Marketing 205 Chapter 16

Robin works in a manufacturing company in Ohio. She sells products and handles customer requests via the company's online live chat feature. In her company, Robin is most likely a part of the ________. A) Inside Sales Force B) Outside Sales Force C) Product Designing Team D) Executive Management E) Operations Management Team

A) Inside Sales Force

Which of the following is true with regard to personal selling? A) Personal selling entails personal presentations by a firm's sales force for the purpose of making sales and building customer value relationships B) Personal selling distances the buyer from the seller and does not focus on building enduring relationships C) An outside sales force is not involved in personal selling D) Personal selling involves making personal requests to potential buyers to enter into short-term business relationships with firms E) Personal selling is a relatively new profession

A) Personal selling entails personal presentations by a firm's sales force for the purpose of making sales and building customer value relationships

Hannah Adams is a senior sales manager in Elmo Corp., a rapidly growing company manufacturing personal computers and printers. In order to handle sales efficiently, Hannah insists on using the services of different groups of people from different departments within the company, such as the sales, marketing, technical support, and finance departments. In this instance, Hannah makes use of ________. A) Team Selling B) Sales Force Automation Systems C) Hybrid Selling D) Competitive Marketing Intelligence E) Occasion Segmentation

A) Team Selling

Stahl Inc. has 1,000+ A-Level accounts, each requiring 30 calls per year, and 3,000 B-Level accounts, each requiring 10 calls per year. If each salesperson at Stahl Inc. can make 1,500 sales calls per year, how many salespeople would be needed to meet the total workload? A) 25 B) 40 C) 60 D) 45 E) 35

B) 40

Which of the following is true about the customer sales force structure? A) Salespersons specialize in only a particular product line as the company produces numerous and complex products B) Separate sales forces are set up for different industries, serving current customers versus finding new ones C) The customer sales force structure is a combination of territorial sales force structure and product sales force structure D) Companies using customer sales force structure tend to ignore the importance of long-term relationship building with customers E) Each salesperson is assigned to an exclusive geographic area and sells the company's full line of products or services to all customers in that territory

B) Separate sales forces are set up for different industries, serving current customers versus finding new ones

Morril Motors spills the United States of America into 10 sales regions. Within each of those regions, the company has separate sales personnel selling the company's full line of products. Morril Motors uses a ________ sales force structure A) Customer B) Territorial C) Market D) Product E) Complex

B) Territorial

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

C) Salespeople should participate in marketing planning sessions by sharing firsthand customer knowledge

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

D) Salespeople represent customers to the company and manage the buyer-seller relationship

Travis Computing Systems earns most of its revenue from sales and in-person computer services. The sales force at Travis recently began telemarketing and Web selling. How would telemarketing and Web selling most likely benefit Travis? A) The need for an outside sales force would be completely eliminated through telemarketing B) The current liabilities of Travis would decrease C) The overhead costs of Travis would significantly decrease D) Travis sales reps would be able to service hard-to-reach customers more effectively E) Travis sales reps would be able to engage in more frequent face-to-face interaction with large, high-value customers

D) Travis sales reps would be able to service hard-to-reach customers more effectively

Kevin is a salesperson working for a company that manufacturers gardening tools. He is involved in door-to-door sales and travels every day to call on customers. In his company, Kevin is most likely a part of the _______. A) Product designing team B) Customer Support Team C) Top Management D) Inside Sales Force E) Outside Sales Force

E) Outside Sales Force