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Exam 16: Personal Selling and Sales Promotion

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Question 81

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In the ________, separate sales forces are set up for different industries.

A) territorial sales force structure
B) digital marketing system
C) customer sales force structure
D) geographical operations system
E) product sales force structure

F) B) and E)
G) A) and B)

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Question 82

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

A) Salespeople represent customers to the company and manage the buyer-seller relationship.
B) Salespeople represent workers' interests to upper management.
C) The primary responsibility of a sales force is to formulate operational strategies.
D) The sales force is responsible for product development and product strategy.
E) The sales force oversees the auditing process and recovers money from defaulting customers.

F) A) and C)
G) D) and E)

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Question 83

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________ consists of short-term incentives to encourage the purchase of a product or service.

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

Training online instead of on-site can cut travel and other training costs, and it takes up less of a salesperson's selling time.

A(n) ________ is a written representation of a salesperson's completed activities.

The inside sales force consists of salespeople who conduct business from their offices via telephone, the Internet, or visits from buyers.

What are the different steps in the selling process? Briefly describe each step.

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

Which of the following is an advantage of using a sales force automation system?

Briefly describe the presentation stage of the selling process.

In a product sales force structure, no single salesperson can become an expert in all of the product categories, so product specialization is required.

A ________ calls for consumers to submit an entry to be judged by a panel that will select the best entries.

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

Sales promotions are targeted toward members of the sales force, business customers, retailers, wholesalers, and ________.

Refer to the scenario below to answer the following question(s) . Reliable Tools Company is a manufacturer of hubs and axles for the trailer and heavy truck industry. Although Reliable Tools only has 15 customers, the company is the sole supplier of hub and axle components to those customers. Monthly sales at Reliable Tools are approximately $1 million. "You might say we have all our eggs in one basket," says owner Arthur Deetz. It is critical that a competent sales force be maintained in order to nurture those few but large accounts. Ninety-five percent of Reliable Tools' customers are located in Michigan, Ohio, and Indiana, which means that travel time to all customers is relatively short. However, given the nature of the industry, time spent with each customer is crucial. -For sales managers to understand how the members of the Reliable Tools sales force spend their time, the salespeople must submit a(n) ________.

Monty Boyd, an account manager, travels frequently on West Coast Airlines. Monty earns points for every mile he flies, and he will soon have enough points to receive a free airline ticket. West Coast Airlines is attempting to build a strong customer relationship with Monty through a ________.

During the ________ step of the selling process, the salesperson tells the value story to the buyer, showing how the company's product or service solves the customer's problems.

Describe social selling and what changes it is bringing to the selling process.

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