chapter 13

after recruiting and selecting salespeople, what is the next major step in the sales force management? a. training salespeople b. compensating salespeople c. supervising salespeople d. designing sales force strategy and structure e. evaluating salespeople

A

what are the four sales force structures a company can use? a. territorial, product, customer, and complex b. inside, outside, individual, and team based c. territorial, international, product, and service d. geographic, territorial, product and customer e. simple, complex, inside and outside

A

which of the following statements about personal selling is correct? a. many customers are unable to distinguish the salesperson from the company b. the sales force should work separately from other marketing functions c. the role of personal selling is very consistent from company to company d. personal selling is a fairly new profession e. salespeople sell; they do not have a role in creating value for the customer

A

which of the following statements about sales promotions is correct? a. the growing use of ales promotion has resulting gin promotion clutter. b. sales promotions are only offered to consumers. c. sales promotions offer long-term incentives to buy a product d. the use of sales promotions has declined in recent years. e. companies that use sales promotions usually do not use any other promotional mix tools

A

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

B

closing a sale with a particular customer is a short-term __________ orientation, but the selling process must also take a __________ orientation and look at the long term. a. company; relationship b. transactional; relationship c. transactional; profit d. relationship; transactional e. profit; relationship

B

GE Healthcare employs different sales forces for diagnostic imaging, life sciences, and integrated IT products and services. GE Healthcare has adopted a(n) _________ sales force structure. a. territorial b. customer c. product d. complex e. market

C

Justin, Inc., a US 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. product b. customer c. territorial d. complex e. market

C

which consumer promotion tool is like coupons except that the price reduction occurs after the purchase rather than at the retail outlet? a. premiums b. digital coupons c. rebates d. samples e. contests

C

which of the following are common trade promotion tools? a. discounts, free goods, coupons, and rebates b. rebates, samples, coupons and price packs c. discounts, free goods, allowances and free advertising specialty items d. discounts, freeloads, allowances and price packs e. rebates, discounts, free goods, and allowances

C

which of the following statements regarding sales promotions is correct? a. sales promotions offer buyers long-term incentives to purchase a good or service b. sales promotions are not used by not-for-profit organizations c. in the current economy, consumers have become more deal oriented d. the use of sales promotions has declined in recent years e. sales promotions are offered only to consumers

C

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. cut prices to make the sale c. capture short-term business d. practice value selling e. use a transaction-oriented sales approach

D

personal selling can be very effective in complex selling situations because it involves ________ interactions and engagement between salespeople and individual customers. a. competitive b. informal c. non-personal d. interpersonal e. profitable

D

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

D

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

E

its 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. allowance b. premium c. sample d. sponsorship e. Point-of-purchase

E

promotional tools offered to consumers include _________. a. trade shows, coupons, samples, and push money b. coupons, sales contests, samples, and price packs c. rebates, coupons, samples and push money d. coupons, rebates, off-list discounts, and price packs e. rebates, coupons, price packs and samples

E

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. field b. complex c. workforce d. inside e. workload

E

what is the final step in the seven-step personal selling process? a. qualifying b. prospecting c. presentation d. closing e. follow-up

E

what is the first step in the personal selling process? a. presentation and demonstration b. handling objections c. preapproach d. approach e. prospecting and qualifying

E

what is the fastest growing sales trend today? a. eliminating expense reports b. social selling c. team selling d. telemarketing e. outside sales

B

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

B

which of the following lists the six major sales force management decisions steps in their correct order? a. evaluating salespeople, designing sales force strategy and structure, recruiting and selecting salespeople, training salespeople, compensating salespeople, and supervising salespeople b. designing sales force strategy and structure, recruiting and selecting salespeople, training salespeople, compensating salespeople, supervising salespeople, and evaluating salespeople. c. designing sales force strategy and structure, recruiting and selecting salespeople, training salespeople, supervising salespeople, evaluating salespeople, and compensating salespeople d. desgning sales force strategy and structure, recruiting and selecting sales people, trying salespeople, evaluating salespeople, compensating salespeople, and supervising salespeople e. recruiting and selecting salespeople, training slaespeople, designing sales force strategy and structure, evaluating salespeople, compensating salespeople, and supervising salespeople.

B