Question 1

What is the most expensive sales method overall?

Accepted Answer

A)  over-the-counter sales because of the high overhead in retail operations 
B)  telemarketing because of the technology costs 
C)  telemarketing because of the high rejection rate from customers who avoid telemarketers 
D)  field selling, largely because of the travel costs of sales personnel 
A)  over-the-counter sales because of the high overhead in retail operations 
B)  telemarketing because of the technology costs 
C)  telemarketing because of the high rejection rate from customers who avoid telemarketers 
D)  field selling, largely because of the travel costs of sales personnel

Question 2

Which of the following is among the sales manager's greatest challenges?

Accepted Answer

A)  training 
B)  recruitment and selection 
C)  compensation 
D)  evaluation 
A)  training 
B)  recruitment and selection 
C)  compensation 
D)  evaluation

Question 3

Assessment centres enable managers to see what potential sales people can do by using situational exercises.

Accepted Answer

A) True 
 B)False

Question 4

Match each item to the statement or sentence listed below.
a.span of control
b.field selling
c.inside selling
d.order processing
e.virtual sales team
f.team selling
g.approach
h.creative selling
i.presentation
j.sales promotion
k.premium
l.coupon
m.network marketing
n.cold calling
o.expectancy theory
p.over-the-counter selling
q.missionary selling
r.relationship selling
s.peddlers
t.consultative selling
-Babylonians used the term "_____" to refer to the salesmen.

Accepted Answer

The answer of Match each item to the statement or...

Question 5

The personal-selling situation in which the salesperson identifies the customer's problems and proposes a solution in the form of goods or services is known as creative selling.

Accepted Answer

A) True 
 B)False

Question 6

Jamie works for a credit union. Whenever a new customer opens a chequing account, Jamie makes sure to mention some of the other financial services the credit union offers. What is Jamie engaged in?

Accepted Answer

A)  cross-selling 
B)  team selling 
C)  transaction selling 
D)  relationship selling 
A)  cross-selling 
B)  team selling 
C)  transaction selling 
D)  relationship selling

Question 7

When are sales promotions most effective?

Accepted Answer

A)  when there is no timeframe that needs to be considered 
B)  when they are used with other marketing strategies 
C)  when the product is new to the market 
D)  when there is a monetary reward or savings 
A)  when there is no timeframe that needs to be considered 
B)  when they are used with other marketing strategies 
C)  when the product is new to the market 
D)  when there is a monetary reward or savings

Question 8

What were sales promotion techniques originally intended as?

Accepted Answer

A)  integral parts of the marketing plan 
B)  replacements for other elements of the promotional mix 
C)  international promotions designed to replace advertising 
D)  short-term incentives to produce immediate buying 
A)  integral parts of the marketing plan 
B)  replacements for other elements of the promotional mix 
C)  international promotions designed to replace advertising 
D)  short-term incentives to produce immediate buying

Question 9

Providing information and technical assistance without any guarantee of future sales is part of the technical support function, not the missionary sales function.

Accepted Answer

A) True 
 B)False

Question 10

What is a characteristic of a corporate culture that encourages ethical behaviour?

Accepted Answer

A)  Salespeople focus on short-term or quick sales. 
B)  Management focuses only on sales and profits. 
C)  Open communication exists between employees and managers. 
D)  Management announces discounts on bulk sales to wholesalers. 
A)  Salespeople focus on short-term or quick sales. 
B)  Management focuses only on sales and profits. 
C)  Open communication exists between employees and managers. 
D)  Management announces discounts on bulk sales to wholesalers.

Question 11

Offering technical and operational assistance has become a significant part of missionary selling.

Accepted Answer

A) True 
 B)False

Question 12

Inside selling is another term for telemarketing.

Accepted Answer

A) True 
 B)False

Question 13

What skills do sales managers at higher organizational levels need?

Accepted Answer

A)  training 
B)  operational 
C)  managerial 
D)  technical 
A)  training 
B)  operational 
C)  managerial 
D)  technical

Question 14

A firm that assigns senior sales personnel to its largest customers is using a national accounts organizational structure

Accepted Answer

A) True 
 B)False

Question 15

Relationship selling focuses on building long-lasting relationships to increase future sales.

Accepted Answer

A) True 
 B)False

Question 16

Match each item to the statement or sentence listed below.
a.span of control
b.field selling
c.inside selling
d.order processing
e.virtual sales team
f.team selling
g.approach
h.creative selling
i.presentation
j.sales promotion
k.premium
l.coupon
m.network marketing
n.cold calling
o.expectancy theory
p.over-the-counter selling
q.missionary selling
r.relationship selling
s.peddlers
t.consultative selling
-states that motivation depends on an individual's expectations of his/her ability to perform a job and how that performance relates to attaining a desired award.

Accepted Answer

The answer of Match each item to the statement or...

Question 17

The criteria for sales evaluations have changed to include customer satisfaction, profit contribution, and customer retention as measures of success. What was this change motivated by?

