Question 1

Management sets standards that state the amount each salesperson should sell and how sales should be divided among the company's products with _.

Accepted Answer

Sales quotas are targets set by management that specify the amount each salesperson should sell and how sales should be divided among the company's products.

Question 2

Which of the following is a sales technique that focuses on making an immediate sale with little or no attempt to develop a relationship with the customer?

Accepted Answer

Transactional selling focuses on making immediate sales without building long-term customer relationships.

Question 3

Organic Designs is a small,successful chain of stores offering stylish clothes made of all- organic materials for infants,toddlers,and young children.Most of the Organic Designs stores are located in urban areas.Now Organic Designs is considering using direct marketing to reach potential customers who live outside of the company's existing markets,with the goal of creating emotional connections and long- term relationships with a new group of customers.Which of the following methods of direct marketing would likely be most effective in accomplishing this goal?

Accepted Answer

Catalog marketing can effectively showcase the brand's products and values, creating an emotional connection and fostering long-term relationships with new customers.

Question 4

Which of the following is NOT a tool or method that salespeople can use to cut down on nonselling time?

Accepted Answer

PRM is a tool that helps salespeople manage their relationships with partners, such as resellers and distributors. It is not a tool that can be used to cut down on nonselling time.

Question 5

A collection of products offered for sale in book form,usually consisting of product descriptions accompanied by photos of the items,is a .

Accepted Answer

A catalog is a collection of products offered for sale, typically in book form, with product descriptions and photos.

Question 6

Kim Smith is a sales manager for a large corporation.When organizing her salesforce,Kim decided to have each selling team focus on only one very large customer.Kim has used the sales force structure.

Accepted Answer

Kim has used the key accounts sales force structure, where each team is dedicated to managing and serving a single large customer, ensuring personalized attention and service.

Question 7

Lyall Electric,Inc.,maintains a sales force for its small appliance customers and a separate sales force for its automotive customers.Lyall Electric utilizes a(n)sales force structure.

Accepted Answer

Lyall Electric uses an industry specialization sales force structure, as they have separate sales teams for different industries (small appliance and automotive customers).

Question 8

The salesperson for Americhem Plastics Corp.believes in winning,keeping,and developing her customers.In other words,she engages in _.

Accepted Answer

Relationship selling focuses on building long-term relationships with customers, which aligns with the salesperson's approach of winning, keeping, and developing customers.

Question 9

A type of m- commerce that simply involves sending a text message is known as .

Accepted Answer

The answer of A type of m- commerce that simply...

Question 10

Which kind of marketing involves sending an offer for a specific good or service at one point in time to a person at a particular address?

Accepted Answer

Direct mail marketing involves sending physical mail to a specific person at a particular address with an offer for a good or service.

Question 11

Which of the following is NOT necessarily a skill or quality possessed by an ideal salesperson candidate?

Accepted Answer

Management experience is not necessarily required for a salesperson, as their primary role is to sell products or services, not to manage teams or projects.

Question 12

Prospect and qualify is the step in the creative selling process in which the salesperson .

Accepted Answer

In the prospect and qualify step, the salesperson identifies potential qualified customers who may have an interest in the product or service.

Question 13

The National Do Not Call Registry was established by which of the following?

Accepted Answer

The National Do Not Call Registry was established by the Federal Trade Commission (FTC) to help consumers limit the telemarketing calls they receive.

Question 14

A.Y.McDonald,a manufacturer of pumps and plumbing valves,employs regional salespeople to sell its products to wholesalers and cities.This is an example of .

Accepted Answer

This scenario describes personal selling, where salespeople directly interact with potential buyers to sell products.

Question 15

At Garden and Deck Decor,a manufacturer of outdoor furniture and accessories,the marketing and sales force objective is to increase sales of the new product line while maintaining sales volume of the older product lines.Which of the following sales force compensation plans is most likely to encourage the sales force to pursue this objective?

Accepted Answer

The answer of At Garden and Deck Decor,a manufacturer of...

Question 16

According to an axiom in marketing,the more the product,the more heavily firms tend to rely on personal selling to promote it.

Accepted Answer

Intangible products, which cannot be touched or seen, often require personal selling to help customers understand their value and benefits.

Question 17

Which of the following is an example of a qualitative measure a sales manager could use to evaluate his or her salespeople?

Accepted Answer

Qualitative measures assess non-numeric attributes such as skills or qualities. Product knowledge is a qualitative measure as it evaluates the salesperson's understanding and expertise regarding the products they sell.

Question 18

Fiona Lambrech is the marketing director of a charity that raises funds to help provide educational services to children and families in developing countries.Fiona wants to reach a selective market of individuals who have recently donated to international charities.Which of the following types of direct marketing is Fiona most likely to use?

Accepted Answer

Direct-mail marketing allows Fiona to target specific individuals who have a history of donating to international charities, making it an effective way to reach her selective market.

Question 19

Of the following,which is the most necessary ingredient for any successful sales force organization?

Accepted Answer

Recruiting and hiring the right set of salespeople is fundamental because having the right people in place is the foundation upon which all other aspects of a successful sales force are built. Without the right talent, other factors like training and support cannot be fully effective.

Question 20

Which of the following is the most logical reason that many organizations rely heavily on personal selling?

Accepted Answer

Personal selling is often used for highly technical or expensive products because it allows for personalized interaction, detailed explanations, and addressing specific customer concerns, which are crucial for such products.

Quiz 14: Personal Selling,sales Management,and Direct Marketing