Question 1

What is personal selling?

Accepted Answer

Personal presentations by the

Question 2

Which of the following sales management tools helps a salesperson know which customers to visit and which activities to carry out during a week?

Accepted Answer

A)  t-test 
B)  z-test 
C)  call plan 
D)  analysis of variance (ANOV
A)  
E)  risk register 
A)  t-test 
B)  z-test 
C)  call plan 
D)  analysis of variance (ANOV
A)  
E)  risk register

Question 3

How can sales promotion be accomplished through samples?

Accepted Answer

Sampling can be a powerful promotional t

Question 4

Jason has been recently hired as a salesperson by Matrix Inc., a company selling consumer durables. He is currently working on his first sales assignment. After identifying a good prospect, Jason is now learning everything about his prospect via online sources and common acquaintances. Which of the following stages of the selling process is Jason in?

Accepted Answer

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

Question 5

Which of the following involves computerized, digitized sales force operations that let salespeople work more effectively anytime, anywhere?

Accepted Answer

A)  SWOT analysis 
B)  BCG matrix 
C)  digital marketing system 
D)  sales force automation system 
E)  field service management system 
A)  SWOT analysis 
B)  BCG matrix 
C)  digital marketing system 
D)  sales force automation system 
E)  field service management system

Question 6

Which of the following is used to generate business leads, stimulate purchases, reward customers, and motivate salespeople?

Accepted Answer

A)  business plan 
B)  SWOT analysis 
C)  POP promotion 
D)  benchmarking 
E)  business promotion 
A)  business plan 
B)  SWOT analysis 
C)  POP promotion 
D)  benchmarking 
E)  business promotion

Question 7

Describe the nature of personal selling and the role of the sales force.

Accepted Answer

Today, most salespeople are well-educate

Question 8

Salespeople do not represent customers to the company.

Accepted Answer

A) True 
 B)False

Question 9

________ refer(s) to sales promotion tools used to persuade resellers to carry a brand, give it shelf space, promote it in advertising, and push it to consumers.

Accepted Answer

A)  Point-of-purchase promotions 
B)  Cross-selling 
C)  Trade promotions 
D)  Event marketing 
E)  Business intelligence 
A)  Point-of-purchase promotions 
B)  Cross-selling 
C)  Trade promotions 
D)  Event marketing 
E)  Business intelligence

Question 10

The goal of supervision is to encourage salespeople to "work hard" and energetically toward sales force goals.

Accepted Answer

A) True 
 B)False

Question 11

Which of the following refers to a closing technique used by salespeople?

Accepted Answer

A)  asking customers for referrals 
B)  developing solutions to customers' problems 
C)  seeking out hidden objections 
D)  reviewing points of agreement 
E)  taking objections as opportunities to provide more information 
A)  asking customers for referrals 
B)  developing solutions to customers' problems 
C)  seeking out hidden objections 
D)  reviewing points of agreement 
E)  taking objections as opportunities to provide more information

Question 12

Briefly explain the major sales promotion tools.

Accepted Answer

Consumer promotions include a wide range

Question 13

A manufacturer that offers cash or gifts to dealers for encouraging the purchase of its products is using ________.

Accepted Answer

A)  coupons 
B)  push money 
C)  promotional products 
D)  premiums 
E)  bonuses 
A)  coupons 
B)  push money 
C)  promotional products 
D)  premiums 
E)  bonuses

Question 14

Which of the following refers to a positive incentive intended to increase the sales force effort?

Accepted Answer

A)  sales contests 
B)  prospecting 
C)  telecommuting 
D)  sales collateral 
E)  annual sales plan 
A)  sales contests 
B)  prospecting 
C)  telecommuting 
D)  sales collateral 
E)  annual sales plan

Question 15

Which of the following is true about the customer sales force structure?

Accepted Answer

A)  Customer sales force structure is a combination of territorial sales force structure and product sales force structure. 
B)  Each salesperson is assigned to an exclusive geographic area and sells the company's full line of products or services to all customers in that territory. 
C)  Salespersons specialize in only a particular product line as the company produces numerous and complex products. 
D)  Companies using customer sales force structure tend to ignore the importance of long-term relationship building with customers. 
E)  Separate sales forces are set up for different industries, serving current customers versus finding new ones, and serving major accounts versus regular accounts. 
A)  Customer sales force structure is a combination of territorial sales force structure and product sales force structure. 
B)  Each salesperson is assigned to an exclusive geographic area and sells the company's full line of products or services to all customers in that territory. 
C)  Salespersons specialize in only a particular product line as the company produces numerous and complex products. 
D)  Companies using customer sales force structure tend to ignore the importance of long-term relationship building with customers. 
E)  Separate sales forces are set up for different industries, serving current customers versus finding new ones, and serving major accounts versus regular accounts.

Question 16

Refer to the scenario below to answer the following questions.
Reliable Tools Company is a manufacturer of hubs and axles for the trailer and heavy truck industry. Although Reliable Tools only has 15 customers, the company is the sole supplier of hub and axle components to those customers. Monthly sales at Reliable Tools are approximately $1 million. "You might say we have all our eggs in one basket," says owner Arthur Deetz.
It is critical that a competent sales force be maintained in order to nurture those few but large accounts. Ninety-five percent of Reliable Tools' customers are located in Michigan, Ohio, and Indiana, which means that travel time to all customers is relatively short. However, given the nature of the industry, time spent with each customer is crucial.
-Which of the following promotions would be most appropriate for Reliable Tools to use in its attempt to promote its products and generate new business leads?

