salespeople B. Supervising salespeople C. Compensating salespeople D. Designing sales force strategy and structure E. Training salespeople
Training salespeople
The first decision a manager must make in sales force management is _______________. A. recruitment and selection processes for salespeople B. sales training C. designing sales force strategy and structure D. sales force compensation E. evaluation of salespeople
designing sales force strategy and structure
Personal selling can be more effective than advertising in complex selling situations because it is ______________________________. A. nonpersonal B. designed to reach large groups of consumers C. less engaging than advertising D. only used for face-to-face customer interactions E. interpersonal
interpersonal
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. capture short-term business B. cut prices to make the sale C. close sales D. use a transaction-oriented sales approach E. practice value selling
practice value selling
One consumer promotion tool is _______, which are goods offered either free or at low cost as an incentive to buy a product. A. rebates B. point-of-purchase promotions C. premiums D. advertising specialties E. coupons
premiums
GE Healthcare employs different sales forces for diagnostic imaging, life sciences, and integrated IT products and services. GE Healthcare has adopted a ______ sales force structure. A. product B. customer C. market D. territorial E. complex
product
During the presentation step in the personal selling process, the salesperson ______________. A. attempts to "razzle-dazzle" the buyer B. meets the buyer for the first time C. handles objections D. tells the buyer a "value story" E. closes the deal
tells the buyer a "value story"
Justin, Inc., a U.S.-based watch manufacturer, sells its products in China, Russia, France, and India. To manage sales, Justin appoints a number of sales representatives to each location. Justin has adopted a ________ sales force structure. A. complex B. territorial C. customer D. market E. product
territorial
The seven-step selling process takes a __________ approach to selling. In other words, its aim is to help salespeople close a specific sale with a customer. A. relationship-oriented B. profit-oriented C. value-oriented D. customer-oriented E. transaction-oriented
transaction-oriented
After the presentation and demonstration step in the sales process, a salesperson should next be prepared to _______. A. approach qualified customers B. immediately close the sale C. follow up with the customer D. prospect the customer E. handle objections
handle objections
More than a territory, compensation, and training, new salespeople need ________________. A. ongoing customer sales support B. product knowledge C. reasonable sales goals D. customer relationship management skills E. supervision and motivation
supervision and motivation
To set its sales force size, a company can first group accounts into different classes according to size, account status, or other factors related to the amount of effort required to maintain the account. It then determines the number of salespeople needed to call on each class of accounts the desired number of times. This is called the ______ approach. A. workload B. inside C. workforce D. complex E. field
workload
As companies become more market-centered, a customer-focused sales force __________________. A. works to produce both customer satisfaction and company profit B. becomes more focused on profit and less on the customer C. is less important than the results advertising and sales promotion can reap D. has greater incentives to produce revenue E. only needs to coordinate its efforts with marketing planners
works to produce both customer satisfaction and company profit
