Question 1

A(n) ________ is an individual who represents a company to customers by prospecting, communicating, selling, servicing, information gathering, and/or relationship building.

Accepted Answer

The description given matches the role of a salesperson, who is responsible for representing a company to customers through various activities, including prospecting, communicating, selling, servicing, information gathering, and relationship building. Auditors, trainers, managers, and human resource personnel may also have interactions with customers, but their primary roles and responsibilities are different.

Question 2

Which of the following questions is NOT asked when designing a sales force strategy and structure?

Accepted Answer

The question of whether salespeople should follow strict steps in the sales process is related to sales training and methodology, not sales force strategy and structure. The other questions are all relevant to designing a sales force strategy and structure.

Question 3

What is personal selling?

Accepted Answer

Personal presentations by the firm's sales force for the purpose of making sales and building customer relationships is known as personal selling.

Question 4

All companies must have salespeople.

Accepted Answer

While most companies have salespeople, it is not necessarily true that all companies must have them. Some companies, such as online service providers or subscription-based businesses, do not rely on direct sales to generate revenue.

Question 5

In the ________, each salesperson is assigned to an exclusive geographic area and sells the company's full line of products or services to all customers in that region.

Accepted Answer

The description fits the territorial sales force structure, where each salesperson is responsible for a specific geographic area and sells the company's complete product or service offering to all customers within that region.

Question 6

Which of the following is true about the sales force of a company?

Accepted Answer

Salespeople represent customers to the company and manage the buyer-seller relationship.

Question 7

Personal selling involves interpersonal interactions between salespeople and individual customers.

Accepted Answer

Personal selling is often referred to as face-to-face selling as it involves direct interaction between the salesperson and the customer. This type of selling is used to build relationships, provide personalized solutions, and cater to the specific needs of the customer.

Question 8

Describe the nature of personal selling and the role of the sales force.

Accepted Answer

The answer of Describe the nature of personal selling and...

Question 9

If a company ________, it should adopt a product sales force structure, in which the sales force specializes along product lines.

Accepted Answer

If a company has numerous and complex products, it can benefit from adopting a product sales force structure where salespeople specialize in specific product lines. This allows them to have detailed knowledge about the products they are selling, which can lead to more successful sales.

Question 10

________ is defined as analyzing, planning, implementing, and controlling sales force activities.

Accepted Answer

Sales force management involves analyzing, planning, implementing, and controlling sales force activities to improve sales performance, increase efficiency, and maximize profits. Benchmarking involves comparing performance against industry standards or competitors. Business intelligence involves gathering and analyzing data to make strategic business decisions. Sales force automation involves using technology to automate sales-related tasks. Sampling involves selecting a representative group from a larger population for research or analysis purposes.

Question 11

Ultra Tech Inc., a company manufacturing gardening tools, has decided to switch to a territorial sales force structure. Which of the following benefits is the company most likely to gain as a result of this decision?

Accepted Answer

By switching to a territorial sales force structure, Ultra Tech Inc. will be assigning each salesperson to a specific geographic area, which would reduce their travel expenses. This is because each salesperson will only be travelling within a limited area, as opposed to travelling long distances to meet customers outside the assigned territory. Therefore, the company will most likely gain the benefit of reduced travel expenses. The other options are not directly related to the benefits of implementing a territorial sales force structure.

Question 12

Which of the following is true with regard to personal selling?

Accepted Answer

Personal selling is a form of promotion where a salesperson presents a product or service to a potential buyer, with the aim of making a sale or creating a long-term relationship between the buyer and the seller. Option A accurately describes the nature of personal selling as a process of building relationships and making sales through personal presentations by a firm's sales force. Option B is incorrect because personal selling does not necessarily involve making requests for short-term business relationships. Option C is incorrect because personal selling involves building long-term relationships with customers. Option D is incorrect because an outside sales force is typically involved in personal selling. Option E is incorrect because personal selling has been in existence for centuries, and is not a new profession.

Question 13

Which of the following is NOT likely to improve coordination between marketing and sales?

Accepted Answer

Creating rewards systems that put marketing and sales in competition with each other is likely to create further division and competition between the two departments, rather than improving coordination. It is important for marketing and sales to work collaboratively towards common goals, and incentives that pit them against each other can be counterproductive.

Question 14

Which of the following is true about the sales force of a company?

Accepted Answer

Salespeople act as the primary point of contact between the company and its customers. Hence, they represent customers to the company, championing customers' interests. They gather information about customer needs and preferences and communicate that information to the company's engineering and manufacturing departments to help design products that meet customer needs. Salespeople also address customer objections and act on them to ensure customer satisfaction.

Question 15

Salespeople do not represent customers to the company.

Accepted Answer

Salespeople represent customers to the company by gathering feedback, understanding their needs and preferences, and communicating those needs to the relevant departments within the company.

Question 16

Which of the following is true about the territorial sales force structure?

Accepted Answer

In a territorial sales force structure, salespeople are assigned to specific geographic areas and are responsible for selling the company's full range of products within that area. This structure helps to minimize travel expenses since each salesperson travels within a limited geographic area. Additionally, because each salesperson is responsible for selling the full range of products within their territory, they have a clear understanding of their job responsibilities. Option A is incorrect because the territorial sales force structure does define each salesperson's job clearly. Option B is incorrect because salespeople in a territorial sales force structure are typically responsible for selling the full range of the company's products within their territory. Options C and E are incorrect as a territorial sales force structure typically involves one sales force that covers all industries/products within a geographic area.

Question 17

Sales force management includes all of the following EXCEPT ________ salespeople.

Accepted Answer

Sales force management involves recruiting, evaluating, supervising, and training salespeople, but paying them is typically handled by the finance or payroll department.

Question 18

Which of the following is NOT a position that a salesperson covers?

Accepted Answer

Shipping arranger is not a typical position that a salesperson covers. The other positions listed (order taker, creative seller, order getter, relationship builder) are all common sales roles.

Question 19

At Price & Wallace Inc., a pharmaceuticals company, members of the sales force and marketing department tend to have disagreements when things go wrong with a customer. The marketers blame the salespeople for poorly executing their strategies, while the salespeople blame the marketers for being out of touch with customers. Which of the following steps should upper management at Price & Wallace take to help bring the sales and marketing functions closer together?

Accepted Answer

The answer of At Price & Wallace Inc., a pharmaceuticals...

Question 20

Which of the following would most likely improve coordination between marketing and sales?

Accepted Answer

Allowing salespeople to participate in marketing planning sessions and sharing their firsthand customer knowledge would improve coordination between marketing and sales. This would allow marketing to better understand the needs and preferences of customers, which would help to tailor marketing campaigns to better reach potential customers. This would also give salespeople a better understanding of marketing strategies and tactics, which would enable them to provide more useful feedback to marketing.

Quiz 16: Personal Selling and Sales Promotion

A(n) ________ is an individual who represents a company to customers by prospecting, communicating, selling, servicing, information gathering, and/or relationship building.

Which of the following questions is NOT asked when designing a sales force strategy and structure?

What is personal selling?

All companies must have salespeople.

In the ________, each salesperson is assigned to an exclusive geographic area and sells the company's full line of products or services to all customers in that region.

Which of the following is true about the sales force of a company?

Personal selling involves interpersonal interactions between salespeople and individual customers.

Describe the nature of personal selling and the role of the sales force.

If a company ________, it should adopt a product sales force structure, in which the sales force specializes along product lines.

________ is defined as analyzing, planning, implementing, and controlling sales force activities.

Ultra Tech Inc., a company manufacturing gardening tools, has decided to switch to a territorial sales force structure. Which of the following benefits is the company most likely to gain as a result of this decision?

Which of the following is true with regard to personal selling?

Which of the following is NOT likely to improve coordination between marketing and sales?

Which of the following is true about the sales force of a company?

Salespeople do not represent customers to the company.

Which of the following is true about the territorial sales force structure?

Sales force management includes all of the following EXCEPT ________ salespeople.

Which of the following is NOT a position that a salesperson covers?

Which of the following would most likely improve coordination between marketing and sales?