100% satisfaction guarantee Immediately available after payment Both online and in PDF No strings attached
logo-home
Previously searched by you
Previously searched by you
logo
Sales Management 66 Exam 1 Questions - Gupta Perfectly Solved| Success Guaranteed £6.53
Add to cart
Quickly navigate to
Preview
  2.  
  3. Sales Management Gupta
  4.  
  5. Sales Management gupta

Exam (elaborations)

Sales Management 66 Exam 1 Questions - Gupta Perfectly Solved| Success Guaranteed
 0 purchase
  • Module
  • Sales Management gupta
  • Institution
  • Sales Management Gupta

. The advantage of advertising and sales promotion over other elements of the promotion mix is that they involve two-way communication. (T/F) - ️️False Working with a telemarketing sales force is generally welcomed by the outside sales force. (T/F) - ️️False Written sales proposals have t...

[Show more]

Preview 2 out of 5  pages

Document information

  • October 2, 2024
  • 5
  • 2024/2025
  • Exam (elaborations)
  • Questions & answers

Subjects

  • sales management

Written for

  • Sales Management gupta
  • Sales Management gupta

Seller

avatar-seller
jackline98

Reviews received

Content preview

Sales Management 66 Exam 1 Questions
- Gupta
. The advantage of advertising and sales promotion over other elements of the promotion mix is that
they involve two-way communication. (T/F) - ✔ ✔ False

Working with a telemarketing sales force is generally welcomed by the outside sales force. (T/F) - ✔ ✔
False

Written sales proposals have the following advantage: - ✔ ✔ (all of the above) less chance of
misunderstanding because both parties do not have to rely on memory, improve communication to
buying or executive committees, durability that allows multiple readings and evaluations.

Written sales proposals should discuss which of the following? - ✔ ✔ (all of the above) reasons for
changing something, the incentives for changing, confirm the confidence to invest in a solution, lay out
the solution.

. The purchasing practice of utilizing supplier tiers is becoming a less popular practice. (T/F) - ✔ ✔
False

"May I ask you a few questions about your current manufacturing processes?" is an example of a: - ✔
✔ permission question



A simple geographic organization of a sales force generally works best when the product line is fairly
broad and complex. (T/F) - ✔ ✔ False

A strategic account program is essentially an effort to provide the kinds of services and products
necessary to establish a long-term relationship with key customers. (T/F) - ✔ ✔ True

A Technical buyer influence's primary focus in the purchasing process is on product or service
specifications. (T/F) - ✔ ✔ True

A viable approach to addressing the problem of customers who are too small to order generate enough
sales volume to exceed the break-even sales volume is: - ✔ ✔ (A, B, & C are correct) to increase
prices to these customers, to decrease the number of calls made on these customers, to have brokers
call on these customers

According to the findings of a study comparing successful with less successful salespeople, successful
people will open the selling process by focusing on product benefits. (T/F) - ✔ ✔ False

Advertising is generally more effective than personal selling in closing the sale. (T/F) - ✔ ✔ False

, Although portfolio models offer several benefits over single factor models, a problem that still remains
is: - ✔ ✔ the lack of an optimal solution to the allocation of sales calls.

An advantage of personal selling is not: - ✔ ✔ reaching a massive number of people quickly.

"Who is your current supplier of gaskets?" is an example of a: - ✔ ✔ fact-finding question

A company is considering whether to hire independent agents or develop its own sales force. Agents are
paid a 4% commission, alternatively a company sales force would consist of 6 people paid a $25,000
salary each along with a 2% commission. A company sales force is economically viable if sales are
forecasted to be: - ✔ ✔ above $7,500,000.

A customer demographic that might be used in building a prospect profile might include - ✔ ✔ (Only
A & B are correct) Geographic location, size of business.

A excellent way to identify a good sales advocate is to listen for the name of the person that other
people in the buying center frequently mention. (T/F) - ✔ ✔ True

A sales response function generally indicates that a salesperson can always increase the sales volume of
an account by calling on it more often. (T/F) - ✔ ✔ False

An example of a functional specialist type sales organization is to have new customer and retention
specialists. (T/F) - ✔ ✔ True

An example of a problem-solution type of selling process is when clients pay EDS to perform an
extended study of their information needs before recommending an information system. (T/F) - ✔ ✔
True

As a result of cutting out the middle man to reduce costs and prices, the number of channels through
which consumer products can be sold has decreased in recent years. (T/F) - ✔ ✔ False

Before meeting with a prospect, which of the following may be an important source of information: - ✔
✔ (All of the above) the prospect's business facilities, other salespeople, current customers, the
internet.

Break-even sales volume is the sales volume necessary to cover all direct selling expenses. (T/F) - ✔ ✔
True

Compared to less successful salespeople, very successful salespeople are more likely to use referrals
from present customers to identify prospects. - ✔ ✔ True

Customer Lifetime Value (CLV) uses an estimate of a customer's future sales. (T/F) - ✔ ✔ True

Direct marketing organizations such as Mary Kay Cosmetics and Cutco usually train their salespeople to
use a standardized type of sales presentation. (T/F) - ✔ ✔ True

The benefits of buying summaries with Stuvia:

Guaranteed quality through customer reviews

Guaranteed quality through customer reviews

Stuvia customers have reviewed more than 700,000 summaries. This how you know that you are buying the best documents.

Quick and easy check-out

Quick and easy check-out

You can quickly pay through credit card for the summaries. There is no membership needed.

Focus on what matters

Focus on what matters

Your fellow students write the study notes themselves, which is why the documents are always reliable and up-to-date. This ensures you quickly get to the core!

Frequently asked questions

What do I get when I buy this document?

You get a PDF, available immediately after your purchase. The purchased document is accessible anytime, anywhere and indefinitely through your profile.

Satisfaction guarantee: how does it work?

Our satisfaction guarantee ensures that you always find a study document that suits you well. You fill out a form, and our customer service team takes care of the rest.

Who am I buying these notes from?

Stuvia is a marketplace, so you are not buying this document from us, but from seller jackline98. Stuvia facilitates payment to the seller.

Will I be stuck with a subscription?

No, you only buy these notes for £6.53. You're not tied to anything after your purchase.

Can Stuvia be trusted?

4.6 stars on Google & Trustpilot (+1000 reviews)

69411 documents were sold in the last 30 days

Founded in 2010, the go-to place to buy revision notes and other study material for 15 years now

Start selling

Recently viewed by you

Summary ·

(0)

Master Excel: From Basics to Advanced Techniques"

£6.53
  • (0)
Add to cart
Added