Exam (elaborations)
CHAPTER 16 Questions and Answers 2024
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Exam of 3 pages for the course salesforce at salesforce (CHAPTER 16)
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CHAPTER 16Which of the following statements does not reflect the role of salespersons within a
company? - answer The concept of salesperson-owned loyalty describes the loyalty that
salespersons have toward the company.
What action(s) can a company take in order to bring marketing and sales functions
together? - answer Let brand managers tag along on sales calls
Which one of the following statements is not true regarding social selling? - answer
Social selling has changed the fundamentals of selling.
The aim of transaction-oriented marketing is to help salespeople __________. - answer
close a specific sale
The first step in the personal selling process is __________. - answer prospecting
Toro ran a preseason promotion on its snowblower models offering a rebate if the
snowfall in the buyer's market area turned out to be below average. This is an example
of __________. - answer consumer promotion
A sales contest is considered a part of __________. - answerbusiness promotions
________ refers to a sales force organization in which salespeople specialize in selling
only a portion of the company's products or lines. - answerProduct sales force structure
Which of the following describes sales force management? - answerInvolves analyzing,
planning, implementing, and controlling sales force activities
Which of the following describes a salesperson? - answerAn individual who represents
a company to customers by performing the activities of prospecting, communicating,
selling, servicing, information gathering, and relationship building
__________ is the sales step in which a salesperson tells the "value story" to the buyer,
showing how the company's offer solves the customer's problems. -
answerPresentation
__________ is creating a brand-marketing event or serving as a sole or participating
sponsor of events created by others. - answerEvent marketing
__________ is the sales step in which a salesperson learns as much as possible about
a prospective customer before making a sales call. - answerPreapproach
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