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WorksheetsChapter 16 Personal Selling and Sales Promotion
Total questions: 97
Worksheet time: 51mins
1) Which of the following elements of the promotion mix involves making personal connections with customers for the purpose of making sales?
A) personal selling
B) advertising
C) e-commerce
D) publicity
E) public relations
a
b
c
d
e
2) A ________ is an individual acting on behalf of a company who performs one or more of the following activities: prospecting, communicating, servicing, and information gathering.
A) press agent
B) media planner
C) marketing director
D) salesperson
E) publicist
a
b
c
d
e
3) ________ involves two-way, personal communication between salespeople and individual customers, either in person, by telephone, or through Web conferences.
A) Advertising
B) Public relations
C) Personal selling
D) Telemarketing
E) Integrated marketing communication
a
b
c
d
e
4) Whom do members of a sales force typically represent?
A) They represent the company to customers.
B) They represent the company to investors.
C) They represent the customer to the company.
D) A and C
E) all of the above
a
b
c
d
e
5) A company can unite its marketing and sales functions through all of the following activities EXCEPT ________.
A) assigning a telemarketer the task of visiting a customer
B) arranging joint meetings to clarify all aspects of communication
C) appointing an executive to oversee both departments
D) having a salesperson preview ads and sales-promotion campaigns
E) sending brand managers on sales calls with a salesperson
a
b
c
d
e
6) When a company sets out to analyze, plan, implement, and control sales force activities, the company is undertaking ________.
A) sales design
B) sales force management
C) group sales efforts
D) co-op selling and advertising
E) promotional objectives
a
b
c
d
e
7) Of the three typical types of sales force structures, which one is often supported by many levels of sales management positions in specific geographical areas?
A) territorial
B) product
C) customer
D) complex systems
E) A and B
a
b
c
d
e
8) All of the following are considered advantages of a territorial sales force structure EXCEPT ________.
A) travel expenses can be minimized
B) each salesperson's job is clearly defined
C) accountability is clearly defined for each salesperson
D) salespeople develop in-depth knowledge of a product line
E) salespeople have the opportunity and incentive to build strong relationships with customers
a
b
c
d
e
9) Which of the following is NOT a disadvantage of a product sales force structure?
A) extra selling costs involved with multiple sales visits from separate divisions
B) overlapping use of resources with big customers
C) salespeople spending time to see the same customer's purchasing agents
D) increased customer delivery time
E) B and C
a
b
c
d
e
10) Companies that use a customer sales force structure organize their salespeople by ________.
A) product
B) territory
C) industry
D) demand
E) hierarchy
a
b
c
d
e
11) Which of the following would a company most likely use to determine sales force size?
A) the workload approach
B) product availability
C) demographic characteristics of the sales force
D) the outside sales force method
E) profit margin
a
b
c
d
e
12) What is the term used to identify the individuals in a company who travel to call on customers in the field?
A) product sales force
B) outside sales force
C) inside sales force
D) complex sales force
E) customer sales force
a
b
c
d
e
13) Members of a company's ________ conduct business from their offices using telephones, e-mails, or visits from prospective buyers to generate sales.
A) outside sales force
B) inside sales force
C) complex sales force
D) customer sales force
E) product sales force
a
b
c
d
e
14) To reduce time demands on their outside sales forces, many companies have increased the size of their inside sales forces, which include technical support people, sales assistants, and ________.
A) retail supervisors
B) sales managers
C) telemarketers
D) accountants
E) programmers
a
b
c
d
e
15) A sales assistant working for an outside sales force will most likely have all of the following duties EXCEPT ________.
A) Answering customer's questions when a salesperson is unavailable
B) providing administrative backup
C) confirming appointments
D) following up on deliveries
E) determining price points
a
b
c
d
e
16) The growing trend of using a group of people from sales, marketing, engineering, finance, technical support, and even upper management to service large, complex accounts is known as ________ selling.
