Question 1

An example of a(n)________ is a five-foot-high cardboard display of Tony the Tiger next to Frosted Flakes cereal boxes.

Accepted Answer

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

Question 2

Which of the following best explains why companies are adopting the team selling approach to service large,complex accounts?

Accepted Answer

A)  Products have become too complicated for one salesperson to support. 
B)  Customers prefer dealing with many salespeople rather than one sales representative. 
C)  Salespeople prefer working in groups because of the opportunity for flex hours and job sharing. 
D)  A group of salespeople assigned to one account is cost effective for corporations. 
E)  Fewer skilled salespeople are working in the high-tech industry. 
A)  Products have become too complicated for one salesperson to support. 
B)  Customers prefer dealing with many salespeople rather than one sales representative. 
C)  Salespeople prefer working in groups because of the opportunity for flex hours and job sharing. 
D)  A group of salespeople assigned to one account is cost effective for corporations. 
E)  Fewer skilled salespeople are working in the high-tech industry.

Question 3

All of the following are disadvantages of the team selling approach EXCEPT which one?

Accepted Answer

A)  Selling teams can overwhelm customers. 
B)  Many salespeople are unaccustomed to working with others. 
C)  Selling teams decrease costs. 
D)  Individual contributions and compensations can be difficult to assess. 
E)  Most salespeople are trained to excel in individual performance. 
A)  Selling teams can overwhelm customers. 
B)  Many salespeople are unaccustomed to working with others. 
C)  Selling teams decrease costs. 
D)  Individual contributions and compensations can be difficult to assess. 
E)  Most salespeople are trained to excel in individual performance.

Question 4

According to research by the Gallup polling organization,which of the following is one of the four key talents a successful salesperson must possess?

Accepted Answer

A)  managerial skills 
B)  disciplined work style 
C)  aggressive personality 
D)  technological know-how 
E)  fluency in a second language 
A)  managerial skills 
B)  disciplined work style 
C)  aggressive personality 
D)  technological know-how 
E)  fluency in a second language

Question 5

Ultra-Tech,Inc.has decided to switch to a customer sales force structure.Which of the following advantages is the company now LEAST likely to enjoy?

Accepted Answer

A)  The company can become more customer-focused. 
B)  The company can better serve different industries. 
C)  The company can build closer relationships with important customers. 
D)  The company can better serve current customers and find new customers. 
E)  The company can expect salespeople to develop in-depth knowledge of numerous and complex product lines. 
A)  The company can become more customer-focused. 
B)  The company can better serve different industries. 
C)  The company can build closer relationships with important customers. 
D)  The company can better serve current customers and find new customers. 
E)  The company can expect salespeople to develop in-depth knowledge of numerous and complex product lines.

Question 6

Formal sales force evaluations require management to develop and communicate clear standards for judging performance,and they provide salespeople with constructive feedback and motivation to perform well.

Accepted Answer

A) True 
 B)False

Question 7

Which step in the sales process is most focused on ensuring customer satisfaction and repeat business?

Accepted Answer

A)  proper approach 
B)  professional presentation 
C)  handling objections 
D)  qualifying prospects 
E)  follow-up 
A)  proper approach 
B)  professional presentation 
C)  handling objections 
D)  qualifying prospects 
E)  follow-up

Question 8

Kirk Wong renewed his mobile phone contract with M1 and purchased a new mobile phone through the M1 website.If Kirk mails M1 his phone receipt,proof of purchase,and a completed form,he will receive $50 in the mail.What type of sales promotion is being used by M1?

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

Question 9

The sales force of Conway Pools has qualified a number of leads.Which of the following will most likely occur next?

Accepted Answer

A)  The outside sales force will call on all prospects. 
B)  The outside sales force will close the deal with one of the prospects. 
C)  The outside sales force will learn as much as possible about the prospects. 
D)  The inside sales force will attend meetings with qualified prospects. 
E)  The inside sales force will put together a presentation for the prospects. 
A)  The outside sales force will call on all prospects. 
B)  The outside sales force will close the deal with one of the prospects. 
C)  The outside sales force will learn as much as possible about the prospects. 
D)  The inside sales force will attend meetings with qualified prospects. 
E)  The inside sales force will put together a presentation for the prospects.

Question 10

Which consumer promotion offers consumers the chance to win something by presenting them with an item such as a scratch-off card or a bingo number ?

Accepted Answer

A)  game 
B)  contest 
C)  price pack 
D)  sweepstakes 
E)  point-of-purchase promotion 
A)  game 
B)  contest 
C)  price pack 
D)  sweepstakes 
E)  point-of-purchase promotion

An example of a(n)________ is a five-foot-high cardboard display of Tony the Tiger next to Frosted Flakes cereal boxes.

Which of the following best explains why companies are adopting the team selling approach to service large,complex accounts?

All of the following are disadvantages of the team selling approach EXCEPT which one?

According to research by the Gallup polling organization,which of the following is one of the four key talents a successful salesperson must possess?

Ultra-Tech,Inc.has decided to switch to a customer sales force structure.Which of the following advantages is the company now LEAST likely to enjoy?

Formal sales force evaluations require management to develop and communicate clear standards for judging performance,and they provide salespeople with constructive feedback and motivation to perform well.

Which step in the sales process is most focused on ensuring customer satisfaction and repeat business?

Kirk Wong renewed his mobile phone contract with M1 and purchased a new mobile phone through the M1 website.If Kirk mails M1 his phone receipt,proof of purchase,and a completed form,he will receive $50 in the mail.What type of sales promotion is being used by M1?

The sales force of Conway Pools has qualified a number of leads.Which of the following will most likely occur next?

Which consumer promotion offers consumers the chance to win something by presenting them with an item such as a scratch-off card or a bingo number ?

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

An example of a(n)________ is a five-foot-high cardboard display of Tony the Tiger next to Frosted Flakes cereal boxes.

Which of the following best explains why companies are adopting the team selling approach to service large,complex accounts?

All of the following are disadvantages of the team selling approach EXCEPT which one?

According to research by the Gallup polling organization,which of the following is one of the four key talents a successful salesperson must possess?

Ultra-Tech,Inc.has decided to switch to a customer sales force structure.Which of the following advantages is the company now LEAST likely to enjoy?

Formal sales force evaluations require management to develop and communicate clear standards for judging performance,and they provide salespeople with constructive feedback and motivation to perform well.

Which step in the sales process is most focused on ensuring customer satisfaction and repeat business?

Kirk Wong renewed his mobile phone contract with M1 and purchased a new mobile phone through the M1 website.If Kirk mails M1 his phone receipt,proof of purchase,and a completed form,he will receive $50 in the mail.What type of sales promotion is being used by M1?

The sales force of Conway Pools has qualified a number of leads.Which of the following will most likely occur next?

Which consumer promotion offers consumers the chance to win something by presenting them with an item such as a scratch-off card or a bingo number ?

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