Question 1

Which of the following statements about technology support for salespeople is NOT true?
A) Computer-based decision support systems have been created for sales manager and sales representatives.
B) A Web site can help define a firm's relationships with individual accounts and identify those whose business warrants a personal sales call.
C) Social media is useful in front-end prospecting and lead qualification.
D) Social media is useful in back-end relationship building and management.
E) All of the above are true.

Accepted Answer

All the statements provided are true regarding the role of technology in supporting salespeople. Computer-based decision support systems aid both sales managers and representatives in making informed decisions. Websites can indeed help in defining relationships with accounts and identifying key clients for personal sales calls. Social media plays a significant role in both front-end prospecting, lead qualification, and back-end relationship management.

Question 2

Which of the following refers to the process of deciding which customers will get scarce products during product shortages?
A) delegating
B) prospecting
C) allocating
D) dispersing
E) targeting

Accepted Answer

Allocating refers to the process of deciding which customers will get scarce products during a product shortage. In this process, companies prioritize certain customers based on factors such as loyalty, volume of purchases, and potential profitability. Delegating refers to assigning tasks or responsibilities to others, prospecting is the process of identifying potential customers, dispersing refers to spreading out or distributing something widely, and targeting refers to focusing marketing efforts on specific segments of the population.

Question 3

________ sales force consists of manufacturers' reps, sales agents, and brokers who earn a commission based on sales.
A) Virtual
B) Domestic
C) Contingent
D) Contractual
E) Decentralized

Accepted Answer

A contractual sales force consists of independent agents like manufacturers' reps, sales agents, and brokers who work on commission.

Question 4

Kate is coaching members of her field sales team to help them understand how they spend their time and how they might increase their productivity. She is using ________ to provide them with feedback.
A) time-and-duty analysis
B) a sales quota
C) a feed-forward approach
D) an expense allowance
E) a norm for prospect calls

Accepted Answer

Kate is using time-and-duty analysis to provide feedback to her team about how they spend their time and to help them identify ways to improve their productivity. This involves tracking their activities and analyzing the time they spend on different tasks to identify areas where they can focus their efforts more effectively. While the other options may be useful tools for managing and motivating sales teams, they are not directly related to providing feedback on time management and productivity.

Question 5

Your company has customer-service representatives who provide you with leads, write up proposals, fulfill orders, and provide post-sales support. Your responsibilities are to concentrate on the larger accounts with more complex and customized needs. Your company most likely has a ________ salesforce.
A) distributive
B) territory based
C) leveraged
D) decentralized
E) parallel

Accepted Answer

A leveraged salesforce uses a combination of inside sales representatives and field sales representatives. The inside sales team handles routine tasks like lead generation, proposal writing, order fulfillment, and post-sales support while the field sales team focuses on larger accounts with complex needs. This allows the company to utilize its resources more efficiently and effectively target different types of customers.

Question 6

A company uses sales representatives for selling the company's more complex and customized products to large accounts, while using inside salespeople and Web ordering for low-end selling. Which of the following describes the company's sales force best?
A) demand creators
B) direct marketing force
C) missionary sellers
D) technical salesforce
E) leveraged salesforce

Accepted Answer

The company is leveraging its sales force by using sales representatives for selling complex and customized products to large accounts, while using inside salespeople and Web ordering for low-end selling. This approach helps the company maximize its sales force productivity and efficiency by allocating the right resources to the right types of selling situations.

Question 7

Which of the following is NOT a main part of managing the sales force?
A) recruiting and selecting sales representatives
B) identifying prospects for sales representatives
C) training sales representatives
D) motivating sales representatives
E) evaluating sales representatives

Accepted Answer

While identifying prospects for sales representatives can be a part of managing the sales force, it is not one of the main parts listed. The main parts of managing the sales force are recruiting and selecting sales representatives, training sales representatives, motivating sales representatives, and evaluating sales representatives.

Question 8

Key indicators of sales performance include all of the following EXCEPT ________.
A) average number of sales calls per salesperson per day
B) average revenue per sales call
C) advanced marketing cost per sales call
D) average cost per sales call
E) entertainment cost per sales call

Accepted Answer

All of the other options are indicators of sales performance, but advanced marketing cost per sales call is a measure of marketing effectiveness, not sales performance.

Question 9

Part-time paid employees who work exclusively for the company are a part of the ________ sales force.
A) direct
B) virtual
C) contractual
D) implicit
E) brokered

Accepted Answer

Direct sales force refers to employees who are directly employed by the company and work exclusively for the company. Part-time paid employees who work exclusively for the company are a part of the direct sales force. Virtual sales force refers to remote employees who work for the company but are not physically present in the office. Contractual sales force refers to independent contractors who work for the company but are not considered employees. Implicit and brokered sales force are not commonly used terms in sales management.

Question 10

Identify the first step in the workload approach to establish sales force size.
A) grouping customers into size classes according to annual sales volume
B) establishing desirable call frequencies for each customer class
C) determining the total workload for the country in terms of sales calls per year
D) determining the average number of calls a sales representative can make per year
E) calculating the total number of sales reps needed

Accepted Answer

The first step in the workload approach to establish sales force size involves grouping customers into size classes according to annual sales volume. This classification helps in understanding the distribution of customers and planning the sales efforts accordingly.

Question 11

You are appointed as the B-to-B sales representative of a manufacturing company. What are the various tasks that you will have to perform as a B-to-B salesperson?

Accepted Answer

The answer of You are appointed as the B-to-B sales...

