Question 1

Precall planning involves making unsolicited sales calls on randomly selected prospects.

Accepted Answer

A) True 
 B)False

Question 2

_____ is a personal selling function that involves identifying potential customers.

Accepted Answer

A)  Screening 
B)  Prospecting 
C)  Approaching 
D)  Processing 
A)  Screening 
B)  Prospecting 
C)  Approaching 
D)  Processing

Question 3

Which of the following is a principal method used in sales training?

Accepted Answer

A)  In-house classes 
B)  Application screening 
C)  Aptitude tests 
D)  Assessment center 
A)  In-house classes 
B)  Application screening 
C)  Aptitude tests 
D)  Assessment center

Question 4

Bailee recently joined a direct sales company as an independent contractor and earns 20% on product sales. She's excited about the opportunity to earn additional income by using social media to market her products to friends. Recently, she was a top 10 producer and sold $1000 in product which translates to an extra $200 in income for Bailee. The type of compensation Bailee receives from the company is called:

Accepted Answer

A)  commission. 
B)  salary. 
C)  quota. 
D)  incentive. 
A)  commission. 
B)  salary. 
C)  quota. 
D)  incentive.

Question 5

Bits Inc., a manufacturer of server processors, sends out its trained salespeople to inform prospective and existing customers about its latest range of processors and provide demonstrations. The promotional effort adopted by this company is an example of:

Accepted Answer

A)  push-cash selling. 
B)  field selling. 
C)  networking. 
D)  over-the-counter selling. 
A)  push-cash selling. 
B)  field selling. 
C)  networking. 
D)  over-the-counter selling.

Question 6

Sales promotions encourage immediate action as they impose limited time frames.

Accepted Answer

A) True 
 B)False

Question 7

Taking steps to determine that a potential customer has the need, financial capability, and authority to make a purchase is called canvassing.

Accepted Answer

A) True 
 B)False

Question 8

An important advantage of personal selling is that it gives the customer the opportunity to try a product before making a purchase.

Accepted Answer

A) True 
 B)False

Question 9

What are the basic functions of a sales manager?

Accepted Answer

A sales manager performs seven

Question 10

In the _____ stage of the sales process, the salesperson contacts the potential customer for the first time.

Accepted Answer

A)  precall planning 
B)  prospecting 
C)  approach 
D)  qualifying 
A)  precall planning 
B)  prospecting 
C)  approach 
D)  qualifying

Question 11

Which of the following is the most important reason for manufacturers to use sales promotion?

Accepted Answer

A)  To appeal to marketing intermediaries than final consumers 
B)  To offer extra incentives to customers to buy products 
C)  To overcome poor brand images and product deficiencies 
D)  To create awareness of their products among consumers 
A)  To appeal to marketing intermediaries than final consumers 
B)  To offer extra incentives to customers to buy products 
C)  To overcome poor brand images and product deficiencies 
D)  To create awareness of their products among consumers

Question 12

Brandi is an account executive with Wirtz Beverage, a wine and spirits distributor with an extensive catalog of brands. She typically meets with restaurants, bars, and hotels to market her products and assists customers in developing their beverage menu to generate sales revenue and meet customer's needs. Recently, she had the opportunity to offer customers a great deal - if they ordered 5 cases of wine (assorted brands), they could receive the 6th case at 50% off retail. Wirtz Beverage offered this promotion in order to reduce warehouse inventory and shift inventory from their warehouses to the customer's business location. This is an example of a(n):

Accepted Answer

A)  trade allowance. 
B)  specialty advertising. 
C)  sweepstake. 
D)  coupon. 
A)  trade allowance. 
B)  specialty advertising. 
C)  sweepstake. 
D)  coupon.

Question 13

To be identified as a qualified prospect, a customer must meet certain criteria including having the resources and the authority to make purchase decisions.

Accepted Answer

A) True 
 B)False

Question 14

Phyllis graduated with a degree in chemistry and started her career as a laboratory scientist with Dow Chemical. While at Dow, she met a sales representative from PPG Industries who suggested she might enjoy an opportunity to work directly with customers and assist them by answering product questions, making recommendations about new products and serving as an assistant to the field sales team. Phyllis applied for the position and is now working at PPG. She enjoys the opportunity to use her technical skills to assist customers and doesn't mind being on the phone or answering e-mails from customers. What type of sales channel is Phyllis working in?

Accepted Answer

A)  Inside selling 
B)  Telemarketing 
C)  Field selling 
D)  Over-the-counter selling 
A)  Inside selling 
B)  Telemarketing 
C)  Field selling 
D)  Over-the-counter selling

Question 15

A straight salary plan could reduce the incentive to find new markets and land new accounts.

