Personal Selling And Sales Promotion

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Question 1
Free
Multiple Choice

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

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A

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

B

Personal selling involves making personal requests to potential buyers to enter into short-term business relationships with firms.

C

Personal selling distances the buyer from the seller and does not focus on building enduring relationships.

D

An outside sales force is not involved in personal selling.

E

Personal selling is a relatively new profession.

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Question 2
Free
Multiple Choice

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

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A

auditor

B

trainer

C

salesperson

D

manager

E

human resource personnel

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Question 3
Free
Multiple Choice

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

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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.

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Question 4
Free
Multiple Choice

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

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A

order taker

B

creative seller

C

order getter

D

relationship builder

E

shipping arranger

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Question 5
Free
Multiple Choice

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

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A

Salespeople rely on engineers and manufacturers to learn about customer needs.

B

The sales force plays a minor role in customer-company relationships.

C

Salespeople rarely visit in person with customers.

D

Salespeople represent customers to the company, championing customers' interests.

E

Salespeople do not have the authority to act on customers' objections.

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Question 6
Multiple Choice

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

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A
Salespeople should directly participate in the development of new products.
B
Salespeople should participate in marketing planning sessions by sharing firsthand customer knowledge.
C
The sales force should strategize promotional strategies and be the primary decision makers about marketing.
D
Marketing managers should field test new promotion strategies before the sales team.
E
The marketing and sales departments should conduct annual job rotations.
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Question 7
Multiple Choice

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

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A
appointing a high-level marketing executive to oversee both marketing and sales
B
arranging joint meetings and spelling out communications channels
C
creating rewards systems that put marketing and sales in competition with each other
D
including brand managers in sales calls
E
adding marketing-sales liaisons to coordinate programs and efforts
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Question 8
Multiple Choice

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?

Choose correct answer/s
A
establish a customer sales force structure and make sure that sales quotas are easily achievable
B
establish a complex sales force structure
C
emphasize traditional methods of selling
D
adopt a sales force automation system and implement team selling
E
appoint a high-level marketing executive to oversee both marketing and sales
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Question 9
True/False

All companies must have salespeople.

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True
False
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Question 10
True/False

Personal selling involves interpersonal interactions between salespeople and individual customers.

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True
False
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Question 11
True/False

Salespeople do not represent customers to the company.

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True
False
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Question 12
Essay

What is personal selling?

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Question 13
Essay

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

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Question 14
Multiple Choice

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

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A
Benchmarking
B
Sales force management
C
Business intelligence
D
Sales force automation
E
Sampling
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Question 15
Multiple Choice

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

Choose correct answer/s
A
recruiting
B
evaluating
C
paying
D
supervising
E
training
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Question 16
Multiple Choice

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

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A
Should salespeople sell in the field, by phone, or using online and social media?
B
Should salespeople work alone or in teams with other company employees?
C
How big should the sales force be?
D
Should salespeople follow strict steps in the sales process?
E
How should salespeople and their tasks be structured?
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Question 17
Multiple Choice

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.

Choose correct answer/s
A
territorial sales force structure
B
digital marketing system
C
product sales force structure
D
geographical operations system
E
customer sales force structure
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Question 18
Multiple Choice

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

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A
The territorial sales force structure does not define each salesperson's job clearly.
B
Salespeople specialize in selling only a small portion of the company's products.
C
In a territorial sales force structure, separate sales forces are set up for different industries.
D
Travel expenses are relatively small as each salesperson travels within a limited geographic area.
E
In a territorial sales force structure, separate sales forces are often established to handle a single, large account in every territory.
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Question 19
Multiple Choice

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?

Choose correct answer/s
A
The cost of training new recruits would be eliminated.
B
An increased focus on short-term customer relationships would boost local sales of specialized products.
C
Each salesperson would be assigned to sell a single product in which he/she specializes.
D
The capacity for mass production of a wide range of products would significantly increase.
E
As each salesperson travels within a limited geographic area, travel expenses would decline.
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Question 20
Multiple Choice

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

Choose correct answer/s
A
specializes in a single product
B
manufactures a small number of simple products
C
maintains that product specialization is counterproductive
D
has numerous and complex products
E
lacks salespeople with superior technical know-how
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