The JL Grocery Distribution Company characterizes its customers according to

The jl grocery distribution company characterizes its

This preview shows page 160 - 162 out of 173 pages.

63.The J&L Grocery Distribution Company characterizes its customers according to their yearly sales potential and whether the account is a retailer, wholesaler, or government agency. This approach to segmentation is called: A)OAKS selling. B)multivariable account segmentation. C)double-positioning. D)parallel account segregation. E)total territory management. Answer:B Page: 479 Learning Objective: C64."To increase the product assortment purchased by current customers by two percent during the next three months," is an example of a: A)market quota. B)derived demand. C)sales objective. D)future product quotient. E)net product forecast. Answer:C Page: 479 Learning Objective: C65.Which of the following is one of the seven basic factors the text indicates must be considered in the allocation of a salesperson's time? A)nonselling time B)cost of goods sold C)personality style of customers D)number of visual aids used in sales presentation E)all of the above Answer:A Page: 480 Learning Objective: D66.Which of the following is one of the seven basic factors the text indicates must be considered in the allocation of a salesperson's time? A)types of products being sold B)cost of goods sold C)personality style of customers D)number of visual aids used in sales presentation E)none of the above Answer:E Page: 480 Learning Objective: D
Background image
67.Which of the following is NOT one of the seven basic factors the text indicates must be considered in the allocation of a salesperson's time? A)number of sales calls to be made on customers B)return on time invested C)nonselling time D)availability of toll-free telephone ordering E)travel time around the territory Answer:D Page: 480 Learning Objective: D68.You are the salesperson for a wholesales business that makes needlepoint and embroidery kits. Your sales manager expects your frequency of sales calls on a particular customer will increase as: A)the complexity of the kits sold decreases. B)the number of orders for kits placed diminishes. C)future sales potential for kits decreases. D)the number of product lines sold carried by wholesalers increases. E)the total number of managerial levels increases. Answer:D Page: 480 Learning Objective: D69.Rachel sells radio advertising time. Rachel's sales manager will expect the frequency of sales calls on a customer to increase if: A)the number of ads purchased by that customer increases. B)the number of stations selling advertising space decreases. C)the types of ads appearing on the station does not change routinely. D)the average ad length increases. E)any of the above occur. Answer:A Page: 480 Learning Objective: D
Background image
Image of page 162

  • Left Quote Icon

    Student Picture

  • Left Quote Icon

    Student Picture

  • Left Quote Icon

    Student Picture