Question 1

The workload method

Accepted Answer

A)   determines a fair and equitable compensation plan based on a weighted system for sales of different types of items or from different-sized territories.
B)   identifies the target market that most closely meets the special skills of the salesforce.
C)   determines the size of a salesforce by integrating the number of customers served, call frequency, call length, and available selling time to arrive at a salesforce size figure.
D)   describes what is to be achieved and where and how the selling effort of salespeople is to be deployed.
E)   determines when a company's salesforce becomes more profitable than independent sales agents to sell its company's products.F) A) and C)
G) A) and E)

Question 2

All of these are sales presentation formats exceptwhich?

Accepted Answer

A)   cold calling format
B)   canned sales format
C)   formula selling format
D)   need-satisfaction format
E)   adaptive selling formatF) A) and C)
G) B) and C)

Question 3

Formulating the sales plan involves three tasks: setting objectives, organizing the salesforce, and

Accepted Answer

A)   hiring sales reps.
B)   developing the marketing plan.
C)   establishing the budget.
D)   developing account management policies.
E)   identifying qualified leads.F) A) and C)
G) B) and E)

Question 4

Personal selling can use all of these modes of communication except which?

Accepted Answer

A)   video teleconferencing
B)   Internet-enabled links between buyers and sellers
C)   a face-to-face encounter
D)   over the telephone
E)   social networks such as FacebookF) A) and B)
G) A) and C)

Question 5

Figure 21-3
-As shown in Figure 21-3 above, Box B is the ________ stage in the personal selling process.

Accepted Answer

A)   approach
B)   preapproach
C)   presentation
D)   prospecting
E)   follow-upF) B) and C)
G) A) and D)

Question 6

FloNetwork, Inc., is a company that has developed automation solutions for electronic marketing. Its software is able to handle all aspects of permission marketing-based campaigns from list generation and e-mail deployment to real-time tracking and in-depth analysis. To sell its system, the company conducts educational programs targeted to the technical staff in a prospective customer's information technology (IT)  department to discuss recent technological developments with the product. In this situation, FloNetwork uses

Accepted Answer

A)   partnership selling.
B)   seminar selling.
C)   conference selling.
D)   sales engineers.
E)   formula selling.F) B) and C)
G) A) and E)

Question 7

A need-satisfaction presentation format that involves adjusting the presentation to fit the selling situation, such as knowing when to offer solutions and when to ask for more information, is referred to as

Accepted Answer

A)   relationship selling.
B)   adaptive selling.
C)   consultative selling.
D)   proactive selling.
E)   cooperative selling.F) A) and E)
G) A) and D)

Question 8

In personal selling, a ________ is an individual who wants a product, can afford to buy it, and is the decision maker.

Accepted Answer

A)   qualified prospect
B)   customer
C)   lead
D)   prospect
E)   gatekeeperF) A) and E)
G) A) and C)

Question 9

Sales support personnel who do not directly solicit orders but rather concentrate on performing promotional activities and introducing new products are referred to as

Accepted Answer

A)   inside order takers.
B)   missionary salespeople.
C)   outside order getters.
D)   sales engineers.
E)   outbound telemarketers.F) B) and D)
G) D) and E)

Question 10

Sales research and practice show that knowledge of the customer and sales situation are key ingredients for

Accepted Answer

A)   progressive selling.
B)   team selling.
C)   formula selling.
D)   adaptive selling.
E)   missionary selling.F) All of the above
G) B) and E)

Question 11

A disadvantage of a customer sales organization is

Accepted Answer

A)   the need to assign just one salesperson to local, regional, national, and global territories.
B)   an increased need for multilingual salespeople.
C)   the smaller number of qualified sales managers.
D)   the need for close teamwork among a diverse salesforce.
E)   higher administrative costs and some duplication of selling effort.F) B) and C)
G) A) and D)

Question 12

At Cascade Maverik, compensation is a combination of salary and commission. According to a sales manager, "salary allows our employees to step into their role confidently, and commission is about ________."

