Question 1

A(n)________ has the advertiser's name on it and is given as a gift to consumers.

Accepted Answer

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

Question 2

Sales management is responsible for supplying prospect leads to the salesforce so salespeople can focus on qualifying prospects.

Accepted Answer

A) True 
 B)False

Question 3

The growing use of sales promotion has resulted in ________.

Accepted Answer

A) advertising specialisation 
B) promotion clutter 
C) promotional marketing 
D) advertising clutter 
E) promotion fatigue 
A) advertising specialisation 
B) promotion clutter 
C) promotional marketing 
D) advertising clutter 
E) promotion fatigue

Question 4

The ________ approach fits better with today's relationship marketing focus than does a hard-sell or glad-handing approach.

Accepted Answer

The answer of The ________ approach fits better with today's...

Question 5

Why are many companies using e-learning to conduct sales training programs?

Accepted Answer

A) Customers appreciate the flexibility of e-learning. 
B) The company's objectives are more easily conveyed through e-learning. 
C) E-learning allows for more customer feedback. 
D) E-learning reduces training costs. 
E) E-learning is the best way to simulate sales calls. 
A) Customers appreciate the flexibility of e-learning. 
B) The company's objectives are more easily conveyed through e-learning. 
C) E-learning allows for more customer feedback. 
D) E-learning reduces training costs. 
E) E-learning is the best way to simulate sales calls.

Question 6

Sales ________ encourage a salesforce to make a selling effort that is above and beyond the normal expectation.

Accepted Answer

A) contests 
B) quotas 
C) teams 
D) reports 
E) plans 
A) contests 
B) quotas 
C) teams 
D) reports 
E) plans

Question 7

Customers almost always have ________ during the presentation or when asked to place an order.

Accepted Answer

The answer of Customers almost always have ________ during the...

Question 8

A company has 1000 Type-A customer accounts,each requiring 28 calls per year,and 2200 Type-B customer accounts,each requiring 15 calls per year.What is the salesforce's workload?

Accepted Answer

A) 40 000 calls 
B) 41 000 calls 
C) 50 000 calls 
D) 61 000 calls 
E) 71 000 calls 
A) 40 000 calls 
B) 41 000 calls 
C) 50 000 calls 
D) 61 000 calls 
E) 71 000 calls

Question 9

A ________ presents customers with something such as a bingo number or missing letter on each purchase occasion and which may or may not help the customer to win a prize.

Accepted Answer

A) contest 
B) sweepstake 
C) game 
D) price pack 
E) None of the above. 
A) contest 
B) sweepstake 
C) game 
D) price pack 
E) None of the above.

Question 10

Sales promotion is a ________-term incentive to encourage purchase of a product or service.

Accepted Answer

The answer of Sales promotion is a ________-term incentive to...

Question 11

Personal selling is the interpersonal component of the promotion mix.

Accepted Answer

A) True 
 B)False

Question 12

Which of the following is NOT a disadvantage of a product salesforce structure?

Accepted Answer

A) extra selling costs involved with multiple sales visits from separate divisions 
B) overlapping use of resources with big customers 
C) salespeople spending time to see the same customer's purchasing agents 
D) increased customer delivery time 
E) B and C 
A) extra selling costs involved with multiple sales visits from separate divisions 
B) overlapping use of resources with big customers 
C) salespeople spending time to see the same customer's purchasing agents 
D) increased customer delivery time 
E) B and C

Question 13

A salesperson for a company that installs local area networks (LANs)spends about 25 per cent of her time actually selling the product,and about 75 per cent of her time installing the computer systems,training customer employees in their use and trouble shooting.Which sort of compensation is most likely to keep Emma satisfied with her job?

Accepted Answer

A) a commission and quarterly bonuses 
B) expense allowance and salary 
C) benefit package and a commission 
D) a salary 
E) profit sharing,annual bonuses and a commission 
A) a commission and quarterly bonuses 
B) expense allowance and salary 
C) benefit package and a commission 
D) a salary 
E) profit sharing,annual bonuses and a commission

Question 14

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

Accepted Answer

A) cents-off deals 
B) coupons 
C) samples 
D) cash refunds 
E) promotional products 
A) cents-off deals 
B) coupons 
C) samples 
D) cash refunds 
E) promotional products

Question 15

________ is the step in the selling process when the salesperson learns as much as possible about a prospective customer before making a sales call.

Accepted Answer

The answer of ________ is the step in the selling...

Question 16

In the handling objections step of the selling process,a salesperson should seek out hidden objections,ask the buyer to clarify objections,treat objections as opportunities to provide more information and ________.

Accepted Answer

A) offer the buyer a discount for placing an order early 
B) seek to minimise or play down the objections 
C) compliment the buyer for bringing the objections up 
D) turn the objections into reasons for buying 
E) move on to closing the sale 
A) offer the buyer a discount for placing an order early 
B) seek to minimise or play down the objections 
C) compliment the buyer for bringing the objections up 
D) turn the objections into reasons for buying 
E) move on to closing the sale

Question 17

Using e-learning to train salespeople offers few advantages and is limited in application.

Accepted Answer

A) True 
 B)False

Question 18

In any market-oriented firm,members of the salesforce and marketing department tend to have disagreements when things go wrong with a customer.The marketers blame the salespeople for poorly executing their strategies,while the salespeople blame the marketers for being out of touch with the customer.Which of the following steps should upper-level management take to help bring the sales and marketing functions closer together?

