Question 1

Under _____ selling,members of the sales organization from various levels deal directly with their counterparts in the buying organization.

Accepted Answer

Multilevel selling involves salespeople from different levels of the selling organization interacting directly with their counterparts in the buying organization.

Question 2

A(n)_____ value is the sum of those customers' lifetime values in a given market or market segment.

Accepted Answer

The given definition describes market lifetime value, which is the sum of lifetime values of customers in a specific market or market segment. Upselling lifetime, matrix lifetime, sales lifetime, and product lifetime are not relevant in this context.

Question 3

_____ are most likely to employ a line-and-staff organization.

Accepted Answer

Geographically structured sales forces are most likely to employ a line-and-staff organization because this structure allows for a clear hierarchy and specialization within different geographic areas, which is essential for managing sales operations over a wide area.

Question 4

This strategy refers to selling additional products but the products may not be related.

Accepted Answer

Cross selling refers to selling additional products that may not be directly related to the original purchase but are complementary or can enhance the customer's experience. For example, a customer purchasing a laptop might also be offered a printer, mouse or software upgrades as a cross-selling tactic.

Question 5

Which of the following types of accounts are assigned to one of the firm's sales executives with no commissions paid to anyone?

Accepted Answer

House accounts are assigned to a specific sales executive within a company with no commission paid to anyone else. Key accounts, strategic accounts, global accounts, and harvested accounts may involve commission payments to multiple sales executives or teams.

Question 6

Sierra Communications Inc.,designs,manufactures and markets IP-based networking and other products relating to the communications and information technology industry worldwide.When reorders are placed,they always encourage buyers to use higher-quality or newer products which they feel meet the needs of the customer better than the old product.This is an instance of:

Accepted Answer

This is an instance of upselling, where the seller encourages the buyer to purchase a higher-quality or newer product that they feel meets the customer's needs better than the old product.

Question 7

In this type of organization,authority and responsibility move up and down the organizational line,not across.

Accepted Answer

The answer of In this type of organization,authority and responsibility...

Question 8

These salespeople call on accounts at the accounts' locations.

Accepted Answer

Field salespeople are the ones who meet customers on their premises or field. They travel to customers' locations and interact with them face-to-face. The other options don't fit the description of salespeople visiting customers' locations.

Question 9

Once in the _____ phase,the salesperson must take on a much stronger coordinative role and build direct lines of communication between the two organizations.

Accepted Answer

In the Commitment phase, the salesperson needs to establish strong coordination and communication between the two organizations to ensure a successful and ongoing relationship.

Question 10

RoadKing Inc.,manufactures a line of tires and related products for worldwide distribution.Frazer's,a retailer,wishes to buy light truck replacement tires.The RoadKing rep tries to convince the buyer to buy tires as well as the related products.This method of selling is called:

Accepted Answer

The answer of RoadKing Inc.,manufactures a line of tires and...

Question 11

A _____ status generally means that a supplier is assured a large percentage of the buyer's business and first chance at any new business.

Accepted Answer

A preferred supplier status generally means that a supplier is assured a large percentage of the buyer's business and first chance at any new business. A committed supplier status may indicate that the buyer has made a long-term commitment to the supplier, but it does not necessarily guarantee a large percentage of the buyer's business or first chance at new business. A specified supplier may only be designated for certain products or services, not necessarily for a large percentage of the buyer's overall business. Contractual supplier and forced supplier statuses are not commonly used business terms.

Question 12

A _____ team often places each product specialist in an "as-needed" working relationship with three or more account managers.

Accepted Answer

This is a description of a matrix sales team structure where product specialists work with multiple account managers on an as-needed basis.

Question 13

Secura Insurance Company Limited provides life insurance to individuals and groups in China.Company representatives also try to sell their portfolio management services and fund management programs along with life insurance.This case best exemplifies:

Accepted Answer

Cross-selling is the practice of offering additional products or services to customers beyond their initial purchase or inquiry. In this case, Secura Insurance Company Limited is offering its customers portfolio management services and fund management programs in addition to life insurance, which fits the definition of cross-selling.

Question 14

In this type of selling a group of salespeople handle a single account.

Accepted Answer

Team selling is when a group of salespeople work together to handle a single account. Each member has their area of expertise and can bring unique skills and perspectives to the sales process. This approach is often used in complex sales situations where multiple decision-makers are involved or where a high level of customization is required.

Question 15

Selling the entire line of associated products is called:

Accepted Answer

Full-line selling refers to the practice of selling the entire line of associated products to customers. This approach allows customers to see the full range of products available and helps to increase sales for the seller. Cross-selling and upselling are related concepts but do not necessarily involve selling the entire line of products. Commitment and full-line forcing are not common or ethical sales practices.

Question 16

The _____ is a structure that assigns customer responsibility to individuals across the organization,in sales and in other areas.

Accepted Answer

The customer-focused team is responsible for ensuring that all individuals across the organization are assigned customer responsibility. They work together to meet the needs of the customer and provide a seamless experience.

Question 17

_____ occurs when the company forces distributors to carry the full line in order to be able to sell the top seller.

Accepted Answer

Full-line forcing occurs when the company forces its distributors or retailers to carry the entire line of products in order to stock the top-selling products. This strategy is aimed at increasing sales of slow-moving products by bundling them with the popular product.

Question 18

Key accounts may have a salesperson assigned only to their account.This salesperson is called a(n):

Accepted Answer

A salesperson assigned to a key account is usually a strategic account manager, who is responsible for developing and maintaining long-term relationships with the account and identifying new business opportunities. House account manager and field salesperson are more general terms that may not specifically refer to a key account. Account salesperson and outside salesperson are also broad terms that may be used in different contexts.

Question 19

Consultative and needs satisfaction strategies tend to work best in a _____,especially when specialized expertise is needed to satisfy customer requirements but there is too much expertise required to reside in any one person.

Accepted Answer

Matrix sales teams are made up of interdisciplinary teams that work together to provide specialized expertise to customers. Consultative and needs satisfaction strategies are well-suited to this type of team, as they allow the team to collaborate to provide the best solutions for the customer.

Question 20

These salespeople sell at the company's location.

Accepted Answer

Inside salespeople are salespeople who sell products or services from within the company's location, usually through phone calls, emails, and online platforms. They do not travel outside the company's premises to make sales.

Quiz 13: Sales and Sales Management