Question 1

Training programs designed for experienced company salespeople generally are oriented toward product information.

Accepted Answer

A) True 
 B)False

Question 2

Zack Freedman is an experienced salesperson who has worked for the same company for 20 years. When he is informed that he must attend a training seminar the following Tuesday, he believes it will most likely be about

Accepted Answer

A)  the company. 
B)  his customers' companies. 
C)  basic selling methods. 
D)  new-product information. 
E)  prospecting. 
A)  the company. 
B)  his customers' companies. 
C)  basic selling methods. 
D)  new-product information. 
E)  prospecting.

Question 3

Jake, a sales representative, is returning from a week on the road. One of his activities this week is to develop ____, which are designed to identify the customers called on and to present detailed information about interaction with those clients.

Accepted Answer

A)  sales invoices 
B)  feedback notices 
C)  expense reports 
D)  call reports 
E)  recall files 
A)  sales invoices 
B)  feedback notices 
C)  expense reports 
D)  call reports 
E)  recall files

Question 4

Describe consumer sales promotion and trade sales promotion, and then explain how they differ.

Accepted Answer

Consumer sales promotion methods encoura

Question 5

A marketer's selection of sales promotion techniques is influenced by the state of the competitive environment.

Accepted Answer

A) True 
 B)False

Question 6

A major reason why Best Buy stopped using ___________ is because consumers perceived the redemption process as too complicated. It was also easy for them to forget about. Therefore, it had minimal use as a sales promotion method.

Accepted Answer

A)  cents-off offers 
B)  premiums 
C)  buy-back allowances 
D)  rebates 
E)  demonstrations 
A)  cents-off offers 
B)  premiums 
C)  buy-back allowances 
D)  rebates 
E)  demonstrations

Question 7

Sydney won a hot-air balloon ride and dinner for two for being the top revenue-producing mortgage loan officer at her company for the month of October. This contest exemplifies a company's efforts at

Accepted Answer

A)  motivating salespeople. 
B)  compensating salespeople. 
C)  providing training for the sales force. 
D)  increasing sales territories. 
E)  promoting salespeople. 
A)  motivating salespeople. 
B)  compensating salespeople. 
C)  providing training for the sales force. 
D)  increasing sales territories. 
E)  promoting salespeople.

Question 8

What is the rationale for having sales force objectives, and how are they developed?

Accepted Answer

To manage a sales force effectively, sal

Question 9

Tim has just finished compiling a list of potential customers and evaluating their ability, willingness, and authority to buy. He knows his next step in the personal selling process is to

Accepted Answer

A)  approach. 
B)  preapproach. 
C)  make the presentation. 
D)  prospect. 
E)  overcome objections. 
A)  approach. 
B)  preapproach. 
C)  make the presentation. 
D)  prospect. 
E)  overcome objections.

Question 10

Janetta tells her sales manager that she will be devoting more effort to ____ in the coming weeks, as her list of potential customers has dwindled below the level of 30 firms recommended by the selling plan.

Accepted Answer

A)  approaching customers 
B)  preapproaching 
C)  closing the sale 
D)  following up 
E)  prospecting 
A)  approaching customers 
B)  preapproaching 
C)  closing the sale 
D)  following up 
E)  prospecting

Question 11

Cooperative advertising refers to advertisements promoting a product and identifying participating retailers that sell the product.

Accepted Answer

A) True 
 B)False

Question 12

Pharmaceutical firms often employ _______________ to inform doctors and hospitals about new drugs and market their benefits.

Accepted Answer

A)  team salespeople 
B)  inside salespeople 
C)  trade salespeople 
D)  technical salespeople 
E)  missionary salespeople 
A)  team salespeople 
B)  inside salespeople 
C)  trade salespeople 
D)  technical salespeople 
E)  missionary salespeople

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. Presto appears to be using ____ to educate its sales force.

Accepted Answer

A)  formal sales training 
B)  on-the-job training 
C)  negative motivation 
D)  territorial meetings 
E)  recruiting training 
A)  formal sales training 
B)  on-the-job training 
C)  negative motivation 
D)  territorial meetings 
E)  recruiting training

Question 14

Because salespeople are an expense to the company, yet they are the ones who generate revenues for the company, management must strive to achieve optimality in the size of its sales force.

