Question 1

Figure 20-4
-Figure 20-4 above depicts the sales management process that involves three interrelated functions."C" refers to __________.

Accepted Answer

"C" refers to salesforce evaluation, which is one of the interrelated functions in the sales management process.

Question 2

representative from AT&T called Dr.Michaels after he switched to its new U-verse system.The firm wanted to make certain he was satisfied and asked if he had any questions concerning his new service.This is an example of a __________ call.

Accepted Answer

This call is a follow-up call because the representative is checking in with Dr. Michaels after he already switched to the new U-verse system to ensure his satisfaction and address any questions he may have.

Question 3

final stage in the personal selling process is referred to as __________.

Accepted Answer

The final stage in the personal selling process is the follow-up, which involves contacting the customer after the sale to ensure satisfaction and to maintain a long-term relationship. This is important for ensuring future sales and referrals. The other choices refer to techniques used during the sales presentation to close the sale.

Question 4

Figure 20-4
-Figure 20-4 above depicts the sales management process that involves three interrelated functions."A" refers to __________.

Accepted Answer

"A" refers to sales plan formulation, as it is the first step in the sales management process. The other functions, such as salesforce compensation, size determination, communication, and training, are all part of the overall sales management process but are not specifically represented by "A" in the diagram.

Question 5

Formulating the sales plan involves three tasks: (1)setting objectives; (2)organizing the salesforce; and (3)__________.

Accepted Answer

The answer of Formulating the sales plan involves three tasks:...

Question 6

Sales management consists of three interrelated functions: (1)sales plan formulation; (2)__________; and (3)salesforce evaluation.

Accepted Answer

Sales plan implementation is the natural next step after sales plan formulation. It involves executing the plan and putting it into practice. This involves activities such as setting sales targets, creating sales territories, identifying potential customers, and developing a sales strategy. Salesforce communication, training, compensation, and size determination are aspects of salesforce management that happen alongside sales plan implementation, but they are not the next step after sales plan formulation. Salesforce evaluation, on the other hand, is the final step in the sales management process, which assesses the effectiveness of the sales team and identifies areas for improvement.

Question 7

Formulating the sales plan involves three tasks: (1)__________; (2)organizing the salesforce; and (3)developing account management policies.

Accepted Answer

The answer of Formulating the sales plan involves three tasks:...

Question 8

sales manager told the salesperson,"Your goal is to increase sales volume for the second quarter 5 percent over the sales volume of the first quarter." The sales manager voiced a(n)__________ sales objective.

Accepted Answer

The sales objective given by the sales manager is output-related as it focuses on increasing sales volume, which is a measurable output. Input-related objectives focus on the actions or inputs that lead to sales, behavior-related objectives focus on the behaviors of the salesperson, cold-call related objectives focus on making a certain number of cold calls, and market-related objectives focus on increasing market share or penetration.

Question 9

reason follow-up is so important is that research shows that the cost and effort to obtain repeat sales from a satisfied customer is roughly __________ of that necessary to gain a sale from a new customer.

Accepted Answer

Research shows that the cost and effort to obtain repeat sales from a satisfied customer is roughly 50% of that necessary to gain a sale from a new customer. This means that it is more cost-effective and efficient to focus on retaining existing customers through follow-up rather than solely focusing on acquiring new customers.

Question 10

Berry Company sells stuffed animals and holiday gifts.When its salesperson asks a retailer,"Do you want to order the two dozen assorted bears or two dozen white-only bears?" he has executed which stage of the selling process?

Accepted Answer

The question posed by the salesperson is an attempt to finalize the sale by offering a choice between two options, which is a technique used in the closing stage of the selling process.

Question 11

Selling objectives can be __________ and focus on dollar or unit sales volume,number of new customers added,and profit.Alternatively,they can be __________ and emphasize the number of sales calls and selling expenses.

Accepted Answer

The question is asking about two types of selling objectives: those that focus on results (output-related) and those that focus on activities (input-related). Option A and D are not relevant to the question, as they discuss different types of objectives. Option C is incorrect, as financial and accounting goals are generally output-related. Option E is not directly related to the question, as short-term and long-term objectives could fall under both output-related and input-related goals.