Accepted Answer

A) establish a simpler salesforce structure 
B) establish a more complex salesforce structure 
C) create an inside salesforce 
D) adopt a salesforce automation system 
E) employ a chief revenue officer 
A) establish a simpler salesforce structure 
B) establish a more complex salesforce structure 
C) create an inside salesforce 
D) adopt a salesforce automation system 
E) employ a chief revenue officer

Question 19

Sanitarium inserted Aussie Rules football cards into Weet-Bix cereal boxes.This is an example of a point-of-purchase promotion.

Accepted Answer

A) True 
 B)False

Question 20

A consumer renewed his mobile phone contract with Optus and also purchased a new mobile phone through their website.If he mails his phone receipt,proof of purchase and a completed form delivered with the new phone,he will receive a $50 cheque in the mail.What type of sales promotion is being used?

Accepted Answer

A) point of purchase 
B) advertising specialty 
C) premium 
D) price pack 
E) rebate 
A) point of purchase 
B) advertising specialty 
C) premium 
D) price pack 
E) rebate

A(n)________ has the advertiser's name on it and is given as a gift to consumers.

Sales management is responsible for supplying prospect leads to the salesforce so salespeople can focus on qualifying prospects.

The growing use of sales promotion has resulted in ________.

The ________ approach fits better with today's relationship marketing focus than does a hard-sell or glad-handing approach.

Why are many companies using e-learning to conduct sales training programs?

Sales ________ encourage a salesforce to make a selling effort that is above and beyond the normal expectation.

Customers almost always have ________ during the presentation or when asked to place an order.

A company has 1000 Type-A customer accounts,each requiring 28 calls per year,and 2200 Type-B customer accounts,each requiring 15 calls per year.What is the salesforce's workload?

A ________ presents customers with something such as a bingo number or missing letter on each purchase occasion and which may or may not help the customer to win a prize.

Sales promotion is a ________-term incentive to encourage purchase of a product or service.

Personal selling is the interpersonal component of the promotion mix.

Which of the following is NOT a disadvantage of a product salesforce structure?

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

________ is the step in the selling process when the salesperson learns as much as possible about a prospective customer before making a sales call.

In the handling objections step of the selling process,a salesperson should seek out hidden objections,ask the buyer to clarify objections,treat objections as opportunities to provide more information and ________.

Using e-learning to train salespeople offers few advantages and is limited in application.

Sanitarium inserted Aussie Rules football cards into Weet-Bix cereal boxes.This is an example of a point-of-purchase promotion.

A consumer renewed his mobile phone contract with Optus and also purchased a new mobile phone through their website.If he mails his phone receipt,proof of purchase and a completed form delivered with the new phone,he will receive a $50 cheque in the mail.What type of sales promotion is being used?

Marketing: Creating and Capturing Customer Value

Company and Marketing Strategy: Partnering to Build Customer Relationships

Analysing the Marketing Environment

Managing Marketing Information to Gain Customer Insights

Consumer Markets and Consumer Buyer Behaviour

Business Markets and Business Buyer Behaviour

Customer-Driven Marketing Strategy: Creating Value for Target Customers

Products, Services and Brands: Building Customer Value

Developing New Products and Managing the Product

Pricing Strategies: Understanding and Capturing Customer Value

Additional Pricing Considerations

Retailing and Wholesaling

Communicating Customer Value: Integrated Marketing Communications Strategy

Filters

Exam 12: Marketing Channels: Delivering Customer Value

A(n)________ has the advertiser's name on it and is given as a gift to consumers.

Sales management is responsible for supplying prospect leads to the salesforce so salespeople can focus on qualifying prospects.

The growing use of sales promotion has resulted in ________.

The ________ approach fits better with today's relationship marketing focus than does a hard-sell or glad-handing approach.

Why are many companies using e-learning to conduct sales training programs?

Sales ________ encourage a salesforce to make a selling effort that is above and beyond the normal expectation.

Customers almost always have ________ during the presentation or when asked to place an order.

A company has 1000 Type-A customer accounts,each requiring 28 calls per year,and 2200 Type-B customer accounts,each requiring 15 calls per year.What is the salesforce's workload?

A ________ presents customers with something such as a bingo number or missing letter on each purchase occasion and which may or may not help the customer to win a prize.

Sales promotion is a ________-term incentive to encourage purchase of a product or service.

Personal selling is the interpersonal component of the promotion mix.

Which of the following is NOT a disadvantage of a product salesforce structure?

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

________ is the step in the selling process when the salesperson learns as much as possible about a prospective customer before making a sales call.

In the handling objections step of the selling process,a salesperson should seek out hidden objections,ask the buyer to clarify objections,treat objections as opportunities to provide more information and ________.

Using e-learning to train salespeople offers few advantages and is limited in application.

Sanitarium inserted Aussie Rules football cards into Weet-Bix cereal boxes.This is an example of a point-of-purchase promotion.

A consumer renewed his mobile phone contract with Optus and also purchased a new mobile phone through their website.If he mails his phone receipt,proof of purchase and a completed form delivered with the new phone,he will receive a $50 cheque in the mail.What type of sales promotion is being used?

Marketing: Creating and Capturing Customer Value

Company and Marketing Strategy: Partnering to Build Customer Relationships

Analysing the Marketing Environment

Managing Marketing Information to Gain Customer Insights

Consumer Markets and Consumer Buyer Behaviour

Business Markets and Business Buyer Behaviour

Customer-Driven Marketing Strategy: Creating Value for Target Customers

Products, Services and Brands: Building Customer Value

Developing New Products and Managing the Product

Pricing Strategies: Understanding and Capturing Customer Value

Additional Pricing Considerations

Retailing and Wholesaling

Communicating Customer Value: Integrated Marketing Communications Strategy

Filters