Personal selling likely to be

MOST

important when:

- the distribution network is well established (as opposed to poorly established).

- prices are negotiable (instead of fixed list prices) because of industry competition.

- the product is simple (as opposed to complex), requiring no demonstration.

- the target market is composed of thousands of small customers (as opposed to 50 large customers).

Kay was widely recognized in her firm and the industry as a superb leader and sales manager. The reps who

worked for her talked about her ability to motivate the sales force based on:

- the industry standards, which she had helped create

- the firms policies and procedures

- what was most important to each individual

- the sales contests she created which were always fair and always had a vacation at an exotic resort as a

prize

Which of the following best describes a salesperson who would be categorized as a value spendthrift?

- concedes on price in order to quickly close sales deals

- regularly gains more business at the same price

- believes management pursues a value-driven strategy

- documents claims to customers about superior monetary value

Which is

NOT

an advantage of a territorial sales force structure?

- Accountability is clearly defined for each salesperson.

- Each salespersons job is clearly defined.

- Salespeople have the opportunity and incentive to build strong relationships with customers.

- Salespeople develop in-depth knowledge of a product line.

Which explains why many firms have adopted the team selling approach to service large, complex accounts?

- Products have become too complicated for one salesperson to support.

- Customers prefer dealing with many salespeople rather than one salesperson.

- Salespeople prefer working in groups because of the opportunity for flex hours and job sharing.

- A group of salespeople assigned to one account is cost effective for corporations.

A potential drawback of using the latest sales technologies to make sales presentations and service accounts?

- Salespeople are more likely to use a one-size-fits-all selling approach.

- The cost of the technology outweighs any savings gained in eliminating the need for travel.

- The systems can intimidate some clients and salespeople, making them uncomfortable with the process.

- The technologies limit the degree of creativity a salesperson can use in making sales presentations.

Management uses the workload approach to ________.

- set the size of the sales force

- determine product availability

- identify desirable characteristics of the sales force

- establish sales quotas

Which activity is

NOT

typical for a sales assistant?

- call ahead and confirm appointments

- determine price points

- complete administrative tasks

- follow up on deliveries

An advantage of the straight commission compensation plan is that it:

- minimizes fluctuations in salesperson earnings.

- stimulates missionary selling, i.e., seeking out new customers.

- reduces the cost of selling as a percentage of net sales.

- encourages the salesperson to sell aggressively.