A) department
B) multiple
C) team
D) personal
E) complex
a
b
c
d
e
17) Which of the following best explains why companies are adopting the team selling approach to service large, complex accounts?
A) Products have become too complicated for one salesperson to support.
B) Customers prefer dealing with many salespeople rather than one sales representative.
C) Salespeople prefer working in groups because of the opportunity for flex hours and job sharing.
D) A group of salespeople assigned to one account is cost effective for corporations.
E) Fewer skilled salespeople are working in the high-tech industry.
a
b
c
d
e
18) All of the following are disadvantages of the team selling approach EXCEPT which one?
A) Selling teams can overwhelm customers.
B) Many salespeople are unaccustomed to working with others.
C) Selling teams decrease costs.
D) Individual contributions and compensations can be difficult to assess.
E) Most salespeople are trained to excel in individual performance.
a
b
c
d
e
19) All of the following are problems associated with the poor selection of salespeople EXCEPT ________.
A) lower sales
B) costly turnover
C) less productivity
D) less office support
E) disrupted customer relationships
a
b
c
d
e
20) According to research by the Gallup polling organization, which of the following is one of the four key talents a successful salesperson must possess?
A) managerial skills
B) disciplined work style
C) aggressive personality
D) technological know-how
E) fluency in a second language
a
b
c
d
e
21) During the hiring process, companies that test sales applicants typically measure all of the following abilities EXCEPT ________.
A) sales aptitude
B) organizational skills
C) accounting skills
D) analytical skills
E) personality traits
a
b
c
d
e
22) The purpose of a training program for salespeople is to teach them about all of the following EXCEPT ________.
A) customers' buying habits
B) customers' buying motives
C) the company's main competitors
D) the company retirement benefits
E) the company's organizational structure
a
b
c
d
e
23) Which of the following is a primary reason that companies use e-learning to conduct sales training programs?
A) Customer needs and habits are easily conveyed through e-learning.
B) Customers appreciate the flexibility of e-learning.
C) E-learning allows for more employee feedback.
D) E-learning is the best way to simulate sales calls.
E) E-learning cuts training costs.
a
b
c
d
e
24) Commissions or bonuses that a salesperson receives from a company are categorized as the ________ of a compensation plan.
A) base salary
B) fixed amount
C) variable amount
D) fringe benefit
E) pension component
a
b
c
d
e
25) All of the following are basic types of compensation plan for salespeople EXCEPT ________.
A) straight commission
B) straight salary
C) salary plus commission
D) commission plus bonus
E) salary plus bonus
a
b
c
d
e
26) Companies are increasingly moving away from high commission compensation plans because such plans often lead to salespeople ________.
A) undermining the work of the inside sales team
B) ignoring management and marketing objectives
C) being too pushy and harming customer relationships
D) working multiple sales jobs to maximize their income
E) spending too much time traveling between customers
a
b
c
d
e
27) Helping the sales force "work smart" is the goal of ________.
A) sales supervision
B) sales motivation
C) sales compensation
D) the organizational climate
E) return on sales investment
a
b
c
d
e
28) The aim of sales management motivation is to encourage salespeople to ________.
A) "work smart"
B) "work hard"
C) "work cooperatively"
D) "work creatively"
E) "work quickly"
a
b
c
d
e
29) Which sales management tool helps a salesperson know which customers to visit and which activities to carry out during a week?
A) time-and-duty analysis
B) sales force automation systems
C) call plan
D) sales quota plan
E) positive incentives plan
a
b
c
d
e
30) Companies are always looking for ways to increase face-to-face selling time. All of the following are ways to accomplish this goal EXCEPT ________.
A) using phones and video conferencing instead of traveling
B) simplifying record keeping and other administrative tasks
C) developing better sales-call and routing plans
D) reducing the number of customers each sales rep must visit
E) supplying more and better customer information
a
b
c
d
e
31) Which of the following is an advantage created by the use of a sales force automation system?
A) lower costs for training sales personnel
B) increased motivation to acquire new customers
C) decreased need for an inside sales force
D) stronger organizational climate developed by the sales team
E) more efficient scheduling of sales calls and sales presentations
a
b
c
d
e
32) Which of the following is a potential drawback of using Web-based technologies for making sales presentations and servicing accounts?
A) Salespeople have to invest more time in preparing for this type of interaction with customers.
B) The cost of the technology outweighs any savings gained by eliminating the need for travel.
C) The systems can intimidate salespeople who are unfamiliar with the technology.
D) Customers are less likely to buy the product when a Web conference is used.
E) Customers lack the technology required to participate in a Web conference.
a
b
c
d
e
33) A company that treats its salespeople as valuable contributors with unlimited income opportunities has developed a(n) ________ that will have fewer turnovers and higher sales force performance.
A) sales force system
B) organizational climate
C) compensation package
D) sales structure
E) workload
a
b
c
d
e
34) A sales ________ is the standard that establishes the amount each salesperson should sell and how sales should be divided among the company's products.
A) goal
B) task
C) quota
D) incentive
E) contest
a
b
c
d
e
35) Sales ________ encourage a sales force to make a selling effort that is above and beyond the normal expectation.
A) contests
B) quotas
C) meetings
D) reports
E) plans
a
b
c
d
e
36) A salesperson's ________ is often related to how well he or she meets a sales quota.
A) profit-sharing plan
B) compensation
C) call report
D) sales report
E) expense report
a
b
c
d
e
37) A(n) ________ is a salesperson's write-up of his or her completed sales activities.
A) call plan
B) call report
C) sales report
D) expense report
E) time-and-duty analysis
a
b
c
d
e
38) Which of the following questions would provide management with the LEAST beneficial information regarding the performance of its sales force?
A) Is the sales force meeting its profit objectives?
B) Is the sales force working well with the marketing team?
C) Are sales force costs in line with sales force outcomes?
D) Is the sales force accomplishing its customer relationship objectives?
E) Does the sales force complete its sales reports and expense reports in a timely manner?
a
b
c
d
e
39) The selling process consists of several steps that the salesperson must master, focusing on the goals of ________ and ________ from them.
A) closing sales; getting orders
B) getting new customers; obtaining service ideas
C) getting new customers; obtaining orders
D) overcoming objections; developing relationships
E) managing old customers; following up
a
b
c
d
e
40) Prospecting is the step in the selling process in which the salesperson ________.
A) gathers information about a prospective customer before making a sales call
B) meets the customer for the first time
C) identifies qualified potential customers
D) tells the product's "value story" to the customer
E) clarifies and overcomes customer objections to buying
a
b
c
d
e
41) A salesperson in the prospecting stage most likely uses of the following methods EXCEPT ________.
A) referrals from competing salespeople
B) referrals from current customers
C) referrals from dealers
D) referrals from suppliers
E) cold calling
a
b
c
d
e
42) Which of the following is the LEAST relevant characteristic that a salesperson should consider when qualifying a prospect?
A) financial ability
B) longevity in the market
C) special needs
D) location
E) volume of business
a
b
c
d
e
43) During the prospecting stage, a salesperson needs to discriminate between good leads and poor leads, a process known as ________.
A) closing
B) referring
C) presenting
D) qualifying
E) approaching
a
b
c
d
e
44) A salesperson who researches a company's buying styles and product line is most likely in the ________ stage of the selling process.
A) prospecting
B) preapproach
C) approach
D) presentation
E) closing
a
b
c
d
e
45) The salesperson meets the customer for the first time in the ________ step of the selling process.
A) prospecting
B) qualifying
C) preapproach
D) approach
E) presentation
a
b
c
d
e
46) Technologies such as handheld computers and interactive whiteboards enable salespeople to enhance the ________ stage of the selling process.
A) prospecting
B) preapproach
C) presentation and demonstration
D) qualifying
E) follow-up
a
b
c
d
e
47) Which type of sales approach is best for today's customers who expect, results, and useful products?
