Question 1

The workload method

Accepted Answer

A)  determines a fair and equitable compensation plan based on a weighted system for sales of different types of items or from different-sized territories.
B)  identifies the target market that most closely meets the special skills of the salesforce.
C)  determines the size of a salesforce by integrating the number of customers served, call frequency, call length, and available selling time to arrive at a salesforce size figure.
D)  describes what is to be achieved and where and how the selling effort of salespeople is to be deployed.
E)  determines when a company's salesforce becomes more profitable than independent sales agents to sell its company's products.F) B) and C)
G) B) and E)

Question 2

Relationship selling refers to

Accepted Answer

A)  the assignment of a single salesperson to a single customer throughout the entire sales process.
B)  when suppliers and sellers combine their expertise and resources to create customized solutions; commit to joint planning; and share customer, competitive, and company information for their mutual benefit, and ultimately the customer.
C)  the practice of building ties to customers based on a salesperson's attention and commitment to customer needs over time.
D)  the practice of using an entire team of professionals in selling to and servicing key customers.
E)  the practice of maintaining contact with a customer on a regularly scheduled basis following the initial sale of a product or service.F) B) and E)
G) B) and D)

Question 3

Marilyn called the Butterball toll-free hotline to learn how to prepare her Thanksgiving turkey and dressing. This telephone number is an example of

Accepted Answer

A)  interactive marketing.
B)  multichannel selling.
C)  outbound telemarketing.
D)  social networking.
E)  inbound telemarketing.F) A) and E)
G) A) and C)

Question 4

In the context of a salesperson's position, explain what a job description is. In the answer, specify the six attributes that it purports to explain.

Accepted Answer

A job description is a written document ...

Question 5

A straight commission compensation plan is one

Accepted Answer

A)  that assigns the same commission percentage regardless of a product's value, number sold, or difficulty level of the sales effort.
B)  in which a salesperson is paid a specified salary plus a commission and/or bonus on sales generated.
C)  that determines fair and equitable compensation that includes a weighted system for different types of items or different sized territories.
D)  in which the salesperson is paid a fixed amount per week, month, or year.
E)  in which a salesperson's earnings are directly tied to the sales or profits he or she generates.F) A) and E)
G) D) and E)

Question 6

Which type of salesforce training is the most popular type of training?

Accepted Answer

A)  individual instruction
B)  on-the-job training
C)  formal classes
D)  seminars taught by sales trainers
E)  computer-based trainingF) C) and D)
G) A) and D) B

Question 7

All of the following are forms of sales automation except

Accepted Answer

A)  sales training.
B)  memos from a sales manager to her salesforce.
C)  sales presentations.
D)  account analysis.
E)  order processing.F) A) and B)
G) A) and E)

Question 8

A formula-based method for determining the size of a salesforce that integrates the number of customers served, call frequency, call length, and available selling time to arrive at a salesforce size is referred to as the

Accepted Answer

A)  workload method.
B)  workhorse method.
C)  salesforce staffing formula.
D)  salesforce territory distribution matrix.
E)  salesforce allocation method.F) B) and D)
G) B) and C)

Question 9

All of the following are behavioral measures that are used to evaluate salespeople except

Accepted Answer

A)  attitude.
B)  product knowledge.
C)  sales.
D)  communication skills.
E)  appearance.F) A) and B)
G) C) and E)

Question 10

Hewlett-Packard recently shifted its entire U.S. salesforce into home offices and saved millions in staff salaries and office rent despite the expense of equipping each home office with a notebook computer, fax/copier, mobile phone, two phone lines, and office furniture. Such decreased selling costs are among the benefits of

Accepted Answer

A)  direct selling.
B)  inbound teleselling.
C)  salesforce networking.
D)  account management policies.
E)  salesforce communication.F) A) and C)
G) None of the above

Question 11

A method of selling in which a salesperson makes a telephone call or a visit to a prospective customer without a referral is called

Accepted Answer

A)  team selling.
B)  cold calling.
C)  hot canvassing.
D)  formula selling.
E)  telemarketing.F) C) and E)
G) B) and C)

Question 12

The sales manager instructed the salesperson to "Make 500 customer contacts between January 1 and July 1." The sales manager voiced __________ sales objective.