Accepted Answer

A) True 
 B)False

Question 15

If Green Giant wants to provide its resellers with a secondary incentive to stimulate repurchases after an initial consumer coupon campaign for its latest product, it can offer resellers a sum of money for each unit purchased. This type of sales promotion is a

Accepted Answer

A)  buying allowance. 
B)  count-and-recount allowance. 
C)  scan-back allowance. 
D)  buy-back allowance. 
E)  coupon follow-up campaign. 
A)  buying allowance. 
B)  count-and-recount allowance. 
C)  scan-back allowance. 
D)  buy-back allowance. 
E)  coupon follow-up campaign.

Question 16

Using referrals falls under the approach step in the personal selling process.

Accepted Answer

A) True 
 B)False

Question 17

The stage of the personal selling process in which the salesperson attempts to make a favorable impression, gather information about the customer's needs and objectives, and build a rapport with the prospective customers is called

Accepted Answer

A)  prospecting. 
B)  preapproach. 
C)  approach. 
D)  making the presentation. 
E)  overcoming objections. 
A)  prospecting. 
B)  preapproach. 
C)  approach. 
D)  making the presentation. 
E)  overcoming objections.

Question 18

The factors used to evaluate a salesperson's performance are based on the sales objectives set by the sales manager for that salesperson.

Accepted Answer

A) True 
 B)False

Question 19

List the major types of salespeople and indicate how they differ.

Accepted Answer

There are inside salespeople, outside sa

Question 20

One objective of consumer sales promotion techniques is to encourage patronage for a specific retail store.

Accepted Answer

A) True 
 B)False

Training programs designed for experienced company salespeople generally are oriented toward product information.

Zack Freedman is an experienced salesperson who has worked for the same company for 20 years. When he is informed that he must attend a training seminar the following Tuesday, he believes it will most likely be about

Jake, a sales representative, is returning from a week on the road. One of his activities this week is to develop ____, which are designed to identify the customers called on and to present detailed information about interaction with those clients.

Describe consumer sales promotion and trade sales promotion, and then explain how they differ.

A marketer's selection of sales promotion techniques is influenced by the state of the competitive environment.

A major reason why Best Buy stopped using ___________ is because consumers perceived the redemption process as too complicated. It was also easy for them to forget about. Therefore, it had minimal use as a sales promotion method.

Sydney won a hot-air balloon ride and dinner for two for being the top revenue-producing mortgage loan officer at her company for the month of October. This contest exemplifies a company's efforts at

What is the rationale for having sales force objectives, and how are they developed?

Tim has just finished compiling a list of potential customers and evaluating their ability, willingness, and authority to buy. He knows his next step in the personal selling process is to

Janetta tells her sales manager that she will be devoting more effort to ____ in the coming weeks, as her list of potential customers has dwindled below the level of 30 firms recommended by the selling plan.

Cooperative advertising refers to advertisements promoting a product and identifying participating retailers that sell the product.

Pharmaceutical firms often employ _______________ to inform doctors and hospitals about new drugs and market their benefits.

Because salespeople are an expense to the company, yet they are the ones who generate revenues for the company, management must strive to achieve optimality in the size of its sales force.

If Green Giant wants to provide its resellers with a secondary incentive to stimulate repurchases after an initial consumer coupon campaign for its latest product, it can offer resellers a sum of money for each unit purchased. This type of sales promotion is a

Using referrals falls under the approach step in the personal selling process.

The stage of the personal selling process in which the salesperson attempts to make a favorable impression, gather information about the customer's needs and objectives, and build a rapport with the prospective customers is called

The factors used to evaluate a salesperson's performance are based on the sales objectives set by the sales manager for that salesperson.

List the major types of salespeople and indicate how they differ.

One objective of consumer sales promotion techniques is to encourage patronage for a specific retail store.

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

Training programs designed for experienced company salespeople generally are oriented toward product information.

Zack Freedman is an experienced salesperson who has worked for the same company for 20 years. