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Exam 14: Personal Selling and Sales Management

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Question 1

Multiple Choice

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Jim visits his local department store and after finding the pants and shirt he wants has his sale rung up by a pleasant selling association who asks him "Did you find everything you needed?" This is an example of

A) missionary salesperson.
B) detail salesperson.
C) inside order taker.
D) system selling.

E) A) and B)
F) All of the above

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Question 2

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Mega brands has some salespeople that call on wholesalers, large retail chains, and small retailers. Mega brand has structured the salesforce by

A) geographic territory.
B) product lines.
C) type of customer .
D) channel power.

E) A) and B)
F) A) and C)

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Question 3

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Jack from production, Jane from engineering, Scott from logistics, and Julie from marketing have gotten together with a client to sell their new X-5000 communication/network solutions system. This is an example of

Overall, experts suggest that the value of the Internet to the personal selling process relates to building customer loyalty, saving customers money, increasing the speed of the sales process, improving customer relationships with more frequent communication, and

A(n) ______________ identifies trends in the industry, technological advances in product categories, economic conditions that may be affecting the firm's customers, competitors' activities and choice criteria being emphasized by buyers.

The effect of personal selling on sales is more identifiable then the effects of other elements of the promotion mix.

______________ involves gathering relevant information about current customers, potential customers, product characteristics, and applications.

Which of the following is NOT an objective of personal selling?

Which of the following is NOT one of the nonmonetary techniques to increase motivation of the salesforce?

Mike, the sales manager for Mega brands wants to increase the motivation of his sales force but has a very tight budget and cannot increase compensation. "Well, money isn't everything" he thinks. Mike decides to start posting on the company website the high performing individuals that have exceeded their short-term goals. Which of the following nonmonetary compensation methods is Mike employing?

Consultative selling is essentially the same as telemarketing.

The stages of the personal selling process, in order, are

Which of the following is one of the factors that firms reported successful recruiting for salespeople depends on?

The final stage in the personal selling process is closing the sale.

Which of the following is NOT an area of responsibility for sales management?

System selling entails selling a set of interrelated components that fulfill all or a majority of a customer's needs in a product or service area.

One area of responsibility for sales force management is determining the marketing and promotion strategy.

What are some of the different types of personal selling? When is one method more appropriate than another?

The need satisfaction presentation technique holds that three different buyer need states can be identified-need development, need awareness, and need fulfillment.

Which of the following is NOT an element of the personal selling process?