Accepted Answer

A)  complaints from upper-level management about the cost of commission-based compensation programs 
B)  difficulty recruiting competent employees because of the variability of sales personnel's compensation 
C)  reluctance to encourage sales personnel to develop new accounts 
D)  an increasingly long-term orientation that focuses on building customer relationships 
A)  complaints from upper-level management about the cost of commission-based compensation programs 
B)  difficulty recruiting competent employees because of the variability of sales personnel's compensation 
C)  reluctance to encourage sales personnel to develop new accounts 
D)  an increasingly long-term orientation that focuses on building customer relationships

Question 18

Match each item to the statement or sentence listed below.
a.span of control
b.field selling
c.inside selling
d.order processing
e.virtual sales team
f.team selling
g.approach
h.creative selling
i.presentation
j.sales promotion
k.premium
l.coupon
m.network marketing
n.cold calling
o.expectancy theory
p.over-the-counter selling
q.missionary selling
r.relationship selling
s.peddlers
t.consultative selling
-A(n) _____ is a salesperson's initial contact with the prospective customer.

Accepted Answer

The answer of Match each item to the statement or...

Question 19

What concept explains that motivation depends on the expectations people have of their ability to perform a job, and how performance relates to attaining rewards they desire?

Accepted Answer

A)  marketing theory 
B)  Maslow's hierarchy of needs theory 
C)  performance theory 
D)  expectancy theory 
A)  marketing theory 
B)  Maslow's hierarchy of needs theory 
C)  performance theory 
D)  expectancy theory

Question 20

Phoning or visiting a customer without a prior appointment and making a sales presentation on the spot is referred to as cold-call selling.

Accepted Answer

A) True 
 B)False

What is the most expensive sales method overall?

Which of the following is among the sales manager's greatest challenges?

Assessment centres enable managers to see what potential sales people can do by using situational exercises.

The personal-selling situation in which the salesperson identifies the customer's problems and proposes a solution in the form of goods or services is known as creative selling.

Jamie works for a credit union. Whenever a new customer opens a chequing account, Jamie makes sure to mention some of the other financial services the credit union offers. What is Jamie engaged in?

When are sales promotions most effective?

What were sales promotion techniques originally intended as?

Providing information and technical assistance without any guarantee of future sales is part of the technical support function, not the missionary sales function.

What is a characteristic of a corporate culture that encourages ethical behaviour?

Offering technical and operational assistance has become a significant part of missionary selling.

Inside selling is another term for telemarketing.

What skills do sales managers at higher organizational levels need?

A firm that assigns senior sales personnel to its largest customers is using a national accounts organizational structure

Relationship selling focuses on building long-lasting relationships to increase future sales.

The criteria for sales evaluations have changed to include customer satisfaction, profit contribution, and customer retention as measures of success. What was this change motivated by?

What concept explains that motivation depends on the expectations people have of their ability to perform a job, and how performance relates to attaining rewards they desire?

Phoning or visiting a customer without a prior appointment and making a sales presentation on the spot is referred to as cold-call selling.

Marketing: the Art and Science of Satisfying Customers

Strategic Planning in Contemporary Marketing

The Marketing Environment, Ethics, and Social Responsibility

Digital Marketing and Social Media: Living in the Connected World

Consumer Behaviour

Business-To-Business B2b Marketing

Serving Global Markets

Marketing Research, Decision Support Systems, and Sales Forecasting

Marketing Segmentation, Targeting, and Positioning

Product and Service Strategies

Developing and Managing Brand and Product Strategies

Marketing Channels and Supply Chain Management

Retailers, Wholesalers, and Direct Marketers

Integrated Marketing Communications, Advertising, and Digital Communications

Pricing Concepts and Strategies

Relationship Marketing and Customer Relationship Management CRM

Filters

Exam 15: Personal Selling and Sales Promotion

What is the most expensive sales method overall?

Which of the following is among the sales manager's greatest challenges?

Assessment centres enable managers to see what potential sales people can do by using situational exercises.

The personal-selling situation in which the salesperson identifies the customer's problems and proposes a solution in the form of goods or services is known as creative selling.

Jamie works for a credit union. Whenever a new customer opens a chequing account, Jamie makes sure to mention some of the other financial services the credit union offers. What is Jamie engaged in?

When are sales promotions most effective?

What were sales promotion techniques originally intended as?

Providing information and technical assistance without any guarantee of future sales is part of the technical support function, not the missionary sales function.

What is a characteristic of a corporate culture that encourages ethical behaviour?

Offering technical and operational assistance has become a significant part of missionary selling.

Inside selling is another term for telemarketing.

What skills do sales managers at higher organizational levels need?

A firm that assigns senior sales personnel to its largest customers is using a national accounts organizational structure

Relationship selling focuses on building long-lasting relationships to increase future sales.

The criteria for sales evaluations have changed to include customer satisfaction, profit contribution, and customer retention as measures of success. What was this change motivated by?

What concept explains that motivation depends on the expectations people have of their ability to perform a job, and how performance relates to attaining rewards they desire?

Phoning or visiting a customer without a prior appointment and making a sales presentation on the spot is referred to as cold-call selling.

Marketing: the Art and Science of Satisfying Customers

Strategic Planning in Contemporary Marketing

The Marketing Environment, Ethics, and Social Responsibility

Digital Marketing and Social Media: Living in the Connected World

Consumer Behaviour

Business-To-Business B2b Marketing

Serving Global Markets

Marketing Research, Decision Support Systems, and Sales Forecasting

Marketing Segmentation, Targeting, and Positioning

Product and Service Strategies

Developing and Managing Brand and Product Strategies

Marketing Channels and Supply Chain Management

Retailers, Wholesalers, and Direct Marketers

Integrated Marketing Communications, Advertising, and Digital Communications

Pricing Concepts and Strategies

Relationship Marketing and Customer Relationship Management CRM

Filters