Question 1

(p. 10 Available)
Manufacturers' agents:

Accepted Answer

Manufacturers' agents are independent businesspeople who represent multiple manufacturers and sell their products to customers. They do not take ownership of the products they sell and typically call on people who may influence a sale, such as wholesalers or retailers, rather than those who actually place the order. They are compensated through commission on sales rather than a monthly fee.

Question 2

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

The company utilized multiple channels of communication including advertising, a website, a toll-free number, and direct marketing to reach its potential customers. These channels were part of an integrated marketing communications strategy, which is a coordinated effort to communicate a consistent message across various channels to achieve marketing goals. The use of multiple channels also allowed for feedback to be collected and used to qualify leads, which is an important aspect of integrated marketing communications. Dyadic communication involves communication between two people, which is not the case for all of the channels used by Advance Machine Company. Decentralized promotions organization and circumventing the sales force are not mentioned as strategies used in the case.

Question 3

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

The answer of Even though personal selling is the most...

Question 4

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 to her company, which indicates that her company is likely using a customer relationship management system to track sales activity and customer interactions. The other options do not seem as relevant to the situation.

Question 5

Missionary salespeople:

Accepted Answer

The answer of Missionary salespeople:
...

Question 6

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

The salespeople at Pacific Rim are selling their products to retail garden nurseries, which makes them trade salespeople. Trade salespeople sell products to other businesses or retailers rather than directly to consumers.

Question 7

When Disney Company releases a new the 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 various marketing efforts, including advertising, sales promotion, digital marketing, public relations, and personal selling, is known as integrated marketing communications (IMC). It aims to provide consistent messaging across all channels to reach the target audience and achieve the marketing objectives. Disney's promotional activities like advertising on television, creating a website, sales promotion at fast-food restaurants, and encouraging people to talk about the movie show an example of IMC strategy.

Question 8

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

Accepted Answer

Production is not a marketing effort, but a company's internal process for creating products or services. The other choices (personal selling, advertising, sales promotion, and word-of-mouth) are all aspects of marketing and can be coordinated through an integrated marketing communications program.

Question 9

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:

Accepted Answer

This scenario highlights the notion that customers can have greater loyalty to salespeople than to the firms they represent. It emphasizes the importance of building strong relationships with customers through sales staff and the potential risk of losing customers if a valued salesperson leaves.

Question 10

It's early on a Friday morning, and before she goes out to see any of her customers, Ruth is in her company's warehouse 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

Ruth is checking on the deliveries for her customers, which falls under the category of servicing customers.

Question 11

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 set of people and organizations responsible for the flow of products and services from producer to ultimate consumer is called a distribution channel.

Question 12

Manufacturers' Representatives, Inc. (MRI) is an independent company that employs sales representatives to sell products from a number of producers. MRI's sales reps sell the products to wholesalers and retailers. MRI receives a commission from the producers for the products it sells. MRI is an example of a:

Accepted Answer

Manufacturers' Representatives, Inc. (MRI) is an example of a manufacturers' agent because it represents multiple producers and sells their products to wholesalers and retailers. As a manufacturers' agent, MRI receives a commission from the producers for the products it sells.

Question 13

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

Accepted Answer

According to research, salespeople spend more time performing 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 traveling and waiting are major time-consuming activities. Option B is incorrect as face-to-face selling is still the dominant mode of communication. Option C is incorrect as administrative tasks take up a significant amount of time. Option E is incorrect as option D is true.

Question 14

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 Alexandra received focused on eliminating errors in the selling process through attention to details and effective communication, which aligns with the principles of Six Sigma methodology.

Question 15

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 16

Salespeople are the _______________ of a company in the marketplace.

Accepted Answer

Salespeople are the eyes and ears of a company in the marketplace, as they are the ones who gather valuable customer feedback and market intelligence. They use their senses to gather information about customer needs, preferences, and behaviors, and relay this information back to the company to improve products, services, and overall strategy.

Question 17

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. By using an integrated approach, Valerie's firm can leverage the strengths of various communication channels and mitigate the weaknesses of each, leading to a more effective overall strategy.

Question 18

Which of the following statements about salesperson relationships with customers and prospects is true?

Accepted Answer

Rejection is a common part of sales and it is important for salespeople to persist in making initial contacts with potential customers despite the possibility of rejection. Option A is incorrect as selling to existing customers requires relationship building and knowledge of their needs and preferences. Option B is incorrect as salespeople responsible for existing customers often prioritize building relationships and providing service to retain their business. Option D is incorrect as aggressiveness can be off-putting to prospects and building rapport is key to convincing them to purchase a product they use regularly.

Question 19

Hampstead Fire Safety Equipment employees who sell to its network of distributors are known as:

Accepted Answer

Trade salespeople are responsible for selling products to other businesses, such as distributors. A, D, and E are not specific to selling to distributors. C is not a commonly used term in sales.

Question 20

On average, salespeople spend less than ____ percent of their time in face-to-face meetings with customers.

Accepted Answer

According to a study by Salesforce, salespeople spend an average of 35 percent of their time in face-to-face meetings with customers. The rest of their time is spent on activities like prospecting, administrative tasks, and follow-up communication.

Quiz 1: Selling and Salespeople

(p. 10 Available) Manufacturers' agents: