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