Accepted Answer

A)   competition
B)   persuasion
C)   motivation
D)   isolation
E)   reformF) A) and B)
G) All of the above

Question 13

Lindsey Smith's task in Molecular Imaging Products at GE Healthcare is to

Accepted Answer

A)   simplify sales presentations for technical products.
B)   increase the importance of the advertising element of the company's promotion mix.
C)   develop a team of professionals in selling to and servicing key customers.
D)   create value in customer relationships by emphasizing the company's product innovations, solutions, and service.
E)   establish brand recognition for Molecular Imaging Products as distinct from GE Healthcare.F) A) and B)
G) None of the above

Question 14

The primary way in which relationship selling creates customer value is by

Accepted Answer

A)   assigning a single sales representative to a single customer.
B)   maintaining a long-term connection involving mutual respect and trust.
C)   guaranteeing fair and equitable prices for each client regardless of the size of the purchase.
D)   providing cumulative discounts based on customer loyalty and the length of the customer relationship.
E)   guaranteeing fair and equitable sales practices for each customer regardless of the frequency of the purchase.F) B) and E)
G) A) and B)

Question 15

Salespeople are paid using one of three plans:

Accepted Answer

A)   incremental salary, input-based commission, and output-based commission.
B)   straight salary, straight commission, and graded-scale competitive pay.
C)   percentage of sales, percentage of profits, and straight salary.
D)   straight salary, straight commission, and a combination of salary and commission.
E)   straight commission, percentage of market share, and a combination of salary and commission.F) None of the above
G) A) and B)

Question 16

Quantitative assessments of sales performance may be based on output-related measures, such as

Accepted Answer

A)   dollar or unit sales volume, last year/current year sales ratio, and new accounts generated.
B)   sales calls, selling expenses, and account management policies.
C)   selling expenses, profits generated, and emotional intelligence quotient.
D)   new lead generation, sales quotas, and sales increases over the previous evaluation period.
E)   recruitment, selection, and training of new sales representatives.F) C) and D)
G) All of the above

Question 17

A need-satisfaction presentation is a format that

Accepted Answer

A)   uses computer, information, communication, and Internet technologies to make the sales presentation more effectively and efficiently.
B)   consists of information that must be provided in an accurate, thorough, and step-by-step manner to inform the prospect.
C)   assumes that given the appropriate stimulus by a salesperson, the prospect will buy.
D)   emphasizes probing and listening by the salesperson to identify needs and interests of prospective buyers.
E)   builds ties to customers based on a salesperson's attention and commitment to customer needs.F) C) and E)
G) A) and D)

Question 18

After completing an 18-week sales training program, Joshua was told, "You will be paid 4 percent on net dollar volume up to $10 million. Sales in excess of $10 million command a rate of 6 percent." The company Joshua works for is using a ________ for him after completing the sales training program.

Accepted Answer

A)   sales response compensation plan
B)   combination compensation plan
C)   straight sales compensation plan
D)   straight commission compensation plan
E)   market share compensation planF) None of the above
G) A) and C)

Question 19

Which of these is one of the five dimensions of emotional intelligence?

Accepted Answer

A)   honesty
B)   sense of humor
C)   impulse management
D)   the ability to be positive
E)   a need to be in controlF) A) and B)
G) A) and C)

Question 20

When different types of buyers have different needs, a ________ sales organization structure is used.

Accepted Answer

A)   multi-reseller
B)   customer
C)   geographical
D)   market segmentation
E)   multilevel marketingF) C) and E)
G) B) and D)

Exam 21: Implementing Interactive and Multi-Channel Marketing

Sales research and practice show that knowledge of the customer and sales situation are key ingredients for

Correct Answer
verified

Personal selling can use all of these modes of communication except which?

Correct Answer
verified

Correct Answer
verified

After completing an 18-week sales training program, Joshua was told, "You will be paid 4 percent on net dollar volume up to $10 million. Sales in excess of $10 million command a rate of 6 percent." The company Joshua works for is using a ________ for him after completing the sales training program.

Correct Answer
verified

When different types of buyers have different needs, a ________ sales organization structure is used.

Correct Answer
verified

Sales support personnel who do not directly solicit orders but rather concentrate on performing promotional activities and introducing new products are referred to as

Correct Answer
verified

In personal selling, a ________ is an individual who wants a product, can afford to buy it, and is the decision maker.

Correct Answer
verified

Salespeople are paid using one of three plans:

Correct Answer
verified

Lindsey Smith's task in Molecular Imaging Products at GE Healthcare is to

Correct Answer
verified

A disadvantage of a customer sales organization is

Correct Answer
verified

Formulating the sales plan involves three tasks: setting objectives, organizing the salesforce, and

Correct Answer
verified

Figure 21-3 -As shown in Figure 21-3 above, Box B is the ________ stage in the personal selling process.

Correct Answer
verified

All of these are sales presentation formats exceptwhich?

Correct Answer
verified

A need-satisfaction presentation format that involves adjusting the presentation to fit the selling situation, such as knowing when to offer solutions and when to ask for more information, is referred to as

Correct Answer
verified

The primary way in which relationship selling creates customer value is by

Correct Answer
verified

A need-satisfaction presentation is a format that

Correct Answer
verified

The workload method

Correct Answer
verified

Which of these is one of the five dimensions of emotional intelligence?

Correct Answer
verified

At Cascade Maverik, compensation is a combination of salary and commission. According to a sales manager, "salary allows our employees to step into their role confidently, and commission is about ________."

Correct Answer
verified

Quantitative assessments of sales performance may be based on output-related measures, such as

Correct Answer
verified

Exam 21: Implementing Interactive and Multi-Channel Marketing

Sales research and practice show that knowledge of the customer and sales situation are key ingredients for

Correct AnswerverifiedShow Answer

Personal selling can use all of these modes of communication except which?

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

After completing an 18-week sales training program, Joshua was told, "You will be paid 4 percent on net dollar volume up to $10 million. Sales in excess of $10 million command a rate of 6 percent." The company Joshua works for is using a ________ for him after completing the sales training program.

Correct AnswerverifiedShow Answer

When different types of buyers have different needs, a ________ sales organization structure is used.

Correct AnswerverifiedShow Answer

Sales support personnel who do not directly solicit orders but rather concentrate on performing promotional activities and introducing new products are referred to as

Correct AnswerverifiedShow Answer

In personal selling, a ________ is an individual who wants a product, can afford to buy it, and is the decision maker.

Correct AnswerverifiedShow Answer

Salespeople are paid using one of three plans:

Correct AnswerverifiedShow Answer

Lindsey Smith's task in Molecular Imaging Products at GE Healthcare is to

Correct AnswerverifiedShow Answer

A disadvantage of a customer sales organization is

Correct AnswerverifiedShow Answer

Formulating the sales plan involves three tasks: setting objectives, organizing the salesforce, and

Correct AnswerverifiedShow Answer

Figure 21-3 -As shown in Figure 21-3 above, Box B is the ________ stage in the personal selling process.

Correct AnswerverifiedShow Answer

All of these are sales presentation formats exceptwhich?

Correct AnswerverifiedShow Answer

A need-satisfaction presentation format that involves adjusting the presentation to fit the selling situation, such as knowing when to offer solutions and when to ask for more information, is referred to as

Correct AnswerverifiedShow Answer

The primary way in which relationship selling creates customer value is by

Correct AnswerverifiedShow Answer

A need-satisfaction presentation is a format that

Correct AnswerverifiedShow Answer

The workload method

Correct AnswerverifiedShow Answer

Which of these is one of the five dimensions of emotional intelligence?

Correct AnswerverifiedShow Answer

At Cascade Maverik, compensation is a combination of salary and commission. According to a sales manager, "salary allows our employees to step into their role confidently, and commission is about ________."

Correct AnswerverifiedShow Answer

Quantitative assessments of sales performance may be based on output-related measures, such as

Correct AnswerverifiedShow Answer

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