Question 1

Bose offers $50 cash back to customers who purchase a new speaker and send in a proof of purchase. This is an example of a ________.

Accepted Answer

A)  rebate 
B)  POP promotion 
C)  price pack 
D)  premium 
E)  sample 
A)  rebate 
B)  POP promotion 
C)  price pack 
D)  premium 
E)  sample

Question 2

________ include displays and demonstrations that take place at the point of sale.

Accepted Answer

A)  Rebates 
B)  Price packs 
C)  Premiums 
D)  POP promotions 
E)  Samples 
A)  Rebates 
B)  Price packs 
C)  Premiums 
D)  POP promotions 
E)  Samples

Question 3

What is the goal of supervising salespeople?

Accepted Answer

The goal of supervision is to

Question 4

At the beginning of each year, the management of Dee Decor states the exact amount a salesperson should sell. This specific sales target is also known as a ________.

Accepted Answer

A)  sales lead 
B)  prospect 
C)  bill of sale 
D)  channel length 
E)  sales quota 
A)  sales lead 
B)  prospect 
C)  bill of sale 
D)  channel length 
E)  sales quota

Question 5

The first step in the selling process is prospecting-identifying qualified potential customers.

Accepted Answer

A) True 
 B)False

Question 6

________ are like coupons except that the price reduction occurs after the purchase rather than at the retail outlet.

Accepted Answer

A)  Rebates 
B)  Promotional products 
C)  Premiums 
D)  Samples 
E)  Price packs 
A)  Rebates 
B)  Promotional products 
C)  Premiums 
D)  Samples 
E)  Price packs

Question 7

What are the different basic types of compensation plans available to salespeople?

Accepted Answer

straight salary, str

Question 8

________ consists of short-term incentives to encourage the purchase of a product or service.

Accepted Answer

A)  Value selling 
B)  Conditional sale 
C)  Advertising 
D)  Sales promotion 
E)  Benchmarking 
A)  Value selling 
B)  Conditional sale 
C)  Advertising 
D)  Sales promotion 
E)  Benchmarking

Question 9

A hybrid sales rep ________.

Accepted Answer

A)  works exclusively from remote locations 
B)  is a modern cross between a field sales rep and an inside rep 
C)  rarely engages in face-to-face interactions with customers 
D)  performs sales audits 
E)  sets the sales objectives of companies 
A)  works exclusively from remote locations 
B)  is a modern cross between a field sales rep and an inside rep 
C)  rarely engages in face-to-face interactions with customers 
D)  performs sales audits 
E)  sets the sales objectives of companies

Question 10

Which consumer promotion tool requires the consumer to send a proof of purchase to the manufacturer?

Accepted Answer

A)  price packs 
B)  coupons 
C)  samples 
D)  rebates 
E)  displays 
A)  price packs 
B)  coupons 
C)  samples 
D)  rebates 
E)  displays

Question 11

Under what conditions is a company most likely to use a product sales force structure?

Accepted Answer

If a company has numerous and

Question 12

During the preapproach step of the selling process, the salesperson meets the customer for the first time.

Accepted Answer

A) True 
 B)False

Question 13

Which of the following factors has most likely contributed to the rapid growth of sales promotion, particularly in consumer markets?

Accepted Answer

A)  declining interest in quality 
B)  declining advertising efficiency 
C)  rising hostility toward large firms 
D)  increasing popularity of e-procurement 
E)  increasing number of international firms 
A)  declining interest in quality 
B)  declining advertising efficiency 
C)  rising hostility toward large firms 
D)  increasing popularity of e-procurement 
E)  increasing number of international firms

Question 14

Why should a salesperson set call objectives?

Accepted Answer

The salesperson should set call objectiv

Question 15

In the customer sales force structure, 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.

Accepted Answer

A) True 
 B)False

Question 16

Richard, a saleperson, works for Wellington Steelworks. After researching a qualified lead, Richard is preparing opening lines for meeting the customer for the first time. Which step of the selling process is he about to enter?

Accepted Answer

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

Question 17

Creating a brand-marketing event or serving as a sole or participating sponsor of events created by others is known as event marketing.

Accepted Answer

A) True 
 B)False

Question 18

Ultra Tech Inc., a company manufacturing gardening tools, has decided to switch to a territorial sales force structure. Which of the following benefits is the company most likely to gain as a result of this decision?

