ARE 312 Final Chapter 16

10) Which of the following best explains why companies are adopting the team selling approach to service large, complex accounts?

A) Products have become too complicated for one salesperson to support.

3) A company can unite its marketing and sales functions through all of the following activities EXCEPT ________.

A) assigning a telemarketer the task of visiting a customer

58) Your inside sales force is responsible for prospecting and qualifying customers. Which of the following will likely occur?

C) A salesperson may have to approach many qualified customers just to make one sale.

53) An example of a(n) ________ is a five-foot-high cardboard display of Tony the Tiger next to Frosted Flakes cereal boxes.

POP promotion

31) Which of the following is NOT a closing technique?

asking the buyer to clarify any options

29) The qualities buyers dislike most in salespeople include all EXCEPT which of the following?

being reliant on technology

22) A(n) ________ is a salesperson's write-up of his or her completed sales activities.

call report

36) Which consumer promotion tool requires consumers to send a proof of purchase to the manufacturer?

cash refunds

30) The step of ________ is difficult for some salespeople because they lack confidence, feel guilty about asking for an order, or may not recognize the right time to ask for an order.

closing the sale

13) The purpose of a training program for salespeople is to teach them about all of the following EXCEPT ________.

company retirement benefits

21) A salesperson's ________ is often related to how well he or she meets a sales quota.

compensation

33) The rapid growth of sales promotions in consumer markets is most likely the result of all of the following factors EXCEPT ________.

declining advertising costs

32) Which of the following best describes the practice of value selling?

delivering superior customer value and capturing a fair return on that value

12) According to research by the Gallup polling organization, which of the following is one of the four key talents a successful salesperson must possess?

disciplined work style

14) Which of the following is a primary reason that companies use e-learning to conduct sales training programs?

e-learning cuts training costs

39) Marathons, concerts, and festivals with corporate sponsors are examples of ________.

event marketing

t/f 63) Sales promotion consists of long-term incentives to encourage purchases or sales of a product or service.

false

t/f 64) Manufacturers direct more sales promotion dollars toward final consumers than toward retailers.

false

38) Which consumer promotion offers consumers the chance to win something by presenting them with an item such as a scratch-off card or a bingo number ?

game

23) The selling process consists of several steps that the salesperson must master, focusing on the goals of ________ and ________ from them.

getting new customers, obtaining orders

28) The qualities that buyers value most in salespeople include empathy, honesty, dependability, thoroughness, follow-through, and ________.

good listening

41) Business promotion tools are used for all of the following reasons EXCEPT to ________.

increase manufacturing

5) Companies that use a customer sales force structure organize their salespeople by ________.

industry

7) Members of a company's ________ conduct business from their offices using telephones, e- mails, or visits from prospective buyers to generate sales.

inside sales force

11) All of the following are problems associated with the poor selection of salespeople EXCEPT

less office support

18) Which of the following is an advantage created by the use of a sales force automation system?

more efficient scheduling of sales calls and sales presentations

19) A company that treats its salespeople as valuable contributors with unlimited income opportunities has developed a(n) ________ that will have fewer turnovers and higher sales force performance.

organizational climate

1) Which of the following elements of the promotion mix involves making personal connections with customers for the purpose of making sales?

personal selling

26) A salesperson who researches a company's buying styles and product line is most likely in the ________ stage of the selling process.

preapproach

37) ________ are goods offered either free or at low cost as an incentive to buy a product.

premiums

27) Technologies such as handheld computers and interactive whiteboards enable salespeople to enhance the ________ stage of the selling process.

presentation and demonstration

34) Consumers are increasingly ignoring promotions and not making immediate purchases because of ________.

promotion clutter

25) During the prospecting stage, a salesperson needs to discriminate between good leads and poor leads, a process known as ________.

qualifying

20) A sales ________ is the standard that establishes the amount each salesperson should sell and how sales should be divided among the company's products.

quota

17) Companies are always looking for ways to increase face-to-face selling time. All of the following are ways to accomplish this goal EXCEPT ________.

reducing the number of customers each sales rep must visit

24) A salesperson in the prospecting stage most likely uses of the following methods EXCEPT ________.

referrals from competing salespeople

40) Manufacturers direct more sales promotion dollars toward ________ than to ________.

retailers and wholesalers, consumers

4) When a company sets out to analyze, plan, implement, and control sales force activities, the company is undertaking ________.

sales force management

51) An insert in a Land's End catalog offers free shipping on your next purchase. This is an example of a ________

sales promotion

2) A ________ is an individual acting on behalf of a company who performs one or more of the following activities: prospecting, communicating, servicing, and information gathering.

salesperson

35) Of the main consumer promotion tools, which is the MOST effective for introducing a new product or creating excitement for an existing one?

samples

9) The growing trend of using a group of people from sales, marketing, engineering, finance, technical support, and even upper management to service large, complex accounts is known as ________ selling.

team

8) To reduce time demands on their outside sales forces, many companies have increased the size of their inside sales forces, which include technical support people, sales assistants, and ________.

telemarketers

T/f 59) Personal selling is the interpersonal component of the promotion mix.

true

t/f 60) Complex sales force structures include specialization by customer and territory; by product and territory; by product and customer; and by territory, product, and customer.

true

t/f 61) Team selling is ideal when customer problems become more complex and customers become larger and more demanding. Sales teams have the advantage of uncovering problems that an individual would not, and sales teams can develop new opportunities as well.

true

16) The aim of sales management motivation is to encourage salespeople to ________.

work hard

6) Which of the following would a company most likely use to determine sales force size?

workload approach