Which of the following is not a disadvantage of a product sales force structure?

Chapter 13: Personal Selling and Sales Promotion

Which of the following promotion tools involves personal presentation by the firm's sales force for the purpose of making sales and building personal selling customer relationships? advertising E-commerce publicitypublic relations

Difficulty:QuestionID: 1 13- Page-Reference:Skill: Concept 475 Objective: 13- Answer: personal selling 2. Of the following, which is the LEAST creative sales position? order takerorder getter account executiveaccount development rep outside salesperson

Difficulty:QuestionID: 3 13- Page-Reference:Skill: Concept 476 Objective: 13- Answer: order taker 3. A(n) ________ serves as a critical link between a company and its customers by performing one or more of the following: prospecting, communicgathering, and relationship building. ating, selling, servicing, information manager executivesupport person salespersonconsultant

Difficulty: 1 QuestionID:Page-Reference: 13-03 477 Skill:Objective: Concept 13-

Answer: salesperson

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________ involves two-way, personal communication between salespeople and individual customers—whether face-to-face, by telephone, through video or web conferences, or by other means. Advertising Public relations Personal sellingMass marketing Direct marketing

Difficulty:QuestionID: 1 13- Page-Reference:Skill: Concept 476 Objective: 13- Answer: Personal selling 5. They represent the company to customers. Whom do members of a sales force typically represent? They represent the company to investors. They represent the customer to the company and C all of the above

Difficulty:QuestionID: 2 13- Page-Reference:Skill: Concept 477 Objective: 13- Answer: A and C 6. least likely to be effective?A company can unite its marketing and sales functions through many activities. Which is the assigning a telemarketer the task of visiting a customer arranging joint meetings to clarify all aspects of appointing a chief customer officer to oversee both dcommunicationepartments having a salesperson preview ads and sales-promotion campaigns sending brand managers on sales calls with a salesperson

Difficulty: 3 QuestionID:Page-Reference: 13-06 477 Skill:Objective: Concept 13-

Answer: assigning a telemarketer the task of visiting a customer

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Territorial sales force structures have many benefits. Which is the least likely of the following options? Travel expenses can be minimized salesperson's job is clearly defined. Salespeople have the opportunity and incentive to build strong relationships with customers. Salespeople develop in-depth knowledge of a product Accountability is clearly defined for each salesperson.

Difficulty: 2 QuestionID:Page-Reference: 13-10 478 Skill:Objective: Concept 13-

Answer: Salespeople develop in-depth knowledge of a product line. 11. Which of the following is a definite disadvantage of a product sales force structure? selling costs reduce with multiple sales visits frooverlapping use of resources with big customersm separate divisions salespeople spending time prospecting new customers increased customer delivery timeB and C

Difficulty: 2 QuestionID:Page-Reference: 13-11 478 Skill:Objective: Concept 13-

Answer: overlapping use of resources with big customers 12. Which sales force structure would a company that sells a wide variety of products to many types of customers over a broad geographic area con territorial sider using? product customercomplex team

Difficulty:QuestionID: 1 13- Page-Reference:Skill: Concept 479 Objective: 13- Answer: complex

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After a company has determined its sales force structure, it is ready to determine what ________ it needs. team structuresales force size marketing-sales liaison sales force supervisioncompensation package

Difficulty: 2 QuestionID:Page-Reference: 13-13 479 Skill:Objective: Concept 13-

Answer: sales force size 14. Companies that use a customer sales force structure organize their salespeople by ________. productterritory industry demandspecialty knowledge

Difficulty: 1 QuestionID:Page-Reference: 13-14 479 Skill:Objective: Concept 13-

Answer: industry 15. Management uses the workload approach to ________. set the size of the sales forcedetermine product availability identify desirable characteristics of the sales force establish sales quotasanalyze profit margins

Difficulty: 2 QuestionID:Page-Reference: 13-15 479 Skill:Objective: Concept 13-

Answer: set the size of the sales force

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Which activity is a typical for a sales assistant? call ahead and confirm appointments determine price pointsinitiate administrative tasks make deliveries forward customers' questions

Difficulty: 2 QuestionID:Page-Reference: 13-19 480 Skill:Objective: Concept 13-

Answer: call ahead and confirm appointments 20. Which of the following is the growing trend of using a group of people from sales, marketing, engineering, finance, technical support, and even upper management to service large, complex accounts? department selling inside selling team sellingcontinuous selling simultaneous selling

Difficulty:QuestionID: 1 13- Page-Reference:Skill: Concept 481 Objective: 13- Answer: team selling 21. approach to service large, complex accounts?Which of the following best explains why many companies are adopting the team selling Products have become too complex, and customers too big for one salesperson to support. Customers prefer dealing with many salespeople rathSalespeople prefer working in groups because of the opportunity for flex hours and job sharing than one salesperson. A group of salespeople assigned to one account is cost effective for corporations. Fewer skilled salespeople are working in the high-tech industry.

Difficulty: 2 QuestionID:Page-Reference: 13-21 481 Skill:Objective: Concept 13-

Answer: Products have become too complex, and customers too big for one salesperson to support.

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Which of the following is a pitfall or disadvantage of team selling? Selling teams can simplify the process for consumers. Individual salespeople like to work with and trust oOnly a few major buying organizations use a team stthers to make purchasing decisions. Equitable compensation means each receives an equal share. Salespeople have been trained to excel in individual performance.

Difficulty: 2 QuestionID:Page-Reference: 13-22 481 Skill:Objective: Concept 13-

Answer: Salespeople have been trained to excel in individual performance. 23. Which of the following problems associated with the poor selection of salespeople is least likely to become a real crisis? lower salescostly turnover less productivity less office supportdisrupted customer relationships

Difficulty: 1 QuestionID:Page-Reference: 13-23 481– Skill:Objective: Concept 13-

Answer: less office support 24. According to research conducted by Gallup Management Consulting Group, which of the following is one of the four key talents a successf easy-going nature ul salesperson should possess? disciplined work style creativitytechnological know-how understanding of many cultures

Difficulty:QuestionID: 3 13- Page-Reference:Skill: Concept 481– Objective: 13- Answer: disciplined work style

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A salesperson's compensation plan is typically made up of several elements–a fixed amount, ________, expenses, and fringe benefits. a base salarya pension plan a variable amount nonmonetary rewardsrecognition

Difficulty: 2 QuestionID:Page-Reference: 13-28 484 Skill:Objective: Concept 13-

Answer: a variable amount 29. Which of the following describes two of the four basic types of compensation plans? commission plus bonus, straight commissionstraight salary, commission plus bonus salary and commission, straight salary commission plus bonus, sliding scalesalary plus bonus, sliding scale

Difficulty: 2 QuestionID:Page-Reference: 13-29 484 Skill:Objective: Concept 13-

Answer: salary and commission, straight salary 30. Helping the salesforce "work smart" is the goal of ________. sales supervisionsales motivation sales compensation the organizational climatereturn on sales investment

Difficulty: 2 QuestionID:Page-Reference: 13-30 484 Skill:Objective: Concept 13-

Answer: sales supervision

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The aim of sales management motivation is to encourage salespeople to ________. "work smart" "work hard""work cooperatively" "work creatively" "work quickly"

Difficulty: 2 QuestionID:Page-Reference: 13-31 484 Skill:Objective: Concept 13-

Answer: "work hard" 32. Which sales management tool shows a salesperson which customers and prospects to see during the next 12 months and in which months, as well as which activities to carry out? time-and-duty analysissales force automation system annual call plan sales quota planpositive incentives plan

Difficulty: 1 QuestionID:Page-Reference: 13-32 484 Skill:Objective: Concept 13-

Answer: annual call plan 33. Companies are always looking for ways to increase selling time. Which of the following are ways to save time to accomplish this goal? Travel to meet more customers face-to-face. Increase record keeping. Develop better call and routing plans the number of customers each sales rep must visit. Supply more customer information.

Difficulty:QuestionID: 2 13- Page-Reference:Skill: Concept 485 Objective: 13- Answer: Develop better call and routing plans.

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Internet-based technologies can produce organizational benefits for sales forces. Which of the following is not one of the advantages of online technology? Lists of prospective customers can be generated teams can have dialogues directly with prospective customers. Sales teams can have live chats with customers. Sales teams can present information and teach most Sales teams can monitor Internet interactions between customers and discover what they like to buy through the Internet.

Difficulty: 2 QuestionID:Page-Reference: 13-37 485– Skill:Objective: Concept 13-

Answer: Sales teams can present information and teach most effectively through the Internet. 38. Three common tools sales managers use to boost sales force morale include the organizational climate, sales quotas, and positive incentives ________. thinking meetingsvocabularies and mannerisms teamwork

Difficulty:QuestionID: 1 13- Page-Reference:Skill: Concept 488– Objective: 13- Answer: incentives 39. A company that treats its salespeople as valuable c Which of the following statements is true according ontributors with unlimited income opportunities is to your text? rare. Salespeople often need special encouragement to do their best. Most salespeople need little or no outside encouragSales structure is the most important aspect to motement. They know the job and they do it individual salespeople. Workload of salespeople is entirely self-managed.

Difficulty:QuestionID: 2 13- Page-Reference:Skill: Concept 488 Objective: 13- Answer: Salespeople often need special encouragement to do their best.

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Management sets standards that state the amount each salesperson should sell and how sales should be divided among the company's products with ________. sales prospectingcompany quotas sales quotas sales incentivessales contests

Difficulty: 1 QuestionID:Page-Reference: 13-40 489 Skill:Objective: Concept 13-

Answer: sales quotas 41. A salesperson's ________ is often related to how well he or she meets a set quota. time-and-duty analysiscompensation call report organizational climateexpense report

Difficulty: 2 QuestionID:Page-Reference: 13-41 489 Skill:Objective: Concept 13-

Answer: compensation 42. Sales ________ encourage a sales force to make a selling effort that is above and beyond the normal expectation. contests quotas teamsreports plans

Difficulty:QuestionID: 1 13- Page-Reference:Skill: Concept 489 Objective: 13- Answer: contests

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The step that follows approach in the selling process is ________. presentation and demonstration closinghandling objections prospecting qualifying

Difficulty: 1 QuestionID:Page-Reference: 13-46 490 Skill:Objective: Concept 13-

Answer: presentation and demonstration 47. The prospecting step in the selling process includes identifying and ________ the prospects. calling on qualifyingpreselling making an appointment with approaching

Difficulty: 1 QuestionID:Page-Reference: 13-47 490 Skill:Objective: Concept 13-

Answer: qualifying 48. Which of the following is the most relevant characteristic that a salesperson should consider when qualifying a prospect? financial ability, longevity in the marketlongevity in the market, competition special needs, declining sales location, competitionfinancial ability, volume of business

Difficulty: 3 QuestionID:Page-Reference: 13-48 490 Skill:Objective: Concept 13-

Answer: financial ability, volume of business

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A salesperson who researches a company's buying styles and product line is most likely in the ________ stage of the selling process. prospectingpreapproach approach presentationclosing

Difficulty: 1 QuestionID:Page-Reference: 13-49 490 Skill:Objective: Concept 13-

Answer: preapproach 50. The salesperson meets the customer for the first time in the ________ step of the selling process. prospecting qualifying preapproachapproach presentation

Difficulty:QuestionID: 1 13- Page-Reference:Skill: Concept 490 Objective: 13- Answer: approach 51. solutions approach?Which description of a salesperson fits best with today's relationship marketing focus and hard-sell salesperson a listener, an understander, and a problem-solver srazzle-dazzle salesperson alesperson salesperson on bonus and not on commission salesperson on commission and not on salary

Difficulty: 2 QuestionID:Page-Reference: 13-51 491 Skill:Objective: Concept 13-

Answer: a listener, an understander, and a problem-solver salesperson

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In the handling objections step of the selling process, a salesperson should seek out hidden objections, ask the buyer to clarify objections, treat objections as opportunities to provide more information, and ________. offer the buyer a discount for placing an order early seek to minimize or play down the objections compliment the buyer for bringing the objections upturn the objections into reasons for buying move on to closing the sale

Difficulty:QuestionID: 3 13- Page-Reference:Skill: Concept 491 Objective: 13- Answer: turn the objections into reasons for buying 56. confidence, feel guilty about asking for an order, oThe ________ step of the selling process is difficult for somr may not recognize the right time to ask fore salespeople because they lack an order. approaching the prospectmaking a professional presentation handling objections closing the salefollowing up

Difficulty:QuestionID: 2 13- Page-Reference:Skill: Concept 491 Objective: 13- Answer: closing the sale 57. Salespeople should know how to recognize ________ signals from the buyer, which can include physical actions such as leaning forward ancredit terms. d nodding or questions about prices and qualifying approachobjection closing follow-up

Difficulty: 1 QuestionID:Page-Reference: 13-57 491 Skill:Objective: Concept 13-

Answer: closing

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In which step of the sales process would a salesperson call on a customer to ensure proper installation and servicing of a product? approachpresentation and demonstration handling objections follow-upprospecting and qualifying

Difficulty: 1 QuestionID:Page-Reference: 13-58 492 Skill:Objective: Concept 13-

Answer: follow-up 59. The selling process must be understood in the context of building and maintaining ________. valueshort-term sales competitive advantage profitable customer relationshipsprofit margin

Difficulty: 2 QuestionID:Page-Reference: 13-59 492 Skill:Objective: Concept 13-

Answer: profitable customer relationships 60. The steps in the selling process, as described by the text, is an example of a ________ process. The aim is to help salespeople close a sal low prices e with a customer transaction oriented closing quotashort-term sales customer challenge

Difficulty:QuestionID: 3 13- Page-Reference:Skill: Concept 492 Objective: 13- Answer: transaction oriented

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Which of the following is a disadvantage of the territorial sales force structure?

The territorial sales force structure can have a few disadvantages. One is that it can be difficult to manage different territories and keep track of each employee's progress. It can also be tough to coordinate sales efforts across different territories, which can lead to missed opportunities.

What is product sales force structure?

The other way to approach a product-based organization is to center the structure around the clients' products. This is sometimes called the product sales forces structure. This model allows reps to sell to multiple companies who all sell the same product or type of product.

Which of the following is an advantage created by the use of a sales force automation system?

The advantage of utilizing SFA tools is that every sales-related data like contact management, task management, pipeline management, or sales and marketing forecasts can be found in one place. This simplifies the job for everyone involved and increases the overall efficiency rate in the workplace.