Accepted Answer

A)  The cost of training new recruits would be eliminated. 
B)  An increased focus on short-term customer relationships would boost local sales of specialized products. 
C)  Each salesperson would be assigned to sell a single product in which he/she specializes. 
D)  The capacity for mass production of a wide range of products would significantly increase. 
E)  As each salesperson travels within a limited geographic area, travel expenses would decline. 
A)  The cost of training new recruits would be eliminated. 
B)  An increased focus on short-term customer relationships would boost local sales of specialized products. 
C)  Each salesperson would be assigned to sell a single product in which he/she specializes. 
D)  The capacity for mass production of a wide range of products would significantly increase. 
E)  As each salesperson travels within a limited geographic area, travel expenses would decline.

Question 19

Why have firms adopted sales force automation systems?

Accepted Answer

Many firms have adopted sales

Question 20

In the ________, 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 region.

Accepted Answer

A)  territorial sales force structure 
B)  digital marketing system 
C)  product sales force structure 
D)  geographical operations system 
E)  customer sales force structure 
A)  territorial sales force structure 
B)  digital marketing system 
C)  product sales force structure 
D)  geographical operations system 
E)  customer sales force structure

Bose offers $50 cash back to customers who purchase a new speaker and send in a proof of purchase. This is an example of a ________.

________ include displays and demonstrations that take place at the point of sale.

What is the goal of supervising salespeople?

At the beginning of each year, the management of Dee Decor states the exact amount a salesperson should sell. This specific sales target is also known as a ________.

The first step in the selling process is prospecting-identifying qualified potential customers.

________ are like coupons except that the price reduction occurs after the purchase rather than at the retail outlet.

What are the different basic types of compensation plans available to salespeople?

________ consists of short-term incentives to encourage the purchase of a product or service.

A hybrid sales rep ________.

Which consumer promotion tool requires the consumer to send a proof of purchase to the manufacturer?

Under what conditions is a company most likely to use a product sales force structure?

During the preapproach step of the selling process, the salesperson meets the customer for the first time.

Which of the following factors has most likely contributed to the rapid growth of sales promotion, particularly in consumer markets?

Why should a salesperson set call objectives?

In the customer sales force structure, 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.

Richard, a saleperson, works for Wellington Steelworks. After researching a qualified lead, Richard is preparing opening lines for meeting the customer for the first time. Which step of the selling process is he about to enter?

Creating a brand-marketing event or serving as a sole or participating sponsor of events created by others is known as event marketing.

Ultra Tech Inc., a company manufacturing gardening tools, has decided to switch to a territorial sales force structure. Which of the following benefits is the company most likely to gain as a result of this decision?

Why have firms adopted sales force automation systems?

In the ________, 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 region.

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

Bose offers $50 cash back to customers who purchase a new speaker and send in a proof of purchase. This is an example of a ________.

________ include displays and demonstrations that take place at the point of sale.

What is the goal of supervising salespeople?

At the beginning of each year, the management of Dee Decor states the exact amount a salesperson should sell. This specific sales target is also known as a ________.

The first step in the selling process is prospecting-identifying qualified potential customers.

________ are like coupons except that the price reduction occurs after the purchase rather than at the retail outlet.

What are the different basic types of compensation plans available to salespeople?

________ consists of short-term incentives to encourage the purchase of a product or service.

A hybrid sales rep ________.

Which consumer promotion tool requires the consumer to send a proof of purchase to the manufacturer?

Under what conditions is a company most likely to use a product sales force structure?

During the preapproach step of the selling process, the salesperson meets the customer for the first time.

Which of the following factors has most likely contributed to the rapid growth of sales promotion, particularly in consumer markets?

Why should a salesperson set call objectives?

In the customer sales force structure, 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.

Richard, a saleperson, works for Wellington Steelworks. After researching a qualified lead, Richard is preparing opening lines for meeting the customer for the first time. Which step of the selling process is he about to enter?

Creating a brand-marketing event or serving as a sole or participating sponsor of events created by others is known as event marketing.

Ultra Tech Inc., a company manufacturing gardening tools, has decided to switch to a territorial sales force structure. Which of the following benefits is the company most likely to gain as a result of this decision?

Why have firms adopted sales force automation systems?

In the ________, 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 region.

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