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15 Cards in this Set

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The phenomenon that occurs when acompany becomes attached to a salesperson is known as which of the following?

a) relationship building

b) personal selling


c) salesperson owned loyalty


d) sales force management


e) prospecting

salesperson owned loyalty

American Motors does not have astrong advertising team. Instead, it relies on its employees to build strongrelationships with customers and to promote its products. Employees makepersonal presentations to customers in order to intrigue and interest them inpurchasing. Which of the following best describes what American Motors does tosell products?

a) personal selling

b) creative selling


c) marketing


d) sales promotion


e) customer service

personal selling

The most important aspect ofsales promotion can be considered which of the following?

a) the quality of the product

b) the appropriateness of the advertising


c) the ability of the salesperson


d) the relationship with the customer


e) the funds used for promotion

the relationship with the customer

The practice of using people fromseveral departments in a company in order to service a large sales account isknown as which of the following?

a) personal selling

b) outside sales


c) inside sales


d) team selling


e) cooperative selling

team selling

The salespeople at MultilevelComputing work from a central office. They have a team of telemarketers thatfind new customers and sell product, as well as a team of technical supportpersons that troubleshoot problems with the computer products. Which of thefollowing best describes what is in place at Multilevel Computing?

a) territorial sales force

b) inside sales force


c) customer sales force


d) outside sales force


e) product sales force

inside sales force

Sales force management dependslargely upon which of the following?

a) finding, training, and motivating quality salespeople

b) a thorough knowledge of the customer


c) cooperation with the marketing team


d) first-hand knowledge of the product


e) effective and innovative advertising


finding, training, and motivating quality salespeople


Robinson Inc. is a conglomerate with sixdistinct businesses, each offering multiple products and services. The companyis in the process of restructuring its sales force. While the CFO prefers tocontinue with the existing territorial sales force structure, the CEO feelsthat other approaches should be examined.


Which of the following, if true, wouldstrengthen the argument for a product sales force structure?

a) Robinson’s existing customer base is spread across a large geographic area.

b) Robinson has a large and diverse portfolio of offerings.


c) Most of Robinson’s products are easy to use and require little follow upfrom the sales force.


d) Robinson’s sales compensation and expenses budget has undergone drasticcuts.


e) Robinson has reported strong revenues in each of the previous six quarters.




Robinson has a large and diverse portfolio of offerings.

Robinson Inc. is a conglomerate with sixdistinct businesses, each offering multiple products and services. The companyis in the process of restructuring its sales force. While the CFO prefers tocontinue with the existing territorial sales force structure, the CEO feelsthat other approaches should be examined.Which of the following most strongly supports a move to team selling forRobinson?

a) Robinson’s sales calls require each salesperson to be an expert withrespect to each product.

b) Robinson’s management seeks to evaluate and reward individualcontributions.


c) Senior sales executives have built long-term relationships with customers.


d) Most of Robinson’s customers use a team-based approach to make purchasingdecisions.


e) Robinson’s current reward system favors individual performance.


Most of Robinson’s customers use a team-based approach to make purchasing decisions.

Which of the following is thefocus of value selling?

a) selling items at a profit

b) making a sales quota


c) spending as little as possible on a sales force


d) delivering and demonstrating customer value


e) marketing low price items

delivering and demonstrating customer value

Personal selling differs fromreliance on consumer promotion tools in which of the following ways?

a) Consumer promotion tools are used for long term customer contacts, whilepersonal selling is used for short term customer contacts.

b) Personal selling focuses on short term gains in sales, while consumerpromotion tools promote sales gains over the long term.

c) Consumer promotion tools are financially based rather than relationshipbased, while the opposite is true of personal selling.

d) Personal selling requires less work from the sales force while consumerpromotion tools are more work intensive.


e) Consumer promotion tools work independently from company advertising andpersonal selling relies on it.


Consumer promotion tools are financially based rather than relationshipbased, while the opposite is true of personal selling.


Ted’s Telemarketers is a companythat focuses on making the sale—they have high sales volume but few repeatcustomers. Which of the following is the best method for Ted’s Telemarketers tofollow to ensure they get repeat business?

a) Lower the sales quotas

b) Promote a better product


c) Focus on value selling


d) Slash product prices


e) Offer customer incentives to buy

Focus on value selling

Which of the following groups isNOT targeted by sales promotion tools?

a) retailers

b) customers


c) wholesalers


d) members of the sales force


e) suppliers

suppliers

What is push money?


a) money used to advertise a product


b) funds used to motivate salespeople


c) cash given to distributers to solicit better service


d) money given in return for promoting a product


e) rebates given to customers to encourage sales

money given in return for promoting a product

A company is attempting toconvince a retailer to feature its product. In return for premium shelf space,the company gives the retailer a $50 reduction in price on each case theretailer purchases. Which of the following is the company offering theretailer?

a) push money

b) an allowance


c) a price-off


d) specialty advertising items


e) free goods

an allowance

Awesome Hair Products isattempting to promote their company and get more sales for their products. Inorder to do this, the company has made an agreement to be the official promoterof the 2013 Miss America Pageant, and has made arrangements to supply all ofthe hair care products that the contestants will use during the contest. Whichof the following has Awesome Hair Care products done?


a) given out coupons


b) hosted a trade promotion


c) created a sweepstakes


d) distributed promotional products


e) sponsored an event


sponsored an event