Question 1

The growth of product management has contributed to the increasing adoption of customer salesforce structures.

Accepted Answer

The answer of The growth of product management has contributed...

Question 2

As a result of the Federal Government's Do Not Call Registry,telemarketing is now rarely used.

Accepted Answer

While the Do Not Call Registry has significantly reduced the number of unwanted telemarketing calls, telemarketing is still a widely used marketing strategy, especially in certain industries such as insurance or home services. However, companies are required to comply with the regulations set by the Do Not Call Registry and obtain permission before calling registered phone numbers.

Question 3

Of all the ways to structure a salesforce,the product salesforce structure is most effective in helping the company to become more customer focused and build closer relationships with important customers.

Accepted Answer

A product salesforce structure organizes salespeople around specific products or product lines, which can lead to expertise in those products but does not inherently focus on building closer customer relationships or a customer-centric approach. A customer (or market) salesforce structure, where the salesforce is organized around specific customers or customer segments, is more effective for becoming customer-focused and building closer relationships with important customers.

Question 4

Team selling is ideal when customer problems become more complex,and customers become larger and more demanding.Sales teams have the advantages of uncovering problems that an individual would not,and they are better able to develop new opportunities.

Accepted Answer

Team selling allows for a wider range of perspectives and skills to come together to tackle complex customer problems and meet larger, more demanding customer requirements. The collaborative nature of team selling can help uncover new opportunities and approaches that an individual may not have considered on their own.

Question 5

The 'workload approach' to estimate salesforce size is outdated.

Accepted Answer

The workload approach remains a relevant and widely used method for estimating salesforce size, as it considers the amount of work required to serve customers effectively, including factors like the number of customers, frequency of visits, and time per visit, allowing for a tailored and efficient allocation of sales resources.

Question 6

To discourage a salesperson from ruining a customer relationship by pushing too hard to close a deal and earn a commission,companies are designing compensation plans that reward salespeople for building customer relationships and growing the long-run value of each customer.

Accepted Answer

This statement is true. Many companies are now realizing the importance of building strong customer relationships for long-term success, and are incentivizing salespeople to prioritize this over short-term gains.

Question 7

A salesperson's ________ is often related to how well he or she meets a set quota.
A)time-and-duty analysis
B)compensation
C)call report
D)organisational climate
E)expense report

Accepted Answer

Compensation is the money or benefits a salesperson receives in relation to their performance, which is often tied to meeting a set quota. Time-and-duty analysis refers to the evaluation of a salesperson's use of time and resources, call reports are records of sales calls made, organisational climate refers to the overall atmosphere and culture of a company, and expense reports are records of a salesperson's expenses while working.

Question 8

Few companies provide sales training beyond a few weeks or months for new members of the salesforce.

Accepted Answer

Many companies invest in ongoing sales training for their salesforce, recognizing that continuous learning and development are crucial for adapting to market changes and improving sales techniques over time.

Question 9

Salespersons require extensive lists of prospects to generate just a few sales.The best source of information for finding sales leads is ________.
A)referrals
B)web sources
C)social networks
D)directories
E)None of the above.

Accepted Answer

Referrals are often considered the best source of sales leads because they come from a trusted source, making the prospect more likely to be interested in the product or service being offered.

Question 10

Though web-based technologies are useful selling tools,it is often more advantageous for a salesperson to have a face-to-face meeting with a customer when it comes time to close a deal.

Accepted Answer

While web-based technologies like video conferencing and online presentations can be effective selling tools, in-person meetings offer a level of personal connection and communication that can be difficult to achieve through virtual means. Face-to-face interactions allow salespeople to gauge the customer's body language and reactions, build rapport, and respond to objections in real-time, ultimately increasing the likelihood of closing a deal.

Question 11

Which of the following is NOT a source of information used by salespeople to generate leads?
A)referrals
B)web sources
C)social networks
D)directories
E)All of the above are useful sources.

Accepted Answer

All of the above (referrals, web sources, social networks, and directories) are commonly used by salespeople to generate leads.

Question 12

Sales ________ encourage a salesforce to make a selling effort that is above and beyond the normal expectation.
A)contests
B)quotas
C)teams
D)reports
E)plans

Accepted Answer

Contests are typically seen as a more fun and motivating way to encourage sales performance, as they create a competitive atmosphere that can push salespeople to do better than they might otherwise. Quotas can also be motivating, but they can also create stress and pressure, which can have negative effects on sales performance. Teams, reports, and plans may be useful in managing and tracking sales performance, but they are not specifically designed to motivate salespeople to exceed expectations.

Question 13

Using e-learning to train salespeople offers few advantages and is limited in application.

Accepted Answer

E-learning can offer several advantages in training salespeople, such as cost savings, flexibility in scheduling, and the ability to track progress and assess knowledge retention. Additionally, e-learning can be applied to a variety of topics and skills, such as product knowledge and sales techniques. However, it may not be suitable for certain aspects of sales training, such as role-playing and interpersonal communication skills. Ultimately, the effectiveness of e-learning for sales training will depend on the specific goals and needs of the organization and the sales team.