Accepted Answer

A)  rebates and price packs 
B)  premiums 
C)  specialty advertising 
D)  samples 
E)  conventions and trade shows 
A)  rebates and price packs 
B)  premiums 
C)  specialty advertising 
D)  samples 
E)  conventions and trade shows

Question 17

Which of the following steps in the selling process is most focused on ensuring customer satisfaction and repeat business?

Accepted Answer

A)  preapproach 
B)  demonstration 
C)  handling objections 
D)  qualifying prospects 
E)  follow-up 
A)  preapproach 
B)  demonstration 
C)  handling objections 
D)  qualifying prospects 
E)  follow-up

Question 18

Capitalizing on the customer's complaints about the previous detergents she has used, Sheila, a salesperson, explains to the customer why her company's detergent Swish is better and how it can be a one-stop solution for everyday washing. In which of the following steps of the selling process is Sheila in?

Accepted Answer

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

Question 19

Which of the following is the last step in the selling process?

Accepted Answer

A)  qualifying 
B)  handling objections 
C)  demonstration 
D)  follow-up 
E)  approach 
A)  qualifying 
B)  handling objections 
C)  demonstration 
D)  follow-up 
E)  approach

Question 20

Waldo Stores will reward an all-expense-paid trip to Hawaii to anyone who correctly guesses the date on which Waldo Stores was first established in the Boston area. Which type of sales promotion is evident here?

Accepted Answer

A)  contest 
B)  sample 
C)  premium 
D)  trade promotion 
E)  point-of-purchase promotion 
A)  contest 
B)  sample 
C)  premium 
D)  trade promotion 
E)  point-of-purchase promotion

What is personal selling?

Which of the following sales management tools helps a salesperson know which customers to visit and which activities to carry out during a week?

How can sales promotion be accomplished through samples?

Which of the following involves computerized, digitized sales force operations that let salespeople work more effectively anytime, anywhere?

Which of the following is used to generate business leads, stimulate purchases, reward customers, and motivate salespeople?

Describe the nature of personal selling and the role of the sales force.

Salespeople do not represent customers to the company.

________ refer(s) to sales promotion tools used to persuade resellers to carry a brand, give it shelf space, promote it in advertising, and push it to consumers.

The goal of supervision is to encourage salespeople to "work hard" and energetically toward sales force goals.

Which of the following refers to a closing technique used by salespeople?

Briefly explain the major sales promotion tools.

A manufacturer that offers cash or gifts to dealers for encouraging the purchase of its products is using ________.

Which of the following refers to a positive incentive intended to increase the sales force effort?

Which of the following is true about the customer sales force structure?

Which of the following steps in the selling process is most focused on ensuring customer satisfaction and repeat business?

Which of the following is the last step in the selling process?

Waldo Stores will reward an all-expense-paid trip to Hawaii to anyone who correctly guesses the date on which Waldo Stores was first established in the Boston area. Which type of sales promotion is evident here?

Marketing: Creating and Capturing Customer Value

Company and Marketing Strategy: Partnering to Build Customer Relationships

Analyzing the Marketing Environment

Managing Marketing Information to Gain Customer Insights

Consumer Markets and Consumer Buyer Behavior

Business Markets 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

Pricing Strategies: Additional Considerations

Marketing Channels: Delivering Customer Value

Retailing and Wholesaling

Communicating Customer Value: Integrated Marketing Communications Strategy

Advertising and Public Relations

Direct and Online Marketing: Building Direct Customer Relationships

Creating Competitive Advantage

The Global Marketplace

Sustainable Marketing: Social Responsibility and Ethics

Filters

Exam 16: Personal Selling and Sales Promotion

What is personal selling?

Which of the following sales management tools helps a salesperson know which customers to visit and which activities to carry out during a week?

How can sales promotion be accomplished through samples?

Which of the following involves computerized, digitized sales force operations that let salespeople work more effectively anytime, anywhere?

Which of the following is used to generate business leads, stimulate purchases, reward customers, and motivate salespeople?

Describe the nature of personal selling and the role of the sales force.

Salespeople do not represent customers to the company.

________ refer(s) to sales promotion tools used to persuade resellers to carry a brand, give it shelf space, promote it in advertising, and push it to consumers.

The goal of supervision is to encourage salespeople to "work hard" and energetically toward sales force goals.

Which of the following refers to a closing technique used by salespeople?

Briefly explain the major sales promotion tools.

A manufacturer that offers cash or gifts to dealers for encouraging the purchase of its products is using ________.

Which of the following refers to a positive incentive intended to increase the sales force effort?

Which of the following is true about the customer sales force structure?

Which of the following steps in the selling process is most focused on ensuring customer satisfaction and repeat business?

Which of the following is the last step in the selling process?

Waldo Stores will reward an all-expense-paid trip to Hawaii to anyone who correctly guesses the date on which Waldo Stores was first established in the Boston area. Which type of sales promotion is evident here?

Marketing: Creating and Capturing Customer Value

Company and Marketing Strategy: Partnering to Build Customer Relationships

Analyzing the Marketing Environment

Managing Marketing Information to Gain Customer Insights

Consumer Markets and Consumer Buyer Behavior

Business Markets 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

Pricing Strategies: Additional Considerations

Marketing Channels: Delivering Customer Value

Retailing and Wholesaling

Communicating Customer Value: Integrated Marketing Communications Strategy

Advertising and Public Relations

Direct and Online Marketing: Building Direct Customer Relationships

Creating Competitive Advantage

The Global Marketplace

Sustainable Marketing: Social Responsibility and Ethics

Filters