HRTM 360 Ch 15 quiz

Territorial salesforce structure

In the _______, each sales person is assigned to an exclusive geographic area and sells the companies full line of products or services to all customers in that region.

Tell marketing and online selling

Kelly works as a sales representative at a wellness vacation resort. She uses the phone and the Internet to identify prospects and make sales. Kelly calls customers explains the resort packages' benefits for relaxation. If requested, also mails the package information brochures was the following is most likely Kelly involved in?

Follow-up

Right after closing, Joshua, a senior sales manager at a hotel, called the customer to ensure that she was satisfied with their service. By calling the customer, Joshua, also wanted to ensure repeat visit to their hotel. In this instance, Joshua is the ______ stage of the selling process.

Salary, commission, and bonus

Several compensation plans are available to reward and motivate Reliable Tool's sales people. Since generating new leads and new business can be a goal for the salesforce, which compensation plan approach is most likely to motivate, indirect the sales people in that direction?

Sales quotas

Standard stating the amount is sales person should sell are called ______?

As each sales person travels within a limited geographic area, travel expenses would decline

The Sunny Resort Inc. has decided to switch to a territorial salesforce structure. Which of the following benefits is the company most likely to gain as a result of this decision?

Prospecting

The first step and personal selling process is ______.

Sales agent

Which of the following are NOT part of the inside sales force?

Getting a competitors database

Which of the following is NOT a good way to develop prospects?

Staging

Which of the following is NOT an activity or task that a sales representative performs for their company?

Listening to the customer

Which of the following is especially crucial in the approach stage of the selling process?

OTA reservation percentage

Which of the following is not a key indicator of sales performance?

Sales people represent customers to the company and manage the buyer seller relationship.

Which of the following is true about the sales force of a company?

Salespersons identify qualified potential customers

Which of the following is true with regard to prospecting?

Inside sales, people provide support for the outside sales force, freeing them to spend more time, selling to major accounts, and finding new prospects.

Which of the following is true with regard to the inside salesforce of a company?

Should sales people follow strict steps in the sales process?

Which of the following questions is NOT asked when designing a salesforce, strategy and structure?

Territorial

_________ responsibility increases the sales representatives incentive to cultivate local business and personal ties.