Can you pleaae explain the answer choice and pleaseeeee attempt all the questions Thankyou

(2.5 marks each) Q1. MCQs. Note: Briefly explain each answer 1. During each sales call you make, what should be your focus and why? a. What does the customer need? b. Is this customer someone who would buy this product? c. How can I make this sale? 2. Which of the following statements about personal selling is true? a. Salespeople are the company in consumers' eyes. b. Typically salespeople are a dominant force when a company's marketing relies on a pull strategy c. In terms of the marketing mix, personal selling is part of distribution. d. The customer is the link between the company and its sales force. e. All of the above statements about personal selling are true. 3. Sales management is most accurately defined as the a. Allocation of funds for promotion and advertising. b. Recruiting, hiring or firing, and training of a company's sales force. c. Segmentation and selection of target markets to be addressed by a company's sales force. d. Planning of the selling program and implementing and controlling the personal selling effort of the firm. e. Process of assigning territories and providing appropriate compensation for sales force performance. 4. Clauss Cutlery sells knives to the floral industry. These knives are designed to slice through foam blocks, cut wire, and perform other similar tasks. It also sells cutting utensils to the meat- processing industry. These large heavy-duty blades can saw through carcasses quickly. Clauss also sells a line of cutting tools to people in the woodworking industry for sawing and shaping wood cutouts. Clauss Cutlery should use a sales organization. a. Production b. Market size c. Customer d. Profit-based e. Geographic 5. A consumer contest is an example of a. Personal selling b. Sales promotion c. Advertising d. Indirect selling 6. A made by sales managers is a part of demand management process. a. Promise b. Estimate c. Guess d. Negotiation 7. The sales force can play a central role in achieving a marketing orientation strategy, by a. Maintaining infrequent contact with customer b. Collecting and disseminating market information c. Focusing on cutting costs d. Following the competition's lead 8. An organization chooses to switch from variable component compensation (commissions) to fixed component compensation (salary). Which of the following benefits would the organization be LEAST likely to experience? a. Salespeople will be more motivated to perform non-sales duties. b. Sales force turnover will drop. c. Costs of administering compensation will be reduced. d. Less supervision will be necessary. 9. Which of the following elements is NOT used for determining the size of a sales force? a Number of salespeople. b. Number of customers. c. Length of an average call. d. Number of years in sales experience 10. What should you do during a sales call right after briefly telling the customer about your product/service? a. Ask questions to keep the customer engaged in the sales call. b. Keep talking so the customer doesn't lose interest. c. Sit back and listen to the customer's response, in order to learn what the customer needs. 11. A supplier of entertainment services for weddings and other large events currently employs an indirect sales force to call on planners and venues. For which of the following reasons might the company decide to switch to a direct sales force? a. The company is prioritizing a standard mix of services over complex, customizable packages. b. The company is shrinking the number of its music offerings. c. Surveys suggest that customers are getting inconsistent information about the nature and pricing of the services d. The company is under financial pressure and needs to cut its payroll