Managers using rewards to motivate employees should most likely bear in mind that:
A) short-term motivation contests should be used frequently due to their success
B) motivational goals should be impractical to ensure that employees work hard
C) rewards should be balanced out by long-term disciplinary actions
D) employees prefer financial rewards over non-financial rewards
E) not all employees value the same rewards
Company management is having a difficult time deciding whether to allot more money
to a marketing campaign involving ad buys and promotional events, or to a staff of sales
representatives to sell the organizers. What factor should they consider in allotting the
budget?
A) A national marketing campaign can cost more than the yearly salaries of an entire
sales department.
B) A marketing campaign can reach prospects in several geographic areas at the same
time.
C) Salespeople can visit several retail outlets a day.
D) Salespeople work on commission.
E) Even with a marketing campaign, retail outlets will need to order through and be
trained on product knowledge by salespeople.
The purpose of the follow-up communication between customer and salesperson is to
express thanks for the order and to:
A) introduce related products
B) complete the call card form
C) request referrals for other prospects
D) determine if the customer is satisfied
E) ask for full payment from the customer
Which of the following guidelines regarding territory management is most suitable?
A) Develop a routing plan that is based primarily on visiting new accounts.
B) Develop a routing plan that is based solely on potential sales volume.
C) Develop a routing plan that is based solely on geographical considerations.
D) Develop a routing plan that is based on a combination of potential sales volume and
geographical considerations.
E) Visit only your best customers and ignore those with low potential sales.
AdVance Corporation is a company that formulates and manufactures fertilizers for the
farming industry. The company produces several standardized formulas that can be
purchased directly through the retail arms of the company, but it also formulates custom
fertilizers for farms.
AdVance focuses on traditional, chemical-rich fertilizers that deliver maximum yield
for customers. With which of the following customers would AdVance be a good
partner?
A) an organic heirloom grain farm
B) a farm that grows the grain it feeds to the chickens it sells as “humanely raised,
Earth-friendly”
C) a farm that sells grain crops for export to the chemical processing industry that relies
on volume
D) a farm that acts as a learning lab for students in local elementary schools
E) a hobby farm owned by residents of a nearby city
Karyn Fleishman is the lead sales representative on a team selling super-powered
microscopes to research laboratories and other research institutions. She and her team
just made a presentation to the buying team of a large lab, and they are about to enter
the negotiation process to work toward closing a deal.
The negotiations are stalled until Karyn’s team discovers that the buyers are concerned
about the costs of training laboratory employees to use the new microscope. What
response would most likely move the negotiations forward?
A) The sales team offers to demonstrate the microscope to the lab supervisors.
B) The sales team provides testimonials on the efficacy of the microscope.
C) The sales team ignores the concern and offers expedited delivery instead.
D) The sales team offers discounted training from the firm’s implementation team.
E) The sales team assures the buyers that the microscope is easy to use.
For a strategic alliance to be successful, the first step is for a company to:
A) enlist legal assistance to make sure its interests are protected
B) talk to the customer to discover what its needs are
C) assemble a team of product experts
D) define the ethical guidelines that will apply to the alliance
E) find out as much about the proposed partner as possible
Terrance Simpson is a sales representative for Swim-Tex, a swimming pool service and
supply company. Swim-Tex sells the chemicals needed for pool maintenance as well as
pool accessories like slides, ladders, and diving boards. Swim-Tex sells to both
consumers and businesses.
Terrance has noticed that many of his customers become very frustrated with him when
he attempts to use needs assessment, problem solving, or relationship building
techniques. These customers typically know what product will meet their needs. What
should Terrance most likely do when faced with such customers?
A) Highlight product benefits more than product features.
B) Ask the customer questions to identify unspoken wants.
C) Focus on the purchase stage of the buying process.
D) Spend more time building rapport with the customer.
E) Rework the presentation script to focus more on emotion.
Prior to the introduction of consultative selling and the partnering era, closing was often
presented as:
A) less relevant than strategy
B) a type of win-win negotiation
C) an unnecessary aspect of selling
D) a minor component of personal sales
E) the most important aspect of the sales process
Which of the following most likely covers transportation costs incurred by channel
intermediaries?
A) seasonal discount
B) associate allowance
C) trade discount
D) promotional allowance
E) quantity discount