Question 1

Variable compensation is common in jobs where the selling task is technically complex and requires teamwork.

Accepted Answer

The answer of Variable compensation is common in jobs where...

Question 2

Randi is most motivated when there is no ceiling or caps on her commissions, she can earn overachievement commissions for exceeding quotas, and benefits from prize structures that allow multiple winners. She is probably a ________.

Accepted Answer

Randi's motivation is driven by incentives for high performance, which is a characteristic of a star employee.

Question 3

Compensation plans may need to vary depending on the type of salespersons. Which type of salesperson benefits from consistent quarterly bonuses and social pressure?

Accepted Answer

The answer of Compensation plans may need to vary depending...

Question 4

________ questions ask about the consequences of the buyer's problems.

Accepted Answer

Implication questions explore the potential outcomes or consequences of the buyer's problem. They help the seller understand the severity of the problem and the impact it could have on the buyer's business or personal life.

Question 5

Which of the following is an example of a problem question?

Accepted Answer

This is a problem question as it directly asks about potential issues with the system. The other questions are either informational or focused on solutions.

Question 6

Company call center executives provide procedural information to clients who call in about the specifications and operation of the product. These call center employees can be called ________.

Accepted Answer

Technical support people are specifically trained to provide information about product specifications and operation, which is what call center executives do in this scenario. Sales assistants and telemarketers have different roles and responsibilities, and deliverers and consultants are not relevant to the context given.

Question 7

Compensation plans may need to vary depending on the type of salespersons. Which type of salesperson benefits from no ceiling or caps on commissions, overachievement commissions for exceeding quotas, and prize structures that allow multiple winners?

Accepted Answer

Stars are high-performing salespeople who consistently exceed their quotas and contribute significantly to the company’s revenue. They may require compensation plans with no ceiling or caps on commissions to incentivize them to continue exceeding expectations. Overachievement commissions and prize structures that allow multiple winners may also motivate stars to excel even further.

Question 8

Which of the following types of questions directly enquires about the value or usefulness of a proposed solution?

Accepted Answer

Need-payoff questions directly inquire about the value or usefulness of a proposed solution by asking how it will meet the customer's needs and provide benefits.

Question 9

The fixed amount in a salesperson's salary is primarily designed to stimulate and reward efforts from salespeople.

Accepted Answer

The fixed amount in a salesperson's salary is primarily meant to provide a stable base income and attract qualified individuals to the position. Commission or bonuses are typically used to stimulate and reward sales efforts.

Question 10

A contractual sales force consists of part-time employees who work exclusively for the company.

Accepted Answer

A contractual sales force can consist of part-time employees who work exclusively for the company, but it can also include independent contractors who work for multiple companies or agencies. So, the given statement is not entirely true.

Question 11

The first step in the workload approach for designing salesforce size is to establish desirable call frequencies for each customer class.

Accepted Answer

This statement accurately describes the first step in the workload approach for designing salesforce size.

Question 12

A salesperson who is contacting possible buyers by mail or phone to assess their level of interest and financial capacity is in the ________ step of the selling process.

Accepted Answer

The answer of A salesperson who is contacting possible buyers...

Question 13

"How does this problem affect your people's productivity?" is an example of a(n) ________ question.

Accepted Answer

This question is asking about the impact or consequences of a problem, which is an implication question. It is trying to understand how the problem is affecting productivity, which is an important consideration for any business or organization. By understanding the implications of a problem, it is easier to identify potential solutions or strategies for addressing the issue.

Question 14

What can you learn from John Smith from the sales report reflected in the table?

Accepted Answer

The answer of What can you learn from John Smith...

Question 15

A company that sells one product line to one end-using industry with customers in many locations would use product or market structure for its salesforce.

Accepted Answer

This company would likely use a market structure for its salesforce because the focus is on serving customers in many locations within a specific end-using industry, rather than on selling multiple product lines.

Question 16

Compensation plans may need to vary depending on the type of salespersons. Which type of salesperson benefits from multi-tier targets that serve as stepping stones for achievement and sales contests with prizes that vary in nature and value?

Accepted Answer

Core performers are motivated by multi-tier targets and varied sales contests because these mechanisms recognize incremental achievements and provide diverse incentives, catering to their potential to improve and contribute significantly to sales if properly motivated.

Question 17

Today's customers expect a salesperson to have extensive product knowledge, to be efficient and reliable, and to provide ideas to improve the customer's operations. These demands are forcing companies to make higher investments in ________.

Accepted Answer

The increased demands of customers are causing companies to make higher investments in sales training so that their salespeople can have extensive product knowledge, be efficient and reliable, and provide ideas to improve the customer's operations.

Question 18

What key indicators of sales performance do sales managers extract from call reports?

Accepted Answer

The answer of What key indicators of sales performance do...

Question 19

Jackson, the sales representative of a European manufacturer of commercial heavy duty washing machines, calls on the hotels in California. During a sales call, he asks the housekeeping manager of a hotel "How many bed sheets do you wash in a day, on average?" This question can be classified as a(n) ________ question.

Accepted Answer

The question asked by Jackson is a situation question, as it aims to gather information about the current situation or practice of the housekeeping department regarding the washing of bed sheets. It is not a problem question, as it does not aim to uncover any issues or difficulties that the hotel may be facing. It is also not an implication, need-payoff, or consequence question.

Question 20

Which of the following is the first step in the process of personal selling?

Accepted Answer

Prospecting and qualifying is the first step in personal selling, where the salesperson searches for potential customers and determines whether or not they are qualified and interested in the product or service being offered. Only after this can the sales preapproach, sales presentation, unearthing objections, and demonstrating advantages take place.

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