Question 1

Personal selling is the interpersonal component of the promotion mix.

Accepted Answer

A) True 
 B)False

Question 2

A salesperson should seek out,clarify,and overcome any customer objections during the sales presentation in order to .

Accepted Answer

A) offer the buyer a discount for placing an order 
B) turn the objections into an opportunity for humor 
C) turn the objections into reasons for buying 
D) minimize the buyer's concerns about the product 
E) compliment the buyer for mentioning the objections 
A) offer the buyer a discount for placing an order 
B) turn the objections into an opportunity for humor 
C) turn the objections into reasons for buying 
D) minimize the buyer's concerns about the product 
E) compliment the buyer for mentioning the objections

Question 3

Which of the following best describes the practice of value selling?

Accepted Answer

A) closing deals quickly to meet team sales quotas 
B) earning business from customers based on low prices 
C) delivering superior customer value and capturing a fair return on that value 
D) challenging customers to find better deals for products and services 
E) gaining short- term sales that increase annual sales volume 
A) closing deals quickly to meet team sales quotas 
B) earning business from customers based on low prices 
C) delivering superior customer value and capturing a fair return on that value 
D) challenging customers to find better deals for products and services 
E) gaining short- term sales that increase annual sales volume

Question 4

Complex sales force structures include specialization by customer and territory;by product and territory;by product and customer;and by territory,product,and customer.

Accepted Answer

A) True 
 B)False

Question 5

A(n)is a salesperson's write- up of his or her completed sales activities.

Accepted Answer

A) time- and- duty analysis 
B) sales report 
C) expense report 
D) call plan 
E) call report 
A) time- and- duty analysis 
B) sales report 
C) expense report 
D) call plan 
E) call report

Question 6

Prospecting is the step in the selling process in which the salesperson .

Accepted Answer

A) gathers information about a prospective customer before making a sales call 
B) meets the customer for the first time 
C) tells the product's "value story" to the customer 
D) clarifies and overcomes customer objections to buying 
E) identifies qualified potential customers 
A) gathers information about a prospective customer before making a sales call 
B) meets the customer for the first time 
C) tells the product's "value story" to the customer 
D) clarifies and overcomes customer objections to buying 
E) identifies qualified potential customers

Question 7

Manufacturers may offer a(n)in return for the retailer's agreement to feature the manufacturer's products in advertising or display.

Accepted Answer

A) incentive promotion 
B) price pack 
C) premium 
D) allowance 
E) POP promotion 
A) incentive promotion 
B) price pack 
C) premium 
D) allowance 
E) POP promotion

Question 8

As a result of the federal government's Do Not Call Registry,telemarketing is now rarely used.

Accepted Answer

A) True 
 B)False

Question 9

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

Question 10

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

Accepted Answer

Though training is expensive,it can be v

Question 11

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

Question 12

A sales is the standard that establishes the amount each salesperson should sell and how sales should be divided among the company's products.

Accepted Answer

A) contest 
B) incentive 
C) task 
D) quota 
E) goal 
A) contest 
B) incentive 
C) task 
D) quota 
E) goal

Question 13

What is the term used to identify the individuals in a company who travel to call on customers in the field?

Accepted Answer

A) complex sales force 
B) product sales force 
C) customer sales force 
D) inside sales force 
E) outside sales force 
A) complex sales force 
B) product sales force 
C) customer sales force 
D) inside sales force 
E) outside sales force

Question 14

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

Question 15

Happy Pet is a large petfood company that sells its products to retail pet supply stores as well as wholesalers.The sales force at Happy Pet is LEAST likely to do which of the following?

Accepted Answer

A) communicate regularly with business customers 
B) build relationships with wholesalers 
C) represent wholesalers and retailers to the company 
D) work directly with final customers 
E) help retailers effectively sell the company's products 
A) communicate regularly with business customers 
B) build relationships with wholesalers 
C) represent wholesalers and retailers to the company 
D) work directly with final customers 
E) help retailers effectively sell the company's products

Question 16

During the prospecting stage,a salesperson needs to discriminate between good leads and poor leads,a process known as .

