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Exam 16: Personal Selling and Sales Promotion

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Question 1

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More and more companies are moving away from high-commission plans because ________.

A) outside salespeople tend to undermine the efforts of the inside sales team
B) high-commission plans require salespeople to work overtime
C) salespeople tend to become pushy which affects customer relationships
D) salespeople are prone to taking multiple sales jobs to maximize their income
E) salespeople end up spending too much time traveling to meet customers

F) All of the above
G) B) and C)

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Question 2

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Which of the following best explains why companies are adopting the team selling approach to service large, complex accounts?

A) Products have become too complicated for one salesperson to handle a large company's needs.
B) Customers prefer dealing with many salespeople rather than one sales representative.
C) Job rotation, an integral part of team selling, keeps workers motivated and boosts their morale.
D) Team selling facilitates the evaluation of individual contributions.
E) With team selling, companies are not required to train the outside sales force any longer.

F) C) and E)
G) A) and B)

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Question 3

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Kevin is a salesperson working for a company that manufactures gardening tools. He is involved in door-to-door sales and travels every day to call on customers. In his company, Kevin is most likely a part of the ________.

Kirk Wilkins renewed his cell phone contract with Zip Wireless Services and purchased a new cell phone through the Zip Web site. If Kirk mails Zip Wireless Services his transaction receipt, he would be eligible to receive $50 as cash refund. Which of the following types of sales promotion is evident here?

Which of the following is the most effective-but most expensive-way to introduce a new product or create new excitement for an existing one?

During the prospecting stage, a salesperson needs to identify the good leads and screen out the poor ones through a process known as ________.

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?

What does a call plan show?

________ are useful articles imprinted with an advertiser's name, logo, or message that are given as gifts to consumers.

Salespeople do not represent customers to the company.

Refer to the scenario below to answer the following question(s) . Reliable Tools Company is a manufacturer of hubs and axles for the trailer and heavy truck industry. Although Reliable Tools only has 15 customers, the company is the sole supplier of hub and axle components to those customers. Monthly sales at Reliable Tools are approximately $1 million. "You might say we have all our eggs in one basket," says owner Arthur Deetz. It is critical that a competent sales force be maintained in order to nurture those few but large accounts. Ninety-five percent of Reliable Tools' customers are located in Michigan, Ohio, and Indiana, which means that travel time to all customers is relatively short. However, given the nature of the industry, time spent with each customer is crucial. -Which of the following promotions would be most appropriate for Reliable Tools to use in its attempt to promote its products and generate new business leads?

________ refers to the sales step in which a salesperson asks the customer for an order.

Briefly describe the presentation stage of the selling process.

Travis Computing Systems earns most of its revenue from sales and in-person computer services. The sales force at Travis recently began telemarketing and Web selling. How would telemarketing and Web selling most likely benefit Travis?

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.

Morrill Motors splits the United States of America into 10 sales regions. Within each of those regions, the company has separate sales personnel selling the company's full line of products. Morrill Motors uses a ________ sales force structure.

Why is a firm's organizational climate an important part of building a successful sales staff?

The purpose of a training program for salespeople is to teach them about all of the following EXCEPT ________.

If a company ________, it should adopt a product sales force structure, in which the sales force specializes along product lines.

Prospects can be qualified by looking at all of the following characteristics EXCEPT ________.