Question 1

What is sales promotion? What are the various factors that have contributed to the rapid growth of sales promotion in the consumer markets?

Accepted Answer

Sales promotions are short-term incentiv

Question 2

Conventions,trade shows,and sales contests are types of ________.

Accepted Answer

A) point-of-purchase promotions 
B) frequency marketing programs 
C) advertising specialties 
D) business promotions 
E) premiums 
A) point-of-purchase promotions 
B) frequency marketing programs 
C) advertising specialties 
D) business promotions 
E) premiums

Question 3

Vintage is one of the largest companies in the country.Vintage produces a vast range of goods which includes cars,cameras,home appliances,personal-care products,and food items.The company also competes vigorously in the services market as it runs hotels,hospitals,and schools.Vintage entered the real-estate industry in the last decade and proved to be successful in this field too.Which of the following would classify as a business promotion tool used by Vintage?

Accepted Answer

A) a free "well-woman" check up at Vintage clinics for any recent customer who purchased merchandise above $200 at Vintage retail stores 
B) a trade show depicting the new villas and condominiums that are being developed under the Well Homes project 
C) a sweepstakes program inviting customers to submit their names and gain a chance to win the new Vintage car, VTG 412 
D) a toaster being sold at half its list price for any consumer who buys a Vintage oven or food processor 
E) a display allowance for those retailers who feature the manufacturer's product 
A) a free "well-woman" check up at Vintage clinics for any recent customer who purchased merchandise above $200 at Vintage retail stores 
B) a trade show depicting the new villas and condominiums that are being developed under the Well Homes project 
C) a sweepstakes program inviting customers to submit their names and gain a chance to win the new Vintage car, VTG 412 
D) a toaster being sold at half its list price for any consumer who buys a Vintage oven or food processor 
E) a display allowance for those retailers who feature the manufacturer's product

Question 4

Which of the following is true of the territorial sales force structure?

Accepted Answer

A) Travel expenses are relatively smaller than product sales force structure. 
B) It is usually adopted if a company has numerous and complex products requiring technically skilled salespersons. 
C) Sales force specializes along different product lines in this sales force structure. 
D) Sales force is organized along customer or industry lines in this sales force structure. 
E) It handles the needs of individual large customers, rather than regular customers. 
A) Travel expenses are relatively smaller than product sales force structure. 
B) It is usually adopted if a company has numerous and complex products requiring technically skilled salespersons. 
C) Sales force specializes along different product lines in this sales force structure. 
D) Sales force is organized along customer or industry lines in this sales force structure. 
E) It handles the needs of individual large customers, rather than regular customers.

Question 5

Sales quota is a type of motivation technique.

Accepted Answer

A) True 
 B)False

Question 6

Commissions and bonuses are the variable amounts of compensation.

Accepted Answer

A) True 
 B)False

Question 7

A sweepstakes calls for consumers to submit their names for a drawing.

Accepted Answer

A) True 
 B)False

Question 8

One manner in which manufacturers gain more shelf space for their products is through allowances given to retailers.

Accepted Answer

A) True 
 B)False

Question 9

If a company assigns individual teams of salespeople to big retail customers,it is most likely to have a ________ sales force structure.

Accepted Answer

A) geographical 
B) product 
C) market 
D) territorial 
E) demographic 
A) geographical 
B) product 
C) market 
D) territorial 
E) demographic

Question 10

What is closing? What are the various closing techniques a salesperson can use?

Accepted Answer

Closing is the sales step in which a sal

Question 11

A ________ sales force structure combines several types of sales force organizations.

Accepted Answer

A) market 
B) simple 
C) product 
D) territorial 
E) complex 
A) market 
B) simple 
C) product 
D) territorial 
E) complex

Question 12

Salespeople write up their completed activities in the ________.

Accepted Answer

A) technical support reports 
B) expense reports 
C) investment returns reports 
D) call reports 
E) customer surveys 
A) technical support reports 
B) expense reports 
C) investment returns reports 
D) call reports 
E) customer surveys

Question 13

Vintage is one of the largest companies in the country.Vintage produces a vast range of goods which includes cars,cameras,home appliances,personal-care products,and food items.The company also competes vigorously in the services market as it runs hotels,hospitals,and schools.Vintage entered the real-estate industry in the last decade and proved to be successful in this field too.Which of the following would classify as a trade promotion tool used by Vintage?

Accepted Answer

A) free samples of a new line of frozen dinners called Vintage Meals 
B) twin packs of shampoo and conditioner sold through bundle pricing 
C) calendars for the new year being given free with Christmas decoration packages 
D) off-invoice offers for a new product being sold for the first three months 
E) a lucky draw contest whose winner will receive a coupon entitling him or her to a free stay at any one of their resorts 
A) free samples of a new line of frozen dinners called Vintage Meals 
B) twin packs of shampoo and conditioner sold through bundle pricing 
C) calendars for the new year being given free with Christmas decoration packages 
D) off-invoice offers for a new product being sold for the first three months 
E) a lucky draw contest whose winner will receive a coupon entitling him or her to a free stay at any one of their resorts

Question 14

Which of the following is true of the stage of presentation in the selling process?

Accepted Answer

A) It involves the act of cold calling in the absence of potential leads. 
B) It involves the final meeting with the customer to close the deal. 
C) It involves learning as much as possible about the organization and its buyers prior to the approach stage. 
D) It shows how the company's offer solves the customer's problem. 
E) It involves clarifying customer objections to buying with a positive approach. 
A) It involves the act of cold calling in the absence of potential leads. 
B) It involves the final meeting with the customer to close the deal. 
C) It involves learning as much as possible about the organization and its buyers prior to the approach stage. 
D) It shows how the company's offer solves the customer's problem. 
E) It involves clarifying customer objections to buying with a positive approach.