Question 12

which stage in the personal selling process would the salesperson ask the customer whether he or she is satisfied with the product?

Accepted Answer

The follow-up stage involves checking in with the customer after the sale to ensure satisfaction and address any issues, which helps build long-term relationships.

Question 13

Sales management consists of three interrelated functions: (1)__________; (2)sales plan implementation; and (3)salesforce evaluation.

Accepted Answer

The three interrelated functions of sales management are (1) sales plan formulation, (2) sales plan implementation, and (3) salesforce evaluation. While the other options (A) salesforce compensation, (C) salesforce communication, (D) salesforce size determination, and (E) salesforce training may be important components of sales management, they do not encompass all three functions.

Question 14

sales plan refers to a __________.

Accepted Answer

A sales plan refers to a statement describing what is to be achieved and where and how the selling effort of salespeople is to be deployed. It outlines the strategies and tactics to be used for achieving sales goals and objectives. It helps to guide the sales team's activities, prioritize the use of resources and maximize sales productivity.

Question 15

statement describing what is to be achieved and where and how the selling effort of salespeople is to be deployed is known as a __________.

Accepted Answer

A statement describing what is to be achieved and where and how the selling effort of salespeople is to be deployed is known as a sales plan. It lays out the objectives, strategies, and tactics that salespeople will use to meet their sales targets. The sales plan will typically include information such as the target market, sales channels, sales projections, sales quotas, and sales training requirements. It serves as a roadmap for the entire sales team and helps to ensure that everyone is working towards the same goals.

Question 16

most basic of the three sales management functions is __________.

Accepted Answer

Sales plan formulation is the most basic function as it involves creating the plan itself, which is foundational before any analysis, evaluation, or implementation can occur.

Question 17

a salesperson in the computer store asks,"Will that be charge or cash?",he has executed the _____ stage of the personal selling process.

Accepted Answer

The closing stage in personal selling is where the salesperson asks for the sale or a commitment from the customer. In this scenario, the salesperson is asking the customer whether they will be paying with charge or cash, implying that the customer has made a decision to purchase. Therefore, the salesperson has executed the closing stage of the personal selling process.

Question 18

the personal selling process,the stage that includes making certain the customer's purchase has been properly delivered and installed and difficulties experienced with the use of the item are addressed is referred to as the __________ stage.

Accepted Answer

The stage described in the question, which involves ensuring customer satisfaction after the purchase, is known as the follow-up stage of the personal selling process. This stage is critical for building long-term relationships with customers and ensuring repeat business. The other options listed in the question - urgency close, assumptive close, presentation, and trial close - all refer to different stages of the selling process, but none of them specifically address the issue of post-purchase follow-up and customer service. Therefore, the best answer is B.

Question 19

Which of the following tasks are involved in the sales plan formulation stage of the sales management process?

Accepted Answer

The sales plan formulation stage involves setting sales objectives, organizing the salesforce, and developing account management policies. The other tasks listed in the other answer choices are part of the subsequent stages in the sales management process.

Question 20

Figure 20-4
-Figure 20-4 above depicts the sales management process that involves three interrelated functions."B" refers to __________.

Accepted Answer

The answer of  Figure 20-4
-Figure 20-4 above depicts the...

Quiz 20: Personal Selling and Sales Management

Figure 20-4 -Figure 20-4 above depicts the sales management process that involves three interrelated functions."C" refers to __________.

representative from AT&T called Dr.Michaels after he switched to its new U-verse system.The firm wanted to make certain he was satisfied and asked if he had any questions concerning his new service.This is an example of a __________ call.

final stage in the personal selling process is referred to as __________.

Figure 20-4 -Figure 20-4 above depicts the sales management process that involves three interrelated functions."A" refers to __________.

Formulating the sales plan involves three tasks: (1) setting objectives; (2) organizing the salesforce; and (3) __________.

Sales management consists of three interrelated functions: (1) sales plan formulation; (2) __________; and (3) salesforce evaluation.

Formulating the sales plan involves three tasks: (1) __________; (2) organizing the salesforce; and (3) developing account management policies.

sales manager told the salesperson,"Your goal is to increase sales volume for the second quarter 5 percent over the sales volume of the first quarter." The sales manager voiced a(n) __________ sales objective.