Accepted Answer

A) True 
 B)False

Question 16

After determining that a prospective customer is a good candidate to actually make a purchase, the salesperson will want to gather as much information about the customer as possible. This step in the sales process is known as:

Accepted Answer

A)  presales research. 
B)  prospecting. 
C)  precall planning. 
D)  qualifying. 
A)  presales research. 
B)  prospecting. 
C)  precall planning. 
D)  qualifying.

Question 17

A customer shopping at Sports Authority for new running gear is assisted by a salesperson in the shoe department. This is an example of inside selling.

Accepted Answer

A) True 
 B)False

Question 18

Your clients don't need to be sold a product - they have already subscribed to your expensive premium service. But they do need to be able to call on you when they have a problem with the service or when they require special consideration. You provide technical support, solve problems, and make sure the customer is included in special events that your company sponsors. You also make certain that everyone who is a premium subscriber is sent an annual gift, compliments of your company. Because you don't meet your customers face-to-face, you sometimes call yourself an electronic concierge! What kind of sales are you involved in? ​

Accepted Answer

A)  Inbound telemarketing 
B)  Field selling 
C)  Over-the-counter selling 
D)  Inside selling 
E)  Network selling 
A)  Inbound telemarketing 
B)  Field selling 
C)  Over-the-counter selling 
D)  Inside selling 
E)  Network selling

Question 19

One important advantage of personal selling over most advertising is:

Accepted Answer

A)  the cost factor; personal selling is much cheaper. 
B)  the ability to actually demonstrate the good or service. 
C)  the minimal dependence on technology. 
D)  the low requirement for skilled salespeople. 
A)  the cost factor; personal selling is much cheaper. 
B)  the ability to actually demonstrate the good or service. 
C)  the minimal dependence on technology. 
D)  the low requirement for skilled salespeople.

Question 20

Which type of sales promotion is intended to capture the impulse purchase?

Accepted Answer

A)  Trade allowances 
B)  Trade shows 
C)  Point-of-purchase displays 
D)  Push money 
A)  Trade allowances 
B)  Trade shows 
C)  Point-of-purchase displays 
D)  Push money

Precall planning involves making unsolicited sales calls on randomly selected prospects.

_____ is a personal selling function that involves identifying potential customers.

Which of the following is a principal method used in sales training?

Bits Inc., a manufacturer of server processors, sends out its trained salespeople to inform prospective and existing customers about its latest range of processors and provide demonstrations. The promotional effort adopted by this company is an example of:

Sales promotions encourage immediate action as they impose limited time frames.

Taking steps to determine that a potential customer has the need, financial capability, and authority to make a purchase is called canvassing.

An important advantage of personal selling is that it gives the customer the opportunity to try a product before making a purchase.

What are the basic functions of a sales manager?

In the _____ stage of the sales process, the salesperson contacts the potential customer for the first time.

Which of the following is the most important reason for manufacturers to use sales promotion?

To be identified as a qualified prospect, a customer must meet certain criteria including having the resources and the authority to make purchase decisions.

A straight salary plan could reduce the incentive to find new markets and land new accounts.

After determining that a prospective customer is a good candidate to actually make a purchase, the salesperson will want to gather as much information about the customer as possible. This step in the sales process is known as:

A customer shopping at Sports Authority for new running gear is assisted by a salesperson in the shoe department. This is an example of inside selling.

One important advantage of personal selling over most advertising is:

Which type of sales promotion is intended to capture the impulse purchase?

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

Exam 18: Personal Selling and Sales Promotion

Precall planning involves making unsolicited sales calls on randomly selected prospects.

_____ is a personal selling function that involves identifying potential customers.

Which of the following is a principal method used in sales training?

Bits Inc., a manufacturer of server processors, sends out its trained salespeople to inform prospective and existing customers about its latest range of processors and provide demonstrations. The promotional effort adopted by this company is an example of:

Sales promotions encourage immediate action as they impose limited time frames.

Taking steps to determine that a potential customer has the need, financial capability, and authority to make a purchase is called canvassing.

An important advantage of personal selling is that it gives the customer the opportunity to try a product before making a purchase.

What are the basic functions of a sales manager?

In the _____ stage of the sales process, the salesperson contacts the potential customer for the first time.

Which of the following is the most important reason for manufacturers to use sales promotion?

To be identified as a qualified prospect, a customer must meet certain criteria including having the resources and the authority to make purchase decisions.

A straight salary plan could reduce the incentive to find new markets and land new accounts.

After determining that a prospective customer is a good candidate to actually make a purchase, the salesperson will want to gather as much information about the customer as possible. This step in the sales process is known as:

A customer shopping at Sports Authority for new running gear is assisted by a salesperson in the shoe department. This is an example of inside selling.

One important advantage of personal selling over most advertising is:

Which type of sales promotion is intended to capture the impulse purchase?

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