bmkt ch 16

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, salary, and commission c. a fixed amount, a variable amount, stock ownership, and fringe benefits d. a fixed amount, a variable amount, expenses, and commission e. a fixed amount, a variable amount, expenses, and salary

a. a fixed amount, a variable amount, expenses, and fringe benefits

Which of the following tools can be used as both consumer and trade promotions? a. contests, premiums, and displays b. push money, off-list discounts and allowances c. coupons, contests and premiums d. contests premiums, and push money e. premiums, displays and allowances

a. contests, premiums, and displays

If the company sells out one product line in one industry with customers in many locations, it would use a _____ sales force structure a. territorial b. complex c. customer d. product e. market

a. territorial

Which of the following statements doesn't reflect the role of salespersons within a company? a. the concept of salesperson-owned loyalty describes the loyalty that salespersons have toward the company b. salespeople relay customer concerns about company products and actions back inside to those who can handle them c. salespeople act as "champions" of customers' interest and managing the buyer-seller relationship d. salespeople learn about customer needs and work with other marketing and non marketing people in the company to develop greater customer value e. salespeople represent customers to the company

a. the concept of salesperson-owned loyalty describes the loyalty that salespersons have toward the company

A sales contest is considered a part of _____ a. event marketing b. business promotions c. point-of-purchase promotions d. trade promotions e. event sponsorships

b. business promotions

The aim of transaction-oriented marketing is to help salespeople a. develop customer relationships b. close a specific sale c. link the customers with the company d. develop long-term contacts with customers e. develop team selling

b. close a specific sales

Which of the following are objectives of trade promotions? a. urging ST customer buying b. getting retailers to carry new items and more inventory, buy ahead, or promote the company's product and give them more shelf space c. generating business leads, stimulating purchases, rewarding customers, and motivating salespeople d. getting more sales force support for current or new products and getting salespeople to sign up new accounts e. boosting consumer brand involvement

b. getting retailers to carry new items and more inventory, buy ahead, or promote the company's product and give them more shelf space

What action(s) can a company take in order to bring marketing and sales functions together? a. develop separate reward systems for sales and marketing people b. let brand managers tag along on sales calls c. develop different objectives for sales and marketing people d. create clear lines of distinction between marketing and sales functions e. appoint marketing executives to analyze marketing and sales functions

b. let brand managers tag along on sales calls

Which of the following statements about personal selling is correct? a. the role of personal selling is consistent from company to company b. many customers are unable to distinguish the salesperson from the company c. personal selling is the non personal arm of the promotional mix d. personal selling is a fairly new profession e. salespeople represent the company to customers, but they don't represent customers to the company

b. many customers are unable to distinguish the salesperson from the company

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. practice value selling c. capture short-term business d. close sales e. use a transaction-oriented sales approach

b. practice value selling

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? a. prospecting and qualifying b. presentation and demonstration c. approach d. preapproach e. closing

b. presentation and demonstration

Single packages sold at a reduced price (such as tow for the price of one) or two related products banded together (such as a toothbrush and toothpaste) are examples of which customer promotion tool? a. coupons b. price-packs c. samples d. premiums e. rebates

b. price-packs

_____ identifies qualified potential customers and is the first step of the personal selling process a. closing b. prospecting c. approach d. follow-up e. pre approach

b. prospecting

Which of the following statements is true regarding salespeople? a. salespeople aren't well educated b. the best salespeople are the ones who work closely with customers for mutual gain c. salespeople must be fast talkers d. most salespeople lack common sense and social skills e. salespeople don't play a role in solving customer problems

b. the best salespeople are the ones who work closely with customers for mutual gain

After the presentation and demonstration step in the sales process, a salesperson should next be prepared to ____ a. immediately close the sale b. approach qualified customers c. handle objections d. follow up with the customer e. prospect the customer

c. handle objections

One consumer promotion tool is _____, which are goods offered free or at a low cost as an incentive to buy a product a. advertising specialties b. coupons c. premiums d. rebates e. point-of-purchase promotions

c. premiums

Which of the following is not a step inn effective sales management process? a. training b. selecting c. prospecting d. compensating e. supervising

c. prospecting

Which of the following statements isn't true regarding social selling? a. social selling helps in nurturing customer relationships b. social selling can produce big organizational benefits for sales forces c. social selling has changed the fundamentals of selling d. social selling provides salespeople with powerful tools for identifying prospects e. social selling has dramatically changed the customer buying process

c. social selling has changed the fundamentals of selling

Helping salespeople to "work smart" by doing the right things in the right ways is the goal of a. recruitment b. motivation c. supervision d. training programs e. compensation plans

c. supervision

Which of the following statements about coordinating marketing and sales is correct? a. coordination between marketing and sales isn't necessary because companies today see them as the same function b. coordinating marketing and sales has little effect on customer relations c. marketing and sales don't require coordination d. coordinating marketing and sales can be improved by increasing communication between the 2 groups e. the sales force needs to coordinate its efforts only with marketing planners

d. coordinating marketing and sales can be improved by increasing communication between the 2 groups

The first step in the personal selling process is _____ a. demonstration b. handling objectives c. pre approach d. prospecting e. presentation

d. prospecting

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 average. This is an example of ____ a. event marketing b. trade promotion c. sales contest d. business promotion e. consumer promotion

e. consumer promotion

What is the first decision made in sales force management? a. training salespeople b. recruiting and selecting salespeople c. evaluating salespeople d. compensating salespeople e. designing sales force strategy and structure

e. designing sales force strategy and structure

In complex selling situations, personal selling can be more effective than advertising because it is _____ a. non personal b. less engaging that advertising c. designed to reach large groups of consumers d. used only for face-to-face customer interactions e. interpersonal

e. interpersonal