BA 390 Chapter 16 Practice

Helping salespeople to​ "work smart" by doing the right things in the right ways is the goal of​ ________.

supervision The goal of supervision is to help salespeople​ "work smart" by doing the right things in the right ways. Companies vary in how closely they supervise their salespeople. Many help salespeople identify target customers and set call objectives. Some may also specify how much time the sales force should spend prospecting for new accounts and set other time management priorities.

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. Coordination between marketing and sales is not necessary because companies today see them as the same function. D. Coordinating marketing and sales has little effect on customer relations. E. Marketing and sales do not require coordination.

Coordinating marketing and sales can be improved by increasing communication between the two groups A company can take several actions to help bring its marketing and sales functions closer together. One is to increase communications between the two groups by arranging joint meetings and spelling out communications channels.

Which of the following statements does not reflect the role of salespersons within a​ company?

The concept of​ salesperson-owned loyalty describes the loyalty that salespersons have toward the company The concept of​ salesperson-owned loyalty shows the importance of salespersons in building​ customer-relationship-building abilities rather than loyalty toward the company.

Which of the following tools can be used as both consumer and trade​ promotions?

Contests, premiums, and displays

What are the four elements of a compensation plan for​ salespeople?

A fixed​ amount, a variable​ amount, expenses, and fringe benefits The fixed​ amount, usually a​ salary, gives the salesperson some stable income. The variable​ amount, which might be commissions or bonuses based on sales​ performance, rewards the salesperson for greater effort and success.

What is the first decision made in sales force​ management?

Designing sales force strategy and structure Designing sales force strategy and structure is the first decision made in sales force management. In this​ step, marketing managers answer several sales force strategy and design questions.

Which of the following are objectives of trade​ promotions?

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

What​ action(s) can a company take in order to bring marketing and sales functions​ together?

Let brand managers tag along on sales calls Brand managers and researchers can tag along on sales call or sit in on sales planning sessions. This is advantageous because salespersons can provide firsthand knowledge about​ customers, including their likes and dislikes.

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

Many customers are unable to distinguish the salesperson from the company To many​ customers, the salesperson is the company—the only tangible manifestation of the company that they see. Strong relationships with the salesperson will result in strong relationships with the company and its products.​ Conversely, poor salesperson relationships will probably result in poor company and product relationships.

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?

Presentation and demonstration During the presentation and demonstration step of the selling​ process, the salesperson tells the​ "value story" to the​ buyer, showing how the​ company's offer solves the​ customer's problems.

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?

Price-packs Price packs​ (also called​ "cents-off deals") offer consumers savings off the regular price of a product. Price packs can be 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). Price packs are very​ effective-even more so than​ coupons-in stimulating​ short-term sales.

Which of the following is not a step in an effective sales management​ process?

Prospecting Prospecting and qualifying are the steps of the personal selling process and not of the sales force management.

​________ identifies qualified potential customers and is the first step of the personal selling process.

Prospecting The first step in the selling process is prospecting—identifying qualified potential customers. Approaching the right customers is crucial to selling success. Salespeople​ don't want to call on just any potential customers. They want to call on those who are most likely to appreciate and respond to the​ company's value proposition—those the company can serve well and profitably.

Which one of the following statements is not true regarding social​ selling? A. Social selling has dramatically changed the customer buying process. B. Social selling helps in nurturing customer relationships. C. Social selling has changed the fundamentals of selling. D. Social selling provides salespeople with powerful tools for identifying prospects. E. Social selling can produce big organizational benefits for sales forces.

Social selling has changed the fundamentals of selling Social selling has not really changed the fundamentals of selling. Sales forces have always taken the primary responsibility for reaching out to and engaging customers and managing customer relationships. The only difference is that it is now being done digitally.

Which of the following statements is true regarding​ salespeople?

The best salespeople are the ones who work closely with customers for mutual gain Salespeople listen to their​ customers, assess customer​ needs, and organize the​ company's efforts to solve customer problems. The best salespeople are the ones who work closely with customers for mutual gain.

A sales contest is considered a part of​ __________.

business promotions A sales contest is a contest for salespeople or dealers to motivate them to increase their sales performance and is considered a part of business promotions. Sales contests motivate and recognize good company performers. Awards include​ trips, cash​ prizes, or other gifts. Some companies award points for good performance.

The aim of​ transaction-oriented marketing is to help salespeople​ __________.

close a specific sale In​ transaction-oriented marketing, the main aim is to help salespeople close a specific sale rather than develop customer relationships. The sales force plays a very prominent role in customer relationship and loyalty.

Toro ran a preseason promotion on its snowblower models offering a rebate if the snowfall in the​ buyer's market area turned out to be below average. This is an example of​ __________.

consumer promotion Rebates offer price reductions after the purchase or rental is made.​ Toro's example of rebate shows a clever way of beating the competition by providing a unique sales opportunity. Rebates are considered as a part of consumer promotion.

After the presentation and demonstration step in the sales​ process, a salesperson should next be prepared to​ ________.

handle objections After the presentation and demonstration step in the sales​ process, a salesperson should next be prepared to handle objections. Customers almost always have objections during the presentation or when asked to place an order.

In complex selling​ situations, personal selling can be more effective than advertising because it is​ ________.

interpersonal Advertising is nonpersonal. Because personal selling is​ interpersonal, salespeople can probe customers to learn more about their problems and then adjust the marketing offer and presentation to fit each​ customer's special needs.

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.

practice value selling Unfortunately, in the heat of closing​ sales, salespeople too often take the easy way out by cutting prices rather than selling value.

One consumer promotion tool is​ ________, which are goods offered free or at a low cost as an incentive to buy a product.

premiums Premiums are goods offered either free or at low cost as an incentive to buy a​ product, ranging from toys included with​ kids' products to phone cards and DVDs. A premium may come inside the package​ (in-pack), outside the package​ (on-pack), or through the mail.

The first step in the personal selling process is​ __________.

prospecting The first step in the personal selling process is​ prospecting, which deals with identifying the right customers. The intent is to approach the right type of potential customers.

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

territorial In the territorial sales force​ structure, 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.