Accepted Answer

A)  an output-related
B)  an input-related
C)  a behaviorally related
D)  a comprehensive-related
E)  a market-relatedF) A) and C)
G) A) and D) B

Question 13

The sales plan is put into practice through the tasks associated with sales plan implementation. Identify the three major tasks involved in implementing a sales plan.

Accepted Answer

Three major tasks involved in implementing a sales plan are: (1) salesforce recruitment and selection, (2) salesforce training, and (3) salesforce motivation and compensation.

Question 14

When specific knowledge is required to sell certain types of products or services, then a __________ is used.

Accepted Answer

A)  territorial sales organization
B)  customer sales organization
C)  product sales organization
D)  geographical sales organization
E)  multilevel marketing sales organizationF) C) and E)
G) B) and E)

Question 15

With a __________, a salesperson is paid a specified salary plus a commission on sales or profits generated.

Accepted Answer

A)  sales response compensation plan
B)  combination compensation plan
C)  straight sales compensation plan
D)  straight commission compensation plan
E)  market share compensation planF) D) and E)
G) All of the above

Question 16

Which of the following statements regarding outside order getters is most accurate?

Accepted Answer

A)  Order getters often replenish a retailer's inventories.
B)  Order getters handle orders obtained on inbound telemarketing.
C)  Order getters typically process reorders for products already sold by the company.
D)  Order getter sales calls traditionally require the lowest financial investment from the firm.
E)  Order getter sales calls traditionally require the greatest financial investment from the firm.F) A) and B)
G) A) and C)

Question 17

In the __________ stage of the personal selling process, the cultural setting is very important for international sales.

Accepted Answer

A)  presentation
B)  prospecting
C)  preapproach
D)  approach
E)  closeF) A) and E)
G) A) and B)

Question 18

A salesperson who processes routine orders or reorders for products that were already sold by the company is referred to as

Accepted Answer

A)  an order getter.
B)  a missionary salesperson.
C)  an order taker.
D)  a sales engineer.
E)  an order processor.F) C) and D)
G) B) and D)

Question 19

Formulating the sales plan involves three tasks: (1)  setting objectives, (2)  organizing the salesforce, and (3)  __________.

Accepted Answer

A)  hiring sales reps
B)  developing the marketing plan
C)  establishing the budget
D)  developing account management policies
E)  identifying qualified leadsF) None of the above
G) A) and B)

Question 20

The sales manager told the salesperson, "Your goal is to increase sales volume for the second quarter 5 percent over the sales volume of the first quarter." The sales manager voiced __________ sales objective.

Accepted Answer

A)  an output-related
B)  an input-related
C)  a behaviorally related
D)  a cold-call related
E)  a market-relatedF) A) and D)
G) A) and E)

Exam 20: Personal Selling and Sales Management

The workload method

Correct Answer
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Relationship selling refers to

Correct Answer
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Marilyn called the Butterball toll-free hotline to learn how to prepare her Thanksgiving turkey and dressing. This telephone number is an example of

Correct Answer
verified

In the context of a salesperson's position, explain what a job description is. In the answer, specify the six attributes that it purports to explain.

Correct Answer
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A job description is a written document ...
View Answer

A straight commission compensation plan is one

Correct Answer
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Which type of salesforce training is the most popular type of training?

Correct Answer
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B

All of the following are forms of sales automation except

Correct Answer
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A formula-based method for determining the size of a salesforce that integrates the number of customers served, call frequency, call length, and available selling time to arrive at a salesforce size is referred to as the

Correct Answer
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All of the following are behavioral measures that are used to evaluate salespeople except

Correct Answer
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Correct Answer
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A method of selling in which a salesperson makes a telephone call or a visit to a prospective customer without a referral is called

Correct Answer
verified

The sales manager instructed the salesperson to "Make 500 customer contacts between January 1 and July 1." The sales manager voiced __________ sales objective.

Correct Answer
verified
B

The sales plan is put into practice through the tasks associated with sales plan implementation. Identify the three major tasks involved in implementing a sales plan.

Correct Answer
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Three major tasks involved in implementing a sales plan are: (1) salesforce recruitment and selection, (2) salesforce training, and (3) salesforce motivation and compensation.

When specific knowledge is required to sell certain types of products or services, then a __________ is used.

Correct Answer
verified

With a __________, a salesperson is paid a specified salary plus a commission on sales or profits generated.

Correct Answer
verified

Which of the following statements regarding outside order getters is most accurate?

Correct Answer
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In the __________ stage of the personal selling process, the cultural setting is very important for international sales.

Correct Answer
verified

A salesperson who processes routine orders or reorders for products that were already sold by the company is referred to as

Correct Answer
verified

Formulating the sales plan involves three tasks: (1) setting objectives, (2) organizing the salesforce, and (3) __________.

Correct Answer
verified

The sales manager told the salesperson, "Your goal is to increase sales volume for the second quarter 5 percent over the sales volume of the first quarter." The sales manager voiced __________ sales objective.

Correct Answer
verified

Exam 20: Personal Selling and Sales Management

The workload method

Correct AnswerverifiedShow Answer

Relationship selling refers to

Correct AnswerverifiedShow Answer

Marilyn called the Butterball toll-free hotline to learn how to prepare her Thanksgiving turkey and dressing. This telephone number is an example of

Correct AnswerverifiedShow Answer

In the context of a salesperson's position, explain what a job description is. In the answer, specify the six attributes that it purports to explain.

Correct AnswerverifiedA job description is a written document ...View AnswerShow Answer

A straight commission compensation plan is one

Correct AnswerverifiedShow Answer

Which type of salesforce training is the most popular type of training?

Correct AnswerverifiedB

All of the following are forms of sales automation except

Correct AnswerverifiedShow Answer

A formula-based method for determining the size of a salesforce that integrates the number of customers served, call frequency, call length, and available selling time to arrive at a salesforce size is referred to as the

Correct AnswerverifiedShow Answer

All of the following are behavioral measures that are used to evaluate salespeople except

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

A method of selling in which a salesperson makes a telephone call or a visit to a prospective customer without a referral is called

Correct AnswerverifiedShow Answer

The sales manager instructed the salesperson to "Make 500 customer contacts between January 1 and July 1." The sales manager voiced __________ sales objective.

Correct AnswerverifiedB

The sales plan is put into practice through the tasks associated with sales plan implementation. Identify the three major tasks involved in implementing a sales plan.

Correct AnswerverifiedThree major tasks involved in implementing a sales plan are: (1) salesforce recruitment and selection, (2) salesforce training, and (3) salesforce motivation and compensation.

When specific knowledge is required to sell certain types of products or services, then a __________ is used.

Correct AnswerverifiedShow Answer

With a __________, a salesperson is paid a specified salary plus a commission on sales or profits generated.

Correct AnswerverifiedShow Answer

Which of the following statements regarding outside order getters is most accurate?

Correct AnswerverifiedShow Answer

In the __________ stage of the personal selling process, the cultural setting is very important for international sales.

Correct AnswerverifiedShow Answer

A salesperson who processes routine orders or reorders for products that were already sold by the company is referred to as

Correct AnswerverifiedShow Answer

Formulating the sales plan involves three tasks: (1) setting objectives, (2) organizing the salesforce, and (3) __________.

Correct AnswerverifiedShow Answer

The sales manager told the salesperson, "Your goal is to increase sales volume for the second quarter 5 percent over the sales volume of the first quarter." The sales manager voiced __________ sales objective.

Correct AnswerverifiedShow Answer

Correct Answer
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A job description is a written document ...
View Answer

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B

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Correct Answer
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Correct Answer
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B

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Three major tasks involved in implementing a sales plan are: (1) salesforce recruitment and selection, (2) salesforce training, and (3) salesforce motivation and compensation.

Correct Answer
verified

Correct Answer
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Correct Answer
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Correct Answer
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