20 M/CQ ON MARKETING :

One of the main objectives of the salesperson providing after-sale service is:

A)

installation of the product that meets or exceeds customer expectations.

B)

gathering information about prospects.

C)

selling additional or complementary items to repeat customers.

D)

converting undecided customers into first-time buyers.

2

The process of locating potential customers is called:

A)

selling.

B)

cold calling.

C)

targeting.

D)

prospecting.

3

Which of the following is generally considered to be a salesperson's best source of prospects?

A)

Customers of competing brands

B)

Referrals from satisfied customers

C)

Company employees

D)

Financial publications

4

In seeking and qualifying leads, it is important to recognize that:

A)

the job of developing prospects belongs to the entire company, not just the sales force.

B)

responsibility for these activities should be totally assumed by individual salespeople.

C)

current and previous customers should not be contacted for additional leads.

D)

the sales force should always use selected-lead searching as opposed to random lead generation.

5

During the _____ era of the evolution of personal selling, salespeople engaged in creating new alternatives and matching buyer needs with seller capabilities.

A)

production

B)

sales

C)

marketing

D)

partnering

6

Which concept focuses the organization's attention on providing continuing satisfaction and reinforcement to individuals or organizations that are past or current customers?

A)

Premarketing

B)

Advertising

C)

Aftermarketing

D)

Direct marketing

7

_____ are used in certain industries such as pharmaceuticals to focus solely on the promotion of existing products and introduction of new products.

A)

Missionary salespeople

B)

Technical sales specialists

C)

Cross-functional sales teams

D)

Functional prospects

8

GlaxoSmithKline and ChemoCentryx joined forces to develop therapies for inflammatory and autoimmune diseases. They aimed to discover, develop, and market new medicines for the treatment of various inflammatory disorders. The relationship between GlaxoSmithKline and ChemoCentryx is an example of a:

A)

transactional relationship.

B)

relational subsidy.

C)

strategic alliance.

D)

functional relationship.

9

_____ support the sales staff by providing training or other technical assistance to the buyer.

A)

Missionary salespeople

B)

Technical sales specialists

C)

Cross-functional sales teams

D)

Functional prospects

10

A company has a technically complex product which is extremely high priced and is being sold to the whole organization. Specialized knowledge is required by units of the buying organization. The organization is most likely to use _____ in this situation.

A)

missionary salespeople

B)

technical sales specialists

C)

cross-functional sales teams

D)

new prospects

11

Which structure works best when different types of buyers have large or significantly different needs?

A)

Customer structure

B)

Product structure

C)

Geographic structure

D)

Variance structure

12

A _____ structure provides the practical benefit of limiting the distance each salesperson must travel to see customers and prospects.

A)

product

B)

geographic

C)

customer

D)

major account management

13

A variation of the customer structure where a company makes use of team selling to focus on major customers to establish long-term relationships is called:

A)

major account management.

B)

frequency marketing.

C)

public relations.

D)

sales analysis.

14

In some companies, all salespeople submit estimates of the future sales in their territory or district. This is true of which of the following sales forecasting methods?

A)

Time-series analysis

B)

Correlation analysis

C)

Sales force composite method

D)

Jury of executive opinion method

15

Which commonly used sales forecasting method involves analyzing past sales data and the impact of factors that influence sales?

A)

Sales force composite method

B)

Customer expectations method

C)

Time-series analysis

D)

Jury of executive opinion method

16

The approach which involves measuring the relationship between the dependent variable, sales, and one or more independent variables that can explain increases or decreases in sales volume is:

A)

jury of executive opinion method.

B)

sales force composite method.

C)

time-series analysis.

D)

correlation analysis.

17

Identify the most common method used by most sales managers to establish sales quotas for specific territories.

A)

By weighing the impact of economic factors on business

B)

By relating sales to forecasted sales potential

C)

By relating sales to the competitors potential

D)

By quantifying each salesperson's compensation

18

_____ allow(s) management to pinpoint individuals and units that are performing above average and those experiencing difficulty.

A)

Sales quotas

B)

Correlation analysis

C)

Product structures

D)

Cross-functional sales teams

19

All of the following are key factors that management needs to take into account in establishing sales quotas for its individual territories or sales personnel, EXCEPT:

A)

all territories will not have equal potential.

B)

compensation must be the same across territories.

C)

all salespeople will not have equal ability.

D)

sales task in each territory may differ with time.

20

Sales forecasts should include a(n):

A)

sales expense budget.

B)

activity quota.

C)

strategic alliance.

D)

functional relationship.