Question 1

Manufacturers relay customer concerns about company products and actions back inside to those who can handle them.

Accepted Answer

A) True 
 B)False

Question 2

The salesperson completes any details on delivery time, purchase terms, and other matters during the step of the selling process.

Accepted Answer

A)  presentation 
B)  handling objections 
C)  closing 
D)  follow-up 
E)  prospecting 
A)  presentation 
B)  handling objections 
C)  closing 
D)  follow-up 
E)  prospecting

Question 3

Which of the following is most likely true about a sales force in the field?

Accepted Answer

A)  They make most sales from their offices via media interactions. 
B)  They are prohibited to sell or service accounts directly. 
C)  They provide administrative backup for outside salespeople. 
D)  They rely on telemarketing efforts to gain leads and clients. 
E)  They build relationships with customers through face-to-face collaboration. 
A)  They make most sales from their offices via media interactions. 
B)  They are prohibited to sell or service accounts directly. 
C)  They provide administrative backup for outside salespeople. 
D)  They rely on telemarketing efforts to gain leads and clients. 
E)  They build relationships with customers through face-to-face collaboration.

Question 4

Koffee, a brand of instant coffee, gives away a free coffee mug with its logo imprinted on it with every purchase of a 500g packet of its instant coffee powder. Which promotion tool is Koffee using?

Accepted Answer

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

Question 5

What are the four elements of salesperson compensation? Give an example to show how these elements motivate salespeople in different situations.

Accepted Answer

Compensation consists of four elements:

Question 6

Providing samples is the most inexpensive way to introduce a new product.

Accepted Answer

A) True 
 B)False

Question 7

are offers of a trial amount of a product.

Accepted Answer

A)  Price packs 
B)  Samples 
C)  Coupons 
D)  Rebates 
E)  Cash refunds 
A)  Price packs 
B)  Samples 
C)  Coupons 
D)  Rebates 
E)  Cash refunds

Question 8

What is the last step in the selling process?

Accepted Answer

A)  follow-up 
B)  handling objections 
C)  closing 
D)  presentation 
E)  prospecting 
A)  follow-up 
B)  handling objections 
C)  closing 
D)  presentation 
E)  prospecting

Question 9

Explain how an inside sales force should provide support to an outside sales force.

Accepted Answer

A company may have an outside sales forc

Question 10

Canadian Tire has issued Canadian Tire money since 1958. This highly successful program is an example of .

Accepted Answer

A)  samples 
B)  point-of-purchase promotions 
C)  premiums 
D)  price packs 
E)  coupons 
A)  samples 
B)  point-of-purchase promotions 
C)  premiums 
D)  price packs 
E)  coupons

Question 11

Sales promotion does not need to be coordinated with other promotion mix elements within the overall IMC
program.

Accepted Answer

A) True 
 B)False

Question 12

What is the purpose of a sales manager using a time-and-duty analysis?

Accepted Answer

A)  forming sales teams 
B)  compensating salespeople 
C)  recruiting salespeople 
D)  supervising salespeople 
E)  prospecting customers 
A)  forming sales teams 
B)  compensating salespeople 
C)  recruiting salespeople 
D)  supervising salespeople 
E)  prospecting customers

Question 13

The concept of lends even more importance to the salesperson's customer-relationship-building abilities.

Accepted Answer

A)  sales force territory 
B)  sales force management 
C)  salesperson-owned loyalty 
D)  sales force structure 
E)  sales promotion 
A)  sales force territory 
B)  sales force management 
C)  salesperson-owned loyalty 
D)  sales force structure 
E)  sales promotion

Question 14

The salesperson should know how to meet and greet the buyer and get the relationship off to a good start in which step of the selling process?

Accepted Answer

A)  qualifying 
B)  preapproach 
C)  prospecting 
D)  presentation 
E)  approach 
A)  qualifying 
B)  preapproach 
C)  prospecting 
D)  presentation 
E)  approach

Question 15

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

Accepted Answer

Sales promotion consists of short-term i

Question 16

A freestanding insert in the Sunday newspaper for a local restaurant that contains a $5 off coupon for any meal over $20 is an example of a promotion targeted at .

Accepted Answer

A)  government buyers 
B)  final buyers 
C)  retailers and wholesalers 
D)  business customers 
E)  salespeople 
A)  government buyers 
B)  final buyers 
C)  retailers and wholesalers 
D)  business customers 
E)  salespeople

Question 17

In which of the following steps of the selling process does a salesperson seek out, clarify, and overcome any customer disapproval to buying?

