Question 1

Which of the following statements is true about salespeople?

Accepted Answer

A)  They are often the knowledge experts for their firm. 
B)  They should always focus on the sale and not the relationship. 
C)  They should start selling as soon as they meet a new prospect. 
D)  They do not need to be experts on the benefits of their products. 
E)  They should not waste time focusing on competitors' actions. 
A)  They are often the knowledge experts for their firm. 
B)  They should always focus on the sale and not the relationship. 
C)  They should start selling as soon as they meet a new prospect. 
D)  They do not need to be experts on the benefits of their products. 
E)  They should not waste time focusing on competitors' actions.

Question 2

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 is developing his list of potential new retail customers by accessing the yellow pages online. Here he finds the contact information for every motorcycle store in the 48 contiguous states, and eliminates those who currently are his customers. Sean is involved in which step of the personal selling process?

Accepted Answer

A)  Prospecting 
B)  Preapproach 
C)  Overcoming objections 
D)  Closing 
E)  Following up 
A)  Prospecting 
B)  Preapproach 
C)  Overcoming objections 
D)  Closing 
E)  Following up

Question 3

Paid personal communication that attempts to inform and persuade customers to purchase products in an exchange situation is called

Accepted Answer

A)  advertising. 
B)  sales promotion. 
C)  personal selling. 
D)  target marketing. 
E)  public relations. 
A)  advertising. 
B)  sales promotion. 
C)  personal selling. 
D)  target marketing. 
E)  public relations.

Question 4

The step of the personal selling process in which a salesperson contacts a potential customer is called

Accepted Answer

A)  making the presentation. 
B)  cold calling. 
C)  the preapproach. 
D)  the approach. 
E)  prospecting. 
A)  making the presentation. 
B)  cold calling. 
C)  the preapproach. 
D)  the approach. 
E)  prospecting.

Question 5

To equalize the workload, a sales manager divides a geographic market into sales territories of equal size according to land area.

Accepted Answer

A) True 
 B)False

Question 6

Any marketing tactic used to stimulate wholesalers and retailers to carry a producer's products and market those products more aggressively is a

Accepted Answer

A)  trade sales promotion method. 
B)  point-of-purchase material. 
C)  consumer sales promotion method. 
D)  merchandise allowance. 
E)  dealer loader. 
A)  trade sales promotion method. 
B)  point-of-purchase material. 
C)  consumer sales promotion method. 
D)  merchandise allowance. 
E)  dealer loader.

Question 7

Which of the following involves building mutually beneficial long-term associations with a business customer through regular communications over prolonged periods of time?

Accepted Answer

A)  CRM selling 
B)  Missionary selling 
C)  Exclusive selling 
D)  Team selling 
E)  Relationship selling 
A)  CRM selling 
B)  Missionary selling 
C)  Exclusive selling 
D)  Team selling 
E)  Relationship selling

Question 8

When Levi's agrees to pay JCPenney for providing television advertising and Sunday newspaper sales fliers emphasizing Levi's jeans, Levi's is offering

Accepted Answer

A)  premium money. 
B)  cooperative advertising. 
C)  a dealer loader. 
D)  a buying allowance. 
E)  a merchandise allowance. 
A)  premium money. 
B)  cooperative advertising. 
C)  a dealer loader. 
D)  a buying allowance. 
E)  a merchandise allowance.

Question 9

___________ is an advertisement promoting a product and identifying the names of participating retailers that sell the product.

Accepted Answer

A)  A cooperative advertisement 
B)  Push money 
C)  A dealer loader 
D)  Premium money 
E)  A dealer listing 
A)  A cooperative advertisement 
B)  Push money 
C)  A dealer loader 
D)  Premium money 
E)  A dealer listing

Question 10

Identify and discuss some of the key objectives in using sales promotion.

Accepted Answer

Marketers often use sales promotion to f

Question 11

Sales promotion activities are always supplementary to personal selling and advertising.

