1. The process of planning, analysing, controlling and implementing the activities of sales force

is classified as

• A. indirect sales management

• B. direct sales management

• C. sales force management

• D. persuasion management

2. The field sales force is also called as

• A. inside sales force

• B. outside sales force

• C. channel intermediaries

• D. none of the above

3. The tools of sales promotion that are used to trigger short term customer involvement or to

build customer relationships are classified as

• A. inbound promotion

• B. outbound promotion

• C. organizational promotion

• D. consumer promotions

4. The step of personal selling process in which the sales person learns about potential buyer

before making a call for sale is classified as

• A. pre-approach

• B. sales nomination

• C. qualifying

• D. prospecting

5. The sales promotion tool through which resellers are persuaded to carry brand, provide shelf

space, promote advertising and push to final buyers is classified as

• A. point of purchase promotion

• B. trade promotion

• C. event promotion

• D. off deal promotion

6. The last step in personal selling process is

• A. present and demonstrate

• B. follow up

• C. closing

• D. approach

7. Qualifying a prospect is

• A. identical with checking references for an applicant

• B. determining which applicant to hire

• C. conducting an exit interview

• D. determining if a prospect is interested in a product

8. Which of the following statements about sales force management is true?

• A. The sales force is the firm's most direct link to the customer

• B. The statement, "The world will beat a path to your door if you build a better mousetrap," reflects how business operates today

• C. As organizations implement the marketing concept, they soon realize how important it

  is to be sales-oriented

• D. Personal selling is usually less expensive than advertising

9. Which of the following statements about the sales force in the 21st century is true?

• A. Sales managers will use a hands-off approach and let the professional salesperson be

  his or her own boss

• B. Transactional exchanges no longer occur

• C. Sales management must be smart and nimble and provide technology-centered

  solutions to support the sales effort

• D. Salespeople make little use of the Internet because they realize the importance of the

  personal touch

10. __________refers to the administration of the personal selling component of a company’s

marketing program.

• A. Sales management

• B. Distribution Management

• C. Promotion Management

• D. Marketing Management