Question 1

Although firms may differ in the specifics of how salespeople are managed, the sales management process has many similarities across firms. Briefly describe the three interrelated functions of the sales management process.

Accepted Answer

The answer of Although firms may differ in the specifics...

Question 2

The best organizational structure to use when different buying organizations have different needs is a__________ sales organization.

Accepted Answer

A)  geographic
B)  profit-based
C)  product
D)  customerE) A) and B)
F) A) and C)

Question 3

Quantitative assessments of sales performance may be based on input-related objectives set forth in the sales plan, such as those involving:

Accepted Answer

A)  selling expenses.
B)  sales produced.
C)  orders produced compared with sale calls made.
D)  number of new accounts generated.E) A) and C)
F) C) and D)

Question 4

Which salesforce organizational structure minimizes travel time, expenses, and duplication of effort?

Accepted Answer

A)  customer
B)  product
C)  geographica l
D)  managemen tE) A) and C)
F) B) and C)

Question 5

Policies that specify whom salespeople should contact, what kinds of selling and customer service activities should be engaged in, and how these activities should be carried out is referred to as:

Accepted Answer

A)  Territorial management
B)  Account management
C)  Sales-response
D)  Customer contactE) B) and D)
F) None of the above

Question 6

A purchasing agent who has previously ordered from your company refuses to reorder on the grounds that "your deliveries are always late." You respond by courteously, "You're absolutely right, and I am going to make it my business to be sure that never happens again." Which method have you used to handle the customer's objection?

Accepted Answer

A)  denying
B)  agreeing and neutralizing
C)  postponing
D)  ignoringE) A) and D)
F) B) and D)

Question 7

The role of sales management creates marketing value for the company by:

Accepted Answer

A)  providing training to salespeople.
B)  adding communication skills as a priority.
C)  ensuring salespeople have selling skills proficiency.
D)  managing sales people who create value for the customer.E) C) and D)
F) B) and D)

Question 8

The three major tasks involved in the implementation stage of the sales management process are:

Accepted Answer

A)  developing account management policies, implementing the account management policies, and correcting the account management policies.
B)  setting sales objectives, organizing the salesforce, and developing account management policies.
C)  salesforce recruitment and selection, salesforce training, and salesforce motivation and compensation.
D)  organizing the salesforce, quantitative assessment, and follow-up.E) B) and C)
F) None of the above

Question 9

As a result of implementing Access, Toyota Canada's gender intelligent salesperson training program, both__________ have increased.

Accepted Answer

A)  market share and customer satisfaction
B)  customer confusion and customer questions
C)  market share and customer confusion
D)  customer satisfaction and customer questionsE) A) and D)
F) None of the above

Question 10

Which of the following statements describes an advantage achieved when replacing independent sales agents with an internal salesforce?

Accepted Answer

A)  Independent agents are more motivated to work on non-selling duties.
B)  With independent agents, the selling company has greater flexibility in scheduling and transferring salespeople.
C)  With an internal salesforce, there are additional types of rewards available for salespeople beyond just money, such as health and retirement benefits.
D)  The use of an internal salesforce is usually less costly with a lower sales volume.E) B) and C)
F) A) and C)

Question 11

Relationship selling is described by all of the following, except:

Accepted Answer

A)  builds ties to customers based on a salesperson's attention and commitment to customer needs over time.
B)  makes customer value creation possible.
C)  focuses on creating short-term sales.
D)  involves mutual respect and trust among buyers and sellers.E) A) and D)
F) All of the above

Question 12

When specialized knowledge is needed by members of a customer's buying centre, selling companies often rely on:

Accepted Answer

A)  sales engineering.
B)  order getting.
C)  team selling.
D)  need-satisfaction selling.E) B) and D)
F) A) and B)

Question 13

A clerk at McDonalds asks a customer if they want to supersize their Value Meal. This is an example of:

Accepted Answer

A)  consultative selling
B)  need-satisfaction
C)  stimulus-response selling
D)  formula-sellingE) B) and D)
F) None of the above

Question 14

As part of performing their jobs, sales managers will do each of the following EXCEPT:

Accepted Answer

A)  organize the salesforce.
B)  evaluate the performance of individual salespeople.
C)  set objectives for the salesforce.
D)  create follow-up advertising and direct mail literature.E) A) and B)
F) B) and C)

Question 15

Research on salesperson motivation suggests that what produces motivated salespeople is a clear job description, effective sales management practice, a sense of achievement, and:

Accepted Answer

A)  an unlimited expense account.
B)  freedom to do one's own thing.
C)  proper incentives and rewards.
D)  a swift kick in the butt now and then.E) A) and B)
F) None of the above

Question 16

Figure 18-3
 
-As shown in Figure 18-3, asking a customer if they are satisfied with the product is likely to occur at which stage?

Accepted Answer

A)  F
B)  C
C)  D
D)  EE) A) and D)
F) B) and C)

Question 17

Alice Faulkner is a professional salesperson. She earns her living by selling advertising for The New York Times newspaper. In addition to selling advertising to her regular accounts, Alice is responsible for generating new advertising accounts for the newspaper. In order to fulfill her responsibilities, Faulkner works hard to make sure
The potential customers she sells to are qualified prospects. How can Faulkner know if the prospects she is selling to are qualified prospects?

Accepted Answer

A)  Qualified prospects have the money to buy display advertising in the paper.
B)  Qualified prospects have a need for the advertising, can afford to buy it, and have the authority to make the purchase decision.
C)  Qualified prospects have an interest in buying display advertising in the paper.
D)  Qualified prospects have the authority to make the decision to buy the advertising.E) A) and C)
F) None of the above

Question 18

At which stage in the personal selling process will a salesperson likely search a list titled: "Top paper using companies in Canada, 2014."?

Accepted Answer

A)  preapproach
B)  prospecting
C)  introduction
D)  initial canvassingE) A) and B)
F) A) and C)

Question 19

At which stage of the personal selling process would a salesperson obtain a purchase commitment from the prospect?

Accepted Answer

A)  close
B)  follow-up
C)  approach
D)  presentationE) None of the above
F) C) and D)

Question 20

What role do missionary salespeople play in the personal selling process? What role do sales engineers play in the personal selling process?

Accepted Answer

The answer of What role do missionary salespeople play in...

Exam 18: Personal Selling and Sales Management

The best organizational structure to use when different buying organizations have different needs is a__________ sales organization.

Correct Answer
verified

The three major tasks involved in the implementation stage of the sales management process are:

Correct Answer
verified

Figure 18-3 -As shown in Figure 18-3, asking a customer if they are satisfied with the product is likely to occur at which stage?

Correct Answer
verified

Research on salesperson motivation suggests that what produces motivated salespeople is a clear job description, effective sales management practice, a sense of achievement, and:

Correct Answer
verified

At which stage of the personal selling process would a salesperson obtain a purchase commitment from the prospect?

Correct Answer
verified

As a result of implementing Access, Toyota Canada's gender intelligent salesperson training program, both__________ have increased.

Correct Answer
verified

What role do missionary salespeople play in the personal selling process? What role do sales engineers play in the personal selling process?

Correct Answer
verified

A clerk at McDonalds asks a customer if they want to supersize their Value Meal. This is an example of:

Correct Answer
verified

Which of the following statements describes an advantage achieved when replacing independent sales agents with an internal salesforce?

Correct Answer
verified

At which stage in the personal selling process will a salesperson likely search a list titled: "Top paper using companies in Canada, 2014."?

Correct Answer
verified

As part of performing their jobs, sales managers will do each of the following EXCEPT:

Correct Answer
verified

Although firms may differ in the specifics of how salespeople are managed, the sales management process has many similarities across firms. Briefly describe the three interrelated functions of the sales management process.

Correct Answer
verified

Relationship selling is described by all of the following, except:

Correct Answer
verified

Correct Answer
verified

Policies that specify whom salespeople should contact, what kinds of selling and customer service activities should be engaged in, and how these activities should be carried out is referred to as:

Correct Answer
verified

When specialized knowledge is needed by members of a customer's buying centre, selling companies often rely on:

Correct Answer
verified

Which salesforce organizational structure minimizes travel time, expenses, and duplication of effort?

Correct Answer
verified

Quantitative assessments of sales performance may be based on input-related objectives set forth in the sales plan, such as those involving:

Correct Answer
verified

The role of sales management creates marketing value for the company by:

Correct Answer
verified

Correct Answer
verified

Exam 18: Personal Selling and Sales Management

The best organizational structure to use when different buying organizations have different needs is a__________ sales organization.

Correct AnswerverifiedShow Answer

The three major tasks involved in the implementation stage of the sales management process are:

Correct AnswerverifiedShow Answer

Figure 18-3 -As shown in Figure 18-3, asking a customer if they are satisfied with the product is likely to occur at which stage?

Correct AnswerverifiedShow Answer

Research on salesperson motivation suggests that what produces motivated salespeople is a clear job description, effective sales management practice, a sense of achievement, and:

Correct AnswerverifiedShow Answer

At which stage of the personal selling process would a salesperson obtain a purchase commitment from the prospect?

Correct AnswerverifiedShow Answer

As a result of implementing Access, Toyota Canada's gender intelligent salesperson training program, both__________ have increased.

Correct AnswerverifiedShow Answer

What role do missionary salespeople play in the personal selling process? What role do sales engineers play in the personal selling process?

Correct AnswerverifiedShow Answer

A clerk at McDonalds asks a customer if they want to supersize their Value Meal. This is an example of:

Correct AnswerverifiedShow Answer

Which of the following statements describes an advantage achieved when replacing independent sales agents with an internal salesforce?

Correct AnswerverifiedShow Answer

At which stage in the personal selling process will a salesperson likely search a list titled: "Top paper using companies in Canada, 2014."?

Correct AnswerverifiedShow Answer

As part of performing their jobs, sales managers will do each of the following EXCEPT:

Correct AnswerverifiedShow Answer

Although firms may differ in the specifics of how salespeople are managed, the sales management process has many similarities across firms. Briefly describe the three interrelated functions of the sales management process.

Correct AnswerverifiedShow Answer

Relationship selling is described by all of the following, except:

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

Policies that specify whom salespeople should contact, what kinds of selling and customer service activities should be engaged in, and how these activities should be carried out is referred to as:

Correct AnswerverifiedShow Answer

When specialized knowledge is needed by members of a customer's buying centre, selling companies often rely on:

Correct AnswerverifiedShow Answer

Which salesforce organizational structure minimizes travel time, expenses, and duplication of effort?

Correct AnswerverifiedShow Answer

Quantitative assessments of sales performance may be based on input-related objectives set forth in the sales plan, such as those involving:

Correct AnswerverifiedShow Answer

The role of sales management creates marketing value for the company by:

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

Correct Answer
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Correct Answer
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Correct Answer
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Correct Answer
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Correct Answer
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Correct Answer
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