A(n) ________ is an individual who represents a company to customers by prospecting, communicating, selling, servicing, information gathering, and/or relationship building.

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

Which of the following would most likely improve coordination between marketing and sales?

At Price & Wallace Inc., a pharmaceuticals company, members of the sales force and marketing department tend to have disagreements when things go wrong with a customer. The marketers blame the salespeople for poorly executing their strategies, while the salespeople blame the marketers for being out of touch with customers. Which of the following steps should upper management at Price & Wallace take to help bring the sales and marketing functions closer together?

________ is defined as analyzing, planning, implementing, and controlling sales force activities.

In the ________, each salesperson is assigned to an exclusive geographic area and sells the company's full line of products or services to all customers in that region.

Which of the following is true about the territorial sales force structure?

If a company ________, it should adopt a product sales force structure, in which the sales force specializes along product lines.

Which of the following is true about the product sales force structure?

15) In the ________, separate sales forces are set up for different industries.

Which of the following is true about the customer sales force structure?

Which of the following helps companies in setting sales force size?

18) Kevin is a salesperson working for a company that manufactures gardening tools. He is involved in door-to-door sales and travels every day to call on customers. In his company, Kevin is most likely a part of the ________.

Robin works in a manufacturing company in Ohio. She sells products and handles customer requests via the company's online live chat feature. In her company, Robin is most likely a part of the ________.

Kelly works as a sales representative at Ginner Machine Works. She uses the phone and the Internet to identify prospects and make sales. Kelly calls customers and explains the products offered by Ginner and the advantages of using them. If requested, she also mails the customer product information brochures. Which of the following is most likely Kelly involved in?

Amanda Perkins is a senior sales manager in Arlington Steelworks. As the customer base of her company has grown larger and more demanding over the last few years, Amanda insists on ________, or using groups of people from various departments such as sales, technical support, engineering, and even upper management to service complex accounts.

Which of the following best explains why companies are adopting the team selling approach to service large, complex accounts?

23) All of the following are disadvantages of team selling EXCEPT ________.

All of the following are problems associated with the poor selection of salespeople EXCEPT ________.

Eric Brown is a human resource manager in a company selling and manufacturing personal computers. Who among the following is Eric most likely to hire as a salesperson if his objective is to minimize training costs post recruitment?

Which of the following abilities would LEAST likely be measured when recruiting and testing applicants for a sales position?

The purpose of a training program for salespeople is to teach them about all of the following EXCEPT ________.

Which of the following is a primary reason that companies use e-learning to conduct sales training programs?

All of the following are basic types of compensation plans for salespeople EXCEPT ________.

More and more companies are moving away from high-commission plans because ________.

Which of the following is most likely a true statement about sales compensation in economically tough circumstances?

A(n) ________ shows how much time is spent selling, traveling, waiting, taking breaks, and doing administrative chores by the salesperson.

Which of the following is the best way for a company to increase selling time?

Which of the following involves computerized, digitized sales force operations that let salespeople work more effectively anytime, anywhere?

Which of the following is an advantage of using a sales force automation system?

Which of the following is a potential drawback of using Web-based technologies for making sales presentations and servicing accounts?

________ refers to the standard that establishes the amount each salesperson should sell and how sales should be divided among the company's products.

Which of the following refers to a positive incentive intended to increase the sales force effort?

A(n) ________ is a written representation of a salesperson's completed activities.

Ultra Tech Inc., a company manufacturing gardening tools, has decided to switch to a territorial sales force structure. Which of the following benefits is the company most likely to gain as a result of this decision?

Johnson Business Solutions maintains one sales force for its copy machines and a separate sales force for its computer systems. Johnson Business Solutions utilizes a(n) ________.

Morrill Motors splits the United States of America into 10 sales regions. Within each of those regions, the company has separate sales personnel selling the company's full line of products. Morrill Motors uses a ________ sales force structure.

Sigma Inc. has 2,000 Type-A accounts, each requiring 35 calls per year, and 1,000 Type-B accounts, each requiring 15 calls per year. What is the sales force's workload?

Stahl Inc. has 1,000 A-level accounts, each requiring 30 calls per year, and 3,000 B-level accounts, each requiring 10 calls per year. If each salesperson at Stahl Inc. can make 1,500 sales calls per year, how many salespeople would be needed to meet the total workload?

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

A hybrid sales rep ________.

Hannah Adams is a senior sales manager in Elmo Corp., a rapidly growing company manufacturing personal computers and printers. In order to handle sales effectively, Hannah insists on using the services of different groups of people from different departments within the company such as the sales, marketing, technical support, and finance departments. In this instance, Hannah makes use of ________.

Mary Conti, a sales manager at National Computer Training, wants to evaluate the performance of her sales force in the New England territory. Which of the following would Mary most likely use?

Travis Computing Systems earns most of its revenue from sales and in-person computer services. The sales force at Travis recently began telemarketing and Web selling. How would telemarketing and Web selling most likely benefit Travis?

ravenshaw Metalworks has witnessed a rise in the number of its industrial customers in recent years. The company uses different groups of people from the sales, marketing, technical support and finance departments for servicing large, complex accounts. In this instance, Cravenshaw Metalworks uses ________ in order to enhance the quality of its customers' buying experience.

At the beginning of each year, the management of Dee Decor states the exact amount a salesperson should sell. This specific sales target is also known as a ________.

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

Which of the following is the first step in the personal selling process?

In the ________ stage of the selling process, a company first identifies qualified potential customers.

Prospects can be qualified by looking at all of the following characteristics EXCEPT ________.

