Question 1

Laura works for Seminole Textiles. In her job, she calls on upholsterers, towel and sheet manufacturers and other customers of the Seminole distributors to encourage them to use more Seminole textiles (which they would order from their distributor, not directly from Seminole.) Laura is a:

Accepted Answer

The answer of Laura works for Seminole Textiles. In her...

Question 2

Which of the following statements about how salespeople spend their time each week is true?

Accepted Answer

According to research, salespeople spend more time in administrative tasks, waiting and/or traveling, making service calls, and selling over the phone than in face-to-face selling. Option A is incorrect, as salespeople often spend a significant amount of time traveling to meet with clients or waiting for appointments. Option B is incorrect, as face-to-face selling is still considered the most effective form of sales communication. Option C is also incorrect, as administrative tasks are a necessary part of a salesperson's job and can take up a significant amount of time.

Question 3

After making two major sales calls Jenneau spent time in her hotel room submitting information about the calls over the Internet to her company. Jenneau was providing information to her firm's:

Accepted Answer

Jenneau was submitting information about her sales calls over the Internet to her company, which shows that she was updating the company's customer relationship management system. The purpose of customer relationship management systems is to collect and manage data related to customer interactions and sales activities, which can help organizations improve their sales and marketing processes. None of the other options listed are directly related to customer relationship management.

Question 4

The set of people and organizations responsible for the flow of products and services from producer to ultimate consumer is called a firm's:

Accepted Answer

The distribution channel refers to the set of people and organizations responsible for the flow of products and services from producer to ultimate consumer. This can include wholesalers, retailers, and any other intermediaries that facilitate the movement of products from the point of production to the point of consumption. The other choices (A, B, C, E) may be part of the overall marketing and sales process, but do not specifically refer to the distribution aspect of the supply chain.

Question 5

Even though personal selling is the most expensive method of communication on a per person reached basis, businesses continue to use personal selling because of advantages in:

Accepted Answer

Personal selling offers flexibility and control, allowing salespeople to tailor their messages to individual customers and adjust their approach based on customer feedback, making it a valuable method despite its high cost.

Question 6

Advance Machine Company makes industrial-strength floor cleaning equipment. In support of its sales force, it ran ads in trade journals aimed at supermarkets, entertainment venues, educational institutions, and other places that have a lot of foot traffic. It created an Internet website for customers to come and look at what type of products it sold. It set up a toll free number for clients to call and created a direct marketing piece that offered discounts and rebates on orders. Advance Machine Company used:

Accepted Answer

Advance Machine Company used various marketing channels, such as trade journal ads, website, toll-free number, and direct marketing piece, to reach its potential customers. These channels are integrated to create a cohesive marketing message and coordinated to maximize the impact of the company's promotions. Therefore, the company used integrated marketing communications.

Question 7

One of the advantages of personal selling is it is the most _____ method used to communicate with customers.

Accepted Answer

Personal selling is highly flexible because it allows salespeople to tailor their presentations to the individual needs and responses of each customer.

Question 8

Gwen is considering how to sell her new product. She is considering Internet sales, hiring sales reps, using a manufacturer's rep, and several other options. Gwen is considering her:

Accepted Answer

Gwen is considering her go-to-market strategies, which involves making decisions about how to bring her product to the market and reach her target audience. The options she is considering - Internet sales, hiring sales reps, using a manufacturer's rep, etc. - are all different ways of executing a go-to-market strategy. A multi-channel mission refers to using multiple channels to reach customers, the customer-centric circle is a tool for understanding customer needs and wants, and lifetime marketing value refers to the amount of profit a customer will generate over their lifetime. Emotional versus intellectual challenge is not relevant to this scenario.

Question 9

It's early on a Friday morning, and before she goes out to see any of her customers, Ruth checks her company's database checking to make sure deliveries scheduled for some of her customers went out earlier in the week. This activity is a component of which sales activity?

Accepted Answer

Checking the database to ensure deliveries were made is a service-related activity, as it involves ensuring that customers receive the products they ordered on time.

Question 10

The reason information supplied through publicity is usually considered to be more credible than information supplied by a salesperson is:

Accepted Answer

Information supplied through publicity is usually considered to be more credible than information supplied by a salesperson because the information is communicated by sources perceived to be independent. Publicity is usually disseminated by neutral third-party sources, such as journalists or media outlets, who do not have a direct financial interest in promoting the product or service. This makes the information more trustworthy and therefore more credible to consumers. On the other hand, information communicated by salespeople can be changed to fit the situation, and the source of the information (the salesperson) is clearly biased towards selling the product, which reduces its credibility.

Question 11

Pacific Rim sells outdoor furniture, garden and patio accessories, baskets, floral arrangements, and pottery to retail garden nurseries. Its salespeople would be correctly called:

Accepted Answer

Trade salespeople refer to those who sell products to businesses rather than individual consumers. As Pacific Rim is selling its products to retail garden nurseries, its salespeople would be categorized as trade salespeople.

Question 12

Alexandra has just returned from a sales training program focusing on eliminating errors in the selling process through attention to details and effective communication. Alexandra has just received ________________ training.

Accepted Answer

The training program that Alexandra received focuses on eliminating errors in the selling process through attention to details and effective communication, which aligns with the principles of the Six Sigma methodology. Six Sigma is a data-driven approach to eliminate defects and improve processes in any business, including sales.

Question 13

From a buyer's perspective, value in a purchase decision equals:

Accepted Answer

From the buyer's perspective, value in a purchase decision equals the benefits received minus the total costs, which include the selling price as well as the time and effort to purchase the product. Therefore, option D is the best choice. Option A is incorrect because the marketing margin is not relevant to the buyer's evaluation of value. Option B is incorrect because the relative price does not necessarily indicate value, and the absolute cost is only one component of the total cost to the buyer. Option C is incorrect because it only considers the asset price and cost of sales, without taking into account other costs and benefits to the buyer. Option E is incorrect because it only focuses on distribution benefits and production costs, without considering other factors that influence the buyer's evaluation of value.

Question 14

To promote their products, Valerie's firm has always depended solely on advertising in the local newspaper and occasional direct mail programs. Valerie suggests using integrated marketing communications because:

Accepted Answer

No single communication vehicle is free of weaknesses. Using integrated marketing communications allows for a more coordinated and consistent message across multiple channels, which can increase overall effectiveness and reach a wider audience. It also allows for targeting specific segments of the market with tailored messages.

Question 15

______________________ are employees who sell to a network of distributors.

Accepted Answer

Trade salespeople sell to a network of distributors who then sell to retailers or end-users. They often work for manufacturers or wholesalers and focus on building relationships with their distributor network to ensure they sell and promote their products effectively.

Question 16

Jerry was Zip's Business Services top salesperson. He often sold as much as the rest of the sales staff. After many years, he left for a better offer with a competing firm. Many of Zip's customers moved with Jerry. This illustrates in relationship marketing that:

Accepted Answer

This scenario highlights the fact that customers often have greater loyalty to salespeople than to the firms they represent. Jerry's departure led to some of Zip's customers following him to the competing firm, indicating that they were more loyal to him than to Zip's Business Services. This emphasizes the importance of building strong relationships with customers through personalized interactions and attentive customer service.

Question 17

When Disney Company releases a new movie, they usually advertise on television, give out sales promotion items at fast-food restaurants, create a website for the film, hold special showings of the movie, and encourage people to talk about the movie. This coordination of all these efforts is called:

Accepted Answer

The coordination of all these efforts, including advertising on television, sales promotion, creating a website, holding special showings, and encouraging people to talk about the movie, is referred to as integrated marketing communications.

Question 18

The primary vehicle for providing unpaid personal communications to customers is:

Accepted Answer

Word of mouth is the most effective way of providing unpaid personal communication to customers. It involves customers sharing their positive experiences about a product or service with others, which can lead to increased sales and loyalty. This type of communication is often seen as more authentic and reliable than advertising or other forms of promotion.

Question 19

Sandra has decided to hire her own sales force as the sole method of marketing her products. She has decided to use a ______________________ strategy.

Accepted Answer

Sandra has decided to use a sales-force intensive strategy because she is relying solely on her sales force to market her products. This strategy focuses on building a strong sales force that can educate customers about the product and its benefits and generate sales. The other options are not relevant to Sandra's strategy as she is not focused on public relations, customer value, or using missionary salespeople.

Question 20

Integrated marketing communications is a program to coordinate all of the following marketing efforts EXCEPT:

Accepted Answer

Production is not a part of the marketing promotion mix and is not directly related to communication efforts. The other four options are all components of integrated marketing communications.

Quiz 1: Selling and Sales-People