Sales Management, 11th Edition, Ingram - Test Bank For Sales Management 11E - All Chapters Covered

TEST BANK

SALES MANAGEMENT
ANALYSIS AND DECISION MAKING
11TH EDITION

CHAPTER NO. 01: CHANGING WORLD OF SALES
MANAGEMENT
(NO TEST BANK FOR CHAPTER 1)

CHAPTER NO. 02: OVERVIEW OF PERSONAL SELLING

MULTIPLE CHOICE QUESTION & ANSWERS

1. All of the following are types of personal selling jobs EXCEPT
a. order-getters.
b. order-takers.
c. missionary salespeople.
d. complementary salespeople.
e. merchandisers.


ANS: D REF: pg. 17

2. Salespeople who focus on gaining new customers are sometimes referred to as
a. hunters.
b. farmers.
c. missionary salespeople.
d. detailers.
e. merchandisers.


ANS: A REF: pg. 17

3. Salespeople who focus on gaining new customers are sometimes referred to as
a. order-takers
b. missionary salespeople
c. detailers
d. merchandisers
e. pioneers

, ANS: E REF: pg. 17

4. Salespeople who focus on gaining new customers are sometimes referred to as
a. farmers
b. order-takers
c. missionary salespeople
d. order-getters
e. merchandisers


ANS: D REF: pg. 17

5. New customers may be turned over to account-servicing salespeople referred to as
a. order-getters.
b. order-takers.
c. pioneers.
d. hunters.
e. tacticians.


ANS: B REF: pg. 17

6. New customers may be turned over to account servicing salespeople referred to as
a. hunters
b. merchandisers
c. missionary salespeople
d. pioneers
e. farmers


ANS: E REF: pg. 17

7. The generation of new business for the selling firm is associated with which type of
salespeople?
a. Order-takers and cold canvassers
b. Order-getters and order-takers
c. Pioneers and franchisers
d. Order-getters and pioneers
e. Missionaries and detail salespeople

, ANS: D REF: pg. 17

8. In this selling position, the salesperson, sometimes referred to as a pioneer, is responsible
for
a. deciding which new territories to enter.
b. handling existing customer accounts.
c. answering routine customer inquiries.
d. discovering which products should be dropped.
e. adding new customers.


ANS: E REF: pg. 17

9. The generation of new business for the selling firm is associated with which type of
salespeople?
a. Order-takers and cold canvassers
b. Order-getters and order takers
c. Pioneers and franchisers
d. Order getters and pioneers
e. Missionaries and detail salespeople


ANS: D REF: pg.17

10. A (n) __________ is a salesperson who provides physicians, nurses, and other medical
professionals with pertinent information about drugs to support the overall sales effort.
a. hunter
b. pioneer
c. order-taker
d. detailer
e. merchandiser


ANS: D REF: pg. 17

11. __________ are salespeople who support the sales effort by providing information and
performing other supplemental services.
a. Hunters
b. Pioneers

, c. Order-takers
d. Order-getters
e. Missionary salespeople


ANS: E REF: pg. 17

12. A (n) __________ is a salesperson who supports the overall sales effort by “spreading the
gospel” at the grassroots level.
a. hunter
b. pioneer
c. order-taker
d. missionary salesperson
e. merchandiser


ANS: D REF: pg. 17

13. ________ support the sales effort by setting up point-of-purchase displays, rotating
stock, and keeping store personnel informed about new products and sales promotions.
a. order-getters.
b. order-takers.
c. missionary salespeople.
d. complementary salespeople.
e. merchandisers.


ANS: E REF: pg. 17

14. Which of the following is not one of the four key roles expected of salespeople?
a. Financial contributor
b. Change agent
c. Product agent
d. Communications agent
e. Customer value agent


ANS: C REF: pg. 18