During the prospecting stage, a salesperson needs to identify the good leads and screen out the poor ones through a process known as ________.

Before calling on a prospect, the salesperson should learn as much as possible about the organization and its buyers. This step is known as ________.

In which of the following steps of the selling process is a salesperson most likely to meet the customer for the first time?

During the ________ step of the selling process, the salesperson tells the value story to the buyer, showing how the company's product or service solves the customer's problems.

________ refers to the sales step in which a salesperson asks the customer for an order.

Which of the following refers to a closing technique used by salespeople?

Which of the following is the last step in the selling process?

Which of the following steps in the selling process is most focused on ensuring customer satisfaction and repeat business?

Which of the following is true with regard to value selling?

A sales person of a manufacturing company has qualified a number of leads. Which of the following is most likely the next step in the selling process?

Melissa Price is a member of the sales force at Urban Fashions, a Houston-based manufacturer of women's apparel. Melissa is preparing for a first meeting with a wholesaler who is a potential customer. She is learning as much as she can about her prospect and his organization. Melissa is in the ________ step of the personal selling process.

Which of the following is true with regard to prospecting?

________ refers to a practice in which salespeople drop in unannounced on various offices.

Jason has been recently hired as a salesperson by Matrix Inc., a company selling consumer durables. He is currently working on his first sales assignment. After identifying a good prospect, Jason is now learning everything about his prospect via online sources and common acquaintances. Which of the following stages of the selling process is Jason in?

Richard, a salesperson, works for Wellington Steelworks. After researching a qualified lead, Richard is preparing opening lines for meeting the customer for the first time. Which step of the selling process is he about to enter?

Capitalizing on the customer's complaints about the previous detergents she has used, Sheila, a salesperson, explains to the customer why her company's detergent Swish is better and how it can be a one-stop solution for everyday washing. In which of the following steps of the selling process is Sheila?

After successfully overcoming a potential customer's objection to buying the vacuum cleaner he was selling, Terrence, a salesperson, asked the customer for an order. Terrence is in the ________ stage of the selling process.

Right after closing, Joshua, a senior sales manager at Halcyon Technologies called up the customer to ensure that she was satisfied with Halcyon's products. By calling the customer, Joshua also wanted to ensure repeat business. In this instance, Joshua is in the ________ stage of the selling process.

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

Which of the following factors has most likely contributed to the rapid growth of sales promotion, particularly in consumer markets?

________ weakens a given promotion's ability to trigger an immediate purchase.

Which of the following is the most effective—but most expensive—way to introduce a new product or create new excitement for an existing one?

________ are offers of a trial amount of a product.

________ are like coupons except that the price reduction occurs after the purchase rather than at the retail outlet.

Which consumer promotion tool requires the consumer to provide a proof of purchase to the manufacturer?

In ________, the producer marks the reduced prices directly on the label or package. These offer consumers savings off the regular price of a product and are very effective in stimulating short-term sales.

________ are goods offered either free or at low cost as an incentive to buy a product, ranging from toys included with kids' products to phone cards and DVDs.

________ are useful articles imprinted with an advertiser's name, logo, or message that are given as gifts to consumers.

________ are useful articles imprinted with an advertiser's name, logo, or message that are given as gifts to consumers.

________ include displays and demonstrations that take place at the point of sale.

A ________ calls for consumers to submit an entry to be judged by a panel that will select the best entries.

Creating a brand-marketing event or serving as a sole or participating sponsor of events created by others is known as ________.

________ refer to sales promotion tools used to persuade resellers to carry a brand, give it shelf space, promote it in advertising, and push it to consumers.

A manufacturer that offers cash or gifts to dealers for encouraging the purchase of its products is using ________.

Which of the following is used to generate business leads, stimulate purchases, reward customers, and motivate salespeople?

Trade shows most likely help companies to ________.

Which of the following is an example of trade promotion?

Bose offers $50 cash back to customers who purchase a new speaker and send in a proof of purchase. This is an example of a ________.

Monty Boyd, an account manager, travels frequently on West Coast Airlines. Monty earns points for every mile he flies, and he will soon have enough points to receive a free airline ticket. West Coast Airlines is attempting to build a strong customer relationship with Monty through a ________.

Renee's, a company selling winter clothing in Chicago, ran a preseason promotion on some of its fur jackets, offering cash refunds if the snowfall in the customer's market area turned out to be below average. This exemplifies ________.

A five-foot high cardboard display of Terry the polar bear, mascot of Terry's protein shake, next to the shelf containing Terry's products in a supermarket is an example of a(n) ________

Kirk Wilkins renewed his cell phone contract with Zip Wireless Services and purchased a new cell phone through the Zip Web site. If Kirk mails Zip Wireless Services his transaction receipt, he would be eligible to receive $50 as cash refund. Which of the following types of sales promotion is evident here?

Happy Pet is a large pet food company that has convinced the retailers and the wholesalers of the New England area to resell its products. Happy Pet promises to reimburse the advertising costs to its retailers and wholesalers for advertising its products. This is an example of a ________.

Orion is planning to give away free mouse pads imprinted with the company logo and name to anyone who enters their store on the day they launch their new laser mouse. What kind of sales promotion is Orion planning?

Waldo Stores will reward an all-expense-paid trip to Hawaii to anyone who correctly guesses the date on which Waldo Stores was first established in the Boston area. Which type of sales promotion is evident here?

Blue Fizz Inc. sponsors every race that takes place at the Sears Racing Track in Orange County, California. The high-octane racing at Sears is perfect for Blue Fizz to sell its energy drinks and to establish the desired brand image of the company. Which type of promotion is evident here?