Question 1

Which of the following is most likely an example of a business promotion tool?

Accepted Answer

A)  a free DVD for customers who purchase a new television at a retail store 
B)  a trade fair showcasing a new audio system developed by an electronics firm 
C)  a sweepstakes program inviting customers to enter for the chance to win a new car 
D)  a toaster being sold at half its list price for any buyer who purchases a food processor 
E)  a display allowance for retailers who feature a manufacturer's product in a favorable manner 
A)  a free DVD for customers who purchase a new television at a retail store 
B)  a trade fair showcasing a new audio system developed by an electronics firm 
C)  a sweepstakes program inviting customers to enter for the chance to win a new car 
D)  a toaster being sold at half its list price for any buyer who purchases a food processor 
E)  a display allowance for retailers who feature a manufacturer's product in a favorable manner

Question 2

Karen Rogers is a salesperson for Solar Panels Inc. She attends builder trade shows to identify potential customers in an effort to build long-term profitable relationships. Karen Rogers is engaging in which step of the selling process?

Accepted Answer

A)  demonstration 
B)  preapproach 
C)  prospecting 
D)  approach 
E)  presentation 
A)  demonstration 
B)  preapproach 
C)  prospecting 
D)  approach 
E)  presentation

Question 3

The salesperson should know how to meet and greet the buyer and get the relationship off to a good start in which step of the selling process?

Accepted Answer

A)  prospecting 
B)  preapproach 
C)  presentation 
D)  qualifying 
E)  approach 
A)  prospecting 
B)  preapproach 
C)  presentation 
D)  qualifying 
E)  approach

Question 4

Explain how salespeople link a company with its customers.

Accepted Answer

The sales force serves as a critical lin

Question 5

How have social media tools most likely affected personal selling?

Accepted Answer

A)  reducing the use of person-to-person selling efforts 
B)  increasing the costs of selling products and services 
C)  changing the basic fundamentals of interpersonal selling 
D)  increasing the number of product reports given to customers 
E)  slowing the sales-force response rate to customers' problems 
A)  reducing the use of person-to-person selling efforts 
B)  increasing the costs of selling products and services 
C)  changing the basic fundamentals of interpersonal selling 
D)  increasing the number of product reports given to customers 
E)  slowing the sales-force response rate to customers' problems

Question 6

What is the last step in the selling process?

Accepted Answer

A)  follow-up 
B)  closing 
C)  handling objections 
D)  presentation 
E)  prospecting 
A)  follow-up 
B)  closing 
C)  handling objections 
D)  presentation 
E)  prospecting

Question 7

The presentation stage of the selling process most likely involves ________.

Accepted Answer

A)  cold calling in the absence of potential leads 
B)  fixing the final meeting with a customer to close a deal 
C)  gathering information about an organization and its buyers 
D)  showing how a company's products can solve a customer's problems 
E)  requesting an order from the customer after handling any minor objections 
A)  cold calling in the absence of potential leads 
B)  fixing the final meeting with a customer to close a deal 
C)  gathering information about an organization and its buyers 
D)  showing how a company's products can solve a customer's problems 
E)  requesting an order from the customer after handling any minor objections

Question 8

A company that sells only one product line to one industry with customers in many locations would typically use a ________.

Accepted Answer

A)  product sales-force structure 
B)  territorial sales-force structure 
C)  market sales-force structure 
D)  customer sales-force structure 
E)  complex sales-force structure 
A)  product sales-force structure 
B)  territorial sales-force structure 
C)  market sales-force structure 
D)  customer sales-force structure 
E)  complex sales-force structure

Question 9

Price reductions from rebates are given to consumers at the point of sale.

Accepted Answer

A) True 
 B)False

Question 10

Which of the following is most likely true of a sales force?

Accepted Answer

A)  The performance difference between an average salesperson and a top salesperson is generally substantial. 
B)  The cost of replacing a salesperson is usually low because minimal training is necessary. 
C)  A sales force with many new people is typically more productive than one whose members have been around for a long time. 
D)  Individuals within a sales force generally perform at the same level of efficiency. 
E)  On-site sales training is more efficient and less costly than e-learning programs. 
A)  The performance difference between an average salesperson and a top salesperson is generally substantial. 
B)  The cost of replacing a salesperson is usually low because minimal training is necessary. 
C)  A sales force with many new people is typically more productive than one whose members have been around for a long time. 
D)  Individuals within a sales force generally perform at the same level of efficiency. 
E)  On-site sales training is more efficient and less costly than e-learning programs.

