Question 1

Digital coupons are the slowest growing coupon segment because consumers are concerned about privacy issues and spamming.

Accepted Answer

A) True 
 B)False

Question 2

A compensation plan with a larger base-salary component and a smaller commission component is most effective for driving salespersons to acquire new businesses.

Accepted Answer

A) True 
 B)False

Question 3

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

Accepted Answer

A)  Time-and-duty analyses 
B)  Sales promotions 
C)  Sales reports 
D)  Sales quotas 
E)  Display allowances 
A)  Time-and-duty analyses 
B)  Sales promotions 
C)  Sales reports 
D)  Sales quotas 
E)  Display allowances

Question 4

Rug Designs Inc., a manufacturer of large area rugs, markets its products throughout Canada using a network of regional sales offices. They are using a sales force structure.

Accepted Answer

A)  customer 
B)  market 
C)  territorial 
D)  regional 
E)  product 
A)  customer 
B)  market 
C)  territorial 
D)  regional 
E)  product

Question 5

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

Accepted Answer

A)  premium 
B)  rebate 
C)  sample 
D)  coupon 
E)  price pack 
A)  premium 
B)  rebate 
C)  sample 
D)  coupon 
E)  price pack

Question 6

Great salespeople possess intrinsic motivation, a disciplined work style, the ability to close a sale and most importantly, the ability to build relationships with customers.

Accepted Answer

A) True 
 B)False

Question 7

Which of the following statements is true of consumer promotions?

Accepted Answer

A)  They include the use of conventions and trade shows. 
B)  They include a wide range of tools like samples, coupons, and refunds. 
C)  Their primary objective is to persuade resellers to carry a brand. 
D)  They include the use of display allowances. 
E)  They are primarily used to generate business leads and reward customers. 
A)  They include the use of conventions and trade shows. 
B)  They include a wide range of tools like samples, coupons, and refunds. 
C)  Their primary objective is to persuade resellers to carry a brand. 
D)  They include the use of display allowances. 
E)  They are primarily used to generate business leads and reward customers.

Question 8

Which of the following examples represents a product sales force structure?

Accepted Answer

A)  Verra Designers operates from its landmark store in Montreal and customers from all over the world come to this store to buy original merchandise at steep prices. 
B)  AmWeb produces an expensive brand of herbal cosmetics called "Green You" that are sold in select boutiques and beauty parlors by selling teams assigned to serve small groups of key customers. 
C)  Carlton Computers sells its range of highly specialized computers through special teams, each of which has received training in the configuration, uses, and USPs of a single model in the range. 
D)  Nutters Inc., producers of cookies and other baked goods, markets its products throughout the country through a network of area and regional sales officers. 
E)  Venson's produces frozen dinners at its factory in Quebec, and it sells them across the country through a network of sales representatives organized into regional and territorial tiers. 
A)  Verra Designers operates from its landmark store in Montreal and customers from all over the world come to this store to buy original merchandise at steep prices. 
B)  AmWeb produces an expensive brand of herbal cosmetics called "Green You" that are sold in select boutiques and beauty parlors by selling teams assigned to serve small groups of key customers. 
C)  Carlton Computers sells its range of highly specialized computers through special teams, each of which has received training in the configuration, uses, and USPs of a single model in the range. 
D)  Nutters Inc., producers of cookies and other baked goods, markets its products throughout the country through a network of area and regional sales officers. 
E)  Venson's produces frozen dinners at its factory in Quebec, and it sells them across the country through a network of sales representatives organized into regional and territorial tiers.

Question 9

AirNetwork, a telecommunications company, sponsors a rock concert by a famous band in order to further its brand visibility. This is an example of a(n) .

Accepted Answer

A)  event marketing 
B)  point-of-purchase promotion 
C)  premium 
D)  price pack 
E)  trade promotion 
A)  event marketing 
B)  point-of-purchase promotion 
C)  premium 
D)  price pack 
E)  trade promotion

Question 10

use the phone, Internet, and social media to find new leads, learn about customers and their business, or sell and service accounts directly.

Accepted Answer

A)  Sales assistants 
B)  Telemarketers and online sellers 
C)  Technical sales-support people 
D)  Outside salespeople 
E)  Sales managers 
A)  Sales assistants 
B)  Telemarketers and online sellers 
C)  Technical sales-support people 
D)  Outside salespeople 
E)  Sales managers

Question 11

Explain how salespeople link a company with its customers.

Accepted Answer

The sales force serves as a critical lin

Question 12

Differentiate between consumer promotions and trade promotions. Explain the various tools used in trade promotions.

Accepted Answer

The difference between consumer promotio

Question 13

Price packs are goods offered either free or at low cost as an incentive to buy a product, such as toys included with Disney DVDs.

Accepted Answer

A) True 
 B)False

Question 14

Sleek Designs markets a wide range of kitchen cabinets, counter tops, and ceramic tile. Its salespeople are initially divided on the basis of their expertise in a product category. They're then further divided into teams addressing large home improvement retailers, kitchen and bath suppliers, and specialty home improvement stores. Which of the following sales force structures has most likely been combined to form this complex sales force structure?

Accepted Answer

A)  product and territorial 
B)  geographical and product 
C)  market and customer 
D)  territorial and market 
E)  product and market 
A)  product and territorial 
B)  geographical and product 
C)  market and customer 
D)  territorial and market 
E)  product and market

Question 15

Global Insurance sells health and life insurance policies to Fortune 500 companies for its employees. The company's salespeople regularly contact decision makers to ensure that the necessary paperwork has been filed and that contracts are executed. Updates are also provided regularly about premium changes for health insurance. Which of the following steps of the selling process does this scenario depict?

