Chapter 13

As a sales representative for your firm, your territory is limited to accounts located within the state in which you currently reside. This type of sales force structure is called:

• Customer sales force structure

• Product sales force structure

• Territorial sales force structure

• Combination sales force structure

Your organization has a number of large volume customer accounts that demand exceptional service. The products marketed by your firm are complex. Such a situation calls for a(n):

• Team selling approach

• Workload approach

• Product sales force approach

• Inside sales force approach

Pharmaceutical companies employ salespeople who visit doctors to inform them of products. This is an example of which type of sales force?

• An inside sales force

• An outside sales force

• A large sales force

• A customer sales force

Sales training programs generally teach sales recruits to do all the following EXCEPT:

• Understand the company's products

• Understand different customers and their corresponding buying needs

• Calculate their sales commissions

• Sell effectively

Bobby must sell five computers systems per month. This is an example of a sales:

• Quota

• Goal

• Objective

• Program

______ is the step in the selling process in which the salesperson learns as much as possible about a prospective customer before making a sales call.

• Prospecting

• Preapproach

• Approach

• Handling objections

______ consists of short-term incentives to encourage the purchase or sale of a product or service.

• Sales promotion

• Advertising

• Personal selling

• Direct marketing

McDonald’s Happy Meals include a toy inside. The toy is an example of which type of consumer promotion?

• Coupon

• Premium

• Sweepstake

• Advertising specialty

Disney invited children to enter drawings of Mickey Mouse. The grand prize for the best picture was a family vacation to Disney World. This is an example of a:

• Point-of-purchase promotion

• Premium

• Sweepstake

• Contest

Mandy is a salesperson at a decorating store and receives $50 from the manufacturer of one brand of carpeting for every customer she influences to buy that brand. What type of promotion is this?

• Rebate

• Push money

• Allowance

• Discount