Exam 13: Personal Selling and Sales Promotion

Koffee, a brand of instant coffee, gives away a free coffee mug with its logo imprinted on it with every purchase of a 500g packet of its instant coffee powder. Which promotion tool is Koffee using?

(Multiple Choice)

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Question 81

Which of the following statements is true of salespeople?

(Multiple Choice)

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Question 82

Millie Foods, producers of baby food, offers a monetary sum to retailers who agree to feature its new products on their shelves for a considerable time period. In this case, the promotion tool used by the company is referred to as a(n)________.

(Multiple Choice)

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Question 83

Which of the following is a promotion tool used for trade promotions?

(Multiple Choice)

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Question 84

In which step of the selling process does a salesperson or company identify qualified potential customers?

(Multiple Choice)

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Question 85

Cold-calling is the best source of new prospects for a salesperson.

(True/False)

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Question 86

Global Insurance sells health and life insurance policies to Fortune 500 companies for its employees. The company's salespeople regularly contact decision makers to ensure that the necessary paperwork has been filed and that contracts are executed. Updates are also provided regularly about premium changes for health insurance. Which of the following steps of the selling process does this scenario depict?

(Multiple Choice)

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Question 87

Contests, premiums, and displays are tools solely used for trade promotions.

(True/False)

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Question 88

Providing samples is the most inexpensive way to introduce a new product.

(True/False)

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Question 89

Salespeople need to know how to ________ leads, that is identifying good leads and screening out poor ones, at the beginning of the selling process.

(Multiple Choice)

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Question 90

Which of the following statements is true of consumer promotions?

(Multiple Choice)

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Question 91

The primary objective of trade promotions is to motivate salespeople.

(True/False)

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Question 92

Sales promotion tools used to persuade resellers to carry a brand, give it shelf space, promote it in advertising, and push it to consumers are collectively called ________ promotions.

(Multiple Choice)

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Question 93

A toothpaste manufacturer that bands two products together, selling two for the price of one, is using which type of consumer promotion tool to build short-term sales?

(Multiple Choice)

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Question 94

A(n)________ is the variable amount in a salesperson's compensation.

(Multiple Choice)

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Question 95

Sales promotions constitute the interpersonal arm of the promotional mix.

(True/False)

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Question 96

Which of the following statements is most likely true of team selling?

(Multiple Choice)

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Question 97

What are the different ways of finding sales prospects?

(Essay)

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Question 98

Sales-force automation systems enable salespeople to profile prospects, forecast sales, and prepare expense reports.

(True/False)

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Question 99

The salesperson completes any details on delivery time, purchase terms, and other matters during the ________ step of the selling process.

(Multiple Choice)

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Question 100

Showing 81 - 100 of 100

Koffee, a brand of instant coffee, gives away a free coffee mug with its logo imprinted on it with every purchase of a 500g packet of its instant coffee powder. Which promotion tool is Koffee using?

Which of the following statements is true of salespeople?

Millie Foods, producers of baby food, offers a monetary sum to retailers who agree to feature its new products on their shelves for a considerable time period. In this case, the promotion tool used by the company is referred to as a(n)________.

Which of the following is a promotion tool used for trade promotions?

In which step of the selling process does a salesperson or company identify qualified potential customers?

Cold-calling is the best source of new prospects for a salesperson.

Contests, premiums, and displays are tools solely used for trade promotions.

Providing samples is the most inexpensive way to introduce a new product.

Salespeople need to know how to ________ leads, that is identifying good leads and screening out poor ones, at the beginning of the selling process.

Which of the following statements is true of consumer promotions?

The primary objective of trade promotions is to motivate salespeople.

Sales promotion tools used to persuade resellers to carry a brand, give it shelf space, promote it in advertising, and push it to consumers are collectively called ________ promotions.

A toothpaste manufacturer that bands two products together, selling two for the price of one, is using which type of consumer promotion tool to build short-term sales?

A(n)________ is the variable amount in a salesperson's compensation.

Sales promotions constitute the interpersonal arm of the promotional mix.

Which of the following statements is most likely true of team selling?

What are the different ways of finding sales prospects?

Sales-force automation systems enable salespeople to profile prospects, forecast sales, and prepare expense reports.

The salesperson completes any details on delivery time, purchase terms, and other matters during the ________ step of the selling process.

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

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