Chapter Quiz 13

Which of the following are used to generate business​ leads, stimulate​ purchases, reward​ customers, and motivate​ salespeople? A. Business promotions B. Trade promotions C. Sales force promotions D. Clutter promotions E. Consumer promotions

A. Business promotions

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

A. Getting retailers to carry new items and more​ inventory, buy​ ahead, or promote the​ company's products and give them more shelf space

Which of the following statements about personal selling is​ correct? A. Salespeople are often the only direct contact with a customer. B. Personal selling is the nonpersonal arm of the promotional mix. 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. The role of personal selling is very consistent from company to company.

A. Salespeople are often the only direct contact with a customer.

Which of the following statements about sales promotions is​ correct? A. The heavy use of sales promotions has resulted in promotion clutter. This is the correct answer. B. Companies that use sales promotions usually do not use any other promotional mix tools. C. The use of sales promotions has declined in recent years. D. Sales promotions are only offered to consumers. E. Sales promotions offer​ long-term incentives to buy a product.

A. The heavy use of sales promotions has resulted in promotion clutter.

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. market C. territorial D. customer E. complex

A. product

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. transaction-oriented B. profit-oriented C. value-oriented D. relationship-oriented E. customer-oriented

A. transaction-oriented

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. workforce C. field D. complex E. inside

A. workload

Which consumer promotion tool is like​ coupons, except that the price reduction occurs after the purchase rather than at the retail​ outlet? A. Samples B. Rebates C. Premiums D. Digital coupons E. Contests

B. Rebates

he first decision a manager must make in sales force management is​ _______________. A. sales training B. designing sales force strategy and structure C. sales force compensation D. evaluation of salespeople E. recruitment and selection processes for salespeople

B. designing sales force strategy and structure

​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. Premium B. ​Point-of-purchase C. Sample D. Sponsorship E. Allowance

B. ​Point-of-purchase

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

C. premiums

The​ fastest-growing sales trend today is​ ______________. A. team selling B. outside sales C. social selling D. inside sales E. product selling

C. social selling

The four elements of a compensation plan for salespeople are​ __________. A. A fixed​ amount, a variable​ amount, expenses, 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 salary E. A fixed​ amount, a variable​ amount, salary, and commission

C. A fixed​ amount, a variable​ amount, expenses, and fringe benefits

What is the final step in the​ seven-step personal selling​ process? A. Presentation B. Qualifying C. Follow-up D. Prospecting E. Closing

C. Follow-up

After recruiting and selecting​ salespeople, what is the next major step in sales force​ management? A. Designing sales force strategy and structure B. Supervising salespeople C. Training salespeople D. Compensating salespeople E. Evaluating salespeople

C. Training salespeople

More than a​ territory, compensation, and​ training, new salespeople need​ ________________. A. ongoing customer sales support B. reasonable sales goals C. supervision and motivation D. product knowledge E. customer relationship management skills

C. supervision and motivation

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. tells the buyer a​ "value story" This is the correct answer. D. closes the deal E. handles objections

C. 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. product C. territorial D. market E. customer

C. territorial

As companies become more​ market-centered, a​ customer-focused sales force​ __________________. A. only needs to coordinate its efforts with marketing planners B. has greater incentives to produce revenue C. works to produce both customer satisfaction and company profit D. becomes more focused on profit and less on the customer E. is less important than the results advertising and sales promotion can reap

C. works to produce both customer satisfaction and company profit

Which of the following are common trade promotion​ tools? A. Rebates, samples,​ coupons, and price packs B. Discounts, free​ goods, coupons, and rebates C. Rebates, discounts, free​ goods, and allowances D. Discounts, free​ goods, allowances, and free advertising specialty items E. Discounts, free​ goods, allowances, and price packs

D. Discounts, free​ goods, allowances, and free advertising specialty items

What characteristics are possessed by the best​ salespeople? A. The best salespeople consistently exceed their sales goals. B. The best salespeople make a sale and then move on. C. The best salespeople are highly educated. D. The best salespeople are the ones who work closely with customers for mutual gain. E. The best salespeople are excellent at proposals and quotes.

D. The best salespeople are the ones who work closely with customers for mutual gain.

At which step in the personal selling process does a salesperson meet the customer for the first​ time? A. Prospecting B. Qualifying C. Preapproach D. Presentation E. Approach

E. Approach

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

E. handle objections

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

E. 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. cut prices to make the sale B. close sales C. use a​ transaction-oriented sales approach D. capture​ short-term business E. practice value selling

E. practice value selling