BUS 140 CH 13 QUIZ

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. ​Point-of-purchase B. Allowance C. Premium D. Sample E. Sponsorship

A

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. territorial B. product C. market D. customer E. complex

A

More than a​ territory, compensation, and​ training, new salespeople need​ ________________. A. supervision and motivation B. ongoing customer sales support C. product knowledge D. reasonable sales goals E. customer relationship management skills

A

One consumer promotion tool is​ _______, which are goods offered either free or at low cost as an incentive to buy a product. A. premiums B. rebates C. ​point-of-purchase promotions D. advertising specialties E. coupons

A

Personal selling can be more effective than advertising in complex selling situations because it is​ ______________________________. A. interpersonal B. less engaging than advertising C. only used for​ face-to-face customer interactions D. nonpersonal E. designed to reach large groups of consumers

A

The first decision a manager must make in sales force management is​ _______________. A. designing sales force strategy and structure B. evaluation of salespeople C. recruitment and selection processes for salespeople D. sales force compensation E. sales training

A

The​ fastest-growing sales trend today is​ ______________. A. social selling B. inside sales C. team selling D. product selling E. outside sales

A

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. inside D. complex E. field

A

Which consumer promotion tool is like​ coupons, except that the price reduction occurs after the purchase rather than at the retail​ outlet? A. Rebates B. Premiums C. Samples D. Digital coupons E. Contests

A

During the presentation step in the personal selling​ process, the salesperson​ ______________. A. attempts to​ "razzle-dazzle" the buyer B. tells the buyer a​ "value story" C. handles objections D. closes the deal E. meets the buyer for the first time

B

Which of the following are common trade promotion​ tools? A. ​Discounts, free​ goods, allowances, and price packs B. ​Discounts, free​ goods, allowances, and free advertising specialty items C. ​Discounts, free​ goods, coupons, and rebates D. ​Rebates, discounts, free​ goods, and allowances E. ​Rebates, samples,​ coupons, and price packs

B

Which of the following statements about personal selling is​ correct? A. Personal selling is a fairly new profession. B. Salespeople are often the only direct contact with a customer. C. The role of personal selling is very consistent from company to company. D. Salespeople represent the company to​ customers, but they do not represent customers to the company. E. Personal selling is the nonpersonal arm of the promotional mix.

B

_________________________ are the objectives of trade promotions. A. Boosting consumer brand involvement and​ short-term buying B. Getting retailers to carry new items and more​ inventory, buy​ ahead, or promote the​ company's products and give them more shelf space C. Getting more sales force support for current or new products and getting salespeople to sign up new accounts D. Generating business​ leads, stimulating​ purchases, rewarding​ customers, and motivating salespeople E. Urging​ short-term customer buying and gaining customer loyalty

B

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. close sales B. capture​ short-term business C. practice value selling D. cut prices to make the sale E. use a​ transaction-oriented sales approach

C

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. ​customer-oriented B. ​value-oriented C. ​transaction-oriented D. ​relationship-oriented E. ​profit-oriented

C

What characteristics are possessed by the best​ salespeople? A. The best salespeople consistently exceed their sales goals. B. The best salespeople are excellent at proposals and quotes. C. The best salespeople are the ones who work closely with customers for mutual gain. D. The best salespeople are highly educated. E. The best salespeople make a sale and then move on.

C

As companies become more​ market-centered, a​ customer-focused sales force​ __________________. A. is less important than the results advertising and sales promotion can reap B. has greater incentives to produce revenue C. becomes more focused on profit and less on the customer D. only needs to coordinate its efforts with marketing planners E. works to produce both customer satisfaction and company profit

C WRONG

The four elements of a compensation plan for salespeople are​ __________. A. A fixed​ amount, a variable​ amount, stock​ ownership, and fringe benefits B. A fixed​ amount, a variable​ amount, salary, and commission C. A fixed​ amount, a variable​ amount, expenses, and commission D. A fixed​ amount, a variable​ amount, expenses, and fringe benefits E. A fixed​ amount, a variable​ amount, expenses, and salary

D

At which step in the personal selling process does a salesperson meet the customer for the first​ time? A. Preapproach B. Qualifying C. Presentation D. Prospecting E. Approach

D WRONG

After recruiting and selecting​ salespeople, what is the next major step in sales force​ management? A. Compensating salespeople B. Evaluating salespeople C. Supervising salespeople D. Designing sales force strategy and structure E. Training salespeople

E

After the presentation and demonstration step in the sales​ process, a salesperson should next be prepared to​ _______. A. immediately close the sale B. prospect the customer C. follow up with the customer D. approach qualified customers E. handle objections

E

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. complex B. market C. territorial D. customer E. product

E

What is the final step in the​ seven-step personal selling​ process? A. Prospecting B. Qualifying C. Presentation D. Closing E. ​Follow-up

E

Which of the following are used to generate business​ leads, stimulate​ purchases, reward​ customers, and motivate​ salespeople? A. Clutter promotions B. Sales force promotions C. Trade promotions D. Consumer promotions E. Business promotions

E

Which of the following statements about sales promotions is​ correct? A. Companies that use sales promotions usually do not use any other promotional mix tools. B. The use of sales promotions has declined in recent years. C. Sales promotions are only offered to consumers. D. Sales promotions offer​ long-term incentives to buy a product. E. The heavy use of sales promotions has resulted in promotion clutter.

E