Question 1

A major disadvantage of personal selling is that it

Accepted Answer

A)  is not remembered as well by consumers as advertising messages are. 
B)  cannot easily adjust the message to satisfy a customer's information needs. 
C)  is very expensive per contact. 
D)  does not provide immediate feedback. 
E)  is not compatible with other promotional activities. 
A)  is not remembered as well by consumers as advertising messages are. 
B)  cannot easily adjust the message to satisfy a customer's information needs. 
C)  is very expensive per contact. 
D)  does not provide immediate feedback. 
E)  is not compatible with other promotional activities.

Question 2

Jessica is attending a Mary Kay free facial event her friend Jasmine is putting on. After the free facial, Jessica agrees to buy some of the products she likes. Before she makes her payment, Jasmine gives her a form. The form says that if Jessica writes down the names and numbers of five friends that Jasmine can call, she will receive 10% off her next Mary Kay purchase. Which stage is Jasmine at in the personal selling process regarding the form she is asking Jessica to fill out?

Accepted Answer

A)  Prospecting 
B)  Preapproach 
C)  Approach 
D)  Closing 
E)  Follow up 
A)  Prospecting 
B)  Preapproach 
C)  Approach 
D)  Closing 
E)  Follow up

Question 3

You are conducting interviews for new sales representatives for your manufacturing firm. You are primarily looking for candidates that you feel can be successful at assisting your wholesaling customers sell to their customers. Which of the following types of sales representatives are you looking for primarily?

Accepted Answer

A)  Outside sales force reps 
B)  Inside sales force reps 
C)  Trade sales reps 
D)  Technical sales reps 
E)  Missionary sales reps 
A)  Outside sales force reps 
B)  Inside sales force reps 
C)  Trade sales reps 
D)  Technical sales reps 
E)  Missionary sales reps

Question 4

A salesperson with a larger territory will have the advantage of being able to achieve more sales than salespeople with smaller territories.

Accepted Answer

A) True 
 B)False

Question 5

Hannah is a retail salesperson for Crate and Barrel in Chicago. She is most likely classified as

Accepted Answer

A)  an outside salesperson. 
B)  support personnel. 
C)  a trade salesperson. 
D)  an inside salesperson. 
E)  a technical salesperson. 
A)  an outside salesperson. 
B)  support personnel. 
C)  a trade salesperson. 
D)  an inside salesperson. 
E)  a technical salesperson.

Question 6

A company may determine how many sales calls per year it needs to serve customers effectively and divide that by the average number of sales calls made by one salesperson in order to

Accepted Answer

A)  recruit appropriate salespeople. 
B)  set sales force calling objectives. 
C)  compensate salespeople fairly. 
D)  train its salespeople. 
E)  determine sales force size. 
A)  recruit appropriate salespeople. 
B)  set sales force calling objectives. 
C)  compensate salespeople fairly. 
D)  train its salespeople. 
E)  determine sales force size.

Question 7

Personal selling does not normally occur in retail environments.

Accepted Answer

A) True 
 B)False

Question 8

Scenario 18.1 Use the following to answer the questions.
Jafrum, Inc. is a wholesale supplier of motorcycle accessories, clothing, and tools to various motorcycle retail stores around the country. Jafrum does not manufacture these items, but sells them to other retailers and also sells its merchandise through its website. Sean Thompson is one of the salespeople for Jafrum, and is responsible for obtaining new customers, increasing sales to current customers, and visiting the retail stores throughout the country. Recently, he has been given the sales objective from Jafrum's management to increase sales dollars by 15% in the coming year by adding new customers. Sean's current compensation is based on a $1,000 per month draw, plus 5% of all sales over $100,000. His salary last year totaled $42,000. Management has given Sean the choice of going to a compensation plan where he will earn 15% of all sales, but no draw.
Refer to Scenario 18.1. Sean selects several motorcycle stores that are not currently his customers. He then obtains and analyzes information about the current brands of motorcycle accessories they stock, their sales trends, and credit history. Sean is engaged in which of the following?

Accepted Answer

A)  Prospecting 
B)  The preapproach 
C)  Approaching the customer 
D)  Making the presentation 
E)  Overcoming objections 
A)  Prospecting 
B)  The preapproach 
C)  Approaching the customer 
D)  Making the presentation 
E)  Overcoming objections

Question 9

Current customers are sources of leads for finding prospective customers.

Accepted Answer

A) True 
 B)False

Question 10

Generally, a salesperson's performance is judged by comparing it with predetermined standards rather than by comparing it with the performance of other salespeople.

Accepted Answer

A) True 
 B)False

Question 11

In establishing sales promotion objectives, a marketer should always

Accepted Answer

A)  concentrate on activities that will increase consumer demand. 
B)  focus on consumers. 
C)  focus on resellers. 
D)  be defensive in the methods used. 
E)  align objectives with the organization's overall objectives. 
A)  concentrate on activities that will increase consumer demand. 
B)  focus on consumers. 
C)  focus on resellers. 
D)  be defensive in the methods used. 
E)  align objectives with the organization's overall objectives.

Question 12

Discuss the major factors to consider when designing sales territories.

Accepted Answer

When deciding on territories, sales mana

Question 13

During team selling, the engineers are usually the ones who take the lead because of the specialized products being sold.

Accepted Answer

A) True 
 B)False

Question 14

Lydia will sometimes take orders from customers, but her primary job is to assist retailers with restocking shelves, setting up displays, providing in-store demonstrates, and giving out free samples. Lydia is most like a

Accepted Answer

A)  trade salesperson. 
B)  missionary salesperson. 
C)  technical salesperson. 
D)  inside salesperson. 
E)  consultative salesperson. 
A)  trade salesperson. 
B)  missionary salesperson. 
C)  technical salesperson. 
D)  inside salesperson. 
E)  consultative salesperson.

Question 15

If used on an ongoing basis, _____________ can reduce the price for customers who would buy at the regular price and may also cheapen a product's image.

Accepted Answer

A)  cents-off offers 
B)  rebates 
C)  money refunds 
D)  premiums 
E)  consumer sweepstakes 
A)  cents-off offers 
B)  rebates 
C)  money refunds 
D)  premiums 
E)  consumer sweepstakes

Question 16

On a break between classes, Kelley checks her smartphone and enters her contact information on the Publishers Clearing House site. She doubts that she will win $10 million, but she never passes up a chance to participate in a

Accepted Answer

A)  lottery. 
B)  consumer contest. 
C)  game of chance. 
D)  sales contest. 
E)  sweepstakes. 
A)  lottery. 
B)  consumer contest. 
C)  game of chance. 
D)  sales contest. 
E)  sweepstakes.

Question 17

Which of the following statements is not true about training salespeople?

Accepted Answer

A)  Some firms put new employees into the field immediately, before any formal training. 
B)  Sales training for experienced personnel is often scheduled when sales activities are not too demanding. 
C)  Training programs for experienced salespeople usually emphasize product information or new technology. 
D)  Ethics training can be used to improve employee satisfaction and help prevent misconduct. 
E)  Training programs for new sales personnel are never more than two weeks long. 
A)  Some firms put new employees into the field immediately, before any formal training. 
B)  Sales training for experienced personnel is often scheduled when sales activities are not too demanding. 
C)  Training programs for experienced salespeople usually emphasize product information or new technology. 
D)  Ethics training can be used to improve employee satisfaction and help prevent misconduct. 
E)  Training programs for new sales personnel are never more than two weeks long.

Question 18

Cheyenne calls to see if her customer's new hardwood floors were installed correctly

Accepted Answer

A)  during the follow-up step. 
B)  immediately after the closing. 
C)  near the end of the sales presentation. 
D)  the next time she makes a sales call to that customer. 
E)  after she receives cash payment from that customer. 
A)  during the follow-up step. 
B)  immediately after the closing. 
C)  near the end of the sales presentation. 
D)  the next time she makes a sales call to that customer. 
E)  after she receives cash payment from that customer.

Question 19

Developing a list of potential customers is called prospecting.

Accepted Answer

A) True 
 B)False

Question 20

What is one method sales managers use to balance territorial workloads and earning potential?

Accepted Answer

A)  Compare current sales with previous sales 
B)  Use a combination compensation plan 
C)  Pay salespeople with larger territories higher commissions 
D)  Assign them the same-sized territories 
E)  Use differential commission rates 
A)  Compare current sales with previous sales 
B)  Use a combination compensation plan 
C)  Pay salespeople with larger territories higher commissions 
D)  Assign them the same-sized territories 
E)  Use differential commission rates

A major disadvantage of personal selling is that it

A salesperson with a larger territory will have the advantage of being able to achieve more sales than salespeople with smaller territories.

Hannah is a retail salesperson for Crate and Barrel in Chicago. She is most likely classified as

A company may determine how many sales calls per year it needs to serve customers effectively and divide that by the average number of sales calls made by one salesperson in order to

Personal selling does not normally occur in retail environments.

Current customers are sources of leads for finding prospective customers.

Generally, a salesperson's performance is judged by comparing it with predetermined standards rather than by comparing it with the performance of other salespeople.

In establishing sales promotion objectives, a marketer should always

Discuss the major factors to consider when designing sales territories.

During team selling, the engineers are usually the ones who take the lead because of the specialized products being sold.

Lydia will sometimes take orders from customers, but her primary job is to assist retailers with restocking shelves, setting up displays, providing in-store demonstrates, and giving out free samples. Lydia is most like a

If used on an ongoing basis, _____________ can reduce the price for customers who would buy at the regular price and may also cheapen a product's image.

On a break between classes, Kelley checks her smartphone and enters her contact information on the Publishers Clearing House site. She doubts that she will win $10 million, but she never passes up a chance to participate in a

Which of the following statements is not true about training salespeople?

Cheyenne calls to see if her customer's new hardwood floors were installed correctly

Developing a list of potential customers is called prospecting.

What is one method sales managers use to balance territorial workloads and earning potential?

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

A major disadvantage of personal selling is that it

A salesperson with a larger territory will have the advantage of being able to achieve more sales than salespeople with smaller territories.

Hannah is a retail salesperson for Crate and Barrel in Chicago. She is most likely classified as

A company may determine how many sales calls per year it needs to serve customers effectively and divide that by the average number of sales calls made by one salesperson in order to

Personal selling does not normally occur in retail environments.

Current customers are sources of leads for finding prospective customers.

Generally, a salesperson's performance is judged by comparing it with predetermined standards rather than by comparing it with the performance of other salespeople.

In establishing sales promotion objectives, a marketer should always

Discuss the major factors to consider when designing sales territories.

During team selling, the engineers are usually the ones who take the lead because of the specialized products being sold.

Lydia will sometimes take orders from customers, but her primary job is to assist retailers with restocking shelves, setting up displays, providing in-store demonstrates, and giving out free samples. Lydia is most like a

If used on an ongoing basis, _____________ can reduce the price for customers who would buy at the regular price and may also cheapen a product's image.

On a break between classes, Kelley checks her smartphone and enters her contact information on the Publishers Clearing House site. She doubts that she will win $10 million, but she never passes up a chance to participate in a

Which of the following statements is not true about training salespeople?

Cheyenne calls to see if her customer's new hardwood floors were installed correctly

Developing a list of potential customers is called prospecting.

What is one method sales managers use to balance territorial workloads and earning potential?

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