Question 1

Describe several ways in which management can evaluate salesforce performance.

Accepted Answer

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Question 2

More and more companies are now using a ________ salesforce structure,in which they organise the salesforce along customer or industry lines.

Accepted Answer

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Question 3

A member of the salesforce at Country Gear,a clothing manufacturer,is preparing for a first meeting with a potential wholesale customer and she is preparing herself by learning as much as she can about the wholesaler's organisation.She is in the ________ step of the personal selling process.

Accepted Answer

The salesperson is in the pre-approach stage, where they gather information about the potential customer and prepare for the initial meeting. Prospecting involves identifying potential customers, qualifying is assessing the suitability of the customer, approach is the actual meeting with the customer, and handling objections is addressing any concerns or reservations the customer may have during the sales process.

Question 4

The sole purpose of evaluating a salesperson's performance is to set his or her quota appropriately.

Accepted Answer

While setting a salesperson's quota is one possible outcome of evaluating their performance, it is not the sole purpose. Evaluating a salesperson's performance can also help identify areas for improvement, provide feedback for coaching and training, and recognize top performers.

Question 5

The purpose of qualifying leads is to ________ good customers and ________ poor ones.

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Question 6

The salesperson meets the customer for the first time in the ________ step of the selling process.

Accepted Answer

The approach step is the first step of the actual selling process where the salesperson meets the customer for the first time. During this step, the salesperson greets the customer, establishes rapport, and sets the tone for the rest of the sales interaction. Prospecting and qualifying are steps that occur before the actual selling process begins, while the pre-approach and presentation steps come after the approach.

Question 7

The 'prospecting' step in the selling process includes identifying and ________ the prospects.

Accepted Answer

The prospecting step involves identifying potential customers or prospects, but it also involves qualifying them to make sure they meet certain criteria, such as having a need for the product or service, the budget to pay for it, and the authority to make the decision to buy. This helps salespeople focus their efforts on those who are most likely to become customers, saving time and increasing the chances of success. The other options listed are all activities that may happen during the sales process but are not specific to the prospecting step.

Question 8

________ selling is the interpersonal arm of the promotion mix,used particularly in complex selling situations such as business-to-business marketing.

Accepted Answer

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Question 9

A salesperson who researches a company's buying styles and product line is most likely in the ________ stage of the selling process.

Accepted Answer

The pre-approach stage involves researching the prospect's needs, wants, and buying styles as well as the salesperson's product line in order to better prepare for the approaching the prospect.

Question 10

Which of the following is the LEAST relevant characteristic that a salesperson should consider when qualifying a prospect?

Accepted Answer

Longevity in the market is the least relevant characteristic when qualifying a prospect because the focus should be on the prospect's current needs, financial ability, and potential for future business, rather than how long they have been in the market.

Question 11

The selling process consists of a number of steps.Which of the following is NOT one of the steps in the personal selling process?

Accepted Answer

Compiling sales call reports is not a step in the personal selling process. The steps include prospecting, qualifying leads, presenting the offer, overcoming objections, closing the sale, and follow-up.

Question 12

'Prospecting' is the step in the selling process in which the salesperson ________.

Accepted Answer

Prospecting is the act of identifying and qualifying potential customers, usually done through research and analysis of the target market. This is the first step in finding potential customers to sell to. Meeting the customer for the first time (A) would typically happen later in the selling process, after the salesperson has identified a potential customer. Learning about a prospective customer before making a sales call (B) is a part of the prospecting process, but not the only step. Telling the product's 'value story' (D) and clarifying objections (E) come later in the selling process, after the salesperson has identified a qualified potential customer to sell to.

Question 13

Briefly outline market indications for the following types of salesforce structure:
a. territorial salesforce structure
b. product salesforce structure
c. customer (or market )salesforce structure

Accepted Answer

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Question 14

The salesperson must often approach many prospects to get just a few sales.Although the company supplies some leads,salespeople need skill in finding their own.The best source of leads is ________.

Accepted Answer

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Question 15

Formal salesforce evaluation requires management to develop and communicate clear standards for judging performance and provide constructive feedback and motivation to perform well.

Accepted Answer

Formal salesforce evaluation involves establishing standards for performance evaluation, providing feedback, and motivating sales professionals to improve their performance. These processes are critical to promoting growth and development, and ultimately achieving business objectives.

Question 16

Why are more companies using 'team selling'? What are the pros and cons of this approach?

Accepted Answer

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Question 17

The step that follows 'approach' in the selling process is ________.

Accepted Answer

After approaching a potential customer, the next step in the selling process is to make a presentation or demonstration to showcase the product or service being offered. This helps to create desire and interest in the customer and can lead to a successful sale.

Question 18

A salesperson sells classified ads for a newspaper targeted to plastic manufacturers around the world.When she searches for new companies who might be interested in buying ads in her newspaper,she is ________.

Accepted Answer

Prospecting is the act of searching for potential customers or clients. In this case, the salesperson is actively looking for new companies who might be interested in buying ads in the newspaper. Therefore, prospecting is the most appropriate choice. Targeting would refer to selecting specific companies to sell ads to, which is a part of the prospecting process. Information bartering, servicing, and allocating are not relevant to the salesperson's actions in this scenario.

Question 19

The selling process consists of seven steps.When we distil those steps to basic,underlying goals,they all focus on the goals of ________ and ________.

Accepted Answer

The seven steps of the selling process include prospecting, qualifying, pre-approach, approach, presentation, handling objections, and closing the sale. However, when distilled to basic, underlying goals, the two primary goals are getting new customers and obtaining orders from customers. Choice A is too narrow as closing the sale is just one step in the process, and choice B mentions obtaining service ideas, which is not directly related to selling. Choice D is also too narrow as overcoming objections is just one step in the process, and choice E focuses on managing and following up with existing customers, which is not directly related to acquiring new customers and obtaining orders.

Question 20

Explain how the creation of an inside salesforce helps a company that was losing major accounts because its outside salesforce had to spend so much time dealing with smaller accounts and following up orders.

Accepted Answer

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Quiz 12: Personal Selling and Sales Promotion: Creating Value in Relationships