Question 1

Sales activities in the sales structure are divided into two categories:

Accepted Answer

A)  missionary sales and technical sales. 
B)  current-customer sales and new-business sales. 
C)  order takers and trade sales. 
D)  current sales and support sales. 
E)  inside order sales and field order sales. 
A)  missionary sales and technical sales. 
B)  current-customer sales and new-business sales. 
C)  order takers and trade sales. 
D)  current sales and support sales. 
E)  inside order sales and field order sales.

Question 2

Which of the following statements is true about sales promotion?

Accepted Answer

A)  It can increase sales by providing extra purchasing incentives. 
B)  It encompasses personal selling. 
C)  Sales promotion has increased dramatically, primarily at the expense of personal selling. 
D)  Product characteristics are not relevant when deciding on sales promotions. 
E)  It encompasses public relations. 
A)  It can increase sales by providing extra purchasing incentives. 
B)  It encompasses personal selling. 
C)  Sales promotion has increased dramatically, primarily at the expense of personal selling. 
D)  Product characteristics are not relevant when deciding on sales promotions. 
E)  It encompasses public relations.

Question 3

After compiling a list of potential customers, a salesperson must

Accepted Answer

A)  evaluate whether each prospect is able, willing, and authorized to buy the product. 
B)  determine whether or not each prospect is really in his target market. 
C)  find and analyze information about each prospect's specific needs and current brand choices. 
D)  develop a presentation for each of the potential customers on his list. 
E)  contact each of the prospects to get an initial feel for how likely they are to purchase his products. 
A)  evaluate whether each prospect is able, willing, and authorized to buy the product. 
B)  determine whether or not each prospect is really in his target market. 
C)  find and analyze information about each prospect's specific needs and current brand choices. 
D)  develop a presentation for each of the potential customers on his list. 
E)  contact each of the prospects to get an initial feel for how likely they are to purchase his products.

Question 4

Ryan Amerson leads his company's clients through the installation procedure of their new industrial equipment. He also helps answer their questions about product characteristics and system design both before and after their purchases. Ryan is a

Accepted Answer

A)  trade salesperson. 
B)  missionary salesperson. 
C)  technical salesperson. 
D)  systems engineer. 
E)  order taker. 
A)  trade salesperson. 
B)  missionary salesperson. 
C)  technical salesperson. 
D)  systems engineer. 
E)  order taker.

Question 5

Recruiting and selection of salespeople should include enough steps to yield the information needed to make accurate selection decisions. However, the stages of the process should be sequenced so that the more expensive steps are

Accepted Answer

A)  near the beginning. 
B)  always completed before anything else. 
C)  near the end. 
D)  paid by the prospects rather than the company. 
E)  never reached. 
A)  near the beginning. 
B)  always completed before anything else. 
C)  near the end. 
D)  paid by the prospects rather than the company. 
E)  never reached.

Question 6

"Mrs. Brucker, you would agree that this is the most attractive car interior in this price range, wouldn't you?" Cliff Davis, a salesperson at Midtown Ford, was using a(n) ____ when he made this statement.

Accepted Answer

A)  referral 
B)  objective 
C)  bandwagon approach 
D)  follow-up 
E)  trial close 
A)  referral 
B)  objective 
C)  bandwagon approach 
D)  follow-up 
E)  trial close

Question 7

Salespeople should know the sales objectives of the firm in order to know what they are expected to accomplish.

Accepted Answer

A) True 
 B)False

Question 8

A combination compensation plan is the most effective method for motivating sales personnel to escalate their selling efforts.

Accepted Answer

A) True 
 B)False

Question 9

Rick is a sales representative for Lucent Technologies. He has reviewed a prospect's account and credit history, identified product needs, and gathered the appropriate literature he needs. Rick feels he is ready for the ____ step of the personal selling process.

Accepted Answer

A)  objections 
B)  presentation 
C)  approach 
D)  preapproach 
E)  sales-planning 
A)  objections 
B)  presentation 
C)  approach 
D)  preapproach 
E)  sales-planning

Question 10

Tyler is a purchasing agent for Kellogg's. He is currently negotiating with his suppliers to receive a _______, which is a temporary price reduction to resellers for purchasing specified quantities of a product.

Accepted Answer

A)  push money allowance 
B)  merchandise allowance 
C)  buying allowance 
D)  buy-back allowance 
E)  discount 
A)  push money allowance 
B)  merchandise allowance 
C)  buying allowance 
D)  buy-back allowance 
E)  discount

Question 11

Sales force objectives are generally established for

Accepted Answer

A)  the organization as a whole only. 
B)  the total sales force and for each salesperson. 
C)  each salesperson but not the whole sales force. 
D)  for each department or division of the company. 
E)  long-term but not short-term salespeople. 
A)  the organization as a whole only. 
B)  the total sales force and for each salesperson. 
C)  each salesperson but not the whole sales force. 
D)  for each department or division of the company. 
E)  long-term but not short-term salespeople.

