SOLVED

71) One of the potential drawbacks of a ________ is that salespeople might simply wait to make some sales instead of increasing their overall number of sales. A) monthly call report B) behavioral objective C) performance objective D) sales contest E) customer relationship management report 72) Management sets standards that state the amount each salesperson should sell and how sales should be divided among the company’s products with ________. A) sales prospecting B) department quotas C) sales quotas D) sales incentives E) sales contests 73) Which of the following is an example of a qualitative measure a sales manager could use to evaluate his salespeople? A) the number of cold calls made B) the dollar amount of sales revenue generated C) the salesperson’s product knowledge D) the number of qualified prospects identified by each salesperson E) the total number of closed sales made 74) A salesperson’s ________ is often related to how well he meets a set quota. A) call report B) compensation C) behavioral objective D) expense report E) professional development opportunity 75) A(n) ________ is a salesperson’s write-up of her completed sales activity. A) expense report B) behavioral objective C) performance objective D) sales quota E) call report 76) An example of a(n) ________ is a five-foot-high cardboard display of Cap’n Crunch next to Cap’n Crunch cereal boxes. A) point of purchase (POP) display B) incentive program C) promotional product D) co-op advertisement E) case allowance 77) An office supply store that pays a discounted price when it orders more than twelve metal filing cabinets is receiving a(n) ________. A) merchandising allowance B) promotional product C) case allowance D) co-op promotion E) incentive program 78) Fiona Lambrech is the marketing director of a charity that raises funds to help provide educational services to children and families in developing countries. Fiona wants to reach a selective market of individuals who have recently donated to international charities. Which of the following types of direct marketing is Fiona most likely to use? A) direct-mail marketing B) catalog marketing C) telemarketing D) direct-response TV marketing E) m-commerce 79) For which of the following operations would telemarketing efforts likely be the most successful and the most profitable? A) selling magazine subscriptions to consumers B) selling double-pane windows to home owners C) selling plastic bottles to a bottling company D) asking people for charitable donations E) selling vacation packages to people who earn $50,000 or more annually 80) Organic Designs is a small, successful chain of stores offering stylish clothes made of all-organic materials for infants, toddlers, and young children. Most of the Organic Designs stores are located in urban areas. Now Organic Designs is considering using direct marketing to reach potential customers who live outside of the company’s existing markets. Which of the following methods of direct marketing would likely be most effective in accomplishing this goal? A) direct-mail marketing B) m-commerce C) catalog marketing D) infomercials E) telemarketing