Question 1

Listening and using problem-solving skills to meet customer needs is called advisory selling.

Accepted Answer

A) True 
 B)False

Question 2

Over-the-counter selling describes the kind of trading that takes place only in the financial securities market.

Accepted Answer

A) True 
 B)False

Question 3

Under what conditions does personal selling typically become a primary component of the firm's promotional mix?

Accepted Answer

a. When the firm's customers are geograp

Question 4

In the sales process, who is a person that not only needs a product, but also has the resources and authority to purchase it?

Accepted Answer

A)  qualified prospect 
B)  qualified candidate 
C)  potential customer 
D)  interested customer 
A)  qualified prospect 
B)  qualified candidate 
C)  potential customer 
D)  interested customer

Question 5

Sales promotions are long-term activities that need to work independently of advertising, publicity, and personal selling in order to be effective.

Accepted Answer

A) True 
 B)False

Question 6

What type of selling do pharmaceutical companies frequently use to market their product?

Accepted Answer

A)  missionary 
B)  consultant 
C)  creative 
D)  order processing 
A)  missionary 
B)  consultant 
C)  creative 
D)  order processing

Question 7

Emily spends much of her time assisting customers with the products her firm sells. While she doesn't sell the products directly, her efforts are considered vital to the company's sales effort. What is Emily engaging in?

Accepted Answer

A)  missionary selling 
B)  creative selling 
C)  team selling 
D)  publicity 
A)  missionary selling 
B)  creative selling 
C)  team selling 
D)  publicity

Question 8

A salesperson assigned to answer the telephone and take orders or answer customers' questions is involved in outbound telemarketing.

Accepted Answer

A) True 
 B)False

Question 9

Describe over-the-counter and field selling. Which is more expensive?

Accepted Answer

Over-the-counter selling is personal sel

Question 10

Network marketing is a type of field selling that takes place in customers' homes.

Accepted Answer

A) True 
 B)False

Question 11

Seth is a dentist and knows that his patients are more likely to take home pens inscribed with his name and phone number instead of an ordinary business card. The pen Seth chooses to purchase for his practice is an example of specialty advertising.

Accepted Answer

A) True 
 B)False

Question 12

Who holds the overall direction and control of the personal-selling effort?

Accepted Answer

A)  marketing managers 
B)  sales analysts 
C)  the customer 
D)  sales managers 
A)  marketing managers 
B)  sales analysts 
C)  the customer 
D)  sales managers

Question 13

When a prospect states to a salesperson that she already has a product that meets her needs and she is happy with her current brand, the prospect is expressing what is known as a buyer concern.

Accepted Answer

A) True 
 B)False

Question 14

Sales promotions go back well over 100 years in Canada.

Accepted Answer

A) True 
 B)False

Question 15

Which of the following can be classified as a creative approach to over-the-counter selling?

Accepted Answer

A)  clothing retailer Lululemon expanding the capabilities of the fitting rooms in its stores 
B)  Lululemon stores providing virtual gift cards to customers 
C)  Lululemon promising its online customers product delivery in five business days 
D)  Lululemon making its Web portal highly efficient to save its customers search time 
A)  clothing retailer Lululemon expanding the capabilities of the fitting rooms in its stores 
B)  Lululemon stores providing virtual gift cards to customers 
C)  Lululemon promising its online customers product delivery in five business days 
D)  Lululemon making its Web portal highly efficient to save its customers search time

Question 16

When is personal selling likely to be the primary component of a firm's promotional mix?

Accepted Answer

A)  when the firm markets inexpensive products that require no special handling 
B)  when the transactions frequently involve trade-ins 
C)  when the price of the products is relatively low 
D)  when the firm markets to a large number of customers in various locations 
A)  when the firm markets inexpensive products that require no special handling 
B)  when the transactions frequently involve trade-ins 
C)  when the price of the products is relatively low 
D)  when the firm markets to a large number of customers in various locations

Question 17

Identify and describe the three basic sales tasks.

Accepted Answer

a. Order processing entails identifying

Question 18

What is the sales promotion technique that rewards consumers with an item either for free or at reduced cost when they purchase another product called?

Accepted Answer

A)  sampling 
B)  prize 
C)  premium 
D)  specialty advertising 
A)  sampling 
B)  prize 
C)  premium 
D)  specialty advertising

Question 19

What can a sales promotion NOT do?

Accepted Answer

A)  encourage both trial and repeat purchase 
B)  increase usage rates 
C)  neutralize competition 
D)  overcome poor brand image 
A)  encourage both trial and repeat purchase 
B)  increase usage rates 
C)  neutralize competition 
D)  overcome poor brand image

Question 20

A major disadvantage of sampling is the high cost involved.

Accepted Answer

A) True 
 B)False

Listening and using problem-solving skills to meet customer needs is called advisory selling.

Over-the-counter selling describes the kind of trading that takes place only in the financial securities market.

Under what conditions does personal selling typically become a primary component of the firm's promotional mix?

In the sales process, who is a person that not only needs a product, but also has the resources and authority to purchase it?

Sales promotions are long-term activities that need to work independently of advertising, publicity, and personal selling in order to be effective.

What type of selling do pharmaceutical companies frequently use to market their product?

Emily spends much of her time assisting customers with the products her firm sells. While she doesn't sell the products directly, her efforts are considered vital to the company's sales effort. What is Emily engaging in?

A salesperson assigned to answer the telephone and take orders or answer customers' questions is involved in outbound telemarketing.

Describe over-the-counter and field selling. Which is more expensive?

Network marketing is a type of field selling that takes place in customers' homes.

Seth is a dentist and knows that his patients are more likely to take home pens inscribed with his name and phone number instead of an ordinary business card. The pen Seth chooses to purchase for his practice is an example of specialty advertising.

Who holds the overall direction and control of the personal-selling effort?

When a prospect states to a salesperson that she already has a product that meets her needs and she is happy with her current brand, the prospect is expressing what is known as a buyer concern.

Sales promotions go back well over 100 years in Canada.

Which of the following can be classified as a creative approach to over-the-counter selling?

When is personal selling likely to be the primary component of a firm's promotional mix?

Identify and describe the three basic sales tasks.

What is the sales promotion technique that rewards consumers with an item either for free or at reduced cost when they purchase another product called?

What can a sales promotion NOT do?

A major disadvantage of sampling is the high cost involved.

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

Listening and using problem-solving skills to meet customer needs is called advisory selling.

Over-the-counter selling describes the kind of trading that takes place only in the financial securities market.

Under what conditions does personal selling typically become a primary component of the firm's promotional mix?

In the sales process, who is a person that not only needs a product, but also has the resources and authority to purchase it?

Sales promotions are long-term activities that need to work independently of advertising, publicity, and personal selling in order to be effective.

What type of selling do pharmaceutical companies frequently use to market their product?

Emily spends much of her time assisting customers with the products her firm sells. While she doesn't sell the products directly, her efforts are considered vital to the company's sales effort. What is Emily engaging in?

A salesperson assigned to answer the telephone and take orders or answer customers' questions is involved in outbound telemarketing.

Describe over-the-counter and field selling. Which is more expensive?

Network marketing is a type of field selling that takes place in customers' homes.

Seth is a dentist and knows that his patients are more likely to take home pens inscribed with his name and phone number instead of an ordinary business card. The pen Seth chooses to purchase for his practice is an example of specialty advertising.

Who holds the overall direction and control of the personal-selling effort?

When a prospect states to a salesperson that she already has a product that meets her needs and she is happy with her current brand, the prospect is expressing what is known as a buyer concern.

Sales promotions go back well over 100 years in Canada.

Which of the following can be classified as a creative approach to over-the-counter selling?

When is personal selling likely to be the primary component of a firm's promotional mix?

Identify and describe the three basic sales tasks.

What is the sales promotion technique that rewards consumers with an item either for free or at reduced cost when they purchase another product called?

What can a sales promotion NOT do?

A major disadvantage of sampling is the high cost involved.

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