A) hard-sell
B) customer-solution
C) razzle-dazzle
D) sales development
E) personal relationship
a
b
c
d
e
48) The qualities that buyers value most in salespeople include empathy, honesty, dependability, thoroughness, follow-through, and ________.
A) good listening
B) good presenting
C) sympathy
D) caring
E) candor
a
b
c
d
e
49) A salesperson should seek out, clarify, and overcome any customer objections during the sales presentation in order to ________.
A) offer the buyer a discount for placing an order
B) minimize the buyer's concerns about the product
C) compliment the buyer for mentioning the objections
D) turn the objections into reasons for buying
E) turn the objections into an opportunity for humour
a
b
c
d
e
50) The qualities buyers dislike most in salespeople include all EXCEPT which of the following?
A) being pushy
B) being deceitful
C) being reliant on technology
D) being unprepared
E) being disorganized
a
b
c
d
e
51) The step of ________ is difficult for some salespeople because they lack confidence, feel guilty about asking for an order, or may not recognize the right time to ask for an order.
A) approaching the prospect
B) making a presentation
C) handling objections
D) closing the sale
E) following up
a
b
c
d
e
52) Salespeople should be trained to recognize ________ signals from the buyer, which can include physical actions such as leaning forward and nodding or asking questions about prices and credit terms.
A) qualifying
B) approach
C) objection
D) closing
E) follow-up
a
b
c
d
e
53) Which of the following is NOT a closing technique?
A) asking for the order
B) reviewing points of agreement
C) offering to help write up the order
D) explaining that the buyer will lose out if the order isn't placed now
E) asking the buyer to clarify any objections
a
b
c
d
e
54) Which step in the sales process is most focused on ensuring customer satisfaction and repeat business?
A) proper approach
B) professional presentation
C) handling objections
D) qualifying prospects
E) follow-up
a
b
c
d
e
55) Which of the following best describes the practice of value selling?
A) earning business from customers based on low prices
B) delivering superior customer value and capturing a fair return on that value
C) closing deals quickly to meet team sales quotas
D) gaining short-term sales that increase annual sales volume
E) challenging customers to find better deals for products and services
a
b
c
d
e
56) A ________ is a short-term incentive used to encourage the immediate purchase of a product or service.
A) sponsorship
B) press release
C) bonus
D) sales promotion
E) publicity stunt
a
b
c
d
e
57) Sales promotions are targeted toward all of the following EXCEPT ________.
A) retailers
B) investors
C) final buyers
D) business customers
E) members of the sales force
a
b
c
d
e
58) The rapid growth of sales promotions in consumer markets is most likely the result of all of the following factors EXCEPT ________.
A) consumers and large retailers becoming more deal oriented
B) product managers facing pressure to increase current sales
C) competing brands attempting to differentiate from each other
D) declining advertising costs
E) advertising efficiency on the decline because of media clutter
a
b
c
d
e
59) Consumers are increasingly ignoring promotions and not making immediate purchases because of ________.
A) advertising specialization
B) promotion clutter
C) promotional marketing
D) advertising clutter
E) promotion differentiation
a
b
c
d
e
60) Sellers use trade promotions for all of the following reasons EXCEPT to ________.
A) encourage retailers to carry more inventory
B) convince retailers to advertise the product
C) gain more shelf space for the product
D) encourage salespeople to sign up new accounts
E) persuade retailers to buy products in advance
a
b
c
d
e
61) Of the main consumer promotion tools, which is the MOST effective for introducing a new product or creating excitement for an existing one?
A) coupons
B) samples
C) cash refunds
D) price packs
E) contests
a
b
c
d
e
62) Which of the following consumer promotion tools is the MOST costly way for companies to introduce a new product?
A) samples
B) coupons
C) premiums
D) cash refunds
E) price packs
a
b
c
d
e
63) Which consumer promotion tool requires consumers to send a proof of purchase to the manufacturer?
