Chapter 16 Review Quiz
C
According to the text, what is the fastest-growing sales trend today? A. Commission-based compensation plans B. e-learning C. Social selling D. Using a field based sales force E. The use of sales quotas
C
After the presentation and demonstration step in the sales process, a salesperson should next be prepared to __________. A. follow-up with the customer B. immediately close the sale C. handle objections D. prospect the customer E. approach qualified customers
C
Delta Faucet partnered with Warrior Dash, which sponsored several 5k mud run races around the country over the summer. At each event, Delta built a huge custom shower station, complete with 184 Delta showerheads, where mud-soaked competitors could meet and wash off after the race. This is an example of which type of promotion? A. Contests, sweepstakes, and games B. Point-of-purchase promotions C. Event marketing D. Samples E. Trade show
D
During a sales presentation, which of the following would best fit a relationship marketing approach? A. Use hard-sell tactics. B. Razzle-dazzle the customer. C. Convince the customer of the product's superiority. D. Tell a value story. E. Focus the presentation on glad-handing.
A
Helping salespeople to open "work smart" by doing the right things in the right ways is the goal of __________, whereas getting them to work hard is the goal of __________. A. supervision; motivation This is the correct answer.B. recruitment; training C. motivation; supervision D. selection; compensation E. training; motivation
D
In complex selling situations, personal selling can be very effective because it is __________. A. impersonal B. a generic approach C. only used for face to face customer interactions D. interpersonal E. designed to reach large groups of consumers
B
Many manufacturers have to pay retailers to get shelf space. This is an example of which type of promotion? A. An allowance B. Push money C. Specialty advertising D. A premium E. A POP promotion
B
Once the company has set its structure, what is the next strategic decision it faces? A. Training salespeople B. Sizing the sales force C. Evaluating salespeople D. Recruiting and selecting salespeople E. Compensating salespeople
C
One consumer promotion tool is __________, which are goods offered free or at a low cost as an incentive to buy a product. A. rebates B. coupons C. premiums This is the correct answer.D. point-of-purchase promotions E. advertising specialties
A
One study found that the best salespersons have four traits in common: intrinsic motivation, a disciplined work style, the ability to close a sale, and the ability to build relationships with customers. Knowing this would be most useful at which stage of sales force management? A. Recruiting and selecting salespeople B. Training salespeople C. Setting sales force size D. Evaluating salespeople E. Compensating salespeople
D
Procter & Gamble organizes its sales reps into teams, and each team is assigned to a major account (such as Safeway or Walmart). Which type of sales force structure is P&G using in this example? A. Product B. Complex C. Simple D. Customer E. Territorial
B
Sales reports, call reports, and expense reports are all used in the process of __________ salespeople. A. selecting B. evaluating C. supervising D. training E. motivating
A
Some companies still treat sales and marketing as separate functions. One effect this can have is to __________. A. damage customer relationships B. improve coordination between the two departments C. allow marketing to be more in touch with customers D. improve the company's performance E. improve the relationships between the two departments
E
The concept of salesperson-owned loyalty means that __________. A. companies must earn the loyalty of their salespersons B. salespersons are no longer loyal to their companies C. customers make a clear distinction between the company and the salesperson D. salespersons are only loyal if they are well compensated for their efforts E. customers become loyal to salespeople as well as the companies they represent
A
What are the four elements of a compensation plan for salespeople? A. A fixed amount, a variable amount, expenses, and fringe benefits B. A fixed amount, a variable amount, expenses, and commission C. A fixed amount, a variable amount, stock ownership, and fringe benefits D. A fixed amount, a variable amount, expenses, and salary E. A fixed amount, a variable amount, salary, and commission
A
What is the first decision made in sales force management? A. Designing sales force strategy and structure B. Training salespeople C. Recruiting and selecting salespeople D. Evaluating salespeople E. Compensating salespeople
A
What is the focus of the selling process? A. Getting new customers B. Managing expense accounts C. Creating sales reports D. Building long-term relationships with customers Your answer is not correct.E. Maintaining existing accounts
B
When the only goal of personal selling is to close a sale, a company is using a(n) __________ approach. A. customer solution B. transaction-oriented C. value selling D. relationship E. hard-sell
C
Which of the following is an objective for business promotions? A. Getting more shelf space from retailers B. Getting retailers to buy ahead C. Generating business leads D. Getting more support for the sales force E. Urging short-term customer buying
E
Which of the following is an objective for trade promotions? A. Boosting consumer brand involvement B. Urging short-term customer buying C. Generating business leads D. Motivating salespeople E. Getting retailers to carry new items and more inventory
D
Which of the following statements about personal selling is correct? A. Personal selling is a fairly new profession. B. Salespeople represent the company to customers, but they do not represent customers to the company. C. Personal selling is the nonpersonal arm of the promotional mix. D. Many customers are unable to distinguish the salesperson from the company. E. The role of personal selling is very consistent from company to company.
E
Which of the following statements is true regarding salespeople? A. Salespeople are not well educated. B. Salespeople must be fast talkers. C. Most salespeople lack common sense and social skills. D. Salespeople do not play a role in solving customer problems. E. The best salespeople are the ones who work closely with customers for mutual gain.
D
Which of the following tools can be used as both consumer and trade promotions? A. Premiums, displays, and allowances B. Push money, off-list discounts, and allowances C. Coupons, contests, and premiums D. Contests, premiums, and displays E. Contests, premiums, and push money
C
Which of the following would NOT be a consideration for decision making in designing the full sales promotion program? A. The length of the promotion B. How to promote the promotion C. How to set it apart from other promotion mix elements D. The size of the promotion E. Conditions for participation
E
__________ identifies qualified potential customers and is the first step of the personal selling process. A. Preapproach B. Approach C. Closing D. Follow-up E. Prospecting