Question 1

One of the first sales management decisions a firm must make is whether the company should build its own salesforce or hire independent agents such as manufacturers' representatives. Abacus Designs sells high-end furniture to retailers and needs to make this decision. Independent agents would receive a 5 percent commission on sales while a company salesforce would receive a 3 percent commission, salaries, and benefits. In addition, with company salespeople, sales administration costs would be incurred for a total fixed cost of $500,000 per year. At what sales level would independent salespeople be less costly?

Accepted Answer

The decision to use company salespeople ...

Question 2

At the ________ stage in the personal selling process, a salesperson begins converting a prospect into a customer by creating a desire for the product or service he or she is selling.

Accepted Answer

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

Question 3

Russ Berry Co. sells stuffed animals and holiday gifts. When its salesperson asks a retailer, "Do you want to order the two dozen assorted bears or two dozen white-only bears?" he has executed which stage of the selling process?

Accepted Answer

A)   approach
B)   presentation
C)   handling objections
D)   closing
E)   follow-upF) B) and C)
G) A) and E)

Question 4

A break-even chart for comparing independent agents and a company salesforce includes ________ and ________.

Accepted Answer

A)   selling costs; sales revenues in dollars
B)   sales profits; percentage of market share
C)   salary compensation; commission compensation
D)   calls made; sales made
E)   number of independent agents; number of company salesforce personnelF) D) and E)
G) A) and D)

Question 5

The saleforce structure at Cascade Maverik is a ________ one, with key accounts typically based in highly populated areas.

Accepted Answer

A)   geographic
B)   product
C)   hierarchical
D)   team
E)   customer typeF) A) and D)
G) A) and E)

Question 6

At the ________ stage in the personal selling process, a salesperson gains a prospect's attention, stimulates interest, and builds the foundation for the sales presentation itself.

Accepted Answer

A)   approach
B)   prospecting
C)   preapproach
D)   qualifying
E)   trial closeF) C) and E)
G) A) and B)

Question 7

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

Accepted Answer

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

Question 8

All of these statements regarding order getters are true except which?

Accepted Answer

A)   Order getters require considerable product knowledge.
B)   Order getters are most often used in new-buy or modified rebuy situations.
C)   Order getters include those who are involved in outbound telemarketing.
D)   Order getters typically represent products that have few options and highly standardized industrial products.
E)   Order getter sales calls require substantial investment from the firm.F) B) and C)
G) B) and E)

Question 9

A straight commission compensation plan is well-suited to sales positions where

Accepted Answer

A)   non-selling activities are minimal.
B)   there is lively competition in the industry.
C)   no technological background is necessary.
D)   most salespeople are working toward management positions.
E)   extensive non-selling activities are essential for closing a sale.F) All of the above
G) D) and E)

Question 10

What assumption does the stimulus-response presentation format make?

Accepted Answer

The stimulus-response presentation forma...

Question 11

The salesperson's objective is to gain a prospect's attention, stimulate interest, and make a transition to the presentation during which stage in the personal selling process?

Accepted Answer

A)   presentation
B)   follow-up
C)   prospecting
D)   preapproach
E)   approachF) A) and E)
G) All of the above

Question 12

A memorized, standardized message conveyed to every prospect is referred to as a

Accepted Answer

A)   stimulus-response presentation.
B)   canned sales presentation.
C)   directed selling presentation.
D)   mnemonic sales format.
E)   standardized sales format.F) B) and C)
G) B) and E)

Question 13

If a company chooses to employ its own salesforce, the three basic organizational salesforce structures from which to choose are

Accepted Answer

A)   dollar volume, unit volume, and market share.
B)   NAICS, market size, and geography.
C)   geography, customer, and product/service.
D)   market size, market share, and market type.
E)   dollar volume, unit volume, and profit.F) A) and C)
G) C) and D)

Question 14

During the prospecting stage of the personal selling process, some salespeople use websites, e-mail, and social networks, such as LinkedIn, to connect to individuals and companies that may be interested in their products or services, a practice known as ________ selling.