A) cents-off deals
B) coupons
C) samples
D) cash refunds
E) promotional products
a
b
c
d
e
64) Which of the following involves marking a reduced price directly on a product's packaging and often results in the stimulation of short-term sales?
A) promotional products
B) patronage rewards
C) price packs
D) samples
E) rebates
a
b
c
d
e
65) ________ are goods offered either free or at low cost as an incentive to buy a product.
A) Coupons
B) Premiums
C) Price packs
D) Cash refund offers
E) Point-of-purchase promotions
a
b
c
d
e
66) A ________ has the advertiser's name on it and is given as a gift to consumers.
A) sample
B) price pack
C) cents-off deal
D) promotional product
E) sweepstake
a
b
c
d
e
67) Which consumer promotion offers consumers the chance to win something by presenting them with an item such as a scratch-off card or a bingo number ?
A) game
B) contest
C) price pack
D) sweepstakes
E) point-of-purchase promotion
a
b
c
d
e
68) Marketers who send coupons to customers' cell phones are using ________.
A) trade promotions
B) mobile marketing
C) premiums
D) point-of-purchase promotions
E) sampling
a
b
c
d
e
69) Marathons, concerts, and festivals with corporate sponsors are examples of ________.
A) point-of-purchase promotions
B) business promotions
C) trade promotions
D) event marketing
E) personal selling
a
b
c
d
e
70) Manufacturers direct more sales promotion dollars toward ________ than to ________.
A) consumers; retailers
B) customers; wholesalers
C) retailers and wholesalers; consumers
D) salespeople; retailers
E) retailers; wholesalers
a
b
c
d
e
71) Manufacturers may offer a(n) ________ in return for the retailer's agreement to feature the manufacturer's products in advertising or display.
A) POP promotion
B) allowance
C) incentive promotion
D) price pack
E) premium
a
b
c
d
e
72) A manufacturer that offers cash or gifts to dealers for encouraging the purchase of the manufacturer's goods is using ________.
A) price-offing
B) push money
C) off-listing
D) off-invoicing
E) allowances
a
b
c
d
e
73) Business promotion tools are used for all of the following reasons EXCEPT to ________.
A) generate business leads
B) stimulate purchases
C) reward customers
D) motivate salespeople
E) increase manufacturing
a
b
c
d
e
74) Trade shows offer manufacturers the opportunity to do all of the following EXCEPT ________.
A) establish a sales contest
B) find new sales leads
C) contact customers
D) introduce new products
E) educate customers
a
b
c
d
e
75) Which of the following questions would be the best one to help a marketer evaluate the return on a sales promotion investment?
A) Did the promotion run too long or too short?
B) Did customers enjoy the events associated with the promotion?
C) Did customers search the promotion's Web site for additional product information?
D) Did the promotion increase purchases from current customers or attract new customers?
E) Did the distribution of the promotional information match consumer expectations and needs?
a
b
c
d
e
76) Ultra-Tech, Inc. has decided to switch to a customer sales force structure. Which of the following advantages is the company now LEAST likely to enjoy?
A) The company can become more customer-focused.
B) The company can better serve different industries.
C) The company can build closer relationships with important customers.
D) The company can better serve current customers and find new customers.
E) The company can expect salespeople to develop in-depth knowledge of numerous and complex product lines.
a
b
c
d
e
77) Johnson Business Solutions, Inc. maintains one sales force for its copy machines and a separate sales force for its computer systems. Johnson Business Solutions utilizes a(n) ________ structure.
A) product sales force
B) customer sales force
C) territorial sales force
D) integrated sales force
E) complex sales force
a
b
c
d
e
78) Morrill Motors splits the United States into 10 sales regions. Within each of those regions, the company maintains two sales teamsone for existing customers and one for prospects. What type of sales force structure does Morrill Motors use?
A) territorial
B) product
C) customer
D) complex
E) workload
a
b
c
d
e
81) East Bay Communications has increased its inside sales force. This will help East Bay in all EXCEPT which one of the following ways?
