# Quiz 6 - 1 Pringles is planning their sales force spending...

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1. Pringles is planning their sales force spending for the next year. Each of their salespeople spends about 3400 hours annually actually selling the product. Pringles has 40,000 retail customers. Considering that the salespeople call on each of their customers on a weekly basis and they spend an average of 45 minutes on each sales call, how many salespeople does Pringles need? Student Response Value Correct Answer Feedback 1. Can't tell from information given. 2. 275 3. 9 4. 459 100% 5. 529 General Feedback: Lecture page 87 # of salespeople = # of customers x call frequency x average length of sales call / average amount of salesperson selling time available annually # of salespeople = 40,000 customers x 52 calls (one per week) x .75 (45 minutes is ¾ of an hour) / 3400 hours # of salespeople = 458.8 Round up to 459 people, so correct answer is D Score: 1/1 2. Mr. Burger King is trying to evaluate his sales force by using the conversion rate. Below is data that Mr. King had developed: # Calls = 420,941 # Sales = 15,326 \$ Sales Goals = \$89,000 \$ Actual Sales = \$123,874 If Mr. King computed the conversion rate, what total would he get? Student Response Value Correct Answer Feedback A. .0364

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Student Response Value Correct Answer Feedback B. 8.0826 C. 1.3918 0% D. .7185 E. 27.466 General Feedback: Lecture Page 87 A. Conversion Rate = (# Sales / # Calls) = (15,326 / 420,941) = .0364 B. 8.0826 ≠ .0364 C. 1.3918 ≠ .0364 D. 0.7185 ≠ .0364 E. 27.466 ≠ .0364 Score: 0/1 3. Which type of salesperson would routinely be involved in an industrial straight rebuy situation? Student Response Value Correct Answer Feedback A. an inside order getter B. an order taker 100% C. an outside order getter D. a missionary salesperson E. all of the above General Feedback: Text page 524 A. An “inside order getter” tries to generate new business by making outbound telephone calls or sending email. B. An “order taker” processes routine orders or reorders for products that were already sold by the company. Their primary responsibility is to preserve an ongoing relationship with existing customers and maintain sales, and they work with straight rebuy situations in business-to- business settings.
C. “Outside order getter” is a more full-service salesperson who makes field calls and tries to generate orders D. “Missionary salespeople” do not directly solicit orders; they concentrate on performing promotional activities and introducing new products. E. Not all salespeople in this quiz question would routinely be involved in an industrial straight rebuy. Score: 1/1 4. When Margot called the toll-free number to order one dozen water lilies from the Van Ness Water Gardens, she was using: Student Response Value Correct Answer Feedback A. interactive marketing. B. inbound telemarketing. 100% C. multichannel selling. D. outbound telemarketing. E. outbound videoconferencing . General Feedback: Text page 525 A) Interactive marketing involves two-way buyer-seller electronic communication in a computer-mediated environment in which the buyer controls the kind and amount of information received from the seller.

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