Question 1

Every sales promotion tool is designed to give immediacy and encourage purchase of a product or service.

Accepted Answer

A) True 
 B)False

Question 2

Advertising signs that hang off retail shelves announcing special deals or incentives are known as:

Accepted Answer

A)  promotional sticks. 
B)  gondolas. 
C)  wobblers and danglers. 
D)  tremblers and shakers. 
E)  none of the above 
A)  promotional sticks. 
B)  gondolas. 
C)  wobblers and danglers. 
D)  tremblers and shakers. 
E)  none of the above

Question 3

In today's competitive market, personal selling should only be transaction oriented, that is, to help marketers close a specific sale with a customer.

Accepted Answer

A) True 
 B)False

Question 4

The workload approach to computing salesforce size requires the firm to divide the total number of required annual sales calls by the average number of sales calls each salesperson should make.

Accepted Answer

A) True 
 B)False

Question 5

Premium offers take the form of pens, key rings and other novelty items that are given out freely to consumers either in- store or at special events such as sporting events.

Accepted Answer

A) True 
 B)False

Question 6

A sales representative's annual________ outlines when to call on prospects or customers and which other activities to carry out.

Accepted Answer

A)  workload plan 
B)  territory marketing plan 
C)  work plan 
D)  activity plan 
E)  call plan 
A)  workload plan 
B)  territory marketing plan 
C)  work plan 
D)  activity plan 
E)  call plan

Question 7

The last step in the selling process is:

Accepted Answer

A)  follow- up. 
B)  presentation. 
C)  handling objections. 
D)  closing. 
E)  none of the above 
A)  follow- up. 
B)  presentation. 
C)  handling objections. 
D)  closing. 
E)  none of the above

Question 8

During the approach stage of the selling process, the salesperson should learn as much as possible about a potential customer.

Accepted Answer

A) True 
 B)False

Question 9

Kellogg's is using a sales promotion campaign for its Special K breakfast cereals. The promotion involves coupons in magazines aimed at working mothers, offering refund offers for multiple purchases, and mailing samples to homes in selected postcodes. All of these methods that Kellogg's is using are types of:

Accepted Answer

A)  trade promotions. 
B)  intermediary promotional activities. 
C)  consumer promotions. 
D)  functional promotions. 
E)  public relations activities. 
A)  trade promotions. 
B)  intermediary promotional activities. 
C)  consumer promotions. 
D)  functional promotions. 
E)  public relations activities.

Question 10

Firms which sell to widely dispersed customers can greatly reduce travel expenses by adopting the customer salesforce structure.

Accepted Answer

A) True 
 B)False

Question 11

Ryan Cooper sells classified ads for a trade- newspaper targeted at plastic manufacturers around the world. When he searches for new companies who might be interested in buying ads in his newspaper, he is:

Accepted Answer

A)  prospecting. 
B)  allocating. 
C)  targeting. 
D)  information bartering. 
E)  servicing. 
A)  prospecting. 
B)  allocating. 
C)  targeting. 
D)  information bartering. 
E)  servicing.

Question 12

The emphasis is upon the identification of potential customers in the stage of the selling process known as:

Accepted Answer

A)  preapproach. 
B)  approach. 
C)  presentation and demonstration. 
D)  prospecting. 
E)  none of the above 
A)  preapproach. 
B)  approach. 
C)  presentation and demonstration. 
D)  prospecting. 
E)  none of the above

Question 13

Action Products Company sells a deep product line to a widely- based customer group. Which salesforce structure should Action Products use?

Accepted Answer

A)  territorial and product salesforce structure 
B)  customer salesforce structure 
C)  product salesforce structure 
D)  territorial salesforce structure 
E)  none of the above 
A)  territorial and product salesforce structure 
B)  customer salesforce structure 
C)  product salesforce structure 
D)  territorial salesforce structure 
E)  none of the above

Question 14

Gippsland Electronics sells over 30 different types of high- tech machines. Since Gippsland Electronics uses a _________ salesforce structure, each salesperson has specialised knowledge. One knows about the company's extrusion machines. Another is an expert on its routers and trimming equipment. Still another is an expert on its thermoformers.

Accepted Answer

A)  network 
B)  territorial 
C)  product 
D)  market 
E)  matrix 
A)  network 
B)  territorial 
C)  product 
D)  market 
E)  matrix

Question 15

Firms which utilise the product salesforce structure may encounter problems if the same customers buy most of the firm's products.

Accepted Answer

A) True 
 B)False

Question 16

Firms which sell similar products to both industrial and consumer markets are likely to employ a customer salesforce structure.

Accepted Answer

A) True 
 B)False

Question 17

Many marketers argue that the heavy use of sales promotion is a symptom of decreasing brand loyalty, increasing consumer price sensitivity, a focus on short- run marketing planning, and an erosion of
brand- quality image, not the cause of these ills. They point to more basic causes, such as slower population growth, more educated consumers, industry over- capacity, the decreasing effectiveness of advertising, the increase in retailer power, and the emphasis by companies on short- run profits. Set out your position on this vexing question.

Accepted Answer

There is no easy answer to this question

Question 18

A growing trend for many companies is to use a group of people from sales, marketing, engineering, finance, technical support, and even upper management to service large, complex accounts. This approach is called  ________.

Accepted Answer

A)  department selling 
B)  management- controlled selling 
C)  multiple selling 
D)  simultaneous selling 
E)  team selling 
A)  department selling 
B)  management- controlled selling 
C)  multiple selling 
D)  simultaneous selling 
E)  team selling

Question 19

Once a salesperson has identified a hot prospect, she is now ready to enter the ________ stage of the personal selling process.

Accepted Answer

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

Question 20

A premium offer is BEST described as:

Accepted Answer

A)  a high quality version of an established product or brand offered for sale via preferred dealers. 
B)  a high quality version of an established product or brand offered for sale for a short period of time. 
C)  a product offered for sale at greatly reduced prices as an incentive to buy. 
D)  a product produced in a limited production run and offered for sale in unusual packaging or with some other feature designed to enhance the value. 
E)  none of the above 
A)  a high quality version of an established product or brand offered for sale via preferred dealers. 
B)  a high quality version of an established product or brand offered for sale for a short period of time. 
C)  a product offered for sale at greatly reduced prices as an incentive to buy. 
D)  a product produced in a limited production run and offered for sale in unusual packaging or with some other feature designed to enhance the value. 
E)  none of the above

Every sales promotion tool is designed to give immediacy and encourage purchase of a product or service.

Advertising signs that hang off retail shelves announcing special deals or incentives are known as:

In today's competitive market, personal selling should only be transaction oriented, that is, to help marketers close a specific sale with a customer.

The workload approach to computing salesforce size requires the firm to divide the total number of required annual sales calls by the average number of sales calls each salesperson should make.

Premium offers take the form of pens, key rings and other novelty items that are given out freely to consumers either in- store or at special events such as sporting events.

A sales representative's annual________ outlines when to call on prospects or customers and which other activities to carry out.

The last step in the selling process is:

During the approach stage of the selling process, the salesperson should learn as much as possible about a potential customer.

Firms which sell to widely dispersed customers can greatly reduce travel expenses by adopting the customer salesforce structure.

Ryan Cooper sells classified ads for a trade- newspaper targeted at plastic manufacturers around the world. When he searches for new companies who might be interested in buying ads in his newspaper, he is:

The emphasis is upon the identification of potential customers in the stage of the selling process known as:

Action Products Company sells a deep product line to a widely- based customer group. Which salesforce structure should Action Products use?

Firms which utilise the product salesforce structure may encounter problems if the same customers buy most of the firm's products.

Firms which sell similar products to both industrial and consumer markets are likely to employ a customer salesforce structure.

A growing trend for many companies is to use a group of people from sales, marketing, engineering, finance, technical support, and even upper management to service large, complex accounts. This approach is called ________.

Once a salesperson has identified a hot prospect, she is now ready to enter the ________ stage of the personal selling process.

A premium offer is BEST described as:

Marketing: Creating Superior Customer Value

Marketing: Delivering and Capturing Value

Strategic Planning and Marketing

Marketing Strategies for Competitive Advantage

The Global Marketing Environment

Information Management and Marketing Research

Consumer Behaviour

Business-To-Business Behaviour

Market Segmentation, Targeting and Positioning

Products and Services Marketing

New Products

Pricing for Value

Marketing Channels and Logistics Networks

Retailing and Wholesaling

Advertising and Public Relations

Direct and Online Marketing

Tapping Into Markets Across the Globe

Responsible Marketing

Filters

Exam 16: Sales Promotion and Selling

Every sales promotion tool is designed to give immediacy and encourage purchase of a product or service.

Advertising signs that hang off retail shelves announcing special deals or incentives are known as:

In today's competitive market, personal selling should only be transaction oriented, that is, to help marketers close a specific sale with a customer.

The workload approach to computing salesforce size requires the firm to divide the total number of required annual sales calls by the average number of sales calls each salesperson should make.

Premium offers take the form of pens, key rings and other novelty items that are given out freely to consumers either in- store or at special events such as sporting events.

A sales representative's annual________ outlines when to call on prospects or customers and which other activities to carry out.

The last step in the selling process is:

During the approach stage of the selling process, the salesperson should learn as much as possible about a potential customer.

Firms which sell to widely dispersed customers can greatly reduce travel expenses by adopting the customer salesforce structure.

Ryan Cooper sells classified ads for a trade- newspaper targeted at plastic manufacturers around the world. When he searches for new companies who might be interested in buying ads in his newspaper, he is:

The emphasis is upon the identification of potential customers in the stage of the selling process known as:

Action Products Company sells a deep product line to a widely- based customer group. Which salesforce structure should Action Products use?

Firms which utilise the product salesforce structure may encounter problems if the same customers buy most of the firm's products.

Firms which sell similar products to both industrial and consumer markets are likely to employ a customer salesforce structure.

A growing trend for many companies is to use a group of people from sales, marketing, engineering, finance, technical support, and even upper management to service large, complex accounts. This approach is called ________.

Once a salesperson has identified a hot prospect, she is now ready to enter the ________ stage of the personal selling process.

A premium offer is BEST described as:

Marketing: Creating Superior Customer Value

Marketing: Delivering and Capturing Value

Strategic Planning and Marketing

Marketing Strategies for Competitive Advantage

The Global Marketing Environment

Information Management and Marketing Research

Consumer Behaviour

Business-To-Business Behaviour

Market Segmentation, Targeting and Positioning

Products and Services Marketing

New Products

Pricing for Value

Marketing Channels and Logistics Networks

Retailing and Wholesaling

Advertising and Public Relations

Direct and Online Marketing

Tapping Into Markets Across the Globe

Responsible Marketing

Filters