Question 1

A manufacturing company has each salesperson attend a three-week formal course at the time of hiring so the salesperson can learn about the products and working procedures of the company.Each calendar year every salesperson attends workshop style meetings to learn new skills in terms of customer service and time management.Why is the company doing this?

Accepted Answer

The answer of A manufacturing company has each salesperson attend...

Question 2

How can a sales manager evaluate their sales force?

Accepted Answer

The answer of How can a sales manager evaluate their...

Question 3

Discuss the different approaches a sales person can use to close a sale.Provide an example of what a sales person might say for each approach.

Accepted Answer

The answer of Discuss the different approaches a sales person...

Question 4

Which of the following is not an example of a sales performance objective a sales manager might set for his sales force?

Accepted Answer

Creating advertisements and press releases is not typically a direct sales performance objective, but rather a marketing or communications task. The other options are more directly related to sales performance and revenue generation.

Question 5

Relate the statement 'You never get a second chance to make a good first impression' to Step 3 of the creative selling process.

Accepted Answer

The answer of Relate the statement 'You never get a...

Question 6

What is the final step in the creative selling process and why is it important?

Accepted Answer

The answer of What is the final step in the...

Question 7

The final stage of the creative selling process is the close.

Accepted Answer

The final stage of the creative selling process is often considered to be the follow-up, not the close. The close is where the sale is confirmed, but the follow-up is crucial for ensuring customer satisfaction and laying the groundwork for future sales.

Question 8

A downside of sales contests is that ________.

Accepted Answer

Sales contests can be easily overused, eliminating any long-term sales increases. In addition, they may motivate salespeople to simply wait to sell subject products until the contest period. Therefore, all three options are correct, making E the best choice.

Question 9

Which of the following is an example of a sales performance objective a sales manager might set for their sales force?

Accepted Answer

Sales performance objectives can include follow-ups, travel requirements, cold calls, and daily customer interactions, making all options valid examples.

Question 10

Personal selling is a team effort that requires careful planning and having salespeople available when and where customers need them.Discuss the major decisions associated with sales management.

Accepted Answer

The answer of Personal selling is a team effort that...

Question 11

Each salesperson has the responsibility for a set group of customers.This group of customers is referred to as the salesperson's ________.

Accepted Answer

Salesperson's responsibility is divided geographically, and each salesperson is assigned a particular territory to manage. This territory is the group of customers assigned to the salesperson to manage and sell to, making E the correct answer. A is incorrect because sales chain is not a common term used in sales or marketing. Buying centre refers to the group of people within an organization who are involved in the decision-making process for purchasing a product or service, so B is also incorrect. Selling centre refers to a group within a business responsible for direct selling activities, so C is also incorrect. Sales team refers to a group of salespeople working together towards a common goal, so D is not the best choice either.

Question 12

________ is the process of planning,implementing,and controlling the personal selling function.

Accepted Answer

Sales management involves the planning, implementing, and controlling of personal selling activities. It focuses on the management of the sales force, including recruitment, training, and motivation, as well as the development of sales goals and strategies. Promotion management and marketing management may also involve personal selling, but they are broader concepts that encompass a variety of promotional activities. Operations management is not directly related to personal selling. The management of mass marketing activities could involve personal selling on a limited basis, but it is not a primary focus.

Question 13

Explain what occurs in the first two steps of the creative selling process.

Accepted Answer

The answer of Explain what occurs in the first two...

Question 14

The sales presentation lays out the benefits of the product and its advantages over its competition.

Accepted Answer

The sales presentation is designed to highlight the benefits and advantages of a product over its competition in order to persuade potential customers to make a purchase.

Question 15

Individual salesperson performance can be evaluated by ________.

Accepted Answer

All of the listed options can be used to evaluate individual salesperson performance. By comparing the number of products sold, measuring against sales quotas, calculating net sales, or determining the number of sales closed, a company can determine how effective a particular salesperson is at sealing the deal.

Question 16

A straight salary compensation plan ties an individual's compensation directly to his or her personal performance.

Accepted Answer

A straight salary compensation plan generally provides a fixed salary to an employee regardless of his or her individual performance. It does not tie an individual's compensation directly to his or her personal performance.

Question 17

Asking 'Are you ready to order?' is an example of a standing-room-only close.

Accepted Answer

Asking "Are you ready to order?" is not an example of a standing-room-only close, which typically involves putting pressure on the customer to make a quick decision by saying something like "This item is in high demand, do you want to buy it now?" or "There's only one left, do you want to secure it?" Asking if someone is ready to order is a common question in the restaurant industry and doesn't necessarily involve any pressure tactics.

Question 18

Setting a target of contacting five customers per week to touch base with is an example of a sales performance objective.

Accepted Answer

This statement is true. A sales performance objective is a specific goal set by a salesperson or sales team to measure their success and progress towards achieving sales targets. Contacting five customers per week is a measurable objective that can help a salesperson stay in touch with their customer base, build relationships, and ultimately increase sales.

Question 19

Kim Smith is a sales manager for IBM.When organising her sale teams in determining the best strategy for success,Kim decided to have each team focus on only one very large customer for IBM.Kim has taken the ________ strategy in organising her sales teams.

Accepted Answer

Kim has decided to have each team focus on only one very large customer, which is known as the key account strategy. This strategy aims to build and maintain strong relationships with a select number of important customers, often resulting in increased sales and long-term partnerships. The other options (A, B, D, and E) do not accurately describe Kim's strategy.

Quiz 12: One-To-One: Trade Promotion,data-Driven Marketing and Personal Selling