Question 1

Ryan Amerson leads his company's clients through the installation procedure of their new industrial equipment. He also helps answer their questions about product characteristics and system design both before and after their purchases. Ryan is a

Accepted Answer

Ryan's role involves technical knowledge and expertise to assist clients with installation and design questions, making him a technical salesperson.

Question 2

Natalie is a sales representative with Nike. Tomorrow she will join with people from the firm's financial, engineering, and other functional areas to engage in the personal selling process. Natalie is engaged in

Accepted Answer

Natalie is joining with people from different functional areas to engage in personal selling. This means that she is part of a sales team, making the correct answer D, team selling.

Question 3

Sales objectives for individual salespeople can be stated in several ways. Which of the following would least likely be used for stating an individual salesperson's goal?

Accepted Answer

Ratio of profits relative to number of sales calls is not a typical way to set individual salesperson goals. It is a more complex metric that may be used at a higher level to evaluate overall sales performance. The other options (A, B, C, and E) are commonly used to set individual sales goals.

Question 4

Maria Martinez works for a cosmetics manufacturer and is responsible for ensuring that retailers have adequate quantities of products when they need them. However, she is directing much of her effort toward helping the retailers promote the products. She would be characterized as belonging to which group of salespeople?

Accepted Answer

The answer of Maria Martinez works for a cosmetics manufacturer...

Question 5

Sales force objectives are generally established for

Accepted Answer

Sales force objectives should be established not only for the whole sales force but also for each individual salesperson. This allows for clear communication of expectations and goals, as well as individual accountability for achieving those goals.

Question 6

Jin Xiao, a trained engineer, is a salesperson for a chemical manufacturer. He provides current customers with advice about a product's characteristics and applications. He is a(n)

Accepted Answer

The answer of Jin Xiao, a trained engineer, is a...

Question 7

Doug travels around to various established customers to see what new office supplies they need. His customers have come to depend on him to check their supplies. Doug is a(n)

Accepted Answer

The answer of Doug travels around to various established customers...

Question 8

Assisting the producer's customers in selling to those customers is the major purpose of which type of salesperson?

Accepted Answer

A missionary salesperson is tasked with promoting the producer's products to wholesalers and retailers, and providing them with information and support to help them sell to end customers. They typically do not make direct sales themselves but instead act as influencers and promoters of the product.

Question 9

Daphne King of Cleborn Pharmaceuticals tells a sales management class at the state university that her job is to call on doctors and explain the benefits of new prescription drugs that her firm develops. Daphne would call herself a(n)

Accepted Answer

Daphne's job is to educate and inform doctors about the benefits of new prescription drugs, rather than closing a sale or taking orders. This aligns with the role of a missionary salesperson who focuses on building relationships and promoting products, rather than making direct sales.

Question 10

Which of the following is least likely to be directly involved in actually making sales?

Accepted Answer

Support sales personnel are usually involved in providing assistance and support to the sales team, but they are not directly involved in making sales. Their responsibilities may include providing customer service, handling inquiries, processing orders, and resolving issues, among other things.

Question 11

Which of the following involves building mutually beneficial long-term associations with a customer-usually a business customer-through regular communications over prolonged periods of time.

Accepted Answer

Relationship selling is the process of building mutually beneficial long-term associations with a customer- usually a business customer- through regular communications over prolonged periods of time. It focuses on developing a relationship with the customer based on trust and understanding their needs in order to provide ongoing value and support.

Question 12

A sales representative for Coca-Cola travels to various restaurants to determine how much syrup the customer needs for the coming period. This sales representative would be classified as a(n)

Accepted Answer

The sales representative that travels to restaurants to determine how much syrup they need would be classified as a field order taker since they are taking orders and conducting sales activities outside of the company’s premises. An order getter typically tries to obtain new customers, an inside order taker takes orders from customers who call in or visit the company’s premises, a missionary salesperson promotes the company’s products without making direct sales, and a trade salesperson sells to businesses rather than individual consumers.

Question 13

A missionary salesperson is usually employed by

Accepted Answer

A missionary salesperson is usually employed by a manufacturer to promote a product to distributors, retailers, or customers, and to provide information about the features and benefits of the product. They focus on building relationships and educating potential customers rather than making direct sales.

Question 14

Sales objectives can do all of the following except

Accepted Answer

Sales objectives should not serve as a deterrent to salespeople and their clients. Instead, they should provide guidance and motivation to the sales force.

Question 15

All of the following are key areas of sales force management except

Accepted Answer

Coordinating sales promotion efforts is typically considered a function of marketing, not sales force management. The other options listed (compensating, recruiting, training, and motivating sales personnel) are all key areas of sales force management.

Question 16

Which of the following is particularly appropriate for pricey high-tech business products, such as jet aircraft and medical equipment?

Accepted Answer

The answer of Which of the following is particularly appropriate...

Question 17

Jana works for Hormel Foods and she frequently sets up special displays and distributes samples of Hormel products to customers in supermarkets. Jana would best be classified as a(n)

Accepted Answer

The answer of Jana works for Hormel Foods and she...

Question 18

Nick is a salesperson for DuPont. His college degree is in engineering, with a minor in physical science. Nick is most likely a(n)

Accepted Answer

Nick's engineering degree and minor in physical science suggest that he has technical knowledge and expertise, making him well-suited for the role of a technical salesperson.

Question 19

A support salesperson who usually advises customers on product characteristics and application, system design, and installation procedures is a(n)

Accepted Answer

A technical salesperson is responsible for advising customers on product characteristics, application, system design, and installation procedures. They have technical expertise and knowledge about the product they are selling and work closely with customers to ensure they are satisfied with the product and its implementation.

Question 20

Which of the following is the best example of a well-stated sales objective?

Accepted Answer

The sales objective in option C is specific, measurable, and has a clear deadline. It provides a clear target for individual salespeople and is more likely to motivate sales efforts than the broad objectives listed in the other options.

Quiz 19: Personal Selling and Sales Promotion