quiz 18 - pt2

Which of the following is the best example of a well-stated sales objective

Each salesperson should bring in $25,000 in new sales by November 15.

Which of the following best characterizes the function of recruiting and selecting a sales force?

It should be a continuous, systematic attempt to match applicants' characteristics to the firm's needs.

Assisting the producer's customers in selling to those customers is the major purpose of which type of salesperson?

Missionary salesperson

Jin Xiao, a trained engineer, is a salesperson for a chemical manufacturer. He provides current customers with advice about a product's characteristics and applications. He is a(n)

Missionary salesperson

Sales objectives for individual salespeople can be stated in several ways. Which of the following would least likely be used for stating an individual salesperson's goal?

Ratio of profits relative to number of sales calls

Which of the following involves building mutually beneficial long-term associations with a customer—usually a business customer—through regular communications over prolonged periods of time

Relationship selling

Jose Suarez has been hired as sales manager at a new firm and is trying to come up with a sales force compensation method. He would like to have selling expenses relate directly to sales resources, an aggressive sales force, and minimization of nonselling tasks. What compensation method(s) would best fulfill his requirements?

Straight commission

Which of the sales force compensation methods is easy to administer, yields more predictable selling expenses, and provides sales managers with a large degree of control over salespeople?

Straight salary

Which of the following is least likely to be directly involved in actually making sales

Support sales personnel

Which of the following is least likely to be directly involved in actually making sales?

Support sales personnel

In which of the following does the salesperson join with people from the firm's financial, engineering, and other functional areas to engage in the personal selling process?

Team selling

Which of the following is particularly appropriate for pricey high-tech business products, such as jet aircraft and medical equipment?

Team selling

Maria Martinez works for a cosmetics manufacturer and is responsible for ensuring that retailers have adequate quantities of products when they need them. However, she is directing much of her effort toward helping the retailers promote the products. She would be characterized as belonging to which group of salespeople?

Trade salespeople

Sean has narrowed his list and is preparing a packet of information about Jafrum and its products to send to the prospects. He also includes a letter of introduction and says he will contact them within the next two weeks to set up a sales visit. In this scenario, Sean is all of the following except

a missionary salesperson.

Presto's use of a free trip to New York is an example of ____________, while the $5 discount to its retail stores is an example of _______________.

a sales contest; a buy-back allowance

Effective motivation of a sales force is best achieved through

an organized set of activities performed continuously.

Salespeople receive a set salary plus a commission based on sales with a

combination compensation plan.

All of the following are key areas of sales force management except

coordinating sales promotion efforts

When better market conditions prevail or when company growth occurs, a company may suffer if it

cut back the size of its sales force.

A company may determine how many sales calls per year it needs to serve customers effectively and divide that by the average number of sales calls made by one salesperson in order to

determine sales force size.

Presto appears to be using ______________ to educate its sales force.

formal sales training

If a manager tries to form territories with equal sales potential, the territories will usually be unequal in geographic size; this will cause the salespeople with larger territories to

have to work longer and harder to generate a certain sales volume.

Tony tells his wife, Camilla, that his last sales call of the day at DuPont was a disaster. He explains that he never really figured out what the purchasing agent was looking for. Camilla, a sales trainer for another firm, hands Tony a book on

listening skills.

The best advice for recruiting and selecting salespeople for one's organization would be

make recruitment a continuous activity aimed at seeking out the best applicants.

While anticipating objections and countering them before they are asked is a good idea, one negative consequence of doing so is that the salesperson may

mention objections the customer had not thought of.

Kerry and the other salesforce members are best described as a ______________ sales force.

missionary

Daphne King of Cleborn Pharmaceuticals tells a sales management class at the state university that her job is to call on doctors and explain the benefits of new prescription drugs that her firm develops. Daphne would call herself a(n)

missionary salesperson.

Jin Xiao, a trained engineer, is a salesperson for a chemical manufacturer. He provides current customers with advice about a product's characteristics and applications. He is a(n)

missionary salesperson.

`Daphne King of Cleborn Pharmaceuticals tells a sales management class at the state university that her job is to call on doctors and explain the benefits of new prescription drugs that her firm develops. Daphne would call herself a(n)

missionary salesperson.

Recruiting and selection of salespeople should include enough steps to yield the information needed to make accurate selection decisions. However, the stages of the process should be sequenced so that the more expensive steps are

near the end.

Zack Freedman is an experienced salesperson who has worked for the same company for 20 years. When he is informed that he must attend a training seminar the following Tuesday, he believes it will most likely be about

new-product information.

Company sales records, commercial databases, newspaper announcements, telephone directories, and public records are all sources used for

prospecting

Sales objectives can do all of the following except

serve as a deterrent both to salespeople and their clients.

. A salesperson should try to close the sale

several times during the sales presentation.

A support salesperson who usually advises customers on product characteristics and application, system design, and installation procedures is a(n)

technical salesperson.

Ryan Amerson leads his company's clients through the installation procedure of their new industrial equipment. He also helps answer their questions about product characteristics and system design both before and after their purchases. Ryan is a

technical salesperson.

The type of salesperson that usually requires training in physical science or engineering is the

technical salesperson.

In designing sales territories, a sales manager considers several major factors. The territories must be constructed so that sales potential can be measured; the shape of the territories should facilitate salespeople's activities to provide the best possible coverage of customers; and

territories should be designed to minimize selling costs.

Which of the following are consumer sales promotion methods that Presto is using for the new stovetop grill?

the customer contest and the in-store rebate

A salesperson finds and analyzes information about each prospect's specific product needs, current use of and feeling about brands, and personal characteristics during

the preapproach.

Sean selects several motorcycle stores who are not currently his customers. He then obtains and analyzes information about the current brands of motorcycle accessories they stock, their sales trends, and credit history. Sean is engaged in which of the following?

the preapproach.

Sales force objectives are generally established for

the total sales force and for each salesperson.

Jana works for Hormel Foods and she frequently sets up special displays and distributes samples of Hormel products to customers in supermarkets. Jana would best be classified as a(n)

trade salesperson