Accepted Answer

A)   social
B)   suggesting
C)   digital
D)   presentation
E)   qualificationF) A) and E)
G) B) and E)

Question 15

Which of these statements could a salesperson use to acknowledge and convert the prospect's objection into a reason for buying?

Accepted Answer

A)   "I think I might be able to explain that better to you after showing you this diagram."
B)   "Yes, you're right, it is lighter, but that is done intentionally to make your work easier."
C)   "That's true. It does have a shorter shelf life, but that really hasn't been a problem. It is so popular it never stays on the shelf that long anyway."
D)   "Where did you hear that? Your source must have erroneous information."
E)   "As I was saying…."F) A) and E)
G) A) and B)

Question 16

During the presentation stage, a salesperson may encounter objections. What are the six basic techniques for handling objections?

Accepted Answer

Objections are excuses for not making a ...

Question 17

Asking the prospect to make a decision on some aspect of the purchase is referred to as ________ close.

Accepted Answer

A)   an urgency
B)   a preemptory
C)   a presumptive
D)   a trial
E)   a finalF) A) and E)
G) B) and E)

Question 18

Figure 21-4
-Figure 21-4 above depicts the sales management process that involves three interrelated functions. Box A refers to

Accepted Answer

A)   sales plan implementation.
B)   salesforce determination.
C)   salesforce communication.
D)   sales plan formulation.
E)   salesforce evaluation.F) B) and C)
G) All of the above

Question 19

An advantage of the straight salary compensation plan is that it

Accepted Answer

A)   provides an incentive to expand sales volume.
B)   can be easily adapted to changes in the economy.
C)   doesn't include non-selling activities that take time away from selling.
D)   allows salaries to be lower.
E)   is easy to administer.F) B) and E)
G) B) and C)

Question 20

A sales plan is a

Accepted Answer

A)   method of determining a fair and equitable compensation plan.
B)   method of identifying the target markets that most closely meet the special skills of the salesforce.
C)   method for determining the size of a salesforce that integrates the number of customers served, call frequency, call length, and available selling time to arrive at a salesforce size figure.
D)   statement describing what is to be achieved and where and how the selling effort of salespeople is to be deployed.
E)   method that specifies times and places for direct communications between salespeople and their supervisor.F) B) and E)
G) A) and D)

Exam 21: Implementing Interactive and Multi-Channel Marketing

Figure 21-4 -Figure 21-4 above depicts the sales management process that involves three interrelated functions. Box A refers to

Correct Answer
verified

Correct Answer
verified
The decision to use company salespeople ...
View Answer

A straight commission compensation plan is well-suited to sales positions where

Correct Answer
verified

Asking the prospect to make a decision on some aspect of the purchase is referred to as ________ close.

Correct Answer
verified

An advantage of the straight salary compensation plan is that it

Correct Answer
verified

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

Correct Answer
verified

Russ Berry Co. sells stuffed animals and holiday gifts. When its salesperson asks a retailer, "Do you want to order the two dozen assorted bears or two dozen white-only bears?" he has executed which stage of the selling process?

Correct Answer
verified

A sales plan is a

Correct Answer
verified

What assumption does the stimulus-response presentation format make?

Correct Answer
verified
The stimulus-response presentation forma...
View Answer

The salesperson's objective is to gain a prospect's attention, stimulate interest, and make a transition to the presentation during which stage in the personal selling process?

Correct Answer
verified

At the ________ stage in the personal selling process, a salesperson begins converting a prospect into a customer by creating a desire for the product or service he or she is selling.

Correct Answer
verified

If a company chooses to employ its own salesforce, the three basic organizational salesforce structures from which to choose are

Correct Answer
verified

The saleforce structure at Cascade Maverik is a ________ one, with key accounts typically based in highly populated areas.