Accepted Answer

A) True 
 B)False

Question 12

Heinz uses various techniques such as coupons, free samples, and consumer contests to encourage consumers to try its products. All of these marketing activities are considered

Accepted Answer

A)  trade sales promotion methods. 
B)  consumer incentives. 
C)  consumer sweepstakes. 
D)  buying allowances. 
E)  consumer sales promotion methods. 
A)  trade sales promotion methods. 
B)  consumer incentives. 
C)  consumer sweepstakes. 
D)  buying allowances. 
E)  consumer sales promotion methods.

Question 13

After an increase in the usage of coupons during the economic downturn, the use of coupons has once again started to decrease. Aside from increased spending power, consumers indicate a primary reason for not using coupons is

Accepted Answer

A)  consumers do not like carrying coupons to the store. 
B)  consumers forget to use them. 
C)  the discount offered by using coupons is not large enough. 
D)  there is a lack of coupons for what consumers want to buy. 
E)  consumers do not mind paying full price for products. 
A)  consumers do not like carrying coupons to the store. 
B)  consumers forget to use them. 
C)  the discount offered by using coupons is not large enough. 
D)  there is a lack of coupons for what consumers want to buy. 
E)  consumers do not mind paying full price for products.

Question 14

Cents-off offers are likely to be used for products in the growth stage.

Accepted Answer

A) True 
 B)False

Question 15

____ are offers of cash to customers who purchase a specific product, and ____ are offers of cash to customers who purchase a specific quantity of a specific product.

Accepted Answer

A)  Rebates; reimbursements 
B)  Cents-off; refunds 
C)  Rebates; premiums 
D)  Buy-back allowances; money refunds 
E)  Rebates; money refunds 
A)  Rebates; reimbursements 
B)  Cents-off; refunds 
C)  Rebates; premiums 
D)  Buy-back allowances; money refunds 
E)  Rebates; money refunds

Question 16

Francis has learned that listening to customers, learning about their needs, and communicating with them over a prolonged period of time is key toward making large business sales. Francis is most likely using

Accepted Answer

A)  team selling. 
B)  relationship selling. 
C)  customer lifetime value. 
D)  supportive selling. 
E)  customer knowledge management. 
A)  team selling. 
B)  relationship selling. 
C)  customer lifetime value. 
D)  supportive selling. 
E)  customer knowledge management.

Question 17

During the personal selling process, a salesperson, if possible, should handle objections when

Accepted Answer

A)  they arise. 
B)  the salesperson begins the trial close. 
C)  the sales presentation is approximately half completed. 
D)  the customer appears to be unhappy or agitated. 
E)  the salesperson begins the sales presentation. 
A)  they arise. 
B)  the salesperson begins the trial close. 
C)  the sales presentation is approximately half completed. 
D)  the customer appears to be unhappy or agitated. 
E)  the salesperson begins the sales presentation.

Question 18

Jake is a sales representative for General Mills. Each week he uploads his plans for visiting clients out in the field to a routing and scheduling decisions system. Eric knows that one of the primary goals of routing and scheduling decisions in personal selling is to

Accepted Answer

A)  determine the sequence in which customers will be called on. 
B)  use existing transportation facilities. 
C)  minimize non-selling time. 
D)  determine duration of sales calls. 
E)  provide salespeople with an opportunity to plan their own routes and schedules. 
A)  determine the sequence in which customers will be called on. 
B)  use existing transportation facilities. 
C)  minimize non-selling time. 
D)  determine duration of sales calls. 
E)  provide salespeople with an opportunity to plan their own routes and schedules.

Question 19

At one time, Wheaties offered two free golf balls with the purchase of a twin pack of Wheaties cereal featuring Tiger Woods. This is an example of a

Accepted Answer

A)  consumer prize. 
B)  rebate. 
C)  premium. 
D)  free sample. 
E)  free merchandise. 
A)  consumer prize. 
B)  rebate. 
C)  premium. 
D)  free sample. 
E)  free merchandise.

Question 20

The purpose of the ____ stage in personal selling is to determine customers' problems and questions about using the product.

Accepted Answer

A)  prospecting 
B)  approach 
C)  overcoming-objections 
D)  follow-up 
E)  closing 
A)  prospecting 
B)  approach 
C)  overcoming-objections 
D)  follow-up 
E)  closing

Which of the following statements is true about salespeople?

