Question 1

Closing the sale is not a part of the sales presentation in which hidden objections are discovered.

Accepted Answer

A) True 
 B)False

Question 2

Jenny is making a sales presentation to a retailer that may be willing to carry her line of soaps. During the presentation, she will handle any objections as they are made. This is because when she anticipated and countered potential objections in prior presentations, she found that she

Accepted Answer

A)  came across as being dishonest. 
B)  seemed to annoy the potential client. 
C)  forgot to highlight the soap's benefits and features. 
D)  raised objections that the prospect would not have had. 
E)  made the presentation too long. 
A)  came across as being dishonest. 
B)  seemed to annoy the potential client. 
C)  forgot to highlight the soap's benefits and features. 
D)  raised objections that the prospect would not have had. 
E)  made the presentation too long.

Question 3

____________ requires that salespeople recognize potential buyers' needs and give them the necessary information.

Accepted Answer

A)  Team selling 
B)  Creative selling 
C)  Missionary selling 
D)  Relationship selling 
E)  Technical selling 
A)  Team selling 
B)  Creative selling 
C)  Missionary selling 
D)  Relationship selling 
E)  Technical selling

Question 4

Nate is preparing to evaluate one of his sales representatives, Julie Hill. His evaluation of her performance for the prior year led to his conclusion that she often lacked key product information at sales presentations. At their upcoming session, he will most likely do which of the following?

Accepted Answer

A)  Decrease the size of her territory 
B)  Increase her sales quotas 
C)  Fire her 
D)  Recommend that she attend a training program 
E)  Ignore this problem given that her sales results were good 
A)  Decrease the size of her territory 
B)  Increase her sales quotas 
C)  Fire her 
D)  Recommend that she attend a training program 
E)  Ignore this problem given that her sales results were good

Question 5

It is never good to ask customers questions while giving the sales presentation, as the customer may raise objections that the salesperson cannot overcome.

Accepted Answer

A) True 
 B)False

Question 6

A sales rep's actual sales relative to sales potential is relevant to the sales manager in which of the following phases of the sales management process?

Accepted Answer

A)  Managing sales territories 
B)  Motivating salespeople 
C)  Retaining salespeople 
D)  Training salespeople 
E)  Controlling and evaluating sales force performance 
A)  Managing sales territories 
B)  Motivating salespeople 
C)  Retaining salespeople 
D)  Training salespeople 
E)  Controlling and evaluating sales force performance

Question 7

Identify four consumer and four trade sales promotion techniques, and describe each one.

Accepted Answer

Students can pick any four items from ea

Question 8

The two types of selling activities under the sales structure are current-customer sales and new-business sales.

Accepted Answer

A) True 
 B)False

Question 9

____ are items offered free or at minimal cost as a bonus for purchasing a product.

Accepted Answer

A)  Rebates 
B)  Premiums 
C)  Samples 
D)  Merchandise allowances 
E)  Coupons 
A)  Rebates 
B)  Premiums 
C)  Samples 
D)  Merchandise allowances 
E)  Coupons

Question 10

The approach step is an important step for gathering information about a buyer's needs and objectives.

Accepted Answer

A) True 
 B)False

Question 11

Buying allowances are effective promotional techniques because they result in profits for resellers.

Accepted Answer

A) True 
 B)False

Question 12

Dylan is a salesperson for Whole Foods. In his position, he is primarily responsible for seeking repeat sales. Dylan is most likely focused on

Accepted Answer

A)  new-business selling. 
B)  missionary selling. 
C)  current-customer selling. 
D)  team selling. 
E)  trade selling. 
A)  new-business selling. 
B)  missionary selling. 
C)  current-customer selling. 
D)  team selling. 
E)  trade selling.

Question 13

A television advertisement for Miracle-Gro lawn fertilizer indicates that the product is available at Kmart and Walmart. This form of sales promotion is called a(n)

Accepted Answer

A)  cooperative advertising. 
B)  dealer listing. 
C)  push money. 
D)  dealer loader. 
E)  advertising allowance. 
A)  cooperative advertising. 
B)  dealer listing. 
C)  push money. 
D)  dealer loader. 
E)  advertising allowance.

Question 14

Jana works for Hormel Foods and she frequently sets up special displays and distributes samples of Hormel products to customers in supermarkets. Jana would best be classified as a(n)

Accepted Answer

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

Question 15

Among others, management recruits from within the firm or from recommendations of individuals by current employees.

Accepted Answer

A) True 
 B)False

Question 16

Savanna is a salesperson for Aeropostale. Her compensation is based on a set salary plus a commission based on sales. Savanna's compensation is based on a

Accepted Answer

A)  straight salary compensation plan. 
B)  combination compensation plan. 
C)  cafeteria plan. 
D)  straight commission compensation plan. 
E)  salary plus bonus program. 
A)  straight salary compensation plan. 
B)  combination compensation plan. 
C)  cafeteria plan. 
D)  straight commission compensation plan. 
E)  salary plus bonus program.

