99) 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?
A) contest
B) sample
C) premium
D) trade promotion
E) point-of-purchase promotion
100) 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?
A) event marketing
B) mass marketing
C) point-of-purchase promotion
D) solution selling
E) advertising specialties
101) Personal selling involves interpersonal interactions between salespeople and individual
customers.
102) Salespeople do not represent customers to the company.
103) Sales force management refers to analyzing, planning, implementing, and controlling sales
force activities.
104) In the territorial sales force structure, each salesperson is responsible for selling a single,
exclusive product across different geographical regions.
105) In a territorial sales force structure, as each salesperson travels within a limited geographic
area, travel expenses are relatively small.
106) If a company has numerous and complex products, it can adopt a product sales force
structure in which the sales force specializes along product lines.
107) In a product sales force structure, no single salesperson can become an expert in all of the
product categories, so product specialization is required.
108) In the customer sales force structure, 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
territory.
109) In a complex sales force structure, salespeople can be specialized by customer and territory;
product and territory; product and customer; or territory, product, and customer.
110) The workload approach is used to determine the type of sales force structure required by a
company.
111) The inside sales force consists of salespeople who conduct business from their offices via
telephone, the Internet, or visits from buyers.
112) Sales assistants confirm appointments, follow up on deliveries, and answer customers’
questions when outside salespeople cannot be reached.
113) Telemarketing has ceased to be an important tool for most B-to-B marketers owing to the
federal government’s Do Not Call Registry.
114) Using teams of people from sales, marketing, engineering, finance, technical support, and
even upper management to service large, complex accounts is known as team selling.
115) Training online instead of on-site can cut travel and other training costs, and it takes up less
of a salesperson’s selling time.
116) Companies are increasingly adopting high-commission plans to make sure that salespersons
are motivated to build long-term relationships with customers.
117) The goal of supervision is to encourage salespeople to “work hard” and energetically
toward sales force goals.
118) The first step in the selling process is prospecting—identifying qualified potential
customers.
119) During the preapproach step of the selling process, the salesperson meets the customer for
the first time.
120) During the presentation step of the selling process, the salesperson tells the “value story” to
the buyer, showing how the company’s offer solves the customer’s problems.
121) In the follow-up stage of the selling process, the salesperson asks the customer for an order.
122) Sales promotion consists of short-term incentives to encourage the purchase of a product or
service.
123) Advertising specialties include displays and demonstrations that take place at the point of
sale.
124) Creating a brand-marketing event or serving as a sole or participating sponsor of events
created by others is known as event marketing.
125) Business promotions are used to generate business leads, stimulate purchases, reward
customers, and motivate salespeople.
126) Describe the nature of personal selling and the role of the sales force.
127) Discuss the differences between the three major sales force structures. What are the
potential benefits of each structure?
128) Why are more companies using team selling? What are its pros and cons?
129) How do successful companies recruit and train their salespeople? What does an effective
training program teach salespeople?
130) Describe some of the methods used to supervise salespeople and help them work more
efficiently.
131) Explain the methods of evaluating the performance of a sales force. Why is the evaluation
of a company’s sales force considered necessary?
132) What are the different steps in the selling process? Briefly describe each step.
133) What is the follow-up step of the selling process? Why is it important?
134) How is the personal selling process and customer relationship management interrelated?
What are the primary requirements of value selling?
135) Briefly explain the major sales promotion tools.
136) What is personal selling?
137) What is the role of a salesperson in a territorial sales force structure?
138) Under what conditions is a company most likely to use a product sales force structure?
139) Why and how do companies use workload approach?
140) Distinguish between an outside sales force and an inside sales force.
141) What is the goal of training salespeople?
142) What are the different basic types of compensation plans available to salespeople?
143) What is the goal of supervising salespeople?
144) What does a call plan reveal?
145) Why have firms adopted sales force automation systems?
146) Why is a firm’s organizational climate an important part of building a successful sales staff?
147) How do salespeople qualify prospects?
148) Why should a salesperson set call objectives?
149) Briefly describe the presentation stage of the selling process.
150) What are point-of-purchase (POP) promotions?
151) How can sales promotion be accomplished through samples?