Question 1

What must a marketer do to use sales promotion effectively?

Accepted Answer

Marketer must define the sales promotion

Question 2

Whom do members of a sales force typically represent?

Accepted Answer

A)  They represent the company to customers. 
B)  They represent the company to investors. 
C)  They represent the customer to the company. 
D)  A and C 
E)  all of the above 
A)  They represent the company to customers. 
B)  They represent the company to investors. 
C)  They represent the customer to the company. 
D)  A and C 
E)  all of the above

Question 3

Marathons,concerts,and festivals with corporate sponsors are examples of ________.

Accepted Answer

A)  point-of-purchase promotions 
B)  business promotions 
C)  trade promotions 
D)  event marketing 
E)  personal selling 
A)  point-of-purchase promotions 
B)  business promotions 
C)  trade promotions 
D)  event marketing 
E)  personal selling

Question 4

Companies are always looking for ways to increase face-to-face selling time.All of the following are ways to accomplish this goal EXCEPT ________.

Accepted Answer

A)  using phones and video conferencing instead of traveling 
B)  simplifying record keeping and other administrative tasks 
C)  developing better sales-call and routing plans 
D)  reducing the number of customers each sales rep must visit 
E)  supplying more and better customer information 
A)  using phones and video conferencing instead of traveling 
B)  simplifying record keeping and other administrative tasks 
C)  developing better sales-call and routing plans 
D)  reducing the number of customers each sales rep must visit 
E)  supplying more and better customer information

Question 5

Marketers who send coupons to customers' cell phones are using ________.

Accepted Answer

A)  trade promotions 
B)  mobile marketing 
C)  premiums 
D)  point-of-purchase promotions 
E)  sampling 
A)  trade promotions 
B)  mobile marketing 
C)  premiums 
D)  point-of-purchase promotions 
E)  sampling

Question 6

In a brief essay,explain methods of evaluating the performance of a sales force.Why is it important for a sales force to be evaluated?

Accepted Answer

To evaluate its sales force,management n

Question 7

The growth of product management has contributed to the increasing adoption of customer sales force structures.

Accepted Answer

A) True 
 B)False

Question 8

Sales promotion consists of long-term incentives to encourage purchases or sales of a product or service.

Accepted Answer

A) True 
 B)False

Question 9

__________ listen to their customers,assess customer needs,and organize the company's
efforts to solve customer problems.

Accepted Answer

A)  marketers 
B)  missionaries 
C)  salespeople 
D)  quality control managers 
E)  all of the above 
A)  marketers 
B)  missionaries 
C)  salespeople 
D)  quality control managers 
E)  all of the above

Question 10

Why do sales supervisors provide their salespeople with annual call plans?

Accepted Answer

The annual call plan shows whi

Question 11

The purpose of a training program for salespeople is to teach them about all of the following EXCEPT ________.

Accepted Answer

A)  customers' buying habits 
B)  customers' buying motives 
C)  the company's main competitors 
D)  the company retirement benefits 
E)  the company's organizational structure 
A)  customers' buying habits 
B)  customers' buying motives 
C)  the company's main competitors 
D)  the company retirement benefits 
E)  the company's organizational structure

Question 12

The salesperson meets the customer for the first time in the ________ step of the selling process.

Accepted Answer

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

Question 13

Salespeople can spend more time with customers when their administrative requirements are decreased.

Accepted Answer

A) True 
 B)False

Question 14

________ involves two-way,personal communication between salespeople and individual customers,either in person,by telephone,or through Web conferences.

Accepted Answer

A)  Advertising 
B)  Public relations 
C)  Personal selling 
D)  Telemarketing 
E)  Integrated marketing communication 
A)  Advertising 
B)  Public relations 
C)  Personal selling 
D)  Telemarketing 
E)  Integrated marketing communication

Question 15

Some corporations have no sales force,selling instead through sales agents,brokers,or manufacturer's reps.

Accepted Answer

A) True 
 B)False

Question 16

East Asia Communications has increased its inside sales force.This will help East Asia in all EXCEPT which one of the following ways?

Accepted Answer

A)  Salespeople will have more time to sell to major accounts. 
B)  Salespeople will have more time to find major new prospects. 
C)  Salespeople will have more time to provide after-the-sale customer service. 
D)  Customers will have questions answered in a timely manner. 
E)  Customers will have full access to sales automation technology. 
A)  Salespeople will have more time to sell to major accounts. 
B)  Salespeople will have more time to find major new prospects. 
C)  Salespeople will have more time to provide after-the-sale customer service. 
D)  Customers will have questions answered in a timely manner. 
E)  Customers will have full access to sales automation technology.

Question 17

What new outlets are marketers cultivating for distributing coupons?

Accepted Answer

Supermarket shelf dispensers,e

Question 18

A ________ is an individual acting on behalf of a company who performs one or more of the following activities: prospecting,communicating,servicing,and information gathering.

Accepted Answer

A)  press agent 
B)  media planner 
C)  marketing director 
D)  salesperson 
E)  publicist 
A)  press agent 
B)  media planner 
C)  marketing director 
D)  salesperson 
E)  publicist

Question 19

Why do many companies invest in ongoing training for their salespeople?

Accepted Answer

Though training is expensive,it can be v

Question 20

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

Accepted Answer

A)  sample 
B)  price pack 
C)  cents-off deal 
D)  promotional product 
E)  sweepstake 
A)  sample 
B)  price pack 
C)  cents-off deal 
D)  promotional product 
E)  sweepstake

What must a marketer do to use sales promotion effectively?

Whom do members of a sales force typically represent?

Marathons,concerts,and festivals with corporate sponsors are examples of ________.

Companies are always looking for ways to increase face-to-face selling time.All of the following are ways to accomplish this goal EXCEPT ________.

Marketers who send coupons to customers' cell phones are using ________.

In a brief essay,explain methods of evaluating the performance of a sales force.Why is it important for a sales force to be evaluated?

The growth of product management has contributed to the increasing adoption of customer sales force structures.

Sales promotion consists of long-term incentives to encourage purchases or sales of a product or service.

__________ listen to their customers,assess customer needs,and organize the company's efforts to solve customer problems.

Why do sales supervisors provide their salespeople with annual call plans?

The purpose of a training program for salespeople is to teach them about all of the following EXCEPT ________.

The salesperson meets the customer for the first time in the ________ step of the selling process.

Salespeople can spend more time with customers when their administrative requirements are decreased.

________ involves two-way,personal communication between salespeople and individual customers,either in person,by telephone,or through Web conferences.

Some corporations have no sales force,selling instead through sales agents,brokers,or manufacturer's reps.

East Asia Communications has increased its inside sales force.This will help East Asia in all EXCEPT which one of the following ways?

What new outlets are marketers cultivating for distributing coupons?

A ________ is an individual acting on behalf of a company who performs one or more of the following activities: prospecting,communicating,servicing,and information gathering.

Why do many companies invest in ongoing training for their salespeople?

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

Marketing: Managing Profitable Customer Relationships

Company and Marketing Strategy: Partnering to Build

The Marketing Environment

Managing Marketing Information

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 Products: Understanding and Capturing Customer Value

Pricing Products: Pricing Strategies

Marketing Channels: Delivering Customer Value

Retailing and Wholesaling

Communicating Customer Value: Integrated Marketing

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 must a marketer do to use sales promotion effectively?

Whom do members of a sales force typically represent?

Marathons,concerts,and festivals with corporate sponsors are examples of ________.

Companies are always looking for ways to increase face-to-face selling time.All of the following are ways to accomplish this goal EXCEPT ________.

Marketers who send coupons to customers' cell phones are using ________.

In a brief essay,explain methods of evaluating the performance of a sales force.Why is it important for a sales force to be evaluated?

The growth of product management has contributed to the increasing adoption of customer sales force structures.

Sales promotion consists of long-term incentives to encourage purchases or sales of a product or service.

__________ listen to their customers,assess customer needs,and organize the company's efforts to solve customer problems.

Why do sales supervisors provide their salespeople with annual call plans?

The purpose of a training program for salespeople is to teach them about all of the following EXCEPT ________.

The salesperson meets the customer for the first time in the ________ step of the selling process.

Salespeople can spend more time with customers when their administrative requirements are decreased.

________ involves two-way,personal communication between salespeople and individual customers,either in person,by telephone,or through Web conferences.

Some corporations have no sales force,selling instead through sales agents,brokers,or manufacturer's reps.

East Asia Communications has increased its inside sales force.This will help East Asia in all EXCEPT which one of the following ways?

What new outlets are marketers cultivating for distributing coupons?

A ________ is an individual acting on behalf of a company who performs one or more of the following activities: prospecting,communicating,servicing,and information gathering.

Why do many companies invest in ongoing training for their salespeople?

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

Marketing: Managing Profitable Customer Relationships

Company and Marketing Strategy: Partnering to Build

The Marketing Environment

Managing Marketing Information

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 Products: Understanding and Capturing Customer Value

Pricing Products: Pricing Strategies

Marketing Channels: Delivering Customer Value

Retailing and Wholesaling

Communicating Customer Value: Integrated Marketing

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