Question 17

The use of sampling is declining.

Accepted Answer

A) True 
 B)False

Question 18

Differentiate between team selling and relationship selling.

Accepted Answer

Team selling involves the salesperson jo

Question 19

Generally, sales promotion attempts to influence consumers to purchase products but is not normally aimed at resellers.

Accepted Answer

A) True 
 B)False

Question 20

Which of the following statements is true about rebates?

Accepted Answer

A)  Customers generally do not view the rebate process as complicated. 
B)  Mail-in rebates are most effective in situations where consumers require a reason to purchase an item. 
C)  Products associated with rebates are typically strong sellers. 
D)  Rebates do not degrade a product's image or desirability. 
E)  Marketers use rebates as a substitute for coupons. 
A)  Customers generally do not view the rebate process as complicated. 
B)  Mail-in rebates are most effective in situations where consumers require a reason to purchase an item. 
C)  Products associated with rebates are typically strong sellers. 
D)  Rebates do not degrade a product's image or desirability. 
E)  Marketers use rebates as a substitute for coupons.

Closing the sale is not a part of the sales presentation in which hidden objections are discovered.

Jenny is making a sales presentation to a retailer that may be willing to carry her line of soaps. During the presentation, she will handle any objections as they are made. This is because when she anticipated and countered potential objections in prior presentations, she found that she

____________ requires that salespeople recognize potential buyers' needs and give them the necessary information.

Nate is preparing to evaluate one of his sales representatives, Julie Hill. His evaluation of her performance for the prior year led to his conclusion that she often lacked key product information at sales presentations. At their upcoming session, he will most likely do which of the following?

It is never good to ask customers questions while giving the sales presentation, as the customer may raise objections that the salesperson cannot overcome.

A sales rep's actual sales relative to sales potential is relevant to the sales manager in which of the following phases of the sales management process?

Identify four consumer and four trade sales promotion techniques, and describe each one.

The two types of selling activities under the sales structure are current-customer sales and new-business sales.

____ are items offered free or at minimal cost as a bonus for purchasing a product.

The approach step is an important step for gathering information about a buyer's needs and objectives.

Buying allowances are effective promotional techniques because they result in profits for resellers.

Dylan is a salesperson for Whole Foods. In his position, he is primarily responsible for seeking repeat sales. Dylan is most likely focused on

A television advertisement for Miracle-Gro lawn fertilizer indicates that the product is available at Kmart and Walmart. This form of sales promotion is called a(n)

Jana works for Hormel Foods and she frequently sets up special displays and distributes samples of Hormel products to customers in supermarkets. Jana would best be classified as a(n)

Among others, management recruits from within the firm or from recommendations of individuals by current employees.

Savanna is a salesperson for Aeropostale. Her compensation is based on a set salary plus a commission based on sales. Savanna's compensation is based on a

The use of sampling is declining.

Differentiate between team selling and relationship selling.

Generally, sales promotion attempts to influence consumers to purchase products but is not normally aimed at resellers.

Which of the following statements is true about rebates?

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

Closing the sale is not a part of the sales presentation in which hidden objections are discovered.

Jenny is making a sales presentation to a retailer that may be willing to carry her line of soaps. During the presentation, she will handle any objections as they are made. This is because when she anticipated and countered potential objections in prior presentations, she found that she

____________ requires that salespeople recognize potential buyers' needs and give them the necessary information.

Nate is preparing to evaluate one of his sales representatives, Julie Hill. His evaluation of her performance for the prior year led to his conclusion that she often lacked key product information at sales presentations. At their upcoming session, he will most likely do which of the following?

It is never good to ask customers questions while giving the sales presentation, as the customer may raise objections that the salesperson cannot overcome.

A sales rep's actual sales relative to sales potential is relevant to the sales manager in which of the following phases of the sales management process?

Identify four consumer and four trade sales promotion techniques, and describe each one.

The two types of selling activities under the sales structure are current-customer sales and new-business sales.

____ are items offered free or at minimal cost as a bonus for purchasing a product.

The approach step is an important step for gathering information about a buyer's needs and objectives.

Buying allowances are effective promotional techniques because they result in profits for resellers.

Dylan is a salesperson for Whole Foods. In his position, he is primarily responsible for seeking repeat sales. Dylan is most likely focused on

A television advertisement for Miracle-Gro lawn fertilizer indicates that the product is available at Kmart and Walmart. This form of sales promotion is called a(n)

Jana works for Hormel Foods and she frequently sets up special displays and distributes samples of Hormel products to customers in supermarkets. Jana would best be classified as a(n)

Among others, management recruits from within the firm or from recommendations of individuals by current employees.

Savanna is a salesperson for Aeropostale. Her compensation is based on a set salary plus a commission based on sales. Savanna's compensation is based on a

The use of sampling is declining.

Differentiate between team selling and relationship selling.

Generally, sales promotion attempts to influence consumers to purchase products but is not normally aimed at resellers.

Which of the following statements is true about rebates?

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