Accepted Answer

A)  follow-up 
B)  handling objections 
C)  preapproach 
D)  closing 
E)  prospecting and qualifying 
A)  follow-up 
B)  handling objections 
C)  preapproach 
D)  closing 
E)  prospecting and qualifying

Question 18

List the various types of sales promotions. What are the objectives of each type?

Accepted Answer

The various types of sales promotions ar

Question 19

Which of the following is a characteristic of an inside sales force?

Accepted Answer

A)  It receives administrative backup from outside sales forces. 
B)  It travels to make sales calls on customers in the field. 
C)  It conducts business from an office via telephone. 
D)  It eliminates the need to have an outside sales force. 
E)  It cannot sell or service accounts directly. 
A)  It receives administrative backup from outside sales forces. 
B)  It travels to make sales calls on customers in the field. 
C)  It conducts business from an office via telephone. 
D)  It eliminates the need to have an outside sales force. 
E)  It cannot sell or service accounts directly.

Question 20

In the context of the selling process, what is closing? What are the various techniques a salesperson can use?

Accepted Answer

Closing is the step of the selling proce

Manufacturers relay customer concerns about company products and actions back inside to those who can handle them.

The salesperson completes any details on delivery time, purchase terms, and other matters during the step of the selling process.

Which of the following is most likely true about a sales force in the field?

Koffee, a brand of instant coffee, gives away a free coffee mug with its logo imprinted on it with every purchase of a 500g packet of its instant coffee powder. Which promotion tool is Koffee using?

What are the four elements of salesperson compensation? Give an example to show how these elements motivate salespeople in different situations.

Providing samples is the most inexpensive way to introduce a new product.

are offers of a trial amount of a product.

What is the last step in the selling process?

Explain how an inside sales force should provide support to an outside sales force.

Canadian Tire has issued Canadian Tire money since 1958. This highly successful program is an example of .

Sales promotion does not need to be coordinated with other promotion mix elements within the overall IMC program.

What is the purpose of a sales manager using a time-and-duty analysis?

The concept of lends even more importance to the salesperson's customer-relationship-building abilities.

The salesperson should know how to meet and greet the buyer and get the relationship off to a good start in which step of the selling process?

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

A freestanding insert in the Sunday newspaper for a local restaurant that contains a $5 off coupon for any meal over $20 is an example of a promotion targeted at .

In which of the following steps of the selling process does a salesperson seek out, clarify, and overcome any customer disapproval to buying?

List the various types of sales promotions. What are the objectives of each type?

Which of the following is a characteristic of an inside sales force?

In the context of the selling process, what is closing? What are the various techniques a salesperson can use?

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

Manufacturers relay customer concerns about company products and actions back inside to those who can handle them.

The salesperson completes any details on delivery time, purchase terms, and other matters during the step of the selling process.

Which of the following is most likely true about a sales force in the field?

Koffee, a brand of instant coffee, gives away a free coffee mug with its logo imprinted on it with every purchase of a 500g packet of its instant coffee powder. Which promotion tool is Koffee using?

What are the four elements of salesperson compensation? Give an example to show how these elements motivate salespeople in different situations.

Providing samples is the most inexpensive way to introduce a new product.

are offers of a trial amount of a product.

What is the last step in the selling process?

Explain how an inside sales force should provide support to an outside sales force.

Canadian Tire has issued Canadian Tire money since 1958. This highly successful program is an example of .

Sales promotion does not need to be coordinated with other promotion mix elements within the overall IMC program.

What is the purpose of a sales manager using a time-and-duty analysis?

The concept of lends even more importance to the salesperson's customer-relationship-building abilities.

The salesperson should know how to meet and greet the buyer and get the relationship off to a good start in which step of the selling process?

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

A freestanding insert in the Sunday newspaper for a local restaurant that contains a $5 off coupon for any meal over $20 is an example of a promotion targeted at .

In which of the following steps of the selling process does a salesperson seek out, clarify, and overcome any customer disapproval to buying?

List the various types of sales promotions. What are the objectives of each type?

Which of the following is a characteristic of an inside sales force?

In the context of the selling process, what is closing? What are the various techniques a salesperson can use?

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