FiltersDone

Question type

Essay

Multiple Choice

Short Answer

True False

Matching

Exam 14: Personal Selling and Customer Service

Show Answer

Share

---

All types

Filters

Study FlashcardsPractice ExamLearn

Question 81

Multiple Choice

Review LaterAdd Note

Review Later

A straight salary

A) offers the most security for the salesperson.
B) includes some salary and some commission.
C) offers the most incentive.
D) is tied to results actually achieved.
E) is based on the specific sales or profit objective a salesperson is expected to achieve.

Correct Answer

verified

Show Answer

Question 82

Multiple Choice

Review LaterAdd Note

Review Later

All of the following are true of a job description except

A) provides a basis for how salespeople should be paid.
B) lists routine prospecting and sales report writing tasks.
C) provides clear guidelines about what selling tasks the job involves.
D) lists general tasks to be performed but doesn't get too specific.
E) provides a basis for seeing how salespeople should be trained.

Correct Answer

verified

Show Answer

Question 83

True/False

Review LaterAdd Note

The selling formula approach starts with a prepared presentation outline.

Sales training:

Which of the following statements by a sales manager suggests a problem?

A producer wants to reduce sales force turnover AND obtain a more aggressive sales effort for its accessories. Which of the following sales force payment methods should it use?

An order-taking sales rep would be MOST appropriate for a producer of:

A job description for a sales position

Digital self-service is particularly effective when the customer needs routine information on a recurring basis.

Good salespeople:

Regarding personal selling, good sales managers know that:

A sales rep might use new software for ______________ to provide a competitive advantage.

Personal selling

A salesperson for cold remedy products visits pharmacists during the cold season and encourages them to use a special end-of-aisle display for his firm's cough syrup and then helps set up the display. The salesperson is a(n) ____________.

The selling formula approach:

Robert Jackson sells luxury automobiles at a dealership in an upscale section of a major city. When he started out as a salesperson, he identified potential customers by visiting office buildings near the dealership and examining the directories in the buildings' lobbies. He discovered that there were several large law firms within a mile or two of the dealership. He would copy down the names of the law firms and their attorneys from the building directory. Then he would mail engraved invitations to each of the attorneys inviting them to the dealership to test drive a new car. Deciding to focus on attorneys exclusively, he purchased a directory of attorneys in the area and started expanding his potential customer base. Robert is engaged in

The sales manager for a producer of consumer convenience products should recognize that the company may need:

Digital self-service increases costs.

Use this information for question that refer to the "Salespeople" case. Wilson Alvaro graduated with a marketing degree almost a year ago. Like many of his friends, he took a job in sales and really enjoys it. A description of Wilson's job and those of some of his friends are noted below. Wilson Alvaro loves biking and has his dream job. He works for a wholesale company that sells mountain bikes for a manufacturer. He works with a small group of people who call on the buying offices for two large retail chains, Wal-Mart and Toys R Us. The group includes a finance person and a production person, and they all work together to meet the specific needs of these two big accounts; for example, sometimes they recommend a model of bike that will be available from only that retailer's stores. However, Wilson's main job focuses on building relationships and solving customer problems. Only occasionally is he expected to try to persuade the retailers to buy more bikes. Amy Bowden sells life insurance. She calls on new parents and persuades them to buy insurance products. It is difficult for a manager to control Amy's work, but she has incentive to work hard because her job security and income depend on getting sales. She is a confident self-starter, so she likes it that way. Ben Peterson works for a fashionable men's clothing store. He enjoys spending time with customers who come in, learning about their fashion needs, and helping them pick clothes that really work for them. While the store manager can easily observe and direct Ben's activities, the manager wants Ben to have the incentive to increase customer purchases and satisfaction. Emily Winters handles inside sales for a major industrial distributor. She deals with a regular set of established customers, most of whom know what they want. Emily talks to them on the phone and answers questions about products, delivery time, and pricing. She sometimes works with outside sales reps who visit customers and help introduce new products. Emily is the first person her customers call when there's a problem with a purchase, so she spends a lot of time dealing with customer problems. As an inside salesperson, Emily's work is easily supervised by a sales manager - and she has little influence on how much her customers buy. Melissa Tran works for a company that sells paper products (like napkins, paper towels, and paper plates) primarily through small independent grocers. Most of the grocers are regular customers, but sometimes she makes cold calls to new grocery stores. Melissa's job is to develop goodwill and try to increase sales. For example, she often sets up special promotional displays in stores. Her compensation plan gives her income security, but she also can receive a bonus for sales growth in her territory. Charlie Riggs is a telemarketer for an Internet service provider. He calls people on a list provided by his firm and tries to sign them up for Internet service. Charlie relies heavily on a presentation he learned during his training. Charlie is very good at what he does and loves that the more success he has the more he earns. Melissa Tran's company wants to have enough salespeople to serve 1,000 accounts. An effective salesperson can call on each account 12 times a year and should average about two hours per sales call. Each salesperson works 40 hours a week and takes off two weeks for vacation each year. Salespeople spend half their time on travel and administration. How many salespeople does Melissa's company need?

A professional salesperson: