Question 1

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 __________.

Accepted Answer

A sales plan is a comprehensive document that outlines the objectives, strategies, and tactics for achieving sales targets. It includes information on sales territories, target customers, sales processes, sales messaging, and sales metrics. The plan serves as a guide for the sales force to understand their roles and responsibilities, and to align their activities with the company's overall sales objectives.

Question 2

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

Accepted Answer

The stage in the personal selling process where a salesperson would ask the customer whether he or she is satisfied with the product is the follow-up stage. This stage happens after the purchase has been made, and it's the salesperson's chance to ensure that the customer is happy with their purchase, address any issues or concerns, and potentially upsell or cross-sell additional products.

Question 3

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 to identify the two types of selling objectives based on what they prioritize. The first option in each pair describes output-related objectives, which means they focus on the end result (sales volume, profit, new customers). The second option in each pair describes input-related objectives, which means they focus on the effort put in (number of sales calls, selling expenses). Therefore, the best choice is B.

Question 4

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

Accepted Answer

The tasks involved in the sales plan formulation stage include setting sales objectives, organizing the salesforce, and developing account management policies. Recruiting and selecting the salesforce, training the salesforce, and compensating the salesforce are part of the salesforce management stage. Developing, implementing, and evaluating account management policies are part of the account management stage. Establishing quantitative assessment and implementing follow-up are part of the salesforce control stage. Setting motivational sales quotas and evaluating the individual members of the salesforce are part of the salesforce evaluation stage.

Question 5

-Figure 17-3 above depicts the sales management process that involves three interrelated functions."C" refers to __________.

Accepted Answer

The answer of 
-Figure 17-3 above depicts the sales management...

Question 6

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

Accepted Answer

The three interrelated functions of sales management are sales plan formulation, sales plan implementation, and salesforce evaluation. Option C, sales plan implementation, is the missing function. The other options are also important components of sales management, but they do not directly complete the list of three interrelated functions.

Question 7

-Figure 17-3 above depicts the sales management process that involves three interrelated functions."B" refers to __________.

Accepted Answer

The answer of 
-Figure 17-3 above depicts the sales management...

Question 8

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 9

A third type of sales objective that is __________,which is typically specific for each salesperson and includes his or her product knowledge,customer service,and selling and communication skills.

Accepted Answer

The answer of A third type of sales objective that...

Question 10

The sales manager instructed the salesperson to "Make five hundred customer contacts between January 1^st and July 1^st." The sales manager voiced a(n)__________ sales objective.

Accepted Answer

The sales objective instructed the salesperson to make a certain number of customer contacts, which is an input-related sales objective. It is focused on the specific actions the salesperson needs to take to achieve the desired outcome.

Question 11

All of the following are output-related sales objectives EXCEPT:

Accepted Answer

Number of sales calls is an input-related sales objective, as it pertains to the effort put forth by salespeople rather than the actual results achieved. The other options (unit sales, profit, number of new customers, and dollar sales) are all output-related sales objectives, as they directly measure the results of the sales effort.

Question 12

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 13

All of the following are behaviorally-related sales objectives EXCEPT:

Accepted Answer

Communication skills, selling skills, and product knowledge are all behavioral skills that contribute to the effectiveness of salespeople. Customer service satisfaction ratings are a customer-focused objective, while the number of new customers is a sales-focused objective, not specifically related to behavior.

Question 14

The most basic of the three sales management functions is

Accepted Answer

The answer of The most basic of the three sales...

Question 15

-Figure 17-3 above depicts the sales management process that involves three interrelated functions."A" refers to __________.

Accepted Answer

"A" refers to sales plan formulation, which is the initial step in the sales management process involving the creation of strategies and plans to achieve sales objectives.

Question 16

One 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 it is 50% more expensive and requires more effort to gain a sale from a new customer as compared to obtaining repeat sales from a satisfied customer. Therefore, option B is the correct answer.

Question 17

A representative from AT&T called Dr.Michaels after he switched to its new U-verse telephone 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 is a follow-up call which aims to ensure customer satisfaction and address any questions or concerns they may have after switching to a new service.

Question 18

The 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

An output-related sales objective focuses on achieving a specific outcome or result, such as increasing sales volume by a certain percentage. In this case, the sales manager's goal of increasing sales volume for the second quarter by 5% is a clear example of an output-related objective. Input-related objectives would focus on specific activities or efforts that the salesperson should undertake to achieve a goal, behaviorally-related objectives focus on the way in which a salesperson interacts with customers or performs tasks, cold-call related objectives are centered on generating new leads, and market-related objectives would focus on targeting specific customer segments or geographic areas.

Question 19

A 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 objectives, strategies, and tactics that salespeople follow to achieve their targets.

Question 20

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

Accepted Answer

Sales management consists of the formulation of a sales plan, which includes defining sales objectives and developing strategies to achieve them. The sales plan is then implemented by the sales team, and their performance is evaluated through various metrics such as sales revenue, customer satisfaction, and market share. While elements such as communication, training, compensation, and size determination are important in sales management, they are not the three main interrelated functions.

Quiz 17: Personal Selling and Sales Management

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 __________.

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

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.

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

-Figure 17-3 above depicts the sales management process that involves three interrelated functions."C" refers to __________.

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

-Figure 17-3 above depicts the sales management process that involves three interrelated functions."B" refers to __________.

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

A third type of sales objective that is __________,which is typically specific for each salesperson and includes his or her product knowledge,customer service,and selling and communication skills.

The sales manager instructed the salesperson to "Make five hundred customer contacts between January 1^st and July 1^st." The sales manager voiced a(n) __________ sales objective.

All of the following are output-related sales objectives EXCEPT:

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

All of the following are behaviorally-related sales objectives EXCEPT:

The most basic of the three sales management functions is

-Figure 17-3 above depicts the sales management process that involves three interrelated functions."A" refers to __________.

One 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.

A representative from AT&T called Dr.Michaels after he switched to its new U-verse telephone 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.

The 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.

A sales plan refers to a

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

Quiz 17: Personal Selling and Sales Management

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 __________.

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

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.

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

-Figure 17-3 above depicts the sales management process that involves three interrelated functions."C" refers to __________.

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

-Figure 17-3 above depicts the sales management process that involves three interrelated functions."B" refers to __________.

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

A third type of sales objective that is __________,which is typically specific for each salesperson and includes his or her product knowledge,customer service,and selling and communication skills.

The sales manager instructed the salesperson to "Make five hundred customer contacts between January 1st and July 1st." The sales manager voiced a(n) __________ sales objective.

All of the following are output-related sales objectives EXCEPT:

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

All of the following are behaviorally-related sales objectives EXCEPT:

The most basic of the three sales management functions is

-Figure 17-3 above depicts the sales management process that involves three interrelated functions."A" refers to __________.

One 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.

A representative from AT&T called Dr.Michaels after he switched to its new U-verse telephone 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.

The 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.

A sales plan refers to a

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

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.

The sales manager instructed the salesperson to "Make five hundred customer contacts between January 1^st and July 1^st." The sales manager voiced a(n) __________ sales objective.