Question 1

Which type of questions allow salespeople to understand facts or explore the buyer's present state of affairs?

Accepted Answer

The answer of Which type of questions allow salespeople to...

Question 2

The first step in the workload approach for designing salesforce size is to establish desirable call frequencies for each customer class.

Accepted Answer

This is correct. The first step in the workload approach for designing salesforce size is to establish desirable call frequencies for each customer class.

Question 3

Earned media refers to the various paid advertising channels used by companies to obtain visibility on the Internet.

Accepted Answer

Earned media refers to publicity gained through promotional efforts other than paid media advertising, such as social media mentions, articles in media outlets, and word-of-mouth referrals.

Question 4

Blogs cannot be used for word of mouth advertising as they are not updated on a regular basis.

Accepted Answer

Blogs can be used for word of mouth advertising, and many successful brands use them as a key part of their marketing strategy. Additionally, blogs can be updated as frequently as the author chooses, making it possible to maintain a regular schedule of content publication.

Question 5

Viral and buzz campaigns are performed with minimal involvement of consumers and prospects.

Accepted Answer

Viral and buzz campaigns rely heavily on involvement and participation from consumers and prospects, as they are designed to spread organically through social sharing and word-of-mouth.

Question 6

A manager is using feed-forward sales supervision when he communicates what the sales reps should be doing and motivates them to do it.

Accepted Answer

Feed-forward sales supervision involves providing guidance and motivation to sales reps before they make sales calls, with the goal of helping them perform better during the calls.

Question 7

What is the major difference between earned media and paid media?

Accepted Answer

The answer of What is the major difference between earned...

Question 8

A contractual sales force consists of part-time employees who work exclusively for the company.

Accepted Answer

A contractual sales force may work for multiple companies and are not exclusive to one company.

Question 9

An important characteristic of online communities and forums is the two-way information flow.

Accepted Answer

Online communities and forums allow for communication and interaction between members, creating a two-way flow of information where members can share their thoughts and experiences and respond to others.

Question 10

A salesperson calling on supermarkets to take repeat orders is called an order taker.

Accepted Answer

An order taker is a salesperson who focuses on taking repeat orders from existing customers rather than actively seeking out new ones. This task is often seen in the context of business-to-business sales, such as selling products to supermarkets, and involves maintaining positive relationships with customers and ensuring that their orders are fulfilled efficiently and accurately.

Question 11

A company that sells one product line to one end-using industry with customers in many locations would use product or market structure for its salesforce.

Accepted Answer

This company would likely use a market structure for its salesforce because the focus is on serving customers in many locations within a specific end-using industry, rather than on selling multiple product lines.

Question 12

Most industrial companies rely heavily on Internet selling and buzz marketing to promote their products.

Accepted Answer

While some industrial companies may utilize Internet selling and buzz marketing, the majority of their sales and promotion efforts are focused on targeted sales and relationship building with their customers, often through traditional sales channels and trade shows.

Question 13

Most direct marketers apply the RFM formula to select customers.Explain this formula and how it is used to select customers.

Accepted Answer

The answer of Most direct marketers apply the RFM formula...

Question 14

A clique is a small group whose members interact frequently.

Accepted Answer

This is the commonly accepted definition of a clique.

Question 15

Roler Telecom,a leading mobile telephone operator in Asia,engages in aggressive marketing promotions.The company sends promotional messages to customers and makes promotional calls on a regular basis.However,these aggressive promotion efforts often irritate its customers.What could be the likely outcome of this?

Accepted Answer

The answer of Roler Telecom,a leading mobile telephone operator in...

Question 16

Interstitials are advertisements that pop up between changes on a Web site.

Accepted Answer

Interstitials are advertisements that appear between changes or transitions on a website, such as when switching from one page to another.

Question 17

Explain the importance of word of mouth marketing.Briefly describe some of the channels that customers use to spread word of mouth.

Accepted Answer

The answer of Explain the importance of word of mouth...

Question 18

Proxies and cookies can be used by firms to monitor customers when they are blogging,commenting,or posting in social networks.

Accepted Answer

Proxies and cookies can be used by firms to track customer activities online, including when they are blogging, commenting, or posting on social networks. This information can be used for marketing purposes or to gain insights into consumer behavior.

Question 19

Sales representatives who are paid mostly in commissions require more supervision than other salespeople.

Accepted Answer

Sales representatives paid mostly in commissions are often highly motivated to perform well to earn more, potentially requiring less supervision as they are incentivized to maximize their sales without constant oversight.

Question 20

The fixed amount in a salesperson's salary is majorly designed to stimulate and reward efforts from salespeople.

Accepted Answer

The fixed salary is typically considered a base amount to ensure a minimum level of income for the salesperson, while commissions or bonuses are designed to provide additional incentives for successful sales.

Quiz 17: Managing Personal Communications: Direct and Interactive Marketing, Word of Mouth, and Personal Selling