Chapter 16 Review Quiz

C

According to the​ text, what is the​ fastest-growing sales trend​ today? A. ​Commission-based compensation plans B. ​e-learning C. Social selling D. Using a field based sales force E. The use of sales quotas

C

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

C

Delta Faucet partnered with Warrior​ Dash, which sponsored several 5k mud run races around the country over the summer. At each​ event, Delta built a huge custom shower​ station, complete with 184 Delta​ showerheads, where​ mud-soaked competitors could meet and wash off after the race. This is an example of which type of​ promotion? A. ​Contests, sweepstakes, and games B. ​Point-of-purchase promotions C. Event marketing D. Samples E. Trade show

D

During a sales​ presentation, which of the following would best fit a relationship marketing​ approach? A. Use​ hard-sell tactics. B. ​Razzle-dazzle the customer. C. Convince the customer of the​ product's superiority. D. Tell a value story. E. Focus the presentation on​ glad-handing.

A

Helping salespeople to open "work smart" by doing the right things in the right ways is the goal of​ __________, whereas getting them to work hard is the goal of​ __________. A. ​supervision; motivation This is the correct answer.B. ​recruitment; training C. ​motivation; supervision D. ​selection; compensation E. ​training; motivation

D

In complex selling​ situations, personal selling can be very effective because it is​ __________. A. impersonal B. a generic approach C. only used for face to face customer interactions D. interpersonal E. designed to reach large groups of consumers

B

Many manufacturers have to pay retailers to get shelf space. This is an example of which type of​ promotion? A. An allowance B. Push money C. Specialty advertising D. A premium E. A POP promotion

B

Once the company has set its​ structure, what is the next strategic decision it​ faces? A. Training salespeople B. Sizing the sales force C. Evaluating salespeople D. Recruiting and selecting salespeople E. Compensating salespeople

C

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

A

One study found that the best salespersons have four traits in​ common: intrinsic​ motivation, a disciplined work​ style, the ability to close a​ sale, and the ability to build relationships with customers. Knowing this would be most useful at which stage of sales force​ management? A. Recruiting and selecting salespeople B. Training salespeople C. Setting sales force size D. Evaluating salespeople E. Compensating salespeople

D

Procter​ & Gamble organizes its sales reps into​ teams, and each team is assigned to a major account​ (such as Safeway or​ Walmart). Which type of sales force structure is​ P&G using in this​ example? A. Product B. Complex C. Simple D. Customer E. Territorial

B

Sales​ reports, call​ reports, and expense reports are all used in the process of​ __________ salespeople. A. selecting B. evaluating C. supervising D. training E. motivating

A

Some companies still treat sales and marketing as separate functions. One effect this can have is to​ __________. A. damage customer relationships B. improve coordination between the two departments C. allow marketing to be more in touch with customers D. improve the​ company's performance E. improve the relationships between the two departments

E

The concept of​ salesperson-owned loyalty means that​ __________. A. companies must earn the loyalty of their salespersons B. salespersons are no longer loyal to their companies C. customers make a clear distinction between the company and the salesperson D. salespersons are only loyal if they are well compensated for their efforts E. customers become loyal to salespeople as well as the companies they represent

A

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, expenses, and commission C. A fixed​ amount, a variable​ amount, stock​ ownership, and fringe benefits D. A fixed​ amount, a variable​ amount, expenses, and salary E. A fixed​ amount, a variable​ amount, salary, and commission

A

What is the first decision made in sales force​ management? A. Designing sales force strategy and structure B. Training salespeople C. Recruiting and selecting salespeople D. Evaluating salespeople E. Compensating salespeople

A

What is the focus of the selling​ process? A. Getting new customers B. Managing expense accounts C. Creating sales reports D. Building​ long-term relationships with customers Your answer is not correct.E. Maintaining existing accounts

B

When the only goal of personal selling is to close a​ sale, a company is using​ a(n) __________ approach. A. customer solution B. ​transaction-oriented C. value selling D. relationship E. ​hard-sell

C

Which of the following is an objective for business​ promotions? A. Getting more shelf space from retailers B. Getting retailers to buy ahead C. Generating business leads D. Getting more support for the sales force E. Urging​ short-term customer buying

E

Which of the following is an objective for trade​ promotions? A. Boosting consumer brand involvement B. Urging​ short-term customer buying C. Generating business leads D. Motivating salespeople E. Getting retailers to carry new items and more inventory

D

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

E

Which of the following statements is true regarding​ salespeople? A. Salespeople are not well educated. B. Salespeople must be fast talkers. C. Most salespeople lack common sense and social skills. D. Salespeople do not play a role in solving customer problems. E. The best salespeople are the ones who work closely with customers for mutual gain.

D

Which of the following tools can be used as both consumer and trade​ promotions? A. ​Premiums, displays, and allowances B. Push​ money, off-list​ discounts, and allowances C. ​Coupons, contests, and premiums D. ​Contests, premiums, and displays E. ​Contests, premiums, and push money

C

Which of the following would NOT be a consideration for decision making in designing the full sales promotion​ program? A. The length of the promotion B. How to promote the promotion C. How to set it apart from other promotion mix elements D. The size of the promotion E. Conditions for participation

E

​__________ identifies qualified potential customers and is the first step of the personal selling process. A. Preapproach B. Approach C. Closing D. ​Follow-up E. Prospecting