Question 1

To reduce time demands on their outside sales forces, many companies have increased the size of their inside sales forces, which include technical support people, sales assistants, and ________.
retail supervisors
sales managers
telemarketers
human resource professionals
public relations profession

Accepted Answer

telemarketers

Question 2

Which of the following is the term for the individuals in a company who travel to call on customers in the field?
outside sales force
inside sales force
complex sales force
customer sales force
product sales force

Accepted Answer

outside sales force

Question 3

________ involves two-way, personal communication between salespeople and individual customers-whether face-to-face, by telephone, through video or web conferences, or by other means.
Advertising
Public relations
Personal selling
Mass marketing
Direct marketing

Accepted Answer

Personal selling

Question 4

Territorial sales force structures have many benefits.Which is the least likely of the following options?
Travel expenses can be minimized.
Each salesperson's job is clearly defined.
Salespeople have the opportunity and incentive to build strong relationships with customers.
Salespeople develop in-depth knowledge of a product line.
Accountability is clearly defined for each salesperson.

Accepted Answer

The answer of Territorial sales force structures have many benefits.Which...

Question 5

When a firm sets out to analyze, plan, implement, and control sales force activities, it is undertaking ________.
marketing design
sales force management
team selling efforts
co-op selling and advertising
promotional objectives

Accepted Answer

The answer of When a firm sets out to analyze,...

Question 6

Whom do members of a sales force typically represent?
They represent the company to customers.
They represent the company to investors.
They represent the customer to the company.
A and C
all of the above

Accepted Answer

The answer of Whom do members of a sales force...

Question 7

Companies that use a customer sales force structure organize their salespeople by ________.
product
territory
industry
demand
specialty knowledge

Accepted Answer

The answer of Companies that use a customer sales force...

Question 8

Of the three typical types of sales force structures, which one assigns an exclusive geographical area to each salesperson and requires each salesperson to represent the company's full line of products to customers within that area?
territorial
product
customer
complex
team

Accepted Answer

The answer of Of the three typical types of sales...

Question 9

A company can unite its marketing and sales functions through many activities.Which is the least likely to be effective?
assigning a telemarketer the task of visiting a customer
arranging joint meetings to clarify all aspects of communication
appointing a chief customer officer to oversee both departments
having a salesperson preview ads and sales-promotion campaigns
sending brand managers on sales calls with a salesperson

Accepted Answer

The answer of A company can unite its marketing and...

Question 10

Which activity is a typical for a sales assistant?
call ahead and confirm appointments
determine price points
initiate administrative tasks
make deliveries
forward customers' questions

Accepted Answer

The answer of Which activity is a typical for a...

Question 11

Which of the following promotion tools involves personal presentation by the firm's sales force for the purpose of making sales and building customer relationships?
personal selling
advertising
E-commerce
publicity
public relations

Accepted Answer

The answer of Which of the following promotion tools involves...

Question 12

A company could benefit from appointing a high-level marketing executive because such a person could perform what duty/duties?
oversee sales
oversee marketing
oversee both marketing and sales
represent customers to the company
represent the company to customers

Accepted Answer

The answer of A company could benefit from appointing a...

Question 13

Which of the following is a definite disadvantage of a product sales force structure?
selling costs reduce with multiple sales visits from separate divisions
overlapping use of resources with big customers
salespeople spending time prospecting new customers
increased customer delivery time
B and C

Accepted Answer

The answer of Which of the following is a definite...

Question 14

Members of a company's ________ conduct business from their offices through the telephone, the Internet, or visits from customers.
outside sales force
inside sales force
complex sales force
customer sales force
product sales force

Accepted Answer

The answer of Members of a company's ________ conduct business...

Question 15

After a company has determined its sales force structure, it is ready to determine what ________ it needs.
team structure
sales force size
marketing-sales liaison
sales force supervision
compensation package

Accepted Answer

The answer of After a company has determined its sales...

Question 16

Of the following, which is the LEAST creative sales position?
order taker
order getter
account executive
account development rep
outside salesperson

Accepted Answer

The answer of Of the following, which is the LEAST...

Question 17

Which of the following is the growing trend of using a group of people from sales, marketing, engineering, finance, technical support, and even upper management to service large, complex accounts?
department selling
inside selling
team selling
continuous selling
simultaneous selling

Accepted Answer

The answer of Which of the following is the growing...

Question 18

Which sales force structure would a company that sells a wide variety of products to many types of customers over a broad geographic area consider using?
territorial
product
customer
complex
team

Accepted Answer

The answer of Which sales force structure would a company...

Question 19

Management uses the workload approach to ________.
set the size of the sales force
determine product availability
identify desirable characteristics of the sales force
establish sales quotas
analyze profit margins

Accepted Answer

The answer of Management uses the workload approach to ________.
set...

Question 20

A(n) ________ serves as a critical link between a company and its customers by performing one or more of the following: prospecting, communicating, selling, servicing, information gathering, and relationship building.
manager
executive
support person
salesperson
consultant

Accepted Answer

The answer of A(n) ________ serves as a critical link...

Quiz 13: Personal Selling and Sales Promotion

To reduce time demands on their outside sales forces, many companies have increased the size of their inside sales forces, which include technical support people, sales assistants, and ________. retail supervisors sales managers telemarketers human resource professionals public relations profession

Which of the following is the term for the individuals in a company who travel to call on customers in the field? outside sales force inside sales force complex sales force customer sales force product sales force

________ involves two-way, personal communication between salespeople and individual customers-whether face-to-face, by telephone, through video or web conferences, or by other means. Advertising Public relations Personal selling Mass marketing Direct marketing

When a firm sets out to analyze, plan, implement, and control sales force activities, it is undertaking ________. marketing design sales force management team selling efforts co-op selling and advertising promotional objectives

Whom do members of a sales force typically represent? They represent the company to customers. They represent the company to investors. They represent the customer to the company. A and C all of the above

Companies that use a customer sales force structure organize their salespeople by ________. product territory industry demand specialty knowledge

Of the three typical types of sales force structures, which one assigns an exclusive geographical area to each salesperson and requires each salesperson to represent the company's full line of products to customers within that area? territorial product customer complex team

Which activity is a typical for a sales assistant? call ahead and confirm appointments determine price points initiate administrative tasks make deliveries forward customers' questions

Which of the following promotion tools involves personal presentation by the firm's sales force for the purpose of making sales and building customer relationships? personal selling advertising E-commerce publicity public relations

A company could benefit from appointing a high-level marketing executive because such a person could perform what duty/duties? oversee sales oversee marketing oversee both marketing and sales represent customers to the company represent the company to customers

Which of the following is a definite disadvantage of a product sales force structure? selling costs reduce with multiple sales visits from separate divisions overlapping use of resources with big customers salespeople spending time prospecting new customers increased customer delivery time B and C

Members of a company's ________ conduct business from their offices through the telephone, the Internet, or visits from customers. outside sales force inside sales force complex sales force customer sales force product sales force

After a company has determined its sales force structure, it is ready to determine what ________ it needs. team structure sales force size marketing-sales liaison sales force supervision compensation package

Of the following, which is the LEAST creative sales position? order taker order getter account executive account development rep outside salesperson

Which of the following is the growing trend of using a group of people from sales, marketing, engineering, finance, technical support, and even upper management to service large, complex accounts? department selling inside selling team selling continuous selling simultaneous selling

Which sales force structure would a company that sells a wide variety of products to many types of customers over a broad geographic area consider using? territorial product customer complex team

Management uses the workload approach to ________. set the size of the sales force determine product availability identify desirable characteristics of the sales force establish sales quotas analyze profit margins

A(n) ________ serves as a critical link between a company and its customers by performing one or more of the following: prospecting, communicating, selling, servicing, information gathering, and relationship building. manager executive support person salesperson consultant