Question 1

Single-factor models analyze the profit performance of accounts or trading areas as the basis to estimate the profit impact of adding more salespeople.

Accepted Answer

Single-factor models typically analyze the impact of one specific factor, such as the number of salespeople, on sales volume or profitability, rather than analyzing profit performance to estimate the impact of adding more salespeople.

Question 2

In direct marketing,accuracy of targeting is only as good as the lists used to access potential buyers.

Accepted Answer

Accurately targeted direct marketing relies heavily on having high-quality lists of potential buyers. Without accurate and up-to-date lists, direct marketing efforts may be wasted on uninterested or irrelevant audiences.

Question 3

Which of the following initiatives of forming a salesforce strategy requires deciding how personal selling is expected to contribute to the marketing program?

Accepted Answer

Determining the role of the sales force in the promotion strategy requires deciding how personal selling, which is the primary function of the salesforce, is expected to contribute to the overall marketing program. This includes identifying the target customers, determining the message, and selecting the appropriate selling approach to achieve marketing objectives. The other options may also be important considerations in forming a salesforce strategy, but they are not directly related to the role of personal selling in the marketing program.

Question 4

_____ selling involves obtaining sales from first-time buyers,who may be one-time purchasers or repeat buyers.

Accepted Answer

New business selling refers to obtaining sales from first-time buyers, who may or may not become repeat customers. This is different from missionary selling, which involves introducing a product or service to potential customers who may not even be aware of its existence. Trade selling is focused on selling to businesses or retailers rather than individual consumers, and consultative selling involves a salesperson working with a customer to understand their needs and recommend solutions.

Question 5

Which of the following sales organization designs is most appropriate when customer needs are different and the product offering is simple?

Accepted Answer

When customer needs are different, a market-driven sales organization design that focuses on specific segments or target markets is the most appropriate as it allows for tailored approaches to meet customer needs. Additionally, when the product offering is simple, a market-driven approach can facilitate better understanding of customer preferences and enable the sales team to create customized solutions. Product-driven and geography-driven sales organizations are more suitable for complex products and geographic markets, respectively, while a product/market-driven design combines both product and market orientations, making it better suited for organizations with diverse products or services that target multiple markets.

Question 6

_____selling is a form of selling in which the salespeople work with the customers of a channel member to encourage them to purchase the producer's product from the channel member.

Accepted Answer

Missionary selling involves salespeople working directly with the customers of a channel member (such as a distributor or retailer) to encourage them to buy the producer's products from that channel member. This approach is often used in industries where the producer's sales force does not sell directly to the end users but instead supports the channel members in making the sale.

Question 7

If the product or the customer base does not dominate design considerations,a geographical sales organization is used.

Accepted Answer

When the product or customer base is not the main factor driving design considerations, a geographical sales organization is often used. This means that sales territories are divided by region rather than by specific product lines or customer segments. This approach can be effective in certain industries, such as consumer goods or retail, where customers may have similar needs and purchasing habits across a given geographic area.

Question 8

_____ is targeted at an existing customer base and provides technical and application assistance.These positions may involve the sales of complex equipment or services.

Accepted Answer

Consultative selling focuses on providing technical and application assistance to an existing customer base, often involving complex equipment or services. This approach is about understanding customer needs and offering solutions, rather than just selling a product.

Question 9

Which of the following initiatives is the second step in building a salesforce strategy?

Accepted Answer

Selecting the selling process is typically the second step in building a salesforce strategy, following the determination of the sales force's role in the promotion strategy. This step involves deciding on the methods and processes the sales team will use to engage with prospects and customers.

Question 10

In social media-based positioning attempts,the goal is to create a community providing only functional benefits.

Accepted Answer

In social media-based positioning attempts, the goal is to create a community providing both functional and emotional benefits. Creating a community that focuses only on functional benefits may not be enough to keep users engaged and loyal. Emotions such as a sense of belonging, trust, and enjoyment are crucial in building a strong community on social media.

Question 11

The new business selling strategy is based on firms selling to an existing customer base and providing technical and application assistance.

Accepted Answer

The answer of The new business selling strategy is based...

Question 12

_____ selling provides assistance and support to value chain members rather than obtaining sales.

Accepted Answer

The answer of  _____ selling provides assistance and support to...

Question 13

Transactional selling is not restricted to small,low-volume buyers.

Accepted Answer

Transactional selling can be used for both small and large volume buyers, as it focuses on quick transactions and efficiency rather than building long-term relationships.

Question 14

Sales quotas are used to state the management's expected sales results.

Accepted Answer

Sales quotas are established by management to set expected sales objectives for sales representatives or teams within an organization. These quotas are typically set as numerical targets for sales volume, revenue, or other key performance indicators, which help to measure the success of the sales effort and guide sales planning and strategy. Quotas are an important tool for aligning sales performance with organizational goals and objectives.

Question 15

If a customer base displays substantial differences in purchasing power and servicing requirements,then the use of a single salesforce channel is appropriate.

Accepted Answer

If a customer base displays substantial differences in purchasing power and servicing requirements, then it is not appropriate to use a single salesforce channel. Instead, it is better to have different salesforce channels for different segments of customers to better cater to their needs and maximize sales opportunities.

Question 16

Which of the following activities would most likely be the first in the selling process?

Accepted Answer

Prospecting for customers is usually the first activity in the selling process as it involves identifying potential customers and gathering information about them. This allows salespeople to focus their efforts on those who are most likely to make a purchase.

Question 17

Sales representatives of Oasis Travels collaborate with various hotels across the state to get customers to book package tours.Which of the following sales positions do the salespeople of Oasis Travels hold?

Accepted Answer

Missionary selling involves sales representatives promoting and creating demand for a product or service without directly closing the sale themselves. In this case, Oasis Travels' salespeople collaborate with hotels to encourage bookings, similar to how missionary salespeople work to promote products indirectly.

Question 18

The final step in a salesforce strategy is designing the sales organizations.

Accepted Answer

Designing the sales organization is not the final step in a salesforce strategy; it is one of the earlier steps. The final steps typically involve implementing the strategy, training the salesforce, and evaluating performance.

Question 19

Trade selling provides assistance and support to value chain members rather than obtaining sales.

Accepted Answer

Trade selling involves providing assistance and support to value chain members such as retailers, distributors, and wholesalers, rather than directly obtaining sales.

Question 20

Which of the following activities does a selling process include?

Accepted Answer

The selling process includes presenting the sales message to potential customers. Advertising the product, training the salespeople, and prospecting for suppliers are all important activities in the overall sales and marketing strategy, but they are not specifically part of the selling process.

Quiz 13: Sales, digital, and Direct Marketing Strategies