Accepted Answer

A) presenting 
B) approaching 
C) closing 
D) referring 
E) qualifying 
A) presenting 
B) approaching 
C) closing 
D) referring 
E) qualifying

Question 17

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

Accepted Answer

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

Question 18

The workload approach to set sales force size is outdated.

Accepted Answer

A) True 
 B)False

Question 19

To reduce time demands on their outside sales forces,many companies have increased the size of their inside sales forces,which include technical support people,sales assistants,and .

Accepted Answer

A) retail supervisors 
B) telemarketers 
C) programmers 
D) accountants 
E) sales managers 
A) retail supervisors 
B) telemarketers 
C) programmers 
D) accountants 
E) sales managers

Question 20

A- 1 Pharmaceuticals requires new salespeople to receive training through seminars,sales meetings,and e- learning sessions before meeting customers.The program used by A- 1 is typical for U.S.companies that rely on skilled and knowledgeable salespeople.

Accepted Answer

A) True 
 B)False

Personal selling is the interpersonal component of the promotion mix.

A salesperson should seek out,clarify,and overcome any customer objections during the sales presentation in order to .

Which of the following best describes the practice of value selling?

Complex sales force structures include specialization by customer and territory;by product and territory;by product and customer;and by territory,product,and customer.

A(n)is a salesperson's write- up of his or her completed sales activities.

Prospecting is the step in the selling process in which the salesperson .

Manufacturers may offer a(n)in return for the retailer's agreement to feature the manufacturer's products in advertising or display.

As a result of the federal government's Do Not Call Registry,telemarketing is now rarely used.

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

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

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.

A sales is the standard that establishes the amount each salesperson should sell and how sales should be divided among the company's products.

What is the term used to identify the individuals in a company who travel to call on customers in the field?

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

Happy Pet is a large petfood company that sells its products to retail pet supply stores as well as wholesalers.The sales force at Happy Pet is LEAST likely to do which of the following?

During the prospecting stage,a salesperson needs to discriminate between good leads and poor leads,a process known as .

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

The workload approach to set sales force size is outdated.

To reduce time demands on their outside sales forces,many companies have increased the size of their inside sales forces,which include technical support people,sales assistants,and .

A- 1 Pharmaceuticals requires new salespeople to receive training through seminars,sales meetings,and e- learning sessions before meeting customers.The program used by A- 1 is typical for U.S.companies that rely on skilled and knowledgeable salespeople.

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

Developing New Products and Managing the Product Life Cycle

Pricing Strategies: Understanding and Capturing Customer Value

Additional Pricing Considerations

Marketing Channels: Delivering Customer Value

Retailing and Wholesaling

Communicating Customer Value

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

Personal selling is the interpersonal component of the promotion mix.

A salesperson should seek out,clarify,and overcome any customer objections during the sales presentation in order to .

Which of the following best describes the practice of value selling?

Complex sales force structures include specialization by customer and territory;by product and territory;by product and customer;and by territory,product,and customer.

A(n)is a salesperson's write- up of his or her completed sales activities.

Prospecting is the step in the selling process in which the salesperson .

Manufacturers may offer a(n)in return for the retailer's agreement to feature the manufacturer's products in advertising or display.

As a result of the federal government's Do Not Call Registry,telemarketing is now rarely used.

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

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

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.

A sales is the standard that establishes the amount each salesperson should sell and how sales should be divided among the company's products.

What is the term used to identify the individuals in a company who travel to call on customers in the field?

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

Happy Pet is a large petfood company that sells its products to retail pet supply stores as well as wholesalers.The sales force at Happy Pet is LEAST likely to do which of the following?

During the prospecting stage,a salesperson needs to discriminate between good leads and poor leads,a process known as .

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

The workload approach to set sales force size is outdated.

To reduce time demands on their outside sales forces,many companies have increased the size of their inside sales forces,which include technical support people,sales assistants,and .

A- 1 Pharmaceuticals requires new salespeople to receive training through seminars,sales meetings,and e- learning sessions before meeting customers.The program used by A- 1 is typical for U.S.companies that rely on skilled and knowledgeable salespeople.

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

Developing New Products and Managing the Product Life Cycle

Pricing Strategies: Understanding and Capturing Customer Value

Additional Pricing Considerations

Marketing Channels: Delivering Customer Value

Retailing and Wholesaling

Communicating Customer Value

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