Question 12

Tony tells his wife, Camilla, that his last sales call of the day at DuPont was a disaster. He explains that he never really figured out what the purchasing agent was looking for. Camilla, a sales trainer for another firm, hands Tony a book on

Accepted Answer

A)  listening skills. 
B)  overcoming objections. 
C)  prospect evaluation. 
D)  product demonstrations. 
E)  closing. 
A)  listening skills. 
B)  overcoming objections. 
C)  prospect evaluation. 
D)  product demonstrations. 
E)  closing.

Question 13

Scenario 18.2
Use the following to answer the questions.
The Presto Company manufactures several types of household appliances, including blenders, waffle makers, and home deep fryers. Presto sells its products to retail stores such as Kohl's, Macy's, and JCPenney, through its own sales force. Kerry Wilson is one of Presto's salespeople, and is responsible for stores headquartered in Region 1 of the United States. Kerry has just come from a monthly meeting where she has been informed about the new stovetop grill that will be part of next season's lineup. Presto's marketing department has developed a promotional plan for the new grill and outlined that plan for the sales staff in the meeting. The promotional plan for the next 60 days will include television commercials that demonstrate the new grill, in-store rebates, and a customer contest for the best grilled sandwich recipe. In addition, Kerry and other members of the sales force will be given a free grill for their own home use so they can become more familiar with the product. Presto is also offering a free trip to New York City for their staff salesperson who has the highest dollar in sales to his or her stores. To encourage the retail stores to push this product, Presto will offer the retail store a $5 discount for each grill that the store purchases after the 60-day promotion is over.
Refer to Scenario 18.2. Kerry and the other salesforce members are best described as a ____ sales force.

Accepted Answer

A)  technical 
B)  missionary 
C)  trade 
D)  field 
E)  pioneer 
A)  technical 
B)  missionary 
C)  trade 
D)  field 
E)  pioneer

Question 14

Sebastian, Kevin's sales manager, points out to him that his last shopper in the housewares department didn't seem interested or involved as he explained the new food processor to her. Sebastian suggests that Kevin use a(n) ____ as part of his presentation next time.

Accepted Answer

A)  video 
B)  information pamphlet 
C)  demonstration 
D)  trial close 
E)  overcoming objections approach 
A)  video 
B)  information pamphlet 
C)  demonstration 
D)  trial close 
E)  overcoming objections approach

Question 15

Scott Bartello, a salesperson for Lamkin Golf Products, develops a list of potential customers and evaluates them on the basis of their ability, willingness, and authority to purchase copy machines. This process is called

Accepted Answer

A)  customer search. 
B)  preapproach. 
C)  customer evaluation. 
D)  customer pre-approval. 
E)  prospecting. 
A)  customer search. 
B)  preapproach. 
C)  customer evaluation. 
D)  customer pre-approval. 
E)  prospecting.

Question 16

Which of the following is a reason why sales promotion has increased over the past 30 years?

Accepted Answer

A)  Resellers are more interested in long-term performance over short-term profitability. 
B)  Heightened concerns about value have made customers more responsive to promotional offers. 
C)  It is unanimously agreed that sales promotion is more effective than advertising. 
D)  Sales promotion is less expensive and often makes up the entire integrated marketing strategy. 
E)  Consumers and resellers have begun to place more importance on quality over value. 
A)  Resellers are more interested in long-term performance over short-term profitability. 
B)  Heightened concerns about value have made customers more responsive to promotional offers. 
C)  It is unanimously agreed that sales promotion is more effective than advertising. 
D)  Sales promotion is less expensive and often makes up the entire integrated marketing strategy. 
E)  Consumers and resellers have begun to place more importance on quality over value.

Question 17

The salesperson must attract and hold the prospect's attention, stimulate interest, and spark a desire for the product during the

Accepted Answer

A)  prospecting. 
B)  preapproach. 
C)  follow up. 
D)  approach. 
E)  sales presentation. 
A)  prospecting. 
B)  preapproach. 
C)  follow up. 
D)  approach. 
E)  sales presentation.

Sales activities in the sales structure are divided into two categories:

Which of the following statements is true about sales promotion?

After compiling a list of potential customers, a salesperson must

Ryan Amerson leads his company's clients through the installation procedure of their new industrial equipment. He also helps answer their questions about product characteristics and system design both before and after their purchases. Ryan is a

Recruiting and selection of salespeople should include enough steps to yield the information needed to make accurate selection decisions. However, the stages of the process should be sequenced so that the more expensive steps are

"Mrs. Brucker, you would agree that this is the most attractive car interior in this price range, wouldn't you?" Cliff Davis, a salesperson at Midtown Ford, was using a(n) ____ when he made this statement.

