Question 1

The salesperson should greet the customer and then open with some key questions or the showing of a sample during the approach stage of the selling process.

Accepted Answer

A) True 
 B)False

Question 2

Promotional products carrying a manufacturer brand name and often in the form of key rings, pens, memory sticks and novelty items and distributed freely at events, in store and to trade dealers are known as:

Accepted Answer

A)  freebies. 
B)  point- of- purchase promotional items. 
C)  incentives. 
D)  patronage gifts. 
E)  advertising specialities. 
A)  freebies. 
B)  point- of- purchase promotional items. 
C)  incentives. 
D)  patronage gifts. 
E)  advertising specialities.

Question 3

B2B sales contests, used as incentives for a firm's salesforce, work best when:

Accepted Answer

A)  the contest is tied to challenging objectives designed to win new business. 
B)  members of the sales team participating in the contest are competitive by nature. 
C)  the prize is valuable. 
D)  the contest is tied to precise, measurableand achievable sales objectives. 
E)  all of the above 
A)  the contest is tied to challenging objectives designed to win new business. 
B)  members of the sales team participating in the contest are competitive by nature. 
C)  the prize is valuable. 
D)  the contest is tied to precise, measurableand achievable sales objectives. 
E)  all of the above

Question 4

The sales manager at Bendigo Property Inc. requires her salespeople to submit a _________ so she can compare what they intended to do with what they actually got accomplished. It also allows her to contact them during the day if a need should arise.

Accepted Answer

A)  salesperson's work plan 
B)  call report 
C)  territory marketing plan 
D)  workload plan 
E)  route management form 
A)  salesperson's work plan 
B)  call report 
C)  territory marketing plan 
D)  workload plan 
E)  route management form

Question 5

Every week the sales manager for Hokianga Tools prepares a report in which he outlines the standards expected of salespeople, how much they should sell and how the sales should be divided among the company's products. These standards are known as:

Accepted Answer

A)  call reports. 
B)  territory evaluations. 
C)  a workload synopsis. 
D)  sales quotas. 
E)  work plans. 
A)  call reports. 
B)  territory evaluations. 
C)  a workload synopsis. 
D)  sales quotas. 
E)  work plans.

Question 6

A firm that wants to encourage trial, reward loyal customers, or increase the repurchase rate of occasional users would be best served by:

Accepted Answer

A)  sales promotion. 
B)  an unbiased public relations article. 
C)  personal selling. 
D)  advertising. 
E)  direct marketing. 
A)  sales promotion. 
B)  an unbiased public relations article. 
C)  personal selling. 
D)  advertising. 
E)  direct marketing.

Question 7

Australian supermarkets are reluctant to redeem coupons on behalf of a manufacturer, but this can be done via direct mail.

Accepted Answer

A) True 
 B)False

Question 8

Most analysts believe that sales promotion activities build long- term consumer preference and loyalty, as does advertising.

Accepted Answer

A) True 
 B)False

The salesperson should greet the customer and then open with some key questions or the showing of a sample during the approach stage of the selling process.

Promotional products carrying a manufacturer brand name and often in the form of key rings, pens, memory sticks and novelty items and distributed freely at events, in store and to trade dealers are known as:

B2B sales contests, used as incentives for a firm's salesforce, work best when:

The sales manager at Bendigo Property Inc. requires her salespeople to submit a _________ so she can compare what they intended to do with what they actually got accomplished. It also allows her to contact them during the day if a need should arise.

Every week the sales manager for Hokianga Tools prepares a report in which he outlines the standards expected of salespeople, how much they should sell and how the sales should be divided among the company's products. These standards are known as:

A firm that wants to encourage trial, reward loyal customers, or increase the repurchase rate of occasional users would be best served by:

Australian supermarkets are reluctant to redeem coupons on behalf of a manufacturer, but this can be done via direct mail.

Most analysts believe that sales promotion activities build long- term consumer preference and loyalty, as does advertising.

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

The salesperson should greet the customer and then open with some key questions or the showing of a sample during the approach stage of the selling process.

Promotional products carrying a manufacturer brand name and often in the form of key rings, pens, memory sticks and novelty items and distributed freely at events, in store and to trade dealers are known as:

B2B sales contests, used as incentives for a firm's salesforce, work best when:

The sales manager at Bendigo Property Inc. requires her salespeople to submit a _________ so she can compare what they intended to do with what they actually got accomplished. It also allows her to contact them during the day if a need should arise.

Every week the sales manager for Hokianga Tools prepares a report in which he outlines the standards expected of salespeople, how much they should sell and how the sales should be divided among the company's products. These standards are known as:

A firm that wants to encourage trial, reward loyal customers, or increase the repurchase rate of occasional users would be best served by:

Australian supermarkets are reluctant to redeem coupons on behalf of a manufacturer, but this can be done via direct mail.

Most analysts believe that sales promotion activities build long- term consumer preference and loyalty, as does advertising.

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