Paid personal communication that attempts to inform and persuade customers to purchase products in an exchange situation is called

The step of the personal selling process in which a salesperson contacts a potential customer is called

To equalize the workload, a sales manager divides a geographic market into sales territories of equal size according to land area.

Any marketing tactic used to stimulate wholesalers and retailers to carry a producer's products and market those products more aggressively is a

Which of the following involves building mutually beneficial long-term associations with a business customer through regular communications over prolonged periods of time?

When Levi's agrees to pay JCPenney for providing television advertising and Sunday newspaper sales fliers emphasizing Levi's jeans, Levi's is offering

___________ is an advertisement promoting a product and identifying the names of participating retailers that sell the product.

Identify and discuss some of the key objectives in using sales promotion.

Sales promotion activities are always supplementary to personal selling and advertising.

Heinz uses various techniques such as coupons, free samples, and consumer contests to encourage consumers to try its products. All of these marketing activities are considered

After an increase in the usage of coupons during the economic downturn, the use of coupons has once again started to decrease. Aside from increased spending power, consumers indicate a primary reason for not using coupons is

Cents-off offers are likely to be used for products in the growth stage.

are offers of cash to customers who purchase a specific product, and are offers of cash to customers who purchase a specific quantity of a specific product.

Francis has learned that listening to customers, learning about their needs, and communicating with them over a prolonged period of time is key toward making large business sales. Francis is most likely using

During the personal selling process, a salesperson, if possible, should handle objections when

Jake is a sales representative for General Mills. Each week he uploads his plans for visiting clients out in the field to a routing and scheduling decisions system. Eric knows that one of the primary goals of routing and scheduling decisions in personal selling is to

At one time, Wheaties offered two free golf balls with the purchase of a twin pack of Wheaties cereal featuring Tiger Woods. This is an example of a

The purpose of the ____ stage in personal selling is to determine customers' problems and questions about using the product.

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

Which of the following statements is true about salespeople?

Paid personal communication that attempts to inform and persuade customers to purchase products in an exchange situation is called

The step of the personal selling process in which a salesperson contacts a potential customer is called

To equalize the workload, a sales manager divides a geographic market into sales territories of equal size according to land area.

Any marketing tactic used to stimulate wholesalers and retailers to carry a producer's products and market those products more aggressively is a

Which of the following involves building mutually beneficial long-term associations with a business customer through regular communications over prolonged periods of time?

When Levi's agrees to pay JCPenney for providing television advertising and Sunday newspaper sales fliers emphasizing Levi's jeans, Levi's is offering

___________ is an advertisement promoting a product and identifying the names of participating retailers that sell the product.

Identify and discuss some of the key objectives in using sales promotion.

Sales promotion activities are always supplementary to personal selling and advertising.

Heinz uses various techniques such as coupons, free samples, and consumer contests to encourage consumers to try its products. All of these marketing activities are considered

After an increase in the usage of coupons during the economic downturn, the use of coupons has once again started to decrease. Aside from increased spending power, consumers indicate a primary reason for not using coupons is

Cents-off offers are likely to be used for products in the growth stage.

____ are offers of cash to customers who purchase a specific product, and ____ are offers of cash to customers who purchase a specific quantity of a specific product.

Francis has learned that listening to customers, learning about their needs, and communicating with them over a prolonged period of time is key toward making large business sales. Francis is most likely using

During the personal selling process, a salesperson, if possible, should handle objections when

Jake is a sales representative for General Mills. Each week he uploads his plans for visiting clients out in the field to a routing and scheduling decisions system. Eric knows that one of the primary goals of routing and scheduling decisions in personal selling is to

At one time, Wheaties offered two free golf balls with the purchase of a twin pack of Wheaties cereal featuring Tiger Woods. This is an example of a

The purpose of the ____ stage in personal selling is to determine customers' problems and questions about using the product.

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

are offers of cash to customers who purchase a specific product, and are offers of cash to customers who purchase a specific quantity of a specific product.