Question 12

Which of the following sales positions is most likely to have fixed compensation?
A) an FMCG salesperson selling to supermarkets
B) a salesperson who handles the industrial customers
C) an insurance agent who works part time
D) a service representative in charge of handling incoming customer queries
E) a telemarketer calling up existing customers to bring in additional sales

Accepted Answer

The answer of Which of the following sales positions is...

Question 13

Consulting on problems, rendering technical assistance, arranging financing, and expediting delivery are examples of the ________ task in the selling context.
A) information gathering
B) targeting
C) communicating
D) servicing
E) allocating

Accepted Answer

Servicing involves providing assistance to customers after the sale has been made. This includes tasks such as addressing problems, offering technical support, helping with financing options, and ensuring timely delivery.

Question 14

________ helps sales representatives understand how they spend their time and how they might increase their productivity.
A) Time-and-duty analysis
B) A sales quota
C) A feed-forward approach
D) An expense allowance
E) A norm for prospect calls

Accepted Answer

Time-and-duty analysis helps sales representatives understand how they spend their time by breaking down their activities and analyzing how they use their time. This analysis can identify areas where they may be spending too much time and suggest ways to improve their productivity. Sales quotas, feed-forward approaches, expense allowances, and prospect call norms are all related to sales performance, but they do not provide the same level of insight into how time is being spent.

Question 15

You are the sales manager of a company that manufactures and markets server computers. The company's products require high-involvement from the sellers and require salespeople to provide complex and technical information. What kind of a compensation structure do you select for your sales representatives?

Accepted Answer

The answer of You are the sales manager of a...

Question 16

Fixed compensation receives more emphasis in sales rep jobs with ________.
A) a high ratio of selling to nonselling duties
B) a high requirement for individual initiatives
C) an intensive focus on selling activities
D) very little need for teamwork
E) technical complexities

Accepted Answer

Technical complexities in sales rep jobs often require specialized knowledge and skills, which are typically compensated with a higher fixed salary to attract and retain qualified individuals.

Question 17

Jack is the sales representative of a company that designs and installs modular kitchens. The company's salesforce is trained to customize their offerings as per customer requirements. After analyzing factors such as the space available and the budget, Jack provides personalized designs to individual customers. What kind of a salesperson is Jack? Briefly explain your answer.

Accepted Answer

The answer of Jack is the sales representative of a...

Question 18

The process of deciding how to allocate company's time among prospects and customers is called ________.
A) targeting
B) prospecting
C) allocating
D) dispersing
E) delegating

Accepted Answer

Targeting refers to the strategic process of determining which prospects or customers to focus on when allocating company time and resources. It involves analyzing factors such as customer demographics, behavior, and purchasing patterns to identify the most profitable or valuable groups to prioritize. Prospecting, on the other hand, refers to the specific activities undertaken to find and engage with potential new customers. Allocating, dispersing, and delegating are more general terms that could be applied to any aspect of resource management, and do not specifically relate to customer targeting.

Question 19

Which of the following is NOT one of the advantages of inside selling?
A) Inside selling is less expensive than in-person selling.
B) Inside salespeople spend more time checking inventory.
C) Inside salespeople spend more time following up orders.
D) Inside salespeople spend more time phoning smaller accounts.
E) All of the above are advantages.

Accepted Answer

All the options listed (A, B, C, D) are considered advantages of inside selling, as they highlight efficiency and cost-effectiveness, rather than disadvantages.

Question 20

A medical "detailer" that represents an ethical pharmaceutical house, who builds goodwill or educates the actual or potential user but is not permitted to take an order, is an example of a ________.
A) missionary salesperson
B) technician
C) demand creator
D) solution vendor
E) deliverer

Accepted Answer

A medical "detailer" who represents an ethical pharmaceutical house and educates the actual or potential users but is not permitted to take an order is an example of a missionary salesperson. Missionary salespeople are not directly involved in closing sales but create goodwill through educating or promoting the products to potential customers.

Quiz 22: Managing Personal Communications: Direct and Database Marketing and Personal Selling

Which of the following statements about technology support for salespeople is NOT true?

Which of the following refers to the process of deciding which customers will get scarce products during product shortages?

________ sales force consists of manufacturers' reps, sales agents, and brokers who earn a commission based on sales.

Kate is coaching members of her field sales team to help them understand how they spend their time and how they might increase their productivity. She is using ________ to provide them with feedback.

A company uses sales representatives for selling the company's more complex and customized products to large accounts, while using inside salespeople and Web ordering for low-end selling. Which of the following describes the company's sales force best?

Which of the following is NOT a main part of managing the sales force?

Key indicators of sales performance include all of the following EXCEPT ________.

Part-time paid employees who work exclusively for the company are a part of the ________ sales force.

Identify the first step in the workload approach to establish sales force size.

You are appointed as the B-to-B sales representative of a manufacturing company. What are the various tasks that you will have to perform as a B-to-B salesperson?

Which of the following sales positions is most likely to have fixed compensation?

Consulting on problems, rendering technical assistance, arranging financing, and expediting delivery are examples of the ________ task in the selling context.

________ helps sales representatives understand how they spend their time and how they might increase their productivity.

Fixed compensation receives more emphasis in sales rep jobs with ________.

The process of deciding how to allocate company's time among prospects and customers is called ________.

Which of the following is NOT one of the advantages of inside selling?

A medical "detailer" that represents an ethical pharmaceutical house, who builds goodwill or educates the actual or potential user but is not permitted to take an order, is an example of a ________.