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MKT 301 Chapter 16 Questions Questions and Answers 2024
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MKT 301 Chapter 16 Questions
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MKT 301 Chapter 16 QuestionsWhich of the following is true with regard to personal selling? - answer Personal selling
entails personal presentations by a firm's sales force for the purpose of making sales
and building customer relationships.
A(n) ________ is an individual who represents a company to customers by prospecting,
communicating, selling, servicing, information gathering, and/or relationship building. -
answer salesperson
Which of the following is true about the sales force of a company? - answer
Salespeople represent customers to the company and manage the buyer-seller
relationship.
Which of the following is NOT a position that a salesperson covers? - answer shipping
arranger
Which of the following is true about the sales force of a company? - answer
Salespeople represent customers to the company, championing customers' interests.
Which of the following would most likely improve coordination between marketing and
sales? - answerSalespeople should participate in marketing planning sessions by
sharing firsthand customer knowledge.
Which of the following is NOT likely to improve coordination between marketing and
sales? - answercreating rewards systems that put marketing and sales in competition
with each other
At Price & Wallace Inc., a pharmaceuticals company, members of the sales force and
marketing department tend to have disagreements when things go wrong with a
customer. The marketers blame the salespeople for poorly executing their strategies,
while the salespeople blame the marketers for being out of touch with customers. Which
of the following steps should upper management at Price & Wallace take to help bring
the sales and marketing functions closer together? - answerappoint a high-level
marketing executive to oversee both marketing and sales
________ is defined as analyzing, planning, implementing, and controlling sales force
activities. - answerSales force management
Sales force management includes all of the following EXCEPT ________ salespeople. -
answerpaying
, Which of the following questions is NOT asked when designing a sales force strategy
and structure? - answerShould salespeople follow strict steps in the sales process?
In the ________, each salesperson is assigned to an exclusive geographic area and
sells the company's full line of products or services to all customers in that region. -
answerterritorial sales force structure
Which of the following is true about the territorial sales force structure? - answerTravel
expenses are relatively small as each salesperson travels within a limited geographic
area.
Ultra Tech Inc., a company manufacturing gardening tools, has decided to switch to a
territorial sales force structure. Which of the following benefits is the company most
likely to gain as a result of this decision? - answerAs each salesperson travels within a
limited geographic area, travel expenses would decline.
If a company ________, it should adopt a product sales force structure, in which the
sales force specializes along product lines. - answerhas numerous and complex
products
Which of the following is true about the product sales force structure? - answerIn a
product sales force structure, salespersons specialize in only a particular product line as
the company produces numerous and complex products.
In the ________, separate sales forces are set up for different industries. -
answercustomer sales force structure
Which of the following is true about the customer sales force structure? -
answerSeparate sales forces are set up for different industries, serving current
customers versus finding new ones.
Johnson Business Solutions maintains one sales force for its copy machines and a
separate sales force for its computer systems. Johnson Business Solutions utilizes a
________. - answerproduct sales force structure
In what situation is a complex sales force structure used? - answerwhen a company
sells a wide variety of products to many types of customers over a broad geographic
area
Morrill Motors splits the United States of America into 10 sales regions. Within each of
those regions, the company has separate sales personnel selling the company's full line
of products. Morrill Motors uses a ________ sales force structure. - answerterritorial
Which of the following helps companies in setting sales force size? - answerworkload
approach
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