A) East Bay salespeople will have more time to sell to major accounts.
B) East Bay salespeople will have more time to find major new prospects.
C) East Bay salespeople will have more time to provide after-the-sale customer service.
D) East Bay customers will have questions in a timely manner.
E) East Bay customers will have full access to sales automation technology.
a
b
c
d
e
82) You are applying for a position with the inside sales force at Carson Medical Sales. If you earn the job, you will most likely be expected to perform all of the following tasks EXCEPT ________.
A) confirm appointments for outside salespeople
B) use the Internet to qualify prospects
C) use the telephone to find new leads
D) follow up on product deliveries
E) travel to visit customers
a
b
c
d
e
83) An IBM sales representative is giving a product demonstration to a Best Buy representative. Assisting with the demonstration are an engineer, a financial analyst, and an information systems specialist. If IBM wins the Best Buy account, then all four IBM representatives will service the Best Buy account. This is an example of ________.
A) team selling
B) territorial selling
C) inside selling
D) prospecting
E) sales promoting
a
b
c
d
e
84) Mary Conti is sales manager for National Computer Training. She wants to evaluate the performance of her sales force responsible for the New England territory. Mary will most likely review all of the following in her evaluation EXCEPT ________.
A) call plans
B) sales reports
C) call reports
D) expense reports
E) territorial sales and profit reports
a
b
c
d
e
85) The sales force of Conway Pools has qualified a number of leads. Which of the following will most likely occur next?
A) The outside sales force will call on all prospects.
B) The outside sales force will close the deal with one of the prospects.
C) The outside sales force will learn as much as possible about the prospects.
D) The inside sales force will attend meetings with qualified prospects.
E) The inside sales force will put together a presentation for the prospects.
a
b
c
d
e
86) Marlene Arau is a member of the sales force at Urban Fashions, a clothing manufacturer. Marlene is preparing for a first meeting with a wholesaler who is a potential customer. Marlene is learning as much as she can about the wholesaler's organization. Marlene is in the ________ step of the personal selling process.
A) prospecting
B) qualifying
C) preapproach
D) approach
E) handling objections
a
b
c
d
e
87) Which of the following is an example of a sales promotion?
A) a news release encouraging voters to support a new bond issue for a local elementary school
B) a staged dance routine promoting a new product in a busy public place
C) a coupon for $5 off a visit to an amusement park
D) a listing of all the television programs to be shown by Charter Cable the week of March 16
E) a plan to increase ice cream sales by adding two new flavors
a
b
c
d
e
88) An insert in a Land's End catalog offers free shipping on your next purchase. This is an example of a ________.
A) sales promotion
B) POP promotion
C) trade promotion
D) price pack
E) premium
a
b
c
d
e
89) Monty Boyd travels frequently on West Coast Airlines for his job as an account manager. 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 building a customer relationship with Monty using which of the following?
A) publicity
B) POP reward
C) premium reward
D) sweepstakes program
E) frequency marketing program
a
b
c
d
e
90) Toro ran a clever preseason promotion on some of its snow blower models, offering some money back if the snowfall in the buyer's market area turned out to be below average. This is an example of a(n) ________.
A) advertising specialty
B) premium pack
C) sweepstakes
D) price pack
E) rebate
a
b
c
d
e
91) An example of a(n) ________ is a five-foot-high cardboard display of Tony the Tiger next to Frosted Flakes cereal boxes.
A) sample
B) POP promotion
C) POP pack
D) advertising specialty
E) premium
a
b
c
d
e
92) Kirk Wilkins renewed his cell phone contract with Zip Wireless and purchased a new cell phone through the Zip Web site. If Kirk mails Zip his phone receipt, proof of purchase, and a completed form, he will receive $50 in the mail. What type of sales promotion is being used by Zip?
A) point of purchase
B) advertising specialty
C) premium
D) price pack
E) rebate
a
b
c
d
e
93) Happy Pet is a large petfood company that sells its products to retail pet supply stores as well as wholesalers. The sales force at Happy Pet is LEAST likely to do which of the following?
A) work directly with final customers
B) build relationships with wholesalers
C) help retailers effectively sell the company's products
D) communicate regularly with business customers
E) represent wholesalers and retailers to the company
a
b
c
d
e
94) At Finley's Fine Goods, 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 the customer. Which of the following steps should upper-level management at Finley's Fine Goods take to help bring the sales and marketing functions closer together?
A) establish a customer sales force structure
B) establish a complex sales force structure
C) appoint a new sales force manager
D) adopt a sales force automation system
E) appoint a marketing executive to oversee both marketing and sales
a
b
c
d
e
95) The sales force at Messimer Computing recently began telemarketing and Web selling. How will telemarketing and Web selling most likely benefit Messimer Computing?
A) The inside sales force of Messimer will receive better compensation than the outside sales force.
B) Messimer sales reps will need to spend more face-to-face time with large, high-value customers.
C) Messimer sales reps will be able to service hard-to-reach customers more effectively.
D) Messimer sales reps will be required to telecommute rather than work in a centrally located office.
E) The outside sales force of Messimer will be freed up to work more with the marketing department.
a
b
c
d
e
96) Sales have been slow recently at B & B Materials, so management has organized a training program to improve the performance of its sales force. Which of the following would most likely lead to improved sales for B & B Materials?
A) tests to measure the analytic and organizational skills of the sales force
B) information about the marketing strategies used by competitors
C) tests to identify the personality traits of sales force members
D) a time-and-duty analysis for each salesperson
E) instructions on completing expense reports
a
b
c
d
e
97) At Deck Decor, a manufacturer of outdoor furniture and accessories, the marketing and sales force objectives are to grow relationships with existing customers and to acquire new business. Which of the following compensation plans should management establish to encourage the sales force to pursue both of these objectives?
A) straight salary
B) straight commission
C) salary plus bonus for new accounts
D) commission plus bonus for new accounts
E) salary plus commission plus bonus for new accounts
a
b
c
d
e
98) Your inside sales force is responsible for prospecting and qualifying customers. Which of the following will likely occur?
A) The number of qualified customers will exceed the number of prospects.
B) The outside sales force will call on all prospects.
C) A salesperson may have to approach many qualified customers just to make one sale.
D) Your inside sales force will attend meetings with qualified customers.
E) A and C
a
b
c
d
e
Refer to the scenario below to Answer the following questions.
Reliable Tool Company is a manufacturer of hubs and axles for the trailer and heavy truck industry. Although Reliable Tool only has fifteen customers, the company is the sole supplier of hub and axle components to those customers. Monthly sales at Reliable Tool are approximately $1 million. "You might say we have all of our eggs in one basket," says owner Arthur Deetz.
It is critical that a competent sales force be maintained in order to nurture those few but large accounts. Ninety-five percent of Reliable Tool's customers are located in Michigan, Ohio, and Indiana, which means that travel time to all customers is relatively short. However, given the nature of the industry, time spent with each customer is essential.
99) How would a customer sales force structure benefit Reliable Tool?
A) It would decrease the amount of travel required of each Reliable Tool salesperson.
B) It would enable ReliableTool salespeople to build close relationships with clients.
C) It would help Reliable Tool salespeople become experts on the specific parts they sell.
D) It would allow Reliable Tool management to better supervise and evaluate its salespeople.
E) It would eliminate the need for telemarketers and sales assistants at Reliable Tool.
Answer: B
Diff: 2 Page Ref: 469
AACSB: Reflective Thinking Skills
Skill: Application
Objective: 16-2
100) Which of the following promotions would be most appropriate for Reliable Tool to use in its attempt to promote its products and generate new business leads?
A) rebates
B) premiums
C) specialty advertising items
D) point-of purchase promotions
E) conventions and trade shows
Answer: E
Diff: 2 Page Ref: 487
AACSB: Reflective Thinking Skills
Skill: Synthesis