Salespeople should know the sales objectives of the firm in order to know what they are expected to accomplish.

A combination compensation plan is the most effective method for motivating sales personnel to escalate their selling efforts.

Rick is a sales representative for Lucent Technologies. He has reviewed a prospect's account and credit history, identified product needs, and gathered the appropriate literature he needs. Rick feels he is ready for the ____ step of the personal selling process.

Tyler is a purchasing agent for Kellogg's. He is currently negotiating with his suppliers to receive a _______, which is a temporary price reduction to resellers for purchasing specified quantities of a product.

Sales force objectives are generally established for

Tony tells his wife, Camilla, that his last sales call of the day at DuPont was a disaster. He explains that he never really figured out what the purchasing agent was looking for. Camilla, a sales trainer for another firm, hands Tony a book on

Sebastian, Kevin's sales manager, points out to him that his last shopper in the housewares department didn't seem interested or involved as he explained the new food processor to her. Sebastian suggests that Kevin use a(n) ____ as part of his presentation next time.

Scott Bartello, a salesperson for Lamkin Golf Products, develops a list of potential customers and evaluates them on the basis of their ability, willingness, and authority to purchase copy machines. This process is called

Which of the following is a reason why sales promotion has increased over the past 30 years?

The salesperson must attract and hold the prospect's attention, stimulate interest, and spark a desire for the product during the

An Overview of Strategic Marketing

Planning, Implementing, and Evaluating Marketing Strategies

The Marketing Environment

Social Responsibility and Ethics in Marketing

Marketing Research and Information Systems

Target Markets, Segmentation and Evaluation

Consumer Buying Behavior

Business Markets and Buying Behavior

Reaching Global Markets

Digital Marketing and Social Networking

Product Concepts, Branding, and Packaging

Developing and Managing Products

Services Marketing

Marketing Channels and Supply Chain Management

Retailing, Direct Marketing and Wholesaling

Integrated Marketing Communications

Advertising and Public Relations

Pricing Concepts

Setting Prices

Filters

Exam 18: Personal Selling and Sales Promotion

Sales activities in the sales structure are divided into two categories:

Which of the following statements is true about sales promotion?

After compiling a list of potential customers, a salesperson must

Ryan Amerson leads his company's clients through the installation procedure of their new industrial equipment. He also helps answer their questions about product characteristics and system design both before and after their purchases. Ryan is a

Recruiting and selection of salespeople should include enough steps to yield the information needed to make accurate selection decisions. However, the stages of the process should be sequenced so that the more expensive steps are

"Mrs. Brucker, you would agree that this is the most attractive car interior in this price range, wouldn't you?" Cliff Davis, a salesperson at Midtown Ford, was using a(n) ____ when he made this statement.

Salespeople should know the sales objectives of the firm in order to know what they are expected to accomplish.

A combination compensation plan is the most effective method for motivating sales personnel to escalate their selling efforts.

Rick is a sales representative for Lucent Technologies. He has reviewed a prospect's account and credit history, identified product needs, and gathered the appropriate literature he needs. Rick feels he is ready for the ____ step of the personal selling process.

Tyler is a purchasing agent for Kellogg's. He is currently negotiating with his suppliers to receive a _______, which is a temporary price reduction to resellers for purchasing specified quantities of a product.

Sales force objectives are generally established for

Tony tells his wife, Camilla, that his last sales call of the day at DuPont was a disaster. He explains that he never really figured out what the purchasing agent was looking for. Camilla, a sales trainer for another firm, hands Tony a book on

Sebastian, Kevin's sales manager, points out to him that his last shopper in the housewares department didn't seem interested or involved as he explained the new food processor to her. Sebastian suggests that Kevin use a(n) ____ as part of his presentation next time.

Scott Bartello, a salesperson for Lamkin Golf Products, develops a list of potential customers and evaluates them on the basis of their ability, willingness, and authority to purchase copy machines. This process is called

Which of the following is a reason why sales promotion has increased over the past 30 years?

The salesperson must attract and hold the prospect's attention, stimulate interest, and spark a desire for the product during the

An Overview of Strategic Marketing

Planning, Implementing, and Evaluating Marketing Strategies

The Marketing Environment

Social Responsibility and Ethics in Marketing

Marketing Research and Information Systems

Target Markets, Segmentation and Evaluation

Consumer Buying Behavior

Business Markets and Buying Behavior

Reaching Global Markets

Digital Marketing and Social Networking

Product Concepts, Branding, and Packaging

Developing and Managing Products

Services Marketing

Marketing Channels and Supply Chain Management

Retailing, Direct Marketing and Wholesaling

Integrated Marketing Communications

Advertising and Public Relations

Pricing Concepts

Setting Prices

Filters