CH 13 QUIZ

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

social selling

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. Premium C. Sample D. Allowance E. Sponsorship

Point-of-purchase

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

A fixed​ amount, a variable​ amount, expenses, and fringe benefits

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

Approach

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

Business promotions

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

Discounts, free​ goods, allowances, and free advertising specialty items

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

Follow-up

___________________ are the objectives of trade promotions. A. Urging​ short-term customer buying and gaining customer loyalty B. Boosting consumer brand involvement and​ short-term buying 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. Getting retailers to carry new items and more​ inventory, buy​ ahead, or promote the​ company's products and give them more shelf space

Getting retailers to carry new items and more​ inventory, buy​ ahead, or promote the​ company's products and give them more shelf space

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. Samples C. Premiums D. Contests E. Digital coupons

Rebates

Which of the following statements about personal selling is​ correct? A. Salespeople are often the only direct contact with a customer. B. The role of personal selling is very consistent from company to company. 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. Personal selling is the nonpersonal arm of the promotional mix.

Salespeople are often the only direct contact with a customer.

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

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

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

The heavy use of sales promotions has resulted in promotion clutter.

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

Training salespeople

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

designing sales force strategy and structure

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

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

practice value selling

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

premiums

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. customer C. market D. territorial E. complex

product

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. handles objections D. tells the buyer a​ "value story" E. closes the deal

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. territorial C. customer D. market E. product

territorial

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

transaction-oriented

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

handle objections

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

supervision and motivation

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. inside C. workforce D. complex E. field

workload

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

works to produce both customer satisfaction and company profit