Exam 18: Personal Selling and Sales Promotion

Brad is a sales representative for a Kettle Chips and is preparing for a Super Bowl promotional campaign. He's contacting each of his grocery and convenience accounts with an opportunity to install an end-of-aisle display with graphics of the Super Bowl teams and a display of several varieties of chips. This is known as _____, a type of trade-oriented promotion.

(Multiple Choice)

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Question 101

What are the typical first and last steps in the personal selling process?

(Multiple Choice)

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Question 102

In the _____ stage of the sales process, a salesperson describes a product's features and relates them to the customer's needs.

(Multiple Choice)

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Question 103

Crystal often watches HGTV and enjoys several shows including Fixer Upper, Property Brothers, and Design on a Dime. Recently, while watching one of her favorite shows, she saw an advertisement for the HGTV show house and visited the HGTV website to register for a chance to win the brand new home which included all furniture and appliances. HGTV is using _______ as a sales promotion tool.

(Multiple Choice)

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Question 104

The first step in the sales process is to:

(Multiple Choice)

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Question 105

Which of the following is true of personal selling?

(Multiple Choice)

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Question 106

Companies should create and enforce corporate cultures that reduce the opportunity for sales representatives to engage in unethical behavior.

(True/False)

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Question 107

_____ refers to a personal selling approach in which customers comes to the seller's place of business to buy products largely on their own initiative.

(Multiple Choice)

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Question 108

The effectiveness of a salesperson is measured entirely on the basis of the sales volume and profitability.

(True/False)

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Question 109

Jeff is the owner of Bayou Adventure in southeast Louisiana and sells a variety of fishing equipment for salt and fresh water fishing. Recently, Mike met with Jeff to discuss a new lightweight rod and reel that his company had developed. Jeff and Mike took a kayak and went out on the Lacomb Bayou to test the rod and reel. What stage of the sales process does this represent?

(Multiple Choice)

4.9/5

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Question 110

Kelly is a dentist who knows that her patients are more likely to take home pens inscribed with her name and phone number instead of an ordinary business card. The inscribed pens distributed by Kelly for her practice represent specialty advertising.

(True/False)

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(84)

Question 111

You sell a leading brand of speedboat. Many visitors to your showroom are enthusiastic young adults who would love to own your product but cannot afford it. When dealing with them, you must pay particular attention to which step in the sales process?

(Multiple Choice)

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Question 112

A Frito-Lay driver who covers a geographic route of grocery stores taking orders, restocking shelves, and removing products past the expiration date is classified as a field salesperson.

(True/False)

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(89)

Question 113

Closing, in which the salesperson asks the customer for a buying commitment, is the last step in the sales process.

(True/False)

5.0/5

(74)

Question 114

Brandi recently began a new position as VP Sales for Otis Elevators, a large firm selling new equipment elevators for new construction, replacement elevators for existing buildings, and service contracts to maintain elevators. Otis Elevators sales representatives typically work closely with construction engineers and electrical contractors on new construction projects to determine the best placement and type of elevator to install to ensure efficient and safe operation. Which factor favoring the use of personal selling relates to this activity?

(Multiple Choice)

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Question 115

Firms that market similar products throughout large areas often organize their sales forces:

(Multiple Choice)

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Question 116

An approach is a salesperson's initial contact with the customer.

(True/False)

4.9/5

(77)

Question 117

Which of the following functions poses a great challenge to sales managers?

(Multiple Choice)

4.8/5

(83)

Question 118

In the sales process, a person who not only needs a product, but has the resources and authority to purchase it, is a(n):

(Multiple Choice)

4.8/5

(78)

Question 119

Which of the following statements is TRUE regarding sales promotion?

(Multiple Choice)

4.8/5

(82)

Question 120

Showing 101 - 120 of 149

What are the typical first and last steps in the personal selling process?

In the _____ stage of the sales process, a salesperson describes a product's features and relates them to the customer's needs.

The first step in the sales process is to:

Which of the following is true of personal selling?

Companies should create and enforce corporate cultures that reduce the opportunity for sales representatives to engage in unethical behavior.

_____ refers to a personal selling approach in which customers comes to the seller's place of business to buy products largely on their own initiative.

The effectiveness of a salesperson is measured entirely on the basis of the sales volume and profitability.

Kelly is a dentist who knows that her patients are more likely to take home pens inscribed with her name and phone number instead of an ordinary business card. The inscribed pens distributed by Kelly for her practice represent specialty advertising.

You sell a leading brand of speedboat. Many visitors to your showroom are enthusiastic young adults who would love to own your product but cannot afford it. When dealing with them, you must pay particular attention to which step in the sales process?

A Frito-Lay driver who covers a geographic route of grocery stores taking orders, restocking shelves, and removing products past the expiration date is classified as a field salesperson.

Closing, in which the salesperson asks the customer for a buying commitment, is the last step in the sales process.

Firms that market similar products throughout large areas often organize their sales forces:

An approach is a salesperson's initial contact with the customer.

Which of the following functions poses a great challenge to sales managers?

In the sales process, a person who not only needs a product, but has the resources and authority to purchase it, is a(n):

Which of the following statements is TRUE regarding sales promotion?

Marketing: the Art of Satisfying Customers

Strategic Planning in Contemporary Marketing

The Marketing Environment, Ethics, and Social Responsibility

E-Business: Managing the Customer Experience

Social Media: Living in the Connected World

Consumer Behavior

Business Markets and Buying Behavior

Global Marketing

Market Segmentation, Targeting, and Positioning

Marketing Research

Product and Branding Concepts

Developing and Managing Products

Pricing Concepts

Pricing Strategies

Distribution Channels and Supply Chain Management

Retailing and Direct Marketing

Integrated Marketing Communications

Creating A Marketing Plan

Financial Analysis In Marketing

Your Career In Marketing

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Exam 18: Personal Selling and Sales Promotion

What are the typical first and last steps in the personal selling process? ​

In the _____ stage of the sales process, a salesperson describes a product's features and relates them to the customer's needs.

The first step in the sales process is to:

Which of the following is true of personal selling?

Companies should create and enforce corporate cultures that reduce the opportunity for sales representatives to engage in unethical behavior.

_____ refers to a personal selling approach in which customers comes to the seller's place of business to buy products largely on their own initiative.

The effectiveness of a salesperson is measured entirely on the basis of the sales volume and profitability.

Kelly is a dentist who knows that her patients are more likely to take home pens inscribed with her name and phone number instead of an ordinary business card. The inscribed pens distributed by Kelly for her practice represent specialty advertising.

​You sell a leading brand of speedboat. Many visitors to your showroom are enthusiastic young adults who would love to own your product but cannot afford it. When dealing with them, you must pay particular attention to which step in the sales process?

A Frito-Lay driver who covers a geographic route of grocery stores taking orders, restocking shelves, and removing products past the expiration date is classified as a field salesperson.

Closing, in which the salesperson asks the customer for a buying commitment, is the last step in the sales process.

Firms that market similar products throughout large areas often organize their sales forces:

An approach is a salesperson's initial contact with the customer.

Which of the following functions poses a great challenge to sales managers?

In the sales process, a person who not only needs a product, but has the resources and authority to purchase it, is a(n):

Which of the following statements is TRUE regarding sales promotion?

Marketing: the Art of Satisfying Customers

Strategic Planning in Contemporary Marketing

The Marketing Environment, Ethics, and Social Responsibility

E-Business: Managing the Customer Experience

Social Media: Living in the Connected World

Consumer Behavior

Business Markets and Buying Behavior

Global Marketing

Market Segmentation, Targeting, and Positioning

Marketing Research

Product and Branding Concepts

Developing and Managing Products

Pricing Concepts

Pricing Strategies

Distribution Channels and Supply Chain Management

Retailing and Direct Marketing

Integrated Marketing Communications

Creating A Marketing Plan

Financial Analysis In Marketing

Your Career In Marketing

Filters

What are the typical first and last steps in the personal selling process?

You sell a leading brand of speedboat. Many visitors to your showroom are enthusiastic young adults who would love to own your product but cannot afford it. When dealing with them, you must pay particular attention to which step in the sales process?