Question 1

During the ________ stage of the personal selling process, a sales representative at Cascade Maverik must check with the purchasing coach or athletic director to see whether the equipment is meeting his or her expectations.

Accepted Answer

The follow-up stage involves checking in with the customer after the sale to ensure that the product or service is meeting their expectations and to address any issues or concerns.

Question 2

SFA is an acronym for

Accepted Answer

Salesforce automation (SFA) refers to software applications for sales management that automate business tasks such as inventory control, sales processing, and tracking of customer interactions.

Question 3

What are the three major roles of personal selling in a firm's overall marketing effort?

Accepted Answer

The answer of What are the three major roles of...

Question 4

Salesforce automation is the use of ________ to make the sales function more efficient and effective.

Accepted Answer

Salesforce automation involves using technology to streamline and enhance the sales process, making it more efficient and effective.

Question 5

Explain the difference between personal selling and sales management.

Accepted Answer

The answer of Explain the difference between personal selling and...

Question 6

________ has recently been the fastest growing team sport at the youth, high school, college, and professional levels, which bodes well for sales at sports equipment company Cascade Maverik.

Accepted Answer

Lacrosse has been noted as one of the fastest growing team sports in the United States across various levels, which positively impacts companies like Cascade Maverik that specialize in lacrosse equipment.

Question 7

During the ________ step of sales plan implementation, Cascade Maverik looks for individuals that are self-motivated, have a positive attitude, and understand the team mentality.

Accepted Answer

The recruitment and selection step involves identifying and hiring individuals who possess the desired qualities and skills for the sales team.

Question 8

Toshiba America Medical Systems salespeople use ________ with capabilities to provide interactive presentations for their computerized tomography (CT) and magnetic resonance imaging (MRI) scanners.

Accepted Answer

The answer of Toshiba America Medical Systems salespeople use ________...

Question 9

The saleforce structure at Cascade Maverik is a ________ one, with key accounts typically based in highly populated areas.

Accepted Answer

Cascade Maverik's salesforce structure is described as geographic because it is organized based on location, with key accounts in highly populated areas.

Question 10

Two features of successful ________ are the availability of "live chat" opportunities and the ability to provide a single source for customer problem solving.

Accepted Answer

Customer service and support automation often includes live chat and centralized problem-solving resources to enhance customer experience and efficiency.

Question 11

Which of these is one of the key attributes for potential salesforce recruits at Cascade Maverik?

Accepted Answer

Understanding the team mentality is crucial for potential salesforce recruits at Cascade Maverik, as it aligns with collaborative and team-oriented work environments.

Question 12

Sales force automation is typically applied to all of these except which?

Accepted Answer

The answer of Sales force automation is typically applied to...

Question 13

________ provides intelligence to salespeople in the form of lead qualification, preapproach preparation, customer buying patterns, and upselling and cross-selling opportunity identification.

Accepted Answer

The answer of ________ provides intelligence to salespeople in the...

Question 14

________ consists of processes and technologies that supply customers with information about postsale activities, including installation, repair, replacement, and replenishment, and technical expertise pertaining to products.

Accepted Answer

Customer service and support automation involves processes and technologies that provide customers with information and assistance regarding postsale activities such as installation, repair, replacement, and technical expertise related to products.

Question 15

Salespeople for Timex watches use their laptop computers to process orders, plan time allocations, and forecast sales. This use of ________ helps free up time for the Timex salesforce provide enhanced customer service.

Accepted Answer

Sales force automation refers to the use of software to streamline sales tasks, such as order processing and sales forecasting, which helps salespeople focus more on customer service.

Question 16

The use of various technologies to make the selling function more effective and efficient is referred to as

Accepted Answer

Salesforce automation refers to the use of technology to streamline and improve the efficiency and effectiveness of the sales process.

Question 17

A sales representative at Cascade Maverik reports that she spends about 25 percent of her time on the ________ stage of the personal selling process, "finding potential leads, talking to coaches."

Accepted Answer

Prospecting is the stage in the personal selling process where sales representatives identify and reach out to potential leads or customers.

Question 18

An important component of the salesforce training at Cascade Maverik is ________, including participating in sales calls and presentations with senior salespeople.

Accepted Answer

On-the-job training involves practical, hands-on experience, such as participating in sales calls and presentations with senior salespeople, which is a key component of salesforce training at Cascade Maverik.

Question 19

Define relationship selling.

Accepted Answer

The answer of Define relationship selling....

Question 20

At Cascade Maverik, compensation is a combination of salary and commission. According to a sales manager, "salary allows our employees to step into their role confidently, and commission is about ________."

Accepted Answer

Commission is typically used as a form of motivation to encourage employees to perform better and achieve higher sales.

Quiz 21: Implementing Interactive and Multi-Channel Marketing