QUIZ CHAP 2 - Quản Trị Bán Hàng: Questions & Answers | Đại học Hoa Sen

lOMoAR cPSD| 47206071 Question 1 Not yet answered
Marked out of 1.00 Flag question Question text
"Suggestive selling" is defined as: a.
suggesting to customers that they buy something that goes along with their primary purchase b. suggesting
to salespeople that they try a different sales script to see if they will have a higher number of sales c.
suggesting to customers that they buy something from a different company d.
suggesting to customers that they buy something that suits them better than what they originally intended to buy
Another word for "channel" in the phrase "sales channel" is: a. website b. groove c. staff d. method Clear my choice Question 3 Not yet answered
Marked out of 1.00 Flag question Question text
Trade representatives sell to: a. retail customers in person b.
organizations that represent a particular industry c.
organizations that provide marketing but not sales d.
organizations that then sell to retail customers Clear my choice Question 4 Not yet answered
Marked out of 1.00 Flag question Question text
What does the word "purify" mean in terms of the sales function? a.
It means to carefully consider the product line and eliminate products that do not sell well. b.
It means to ask all employees, regardless of job function, to sell to any customer they have contact with. c.
It means to change the ways non-sales activities occur so they cost the company less. d. lOMoAR cPSD| 47206071
It means to choose the most expensive method to reach customers. Clear my choice Question 5 Not yet answered
Marked out of 1.00 Flag question Question text
Apex Ink Producers is considering moving from using its current salespersonbased sales channel to a
multiple channel model. Which of the following is a reason Apex would use multiple sales channels instead of a single channel? a.
The company's sales model channels all customers through its web portal. b.
The company's costs associated with multiple channels are sure to be offset by increased margins on products. c.
The company's customer base is located in multiple areas all over the country. d.
The company's customers would like to purchase products using various methods. Clear my choice Question 6 Answer saved
Marked out of 1.00 Flag question Question text
Manufacturer's reps and distributors are both outsourced salespeople for a company. In what
way is a manufacturer's rep different from a distributor? a.
A manufacturer's rep does not keep an inventory of products, while a distributor does. b.
A manufacturer's rep keeps an inventory of products, while a distributor does not. c.
A manufacturer's rep is a type of field rep while a distributor is an inside salesperson. d.
A manufacturer's rep does not sell directly to contractors, while a distributor does. Clear my choice Question 7 Answer saved
Marked out of 1.00 Flag question Question text
Jerry Rodriguez uses his car as his center of activity in his job selling energy drinks for LiquidZing
Unlimited. All day he drives from customer site to customer site for sales meetings. Jerry is considered: a. a distributing rep b. a field rep c. an alignment rep d. an inside sales rep Clear my choice Question 8 lOMoAR cPSD| 47206071 Answer saved
Marked out of 1.00 Flag question Question text
Structuring the sales staff is a common challenge for sales managers at companies of all sizes.
Which of the following is a reason for a sales manager to use field representatives instead of inside salespeople? a.
The salesperson needs to use a company vehicle for visits to customers. b.
The salesperson needs to sell to incoming callers. c.
The salesperson needs to show the product to the customer in person. d.
The salesperson needs to understand the sales cycle. Clear my choice Question 9 Answer saved
Marked out of 1.00 Flag question Question text
Anderson Financial is embarking on a system-wide review of their sales and service process. In order
to serve customers most efficiently and create profits for the company, Anderson could use a
combination of all of the following EXCEPT: a. competing metrics b.
inside salespeople and field reps c.
outsourced and company salespeople d. multiple
channels using diverse technologies Clear my choice Question 10 Answer saved
Marked out of 1.00 Flag question Question text
Marianne Tocaros is a retail sales rep for a jewelry store. She works only on commission.
Which of the following MUST BE true about Marianne? a.
She only earns money if she makes a sale. b.
She is an outsourced employee. c.
She must be paid as an independent contractor. d.
She makes a percentage of a sale on top of her regular salary. Clear my choice Question 11 Answer saved
Marked out of 1.00 Flag question
Seamless integration is a goal for many companies but is not yet reality for most.
Which of the following is NOT an example of seamless integration? a.
buying a product online and then returning it to a retail store b. lOMoAR cPSD| 47206071
buying a product online and picking up the product at a retail location c.
calling a customer service rep on the phone to inquire about an order placed through the company's website
d. buying a product at a retail store and taking it back to the store for a refund Clear my choice Question 12 Not yet answered
Marked out of 1.00 Flag question Question text
The Board of Directors of GenTech Corporation, which manufactures silicone parts for use in surgical
procedures, is urging the company's management to convert to an electronic data interchange
system. Which of the following is NOT an advantage of electronic data interchange (EDI)?
a. real-time inventory management b.
lowered costs c. increased human
interaction d. efficient use of current technology Clear my choice Question 13 Not yet answered
Marked out of 1.00 Flag question Question text
In what type of sales situation is a broker commonly used? a.
when the buyer and seller are in the financial industry b.
when the buyer likes to place multiple orders from the same seller c.
when the buyer is in one country and the seller is in another d.
when the buyer and the seller are divisions of the same company Clear my choice Question 14 Answer saved
Marked out of 1.00 Flag question Question text
If a company wanted to keep its salespeople within the company but wanted to outsource non-
sales jobs, all of the following jobs could be outsourced EXCEPT a.
answering customer inquiries about installation b.
providing customers with pricing and product information before the sale c. shipping
product to customers d. sending bills to customers and following up to make sure they are paid Clear my choice Question 15 Not yet answered Marked out of 1.00 lOMoAR cPSD| 47206071 Flag question Question text
In a contact center, ideas such as targeted number of calls per hour, call length, customer
satisfaction, and amount of sales made are all examples of: a. forecasts b. channels c. metrics d. distributors Clear my choice Question 16 Answer saved
Marked out of 1.00 Flag question Question text
A manufacturer's rep can sell one single product line, or can sell for noncompeting companies
(also known as "principals"). What would be the main advantage for the manufacturer's rep
of selling multiple product lines? a.
The principals would be able to sell their product through many different manufacturer's reps in the same geographic area. b.
The principals would give the manufacturer's rep a higher commission because the rep was carrying products
from multiple principals, and they would feel the need to compete with each other for the rep's loyalty. c.
The manufacturer's rep would then become a "one-stop shop" for that industry, and would be able to
leverage interest in one product line to sell more of others to the same customers. d.
The manufacturer's rep would sell fewer of each type of product but more products overall, thereby
carrying less risk if the economy starts to soften. Clear my choice Question 17 Answer saved
Marked out of 1.00 Flag question Question text
An advantage of outsourcing the sales function is that selling costs can be shared with other
manufacturers. If a company manufactures spark plugs, which would be the best company for them
to share their outsourced salespeople with? a.
a company that sells advertising in women's magazines b.
a company that manufactures fan belts c. a company that sells
credit card processing services d. a company that manufactures spark plugs Clear my choice Question 18 Answer saved Marked out of 1.00 Flag question Question text lOMoAR cPSD| 47206071
A vertical rep is one type of salesperson. Which of the following is an example of a vertical rep? a.
a salesperson who sells within accounts in the same industry, no matter where they are geographically b.
a salesperson who sells within accounts in one distributorship c.
a salesperson who sells within accounts in a set geographic region, no matter what the industry d. a
salesperson who sells within accounts in one industry in a set geographic region Clear my choice Question 19 Answer saved
Marked out of 1.00 Flag question Question text
Which of the following is true of inside salespeople? a.
They may be within the company or outsourced, and they sell to customers at customer sites. b.
They are kept within the company, and they sell to customers from the company's site. c.
They may be within the company or outsourced, and they sell to customers from the company's site. d.
They are kept within the company, and they sell to customers at customer sites. Clear my choice Question 20 Answer saved
Marked out of 1.00 Flag question Question text
Outsourcing is an increasingly-popular method of increasing profits. In what way can outsourcing
selling activity benefit a company financially? a.
Companies have to train the outsourced salespeople in American slang. b.
Outsourced salespeople cost the company less money per sale. c.
Outsourced jobs may be filled either in the US or in foreign countries. d.
Some companies use a mix of in-house and outsourced salespeople. Clear my choice