Question 1

Sales managers use sales reports, personal observations, and customer surveys to assess the performance of sales-force members.

Accepted Answer

A) True 
 B)False

Question 2

Harry Potts is a salesperson for a national pet food company. He meets Karen Sharp, a buyer for a large, specialty pet retailer, and speaks to her at length about the product categories and brands of pet food the retailer currently carries as well as future needs. At which step of the selling process is Harry Potts in the above scenario?

Accepted Answer

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

Question 3

Salespeople represent customers to a company and represent a company to customers.

Accepted Answer

A) True 
 B)False

Question 4

Digital coupons are the slowest growing coupon segment because consumers are concerned about privacy issues and spamming.

Accepted Answer

A) True 
 B)False

Question 5

The most common evaluation method of a sales promotion program is to compare sales before, during, and after a promotion.

Accepted Answer

A) True 
 B)False

Question 6

What is sales promotion? What are the various factors that have contributed to the rapid growth of sales promotion in consumer markets?

Accepted Answer

Sales promotion consists of short-term i

Question 7

Sales managers use a ________ that shows which customers and prospects to pursue and which activities to carry out.

Accepted Answer

A)  call plan 
B)  sales quota 
C)  sales contest 
D)  bonus plan 
E)  straight commission 
A)  call plan 
B)  sales quota 
C)  sales contest 
D)  bonus plan 
E)  straight commission

Question 8

While handling buyer objections, salespeople should use a positive approach to turn logical or psychological objections into reasons for buying.

Accepted Answer

A) True 
 B)False

Question 9

Differentiate between consumer promotions and trade promotions. Explain the various tools used in trade promotions.

Accepted Answer

The difference between consumer promotio

Question 10

Why is it beneficial for a firm to coordinate its marketing and sales efforts? What actions can a company take to bring its marketing and sales functions closer together?

Accepted Answer

The sales force and other marketing func

Question 11

________ use the phone, Internet, and social media to find new leads, learn about customers and their business, or sell and service accounts directly.

Accepted Answer

A)  Outside salespeople 
B)  Sales managers 
C)  Sales assistants 
D)  Technical sales-support people 
E)  Telemarketers and online sellers 
A)  Outside salespeople 
B)  Sales managers 
C)  Sales assistants 
D)  Technical sales-support people 
E)  Telemarketers and online sellers

Question 12

In which of the following steps of the selling process does a salesperson ask a buyer for an order?

Accepted Answer

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

Question 13

A compensation plan with a larger base-salary component and a smaller commission component is most effective for driving salespersons to acquire new businesses.

Accepted Answer

A) True 
 B)False

Question 14

What is value selling? Explain its importance and requirements.

Accepted Answer

Value selling is the process of demonstr

Question 15

________ are offers of a trial amount of a product.

Accepted Answer

A)  Cash refunds 
B)  Price packs 
C)  Rebates 
D)  Coupons 
E)  Samples 
A)  Cash refunds 
B)  Price packs 
C)  Rebates 
D)  Coupons 
E)  Samples

Question 16

The manufacturer of Two-In-One, a combination shampoo and conditioner, shrink wraps a 4- ounce foil packet of a smoothing hair pomade to its combo product. Which of the following promotion tools is being used in this case?

Accepted Answer

A)  rebates 
B)  samples 
C)  coupons 
D)  advertising specialties 
E)  price packs 
A)  rebates 
B)  samples 
C)  coupons 
D)  advertising specialties 
E)  price packs

Question 17

Manufacturers provide allowances to retailers as compensation for advertising or creating special displays for their products.

Accepted Answer

A) True 
 B)False

Question 18

Companies that organize their sales force by customer and territory; product and territory; product and customer; or territory, product, and customer are using a ________ sales-force structure.

Accepted Answer

A)  market 
B)  simple 
C)  product 
D)  territorial 
E)  complex 
A)  market 
B)  simple 
C)  product 
D)  territorial 
E)  complex

Question 19

________ are certificates that save buyers money while they purchase specified products.

Accepted Answer

A)  Price packs 
B)  Samples 
C)  Coupons 
D)  Point-of-purchase promotions 
E)  Premiums 
A)  Price packs 
B)  Samples 
C)  Coupons 
D)  Point-of-purchase promotions 
E)  Premiums

Question 20

Which of the following is a characteristic of an inside sales force?

Accepted Answer

A)  It travels to make sales calls on customers in the field. 
B)  It receives administrative backup from outside sales forces. 
C)  It cannot sell or service accounts directly. 
D)  It eliminates the need to have an outside sales force. 
E)  It conducts business from an office via telephone. 
A)  It travels to make sales calls on customers in the field. 
B)  It receives administrative backup from outside sales forces. 
C)  It cannot sell or service accounts directly. 
D)  It eliminates the need to have an outside sales force. 
E)  It conducts business from an office via telephone.

Sales managers use sales reports, personal observations, and customer surveys to assess the performance of sales-force members.

Salespeople represent customers to a company and represent a company to customers.

Digital coupons are the slowest growing coupon segment because consumers are concerned about privacy issues and spamming.

The most common evaluation method of a sales promotion program is to compare sales before, during, and after a promotion.

What is sales promotion? What are the various factors that have contributed to the rapid growth of sales promotion in consumer markets?

Sales managers use a ________ that shows which customers and prospects to pursue and which activities to carry out.

While handling buyer objections, salespeople should use a positive approach to turn logical or psychological objections into reasons for buying.

Differentiate between consumer promotions and trade promotions. Explain the various tools used in trade promotions.

Why is it beneficial for a firm to coordinate its marketing and sales efforts? What actions can a company take to bring its marketing and sales functions closer together?

________ use the phone, Internet, and social media to find new leads, learn about customers and their business, or sell and service accounts directly.

In which of the following steps of the selling process does a salesperson ask a buyer for an order?

A compensation plan with a larger base-salary component and a smaller commission component is most effective for driving salespersons to acquire new businesses.

What is value selling? Explain its importance and requirements.

________ are offers of a trial amount of a product.

The manufacturer of Two-In-One, a combination shampoo and conditioner, shrink wraps a 4- ounce foil packet of a smoothing hair pomade to its combo product. Which of the following promotion tools is being used in this case?

Manufacturers provide allowances to retailers as compensation for advertising or creating special displays for their products.

Companies that organize their sales force by customer and territory; product and territory; product and customer; or territory, product, and customer are using a ________ sales-force structure.

________ are certificates that save buyers money while they purchase specified products.

Which of the following is a characteristic of an inside sales force?

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

Sales managers use sales reports, personal observations, and customer surveys to assess the performance of sales-force members.

Salespeople represent customers to a company and represent a company to customers.

Digital coupons are the slowest growing coupon segment because consumers are concerned about privacy issues and spamming.

The most common evaluation method of a sales promotion program is to compare sales before, during, and after a promotion.

What is sales promotion? What are the various factors that have contributed to the rapid growth of sales promotion in consumer markets?

Sales managers use a ________ that shows which customers and prospects to pursue and which activities to carry out.

While handling buyer objections, salespeople should use a positive approach to turn logical or psychological objections into reasons for buying.

Differentiate between consumer promotions and trade promotions. Explain the various tools used in trade promotions.

Why is it beneficial for a firm to coordinate its marketing and sales efforts? What actions can a company take to bring its marketing and sales functions closer together?

________ use the phone, Internet, and social media to find new leads, learn about customers and their business, or sell and service accounts directly.

In which of the following steps of the selling process does a salesperson ask a buyer for an order?

A compensation plan with a larger base-salary component and a smaller commission component is most effective for driving salespersons to acquire new businesses.

What is value selling? Explain its importance and requirements.

________ are offers of a trial amount of a product.

The manufacturer of Two-In-One, a combination shampoo and conditioner, shrink wraps a 4- ounce foil packet of a smoothing hair pomade to its combo product. Which of the following promotion tools is being used in this case?

Manufacturers provide allowances to retailers as compensation for advertising or creating special displays for their products.

Companies that organize their sales force by customer and territory; product and territory; product and customer; or territory, product, and customer are using a ________ sales-force structure.

________ are certificates that save buyers money while they purchase specified products.

Which of the following is a characteristic of an inside sales force?

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