Question 1

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

Accepted Answer

Allocating refers to the process of deciding which customers will receive a limited amount of products during a product shortage. Delegating refers to assigning tasks to others, prospecting refers to identifying potential customers, dispersing refers to distributing products, and targeting refers to identifying and selecting specific groups of customers to focus marketing efforts on.

Question 2

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

Accepted Answer

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

Question 3

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

Accepted Answer

The answer of Fixed compensation receives more emphasis in sales...

Question 4

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.

Accepted Answer

A leveraged salesforce is one where different types of salespeople are responsible for different parts of the sales process. In this case, the customer-service representatives are handling the initial stages of the sales process, while the salesperson is focused on higher-level accounts with more complex needs.

Question 5

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 ________.

Accepted Answer

A medical "detailer" who represents an ethical pharmaceutical house and educates or builds goodwill but does not take orders is an example of a missionary salesperson. Missionary salespeople focus on educating and building relationships with potential customers rather than directly selling to them.

Question 6

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

Accepted Answer

Direct sales force refers to those employees who work exclusively for the company and are paid on a part-time or full-time basis. Therefore, option A is the best choice. Virtual sales force refers to remote employees who work for the company but not exclusively. Contractual sales force refers to individuals or agencies who work under a contract to represent the company's products. Implicit sales force refers to customers who promote the company's products without any formal agreement or compensation. Brokered sales force refers to independent agents who receive a commission for selling the company's products.

Question 7

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

Accepted Answer

Targeting involves the process of analyzing and selecting specific market segments or individual customers to focus on. This includes deciding how to allocate the company's time and resources among these different targets. Prospecting is the process of identifying and qualifying potential customers, while allocating refers specifically to the distribution of time and resources among these prospects and customers. Dispersing and delegating are not relevant terms in this context.

Question 8

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?

Accepted Answer

The company is using a leveraged salesforce, which means that they are utilizing multiple channels and methods to sell their products, including inside salespeople, web ordering, and sales representatives for larger accounts. This allows the company to maximize the efficiency of their sales force by using the appropriate method for each type of product and customer.

Question 9

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

Accepted Answer

Servicing is the task of providing after-sales services such as consulting on problems, rendering technical assistance, arranging financing, and expediting delivery. These services are crucial for ensuring customer satisfaction, building customer loyalty, and generating repeat business.

Question 10

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 11

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

Accepted Answer

While identifying prospects is important for sales success, it is not a main part of managing the sales force. The main parts of managing the sales force are recruiting and selecting sales representatives, training them, motivating them, and evaluating their performance.

Question 12

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

Accepted Answer

Time-and-duty analysis is a technique used by sales managers to help sales representatives understand how they are spending their time and how they can increase their productivity. By analyzing their activities and identifying areas where they can improve their efficiency, sales reps can make better use of their time and achieve their sales quotas more effectively. The other options, such as sales quotas, expense allowances, and norms for prospect calls, may be used in conjunction with a time-and-duty analysis, but on their own, they do not provide the same level of insight into a sales rep's productivity. A feed-forward approach may be used to provide feedback to sales reps, but it is not specifically focused on time management or productivity.

Question 13

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

Accepted Answer

The answer of ________ sales force consists of manufacturers' reps,...

Question 14

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

Accepted Answer

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

Question 15

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

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 16

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.

Accepted Answer

Time-and-duty analysis involves tracking the activities and time spent on each task, which can provide specific feedback on how to increase productivity. The other options (sales quota, feed-forward approach, expense allowance, and norm for prospect calls) may be useful in other ways, but do not directly provide feedback on time management and productivity.

Question 17

Which of the following statements about technology support for salespeople is NOT 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 18

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 19

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 20

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

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.

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