Question 15

Which of the following is the fixed amount in a salesperson's compensation?

Accepted Answer

A) bonus 
B) commission 
C) salary 
D) incentives 
E) profit sharing plan 
A) bonus 
B) commission 
C) salary 
D) incentives 
E) profit sharing plan

Question 16

Sales promotions targeted toward retailers and wholesalers are called business promotions.

Accepted Answer

A) True 
 B)False

Question 17

In which of the following promotional tools does the customer send proof of purchase to the manufacturer,which then refunds a part of the purchase price by mail?

Accepted Answer

A) rebates 
B) coupons 
C) samples 
D) premiums 
E) price packs 
A) rebates 
B) coupons 
C) samples 
D) premiums 
E) price packs

Question 18

________ is/are standards stating the amount salespersons should sell and how sales should be divided among the company's products.

Accepted Answer

A) Sales promotion 
B) Sales quota 
C) Display allowances 
D) Time-and-duty analysis 
E) Sales reports 
A) Sales promotion 
B) Sales quota 
C) Display allowances 
D) Time-and-duty analysis 
E) Sales reports

Question 19

"Buy one,get one free" is an example of ________.

Accepted Answer

A) price packs 
B) coupons 
C) rebates 
D) advertising specialties 
E) samples 
A) price packs 
B) coupons 
C) rebates 
D) advertising specialties 
E) samples

Question 20

Which of the following is an advantage of market sales force structure?

Accepted Answer

A) highest degree of product specialization 
B) close relationships with important customers 
C) lowest travel expenses 
D) minimal need for supervision of salespeople 
E) lowest compensation rates for salespeople 
A) highest degree of product specialization 
B) close relationships with important customers 
C) lowest travel expenses 
D) minimal need for supervision of salespeople 
E) lowest compensation rates for salespeople

What is sales promotion? What are the various factors that have contributed to the rapid growth of sales promotion in the consumer markets?

Conventions,trade shows,and sales contests are types of ________.

Which of the following is true of the territorial sales force structure?

Sales quota is a type of motivation technique.

Commissions and bonuses are the variable amounts of compensation.

A sweepstakes calls for consumers to submit their names for a drawing.

One manner in which manufacturers gain more shelf space for their products is through allowances given to retailers.

If a company assigns individual teams of salespeople to big retail customers,it is most likely to have a ________ sales force structure.

What is closing? What are the various closing techniques a salesperson can use?

A ________ sales force structure combines several types of sales force organizations.

Salespeople write up their completed activities in the ________.

Which of the following is true of the stage of presentation in the selling process?

Which of the following is the fixed amount in a salesperson's compensation?

Sales promotions targeted toward retailers and wholesalers are called business promotions.

In which of the following promotional tools does the customer send proof of purchase to the manufacturer,which then refunds a part of the purchase price by mail?

________ is/are standards stating the amount salespersons should sell and how sales should be divided among the company's products.

"Buy one,get one free" is an example of ________.

Which of the following is an advantage of market sales force structure?

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

Understanding Consumer and Business Buyer Behavior

Customer-Driven Marketing Strategy: Creating Value for Target Customers

Product,Services,and Brands: Building Customer Value

Developing New Products and Managing the Product Life Cycle

Pricing: Understanding and Capturing Customer Value

Marketing Channels Delivering Customer Value

Retailing and Wholesaling

Communicating Customer Value

Direct and Online Marketing: Building Direct Customer Relationships

The Global Marketplace

Sustainable Marketing: Social Responsibility and Ethics

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Exam 13: Personal Selling and Sales Promotion

What is sales promotion? What are the various factors that have contributed to the rapid growth of sales promotion in the consumer markets?

Conventions,trade shows,and sales contests are types of ________.

Which of the following is true of the territorial sales force structure?

Sales quota is a type of motivation technique.

Commissions and bonuses are the variable amounts of compensation.

A sweepstakes calls for consumers to submit their names for a drawing.

One manner in which manufacturers gain more shelf space for their products is through allowances given to retailers.

If a company assigns individual teams of salespeople to big retail customers,it is most likely to have a ________ sales force structure.

What is closing? What are the various closing techniques a salesperson can use?

A ________ sales force structure combines several types of sales force organizations.

Salespeople write up their completed activities in the ________.

Which of the following is true of the stage of presentation in the selling process?

Which of the following is the fixed amount in a salesperson's compensation?

Sales promotions targeted toward retailers and wholesalers are called business promotions.

In which of the following promotional tools does the customer send proof of purchase to the manufacturer,which then refunds a part of the purchase price by mail?

________ is/are standards stating the amount salespersons should sell and how sales should be divided among the company's products.

"Buy one,get one free" is an example of ________.

Which of the following is an advantage of market sales force structure?

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

Understanding Consumer and Business Buyer Behavior

Customer-Driven Marketing Strategy: Creating Value for Target Customers

Product,Services,and Brands: Building Customer Value

Developing New Products and Managing the Product Life Cycle

Pricing: Understanding and Capturing Customer Value

Marketing Channels Delivering Customer Value

Retailing and Wholesaling

Communicating Customer Value

Direct and Online Marketing: Building Direct Customer Relationships

The Global Marketplace

Sustainable Marketing: Social Responsibility and Ethics

Filters