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157. The missionary salesperson's primary purpose is to sell to the producer's customers.
a.
True
b.
False
158. Some support personnel, such as trade salespeople, may perform order-taking functions in addition to support
functions.
a.
True
b.
False
159. The focus of personal selling is shifting from selling a specific product to building long-term relationships with
customers by finding solutions to their needs, problems, and challenges.
a.
True
b.
False
160. Team selling involves building mutually beneficial long-term associations with a customer through regular
communications over prolonged periods of time.
a.
True
b.
False
161. Relationship selling is used especially in consumer marketing.
a.
True
b.
False
162. Selection of the right type and proportion of salespeople is important because it is a one-time decision that affects the
company's ability to generate sales and profits.
a.
True
b.
False
163. When determining the characteristics desirable in salespeople, the sales manager should analyze the characteristics of
the successful and ineffective sales personnel within the firm.
a.
True
b.
False
164. Among others, management recruits from within the firm or from recommendations of individuals by current
employees.
a.
True
b.
False
165. Because salespeople are an expense to the company, yet they are the ones who generate revenues for the company,
management must strive to achieve optimality in the size of its sales force.
a.
True
b.
False
166. Sporadic recruiting is more desirable than continuous recruiting because of the expense involved in the process.
a.
True
b.
False
167. Training programs designed for experienced company salespeople generally are oriented toward product information.
a.
True
b.
False
168. A straight commission compensation program ensures that selling costs will be predictable.
a.
True
b.
False
169. Effective sales force motivation is achieved through a continual organized set of activities performed by the
company's sales management.
a.
True
b.
False
170. The aim of a motivational program is to create a working environment in which sales personnel can achieve their
goals.
a.
True
b.
False
171. To equalize the workload, a sales manager divides a geographic market into sales territories of equal size according
to land area.
a.
True
b.
False
172. Maximization of selling time and minimization of non-selling time are the major goals of routing and scheduling
decisions.
a.
True
b.
False
173. A salesperson with a larger territory will have the advantage of being able to achieve more sales than salespeople
with smaller territories.
a.
True
b.
False
174. Salespeople should know the sales objectives of the firm in order to know what they are expected to accomplish.
a.
True
b.
False
175. Generally, a salesperson's performance is judged by comparing it with predetermined standards rather than by
comparing it with the performance of other salespeople.
a.
True
b.
False
176. The factors used to evaluate a salesperson's performance are based on the sales objectives set by the sales manager
for that salesperson.
a.
True
b.
False
177. A salesperson's performance is often compared with the performance of other salespeople operating under similar
conditions.
a.
True
b.
False
178. Sales promotion activities are always supplementary to personal selling and advertising.
a.
True
b.
False
179. Decisions regarding sales promotion do not affect advertising decisions.
a.
True
b.
False
180. Generally, sales promotion attempts to influence consumers to purchase products but is not normally aimed at
resellers.
a.
True
b.
False
181. Sales promotion may facilitate personal selling.
a.
True
b.
False
182. Sales promotion activities are generally used in conjunction with other promotional efforts.
a.
True
b.
False
183. Sales promotion objectives should be consistent with the organization's overall objectives and its marketing
objectives.
a.
True
b.
False
184. A marketer's selection of sales promotion techniques is influenced by the state of the competitive environment.
a.
True
b.
False
185. Two major categories of sales promotion methods are consumer and trade.
a.
True
b.
False
186. One objective of consumer sales promotion techniques is to encourage patronage for a specific retail store.
a.
True
b.
False
187. Many consumers redeem coupons only for products they normally buy.
a.
True
b.
False
188. Demonstrations in retail stores are not used widely because they are expensive.
a.
True
b.
False
189. The use of sampling is declining.
a.
True
b.
False
190. Consumer contests and sweepstakes are used to promote established products and tend to generate similar levels of
consumer response.
a.
True
b.
False
191. Generally, consumer sweepstakes are more popular than consumer contests.
a.
True
b.
False
192. Buying allowances are effective promotional techniques because they result in profits for resellers.
a.
True
b.
False
193. Merchandise allowances are generally used in conjunction with high-volume, low-profit items.
a.
True
b.
False
194. Cooperative advertising refers to advertisements promoting a product and identifying participating retailers that sell
the product.
a.
True
b.
False
195. You are the head of sales training for a major financial services firm in New York City. You are conducting a sales
training class for a group of new sales trainees. You are a strong believer in using a structured approach to personal
selling.
Based on this information, which of the following personal selling process steps are you going to tell the trainees to
perform first?
a.
Develop a database of potential customers.
b.
Develop an engaging sales presentation.
c.
Practice closing the sale.
d.
