Question 1

If there are significant nonselling tasks in a sales job then the most appropriate compensation method is

Accepted Answer

If there are significant nonselling tasks in a sales job, such as administrative work or client management, it may not be fair to solely compensate based on commission. This is because the salesperson's success is not always directly tied to their own efforts in selling, but also dependent on the completion of these other tasks. Therefore, salary may be a more appropriate compensation method to ensure consistent and fair pay for the salesperson's overall efforts.

Question 2

Which of the following is NOT an area of responsibility for sales management?

Accepted Answer

All the options listed (situational analysis, motivation and compensation, sales force structure) are indeed areas of responsibility for sales management. Sales management encompasses a wide range of activities including analyzing the sales environment, motivating the sales team, structuring the sales force, and developing compensation plans.

Question 3

Overall, experts suggest that the value of the Internet to the personal selling process relates to building customer loyalty, saving customers money, increasing the speed of the sales process, improving customer relationships with more frequent communication, and

Accepted Answer

The Internet can help lower sales costs by reducing the need for physical resources and enabling more efficient communication and transactions.

Question 4

Bill is the sales force manager for Mega brands. He is in the process of assessing the strengths and weaknesses of the sales force and corporate support for the selling effort. Bill is conducting a(n)______________ .

Accepted Answer

Bill is assessing the strengths and weaknesses of the sales force and corporate support, which is an internal analysis of the company's selling efforts. This is not an external analysis of the market or competition, a job description, or a performance evaluation of individual employees.

Question 5

Research shows that______________of the time do salespeople ask for the sale.

Accepted Answer

Only 40% of salespeople ask for the sale.

Question 6

A(n)______________ will identify all the tasks to be performed by salespeople.

Accepted Answer

A job description outlines the tasks, responsibilities, and qualifications required for a specific job position. It helps salespeople know what is expected of them and helps managers evaluate their performance. A situational audit is a review of the external and internal factors that affect the sales team's performance, and an internal situation analysis is a review of the company's strengths and weaknesses. A qualification appraisal is an evaluation of a sales candidate's skills and experience. None of these options would involve identifying all the tasks to be performed by salespeople.

Question 7

Factors charged to the personal selling budget includes all of the following EXCEPT:

Accepted Answer

Cost-of-goods sold refers to the expenses associated with producing and delivering the product or service being sold, and is not directly related to the personal selling budget. The other options, training costs, promotional materials, and salaries/benefits, are all expenses that would be included in the personal selling budget.

Question 8

Mike, the sales manager for Mega brands wants to increase the motivation of his sales force but has a very tight budget and cannot increase compensation. "Well, money isn't everything" he thinks. Mike decides to start posting on the company website the high performing individuals that have exceeded their short-term goals. Which of the following nonmonetary compensation methods is Mike employing?

Accepted Answer

Mike is using recognition of goal attainment as a nonmonetary compensation method to increase the motivation of his sales force. By posting the names of high performing individuals who have exceeded their short-term goals, he is acknowledging and celebrating their achievements, which can help increase their motivation and engagement at work.

Question 9

Typically, a sales force is structured around product lines, geographic territory or

Accepted Answer

A sales force is typically structured around product lines, geographic territories, or types of customers. These three factors are the most common and effective ways to segment a sales force. While sales force competency and qualifications are important factors to consider, they are not typically used as the main structuring method. Profitability of territories is also an important consideration, but it is usually used to adjust or optimize the existing sales structure rather than create it.

Question 10

For many organizations personal selling is the most important element of the promotion mix. Discuss the factors that would lead an organization to emphasize personal selling. When is personal selling useful to an organization and when is it less useful?

Accepted Answer

The answer of For many organizations personal selling is the...

Question 11

Which of the following is NOT one of the nonmonetary techniques to increase motivation of the salesforce?

Accepted Answer

The answer of Which of the following is NOT one...

Question 12

The decision on sales force structure is driven by two considerations:___________________________and .

Accepted Answer

The two considerations that drive the decision on sales force structure are the nature of the product and the nature of the market. The product characteristics and market characteristics play a significant role in deciding the sales force structure that will be most effective. For example, if the product is complex and requires a high degree of expertise to explain and sell, a specialized sales force may be necessary. Similarly, if the market is highly fragmented, and the customers have distinct needs, a geographically dispersed sales force may be more appropriate. Therefore, the nature of the product and market are critical factors that determine the sales force structure.

Question 13

Which of the following is NOT one of the major methods of budgeting for personal selling?

Accepted Answer

Commission is a compensation method for salespeople, not a budgeting method. The three major methods of budgeting for personal selling are percentage-of-sales, competitive-parity, and objective-and-task method.

Question 14

There are two basic presentation formats available to salespeople for the presentation:

Accepted Answer

The answer of There are two basic presentation formats available...

Question 15

Which of the following is not one of the decisions that must be made about training?

Accepted Answer

While training decisions may involve decisions about replacing employees who are not suited for a particular job or who are unable to perform their tasks, "churn" or hiring and firing is not a decision that is typically made in the context of training. The other options, content of the program, duration of training, and location of training are all important considerations that must be made in the design and delivery of an effective training program.

Question 16

Mega brands has some salespeople that call on wholesalers, large retail chains, and small retailers. Mega brand has structured the salesforce by

Accepted Answer

Mega brand has structured its salesforce based on the type of customers they call on, which includes wholesalers, large retail chains, and small retailers. This approach is known as customer segmentation, and it enables the sales team to tailor their approach to best meet the needs of each customer group. This can lead to more effective selling and ultimately drive more sales for the company. Structuring the sales team according to product lines or geographic territories may not be as effective in this case, as the focus is on the type of customer rather than the product or location. Channel power may also be a consideration, but it is not mentioned in the scenario provided.

Question 17

Which of the following is NOT one of the changes in the broad business environment that have created a significant new environment for personal selling.

Accepted Answer

The answer of Which of the following is NOT one...

Question 18

A(n)______________ identifies trends in the industry, technological advances in product categories, economic conditions that may be affecting the firm's customers, competitors' activities and choice criteria being emphasized by buyers.

Accepted Answer

An external situation analysis involves examining factors outside of the company, such as industry trends, technological advancements, economic conditions, and competitor activities, all of which can impact the firm's performance. It helps identify opportunities and threats in the marketplace and enables the development of strategies to address them. Internal situation analysis (B) focuses on strengths and weaknesses within the company, while performance evaluation (C) assesses how well the company is meeting its goals and objectives. Sales force audit (D) is a tool for evaluating the effectiveness of a company's sales force.

Question 19

Which of the following is one of the factors that firms reported successful recruiting for salespeople depends on?

Accepted Answer

The question asks about the factor that contributes to successful recruiting for salespeople, and option D (corporate culture) is a very important one. A positive corporate culture can attract top talent and retain them for longer, leading to improved sales performance. Options A (diverse workforce), B (salary), and C (reasonable work hours and holidays/vacation time) may also be important factors, but the question specifically asks for only one choice.

Question 20

A sophisticated and informed approach to the presentation that relies on the marketing concept is the______________ presentation.

Accepted Answer

The need satisfaction presentation is a sophisticated and informed approach that relies on the marketing concept. It aims to understand the customer's needs and wants and then presents a solution that satisfies those needs. It involves identifying the benefits of the product or service and matching them with the customer's needs. This approach is customer-focused, rather than product-focused, and is more likely to result in a successful sale. The other options listed, canned, attention-interest-desire-action, and need hierarchy, do not necessarily rely on the marketing concept or have a customer-centric approach.

Quiz 14: Personal Selling and Sales Management