Accepted Answer

A)  closing 
B)  follow-up 
C)  preapproach 
D)  presentation 
E)  approach 
A)  closing 
B)  follow-up 
C)  preapproach 
D)  presentation 
E)  approach

Question 16

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

Accepted Answer

A)  point-of-purchase promotions 
B)  premiums 
C)  business promotions 
D)  trade promotions 
E)  advertising specialties 
A)  point-of-purchase promotions 
B)  premiums 
C)  business promotions 
D)  trade promotions 
E)  advertising specialties

Question 17

Consumer promotions are used to generate business leads, stimulate purchases, reward customers, and motivate salespeople.

Accepted Answer

A) True 
 B)False

Question 18

The fastest-growing sales trend is _ that involves the use of online, mobile, and social media to engage customers, build stronger customer relationships, and augment sales performance.

Accepted Answer

A)  videoconferencing 
B)  social selling 
C)  online selling 
D)  team selling 
E)  personal selling 
A)  videoconferencing 
B)  social selling 
C)  online selling 
D)  team selling 
E)  personal selling

Question 19

In which step of the selling process does a salesperson learn as much as possible about a prospective customer before making a sales call?

Accepted Answer

A)  preapproach 
B)  approach 
C)  handling objections 
D)  follow-up 
E)  demonstration 
A)  preapproach 
B)  approach 
C)  handling objections 
D)  follow-up 
E)  demonstration

Question 20

Many large customer companies have implemented team-based purchasing, requiring marketers to employ equivalent team-based selling.

Accepted Answer

A) True 
 B)False

Digital coupons are the slowest growing coupon segment because consumers are concerned about privacy issues and spamming.

A compensation plan with a larger base-salary component and a smaller commission component is most effective for driving salespersons to acquire new businesses.

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

Rug Designs Inc., a manufacturer of large area rugs, markets its products throughout Canada using a network of regional sales offices. They are using a sales force structure.

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

Great salespeople possess intrinsic motivation, a disciplined work style, the ability to close a sale and most importantly, the ability to build relationships with customers.

Which of the following statements is true of consumer promotions?

Which of the following examples represents a product sales force structure?

AirNetwork, a telecommunications company, sponsors a rock concert by a famous band in order to further its brand visibility. This is an example of a(n) .

use the phone, Internet, and social media to find new leads, learn about customers and their business, or sell and service accounts directly.

Explain how salespeople link a company with its customers.

Differentiate between consumer promotions and trade promotions. Explain the various tools used in trade promotions.

Price packs are goods offered either free or at low cost as an incentive to buy a product, such as toys included with Disney DVDs.

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

Consumer promotions are used to generate business leads, stimulate purchases, reward customers, and motivate salespeople.

The fastest-growing sales trend is _ that involves the use of online, mobile, and social media to engage customers, build stronger customer relationships, and augment sales performance.

In which step of the selling process does a salesperson learn as much as possible about a prospective customer before making a sales call?

Many large customer companies have implemented team-based purchasing, requiring marketers to employ equivalent team-based selling.

Marketing: Creating Customer Value and Engagement

Company and Marketing Strategy: Partnering to Build Customer Engagement, Value, and Relationships

Analyzing the Marketing Environment

Managing Marketing Information to Gain Customer Insights

Understanding Consumer and Business Buyer Behaviour

Customer Value-Driven Marketing Strategy: Creating Value for Target Customers

Products, 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

Engaging Consumers and Communicating Customer Value: Advertising and Public Relations

Direct, Online, Social Media, and Mobile Marketing

The Global Marketplace

Sustainable Marketing: Social Responsibility and Ethics

Filters

Exam 13: Personal Selling and Sales Promotion

Digital coupons are the slowest growing coupon segment because consumers are concerned about privacy issues and spamming.

A compensation plan with a larger base-salary component and a smaller commission component is most effective for driving salespersons to acquire new businesses.

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

Rug Designs Inc., a manufacturer of large area rugs, markets its products throughout Canada using a network of regional sales offices. They are using a sales force structure.

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

Great salespeople possess intrinsic motivation, a disciplined work style, the ability to close a sale and most importantly, the ability to build relationships with customers.

Which of the following statements is true of consumer promotions?

Which of the following examples represents a product sales force structure?

AirNetwork, a telecommunications company, sponsors a rock concert by a famous band in order to further its brand visibility. This is an example of a(n) .

use the phone, Internet, and social media to find new leads, learn about customers and their business, or sell and service accounts directly.

Explain how salespeople link a company with its customers.

Differentiate between consumer promotions and trade promotions. Explain the various tools used in trade promotions.

Price packs are goods offered either free or at low cost as an incentive to buy a product, such as toys included with Disney DVDs.

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

Consumer promotions are used to generate business leads, stimulate purchases, reward customers, and motivate salespeople.

The fastest-growing sales trend is _ that involves the use of online, mobile, and social media to engage customers, build stronger customer relationships, and augment sales performance.

In which step of the selling process does a salesperson learn as much as possible about a prospective customer before making a sales call?

Many large customer companies have implemented team-based purchasing, requiring marketers to employ equivalent team-based selling.

Marketing: Creating Customer Value and Engagement

Company and Marketing Strategy: Partnering to Build Customer Engagement, Value, and Relationships

Analyzing the Marketing Environment

Managing Marketing Information to Gain Customer Insights

Understanding Consumer and Business Buyer Behaviour

Customer Value-Driven Marketing Strategy: Creating Value for Target Customers

Products, 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

Engaging Consumers and Communicating Customer Value: Advertising and Public Relations

Direct, Online, Social Media, and Mobile Marketing

The Global Marketplace

Sustainable Marketing: Social Responsibility and Ethics

Filters