Question 14

A salesman for a frozen foods company is responsible for all customers in the state of Tasmania.The firm uses a territorial salesforce structure.

Accepted Answer

The salesman's responsibility for all customers in Tasmania indicates a territorial salesforce structure, where each salesperson is responsible for a specific geographic area.

Question 15

A(n)________ is a salesperson's write-up of his or her completed sales activity.
A)expense report
B)call report
C)sales report
D)sales quota
E)time-and-duty analysis

Accepted Answer

A call report is a record of a salesperson's completed sales activity. It typically includes information on the date and time of the call, the customer's name and contact information, the purpose of the call, and any follow-up actions planned. A sales report may refer to a broader document summarizing sales performance across a company or team, while an expense report details a salesperson's travel or other business-related expenses. A sales quota is a target for sales performance, and a time-and-duty analysis may be used to evaluate a salesperson's productivity and time management.

Question 16

A company wants its outside salespeople to spend more time with its existing customers.One way for it to accomplish this goal would be to hire additional technical support people and sales assistants.

Accepted Answer

By hiring additional support staff, salespeople can delegate more administrative tasks and technical support to focus on building relationships and upselling existing clients. This would ultimately lead to more time spent with existing customers.

Question 17

Complex salesforce structures include those specialised by customer and territory,by product and territory,by product and customer,and by territory,product and customer.

Accepted Answer

Complex salesforce structures can include specialization by customer and territory, by product and territory, by product and customer, and even by territory, product, and customer combined.

Question 18

Salesforce automation systems have been developed for improving how salespeople feel about their opportunities and value.

Accepted Answer

Salesforce automation systems are developed to improve the efficiency and effectiveness of the sales process, not specifically how salespeople feel about their opportunities and value.

Question 19

A company that treats its salespeople as valuable contributors with unlimited income opportunities has developed a(n)________ that will have lower staff turnover and higher salesforce performance.
A)salesforce system
B)organisational climate
C)compensation package
D)sales structure
E)workload

Accepted Answer

An organizational climate that values salespeople as important contributors and offers them unlimited income opportunities is likely to result in lower staff turnover and higher salesforce performance. This climate encompasses the overall environment and culture within the organization, influencing employee motivation and satisfaction.

Question 20

Management sets standards that state the amount each salesperson should sell and how sales should be divided among the company's products with ________.
A)sales prospecting
B)company quotas
C)sales quotas
D)sales incentives
E)sales contests

Accepted Answer

Sales quotas are targets set by management to define the amount or number of sales or the revenue to be achieved by salespeople within a specific time frame. These quotas can also specify how sales should be distributed among different products or services offered by the company.

Quiz 12: Personal Selling and Sales Promotion: Creating Value in Relationships

The growth of product management has contributed to the increasing adoption of customer salesforce structures.

As a result of the Federal Government's Do Not Call Registry,telemarketing is now rarely used.

Of all the ways to structure a salesforce,the product salesforce structure is most effective in helping the company to become more customer focused and build closer relationships with important customers.

Team selling is ideal when customer problems become more complex,and customers become larger and more demanding.Sales teams have the advantages of uncovering problems that an individual would not,and they are better able to develop new opportunities.

The 'workload approach' to estimate salesforce size is outdated.

To discourage a salesperson from ruining a customer relationship by pushing too hard to close a deal and earn a commission,companies are designing compensation plans that reward salespeople for building customer relationships and growing the long-run value of each customer.

A salesperson's ________ is often related to how well he or she meets a set quota.

Few companies provide sales training beyond a few weeks or months for new members of the salesforce.

Salespersons require extensive lists of prospects to generate just a few sales.The best source of information for finding sales leads is ________.

Though web-based technologies are useful selling tools,it is often more advantageous for a salesperson to have a face-to-face meeting with a customer when it comes time to close a deal.

Which of the following is NOT a source of information used by salespeople to generate leads?

Sales ________ encourage a salesforce to make a selling effort that is above and beyond the normal expectation.

Using e-learning to train salespeople offers few advantages and is limited in application.

A salesman for a frozen foods company is responsible for all customers in the state of Tasmania.The firm uses a territorial salesforce structure.

A(n) ________ is a salesperson's write-up of his or her completed sales activity.

A company wants its outside salespeople to spend more time with its existing customers.One way for it to accomplish this goal would be to hire additional technical support people and sales assistants.

Complex salesforce structures include those specialised by customer and territory,by product and territory,by product and customer,and by territory,product and customer.

Salesforce automation systems have been developed for improving how salespeople feel about their opportunities and value.

A company that treats its salespeople as valuable contributors with unlimited income opportunities has developed a(n) ________ that will have lower staff turnover and higher salesforce performance.

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