Develop a prospect follow-up checklist.
e.
Analyze information about potential customers’ needs.
196. You are conducting interviews for new sales representatives for your electronics firm. You are primarily looking for
candidates that you feel can be successful at selling to new customers. Your current staff is full of sales representatives
who are exceptional at generating repeat sales.
Which of the following types of sales representatives are you looking for primarily?
a.
Order takers
b.
Support personnel
c.
Order getters
d.
Missionary sales reps
e.
Technical sales reps
197. You are conducting interviews for new sales representatives for your manufacturing firm. You are primarily looking
for candidates that you feel can be successful at assisting your wholesaling customers sell to their customers.
Which of the following types of sales representatives are you looking for primarily?
a.
Order takers
b.
Order processer
c.
Order getters
d.
Technical sales reps
e.
Missionary sales reps
198. You are a senior analyst in the worldwide sales and finance group at an auto parts company that is based in Detroit,
Michigan. Your boss has given you a project to answer the following questions:
• How many sales calls must the company make per year to effectively serve its customers?
• What is the average number of sales calls each sales rep in the company makes in a year?
Based on this project request, what element of the sales force management process is your boss focused on?
a.
Establishing sales force objectives
b.
Determining the sales force size
c.
Recruiting and selecting salespeople
d.
Training sales personnel
e.
Compensating salespeople
199. You are an experienced and very successful sales rep for a major consumer products company. You are having lunch
with a group of newly-hired sales reps who just got their assigned sales territories. This is a very ambitious group of new
hires which is evidenced by the fact that they offered to buy you lunch if you would let them pick your brain about
successful sales tactics.
Which of the following personal selling success tips will you share with the new hires?
a.
Don’t waste your time building a database of potential prospects.
b.
Start selling as soon as you meet the prospect for the first time.
c.
Don’t waste too much time on your sales presentation because it is not really important.
d.
Be thorough in your pre-approach by doing your homework on your prospects.
e.
Never try using a “trial close”.
200. A sales rep’s actual sales relative to sales potential is relevant to the sales manager in which of the following phases
of the sales management process?
a.
Managing sales territories
b.
Motivating salespeople
c.
Retaining salespeople
d.
Training sales people
e.
Controlling and evaluating sales force performance
201. Which of the following statements is true about personal selling?
a.
Personal selling provides marketers the least freedom to adjust their message to satisfy customers’ information
needs.
b.
Personal selling is not necessary for expensive or high-risk products.
c.
Personal selling is the most precise of all promotional methods.
d.
A major advantage of personal selling is its cost.
e.
Personal is not the most effective way to form relationships with customers.
202. Which of the following statements is true about salespeople?
a.
They are often the knowledge experts for their firm.
b.
They should always focus on the sale and not the relationship.
c.
They should start selling as soon as they meet a new prospect.
d.
They do not need to be experts on the benefits of their products.
e.
They should not waste time focusing on competitors’ actions.
203. Which of the following statements is true about team selling?
a.
It is not appropriate for expensive, complex, high-tech business products.
b.
Teams typically consist of a sales rep and a marketing rep.
c.
Teams do not include representatives from finance.
d.
It is appropriate for expensive, complex, high-tech business products.
e.
Teams usually include someone from human resources.
204. Which of the following statements is true about sales promotion?
a.
Can increase sales by providing extra purchasing incentives.
b.
It encompasses personal selling.
c.
Sales promotion has increased dramatically, primarily at the expense of personal selling.
d.
Product characteristics are not relevant when deciding on sales promotions.
e.
It encompasses public relations.
205. Which of the following is a reason why the use of sales promotion has increase dramatically?
a.
Customers are more responsive to advertising.
b.
Brand loyalty is increasing.
c.
Retailers are demanding greater promotional efforts from manufacturers to boost profits.
d.
Retailers are placing a stronger emphasis on long-term results versus short-term results.
e.
Customers are less responsive to personal selling.
206. Which of the following statements is true about rebates?
a.
Customers generally do not view the rebate process as complicated.
b.
Mail-in rebates are most effective in situations where consumers require a reason to purchase an item.
c.
Products associated with rebates are typically strong sellers.
d.
Rebates do not degrade a product’s image or desirability.
e.
Marketers use rebates as a substitute for coupons.
207. A _____________ is a sum of money that a producer gives to a reseller for each unit the reseller buys after an initial
promotional deal is over.
a.
scan-back allowance
b.
merchandise allowance
c.
buying allowance
d.
buy-back allowance
e.
push money
208. A ___________ is an advertisement promoting a product and identifying the names of participating retailers that sell
the product.
a.
cooperative advertisement
b.
push money
c.
dealer loader
d.
premium money
e.
dealer listing