Question 11

Rug Designs Inc, a manufacturer of large area rugs, markets its products throughout the United States using a network of regional sales offices. They are using a ________ sales-force structure.

Accepted Answer

A)  market 
B)  customer 
C)  product 
D)  regional 
E)  territorial 
A)  market 
B)  customer 
C)  product 
D)  regional 
E)  territorial

Question 12

Explain the difference between coupons and rebates using suitable examples.

Accepted Answer

Coupons are certificates that save buyer

Question 13

The fastest-growing sales trend is ________ that involves the use of online, mobile, and social media to engage customers, build stronger customer relationships, and augment sales performance.

Accepted Answer

A)  personal selling 
B)  online selling 
C)  social selling 
D)  teleselling 
E)  videoconferencing 
A)  personal selling 
B)  online selling 
C)  social selling 
D)  teleselling 
E)  videoconferencing

Question 14

Many companies motivate their salespeople by setting sales quotas.

Accepted Answer

A) True 
 B)False

Question 15

________ are the standards stating the amount salespersons should sell and how sales should be divided among the company's products.

Accepted Answer

A)  Sales promotions 
B)  Sales quotas 
C)  Display allowances 
D)  Time-and-duty analyses 
E)  Sales reports 
A)  Sales promotions 
B)  Sales quotas 
C)  Display allowances 
D)  Time-and-duty analyses 
E)  Sales reports

Question 16

Conventions, trade shows, and sales contests are types of ________.

Accepted Answer

A)  point-of-purchase promotions 
B)  trade promotions 
C)  advertising specialties 
D)  business promotions 
E)  premiums 
A)  point-of-purchase promotions 
B)  trade promotions 
C)  advertising specialties 
D)  business promotions 
E)  premiums

Question 17

Howard Genks works as a sales representative for Med-Tex, a firm that manufactures hospital supplies. Recently, a prospective buyer walked into the Med-Tex store seeking beds for the children's ward in his private clinic. Howard quickly showed the client the range of beds available that were designed specifically for children. In which of the following steps of the selling process was Howard?

Accepted Answer

A)  prospecting 
B)  qualifying 
C)  follow-up 
D)  handling objections 
E)  presentation and demonstration 
A)  prospecting 
B)  qualifying 
C)  follow-up 
D)  handling objections 
E)  presentation and demonstration

Question 18

In which of the following structures does a company organize its sales force along customer or industry lines?

Accepted Answer

A)  demographic sales-force structure 
B)  service sales-force structure 
C)  market sales-force structure 
D)  territorial sales-force structure 
E)  product sales-force structure 
A)  demographic sales-force structure 
B)  service sales-force structure 
C)  market sales-force structure 
D)  territorial sales-force structure 
E)  product sales-force structure

Question 19

Which of the following is most likely true about a sales force in the field?

Accepted Answer

A)  They build relationships with customers through face-to-face collaboration. 
B)  They make most sales from their offices via media interactions. 
C)  They provide administrative backup for outside salespeople. 
D)  They rely on telemarketing efforts to gain leads and clients. 
E)  They are prohibited to sell or service accounts directly. 
A)  They build relationships with customers through face-to-face collaboration. 
B)  They make most sales from their offices via media interactions. 
C)  They provide administrative backup for outside salespeople. 
D)  They rely on telemarketing efforts to gain leads and clients. 
E)  They are prohibited to sell or service accounts directly.

Question 20

In which of the following steps of the selling process does a salesperson seek out, clarify, and overcome any customer disapproval to buying?

Accepted Answer

A)  handling objections 
B)  closing 
C)  follow-up 
D)  prospecting and qualifying 
E)  preapproach 
A)  handling objections 
B)  closing 
C)  follow-up 
D)  prospecting and qualifying 
E)  preapproach

Which of the following is most likely an example of a business promotion tool?

Karen Rogers is a salesperson for Solar Panels Inc. She attends builder trade shows to identify potential customers in an effort to build long-term profitable relationships. Karen Rogers is engaging in which step of the selling process?

The salesperson should know how to meet and greet the buyer and get the relationship off to a good start in which step of the selling process?

Explain how salespeople link a company with its customers.

How have social media tools most likely affected personal selling?

What is the last step in the selling process?

The presentation stage of the selling process most likely involves ________.

A company that sells only one product line to one industry with customers in many locations would typically use a ________.

Price reductions from rebates are given to consumers at the point of sale.

Which of the following is most likely true of a sales force?

Rug Designs Inc, a manufacturer of large area rugs, markets its products throughout the United States using a network of regional sales offices. They are using a ________ sales-force structure.

Explain the difference between coupons and rebates using suitable examples.

The fastest-growing sales trend is ________ that involves the use of online, mobile, and social media to engage customers, build stronger customer relationships, and augment sales performance.

Many companies motivate their salespeople by setting sales quotas.

________ are the standards stating the amount salespersons should sell and how sales should be divided among the company's products.

Conventions, trade shows, and sales contests are types of ________.

In which of the following structures does a company organize its sales force along customer or industry lines?

Which of the following is most likely true about a sales force in the field?

In which of the following steps of the selling process does a salesperson seek out, clarify, and overcome any customer disapproval to buying?

Marketing: Creating Customer Value and Engagement

Company and Marketing Strategy: Partnering to Build Customer Engagement, Value, and Relationships

Analyzing the Marketing Environment

Managing Marketing Information to Gain Customer Insights

Understanding Consumer and Business Buyer Behavior

Customer-Driven Marketing Strategy: Creating Value for Target Customers

Products, Services, and Brands: Building Customer Value

New Product Development and Product Life-Cycle Strategies

Pricing: Understanding and Capturing Customer Value

Marketing Channels: Delivering Customer Value

Retailing and Wholesaling

Engaging Consumers and Communicating Customer Value: Advertising and Public Relations

Direct, Online, Social Media, and Mobile Marketing

The Global Marketplace

Social Responsibility and Ethics

Filters

Exam 13: Personal Selling and Sales Promotion

Which of the following is most likely an example of a business promotion tool?

Karen Rogers is a salesperson for Solar Panels Inc. She attends builder trade shows to identify potential customers in an effort to build long-term profitable relationships. Karen Rogers is engaging in which step of the selling process?

The salesperson should know how to meet and greet the buyer and get the relationship off to a good start in which step of the selling process?

Explain how salespeople link a company with its customers.

How have social media tools most likely affected personal selling?

What is the last step in the selling process?

The presentation stage of the selling process most likely involves ________.

A company that sells only one product line to one industry with customers in many locations would typically use a ________.

Price reductions from rebates are given to consumers at the point of sale.

Which of the following is most likely true of a sales force?

Rug Designs Inc, a manufacturer of large area rugs, markets its products throughout the United States using a network of regional sales offices. They are using a ________ sales-force structure.

Explain the difference between coupons and rebates using suitable examples.

The fastest-growing sales trend is ________ that involves the use of online, mobile, and social media to engage customers, build stronger customer relationships, and augment sales performance.

Many companies motivate their salespeople by setting sales quotas.

________ are the standards stating the amount salespersons should sell and how sales should be divided among the company's products.

Conventions, trade shows, and sales contests are types of ________.

In which of the following structures does a company organize its sales force along customer or industry lines?

Which of the following is most likely true about a sales force in the field?

In which of the following steps of the selling process does a salesperson seek out, clarify, and overcome any customer disapproval to buying?

Marketing: Creating Customer Value and Engagement

Company and Marketing Strategy: Partnering to Build Customer Engagement, Value, and Relationships

Analyzing the Marketing Environment

Managing Marketing Information to Gain Customer Insights

Understanding Consumer and Business Buyer Behavior

Customer-Driven Marketing Strategy: Creating Value for Target Customers

Products, Services, and Brands: Building Customer Value

New Product Development and Product Life-Cycle Strategies

Pricing: Understanding and Capturing Customer Value

Marketing Channels: Delivering Customer Value

Retailing and Wholesaling

Engaging Consumers and Communicating Customer Value: Advertising and Public Relations

Direct, Online, Social Media, and Mobile Marketing

The Global Marketplace

Social Responsibility and Ethics

Filters