Correct Answer
verified

A memorized, standardized message conveyed to every prospect is referred to as a

Correct Answer
verified

During the presentation stage, a salesperson may encounter objections. What are the six basic techniques for handling objections?

Correct Answer
verified
Objections are excuses for not making a ...
View Answer

A break-even chart for comparing independent agents and a company salesforce includes and .

Correct Answer
verified

During the prospecting stage of the personal selling process, some salespeople use websites, e-mail, and social networks, such as LinkedIn, to connect to individuals and companies that may be interested in their products or services, a practice known as ________ selling.

Correct Answer
verified

Which of these statements could a salesperson use to acknowledge and convert the prospect's objection into a reason for buying?

Correct Answer
verified

All of these statements regarding order getters are true except which?

Correct Answer
verified

At the ________ stage in the personal selling process, a salesperson gains a prospect's attention, stimulates interest, and builds the foundation for the sales presentation itself.

Correct Answer
verified

Exam 21: Implementing Interactive and Multi-Channel Marketing

Figure 21-4 -Figure 21-4 above depicts the sales management process that involves three interrelated functions. Box A refers to

Correct AnswerverifiedShow Answer

Correct AnswerverifiedThe decision to use company salespeople ...View AnswerShow Answer

A straight commission compensation plan is well-suited to sales positions where

Correct AnswerverifiedShow Answer

Asking the prospect to make a decision on some aspect of the purchase is referred to as ________ close.

Correct AnswerverifiedShow Answer

An advantage of the straight salary compensation plan is that it

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

Russ Berry Co. sells stuffed animals and holiday gifts. When its salesperson asks a retailer, "Do you want to order the two dozen assorted bears or two dozen white-only bears?" he has executed which stage of the selling process?

Correct AnswerverifiedShow Answer

A sales plan is a

Correct AnswerverifiedShow Answer

What assumption does the stimulus-response presentation format make?

Correct AnswerverifiedThe stimulus-response presentation forma...View AnswerShow Answer

The salesperson's objective is to gain a prospect's attention, stimulate interest, and make a transition to the presentation during which stage in the personal selling process?

Correct AnswerverifiedShow Answer

At the ________ stage in the personal selling process, a salesperson begins converting a prospect into a customer by creating a desire for the product or service he or she is selling.

Correct AnswerverifiedShow Answer

If a company chooses to employ its own salesforce, the three basic organizational salesforce structures from which to choose are

Correct AnswerverifiedShow Answer

The saleforce structure at Cascade Maverik is a ________ one, with key accounts typically based in highly populated areas.

Correct AnswerverifiedShow Answer

A memorized, standardized message conveyed to every prospect is referred to as a

Correct AnswerverifiedShow Answer

During the presentation stage, a salesperson may encounter objections. What are the six basic techniques for handling objections?

Correct AnswerverifiedObjections are excuses for not making a ...View AnswerShow Answer

A break-even chart for comparing independent agents and a company salesforce includes ________ and ________.

Correct AnswerverifiedShow Answer

During the prospecting stage of the personal selling process, some salespeople use websites, e-mail, and social networks, such as LinkedIn, to connect to individuals and companies that may be interested in their products or services, a practice known as ________ selling.

Correct AnswerverifiedShow Answer

Which of these statements could a salesperson use to acknowledge and convert the prospect's objection into a reason for buying?

Correct AnswerverifiedShow Answer

All of these statements regarding order getters are true except which?

Correct AnswerverifiedShow Answer

At the ________ stage in the personal selling process, a salesperson gains a prospect's attention, stimulates interest, and builds the foundation for the sales presentation itself.

Correct AnswerverifiedShow Answer

Correct Answer
verified

Correct Answer
verified
The decision to use company salespeople ...
View Answer

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified
The stimulus-response presentation forma...
View Answer

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified
Objections are excuses for not making a ...
View Answer

A break-even chart for comparing independent agents and a company salesforce includes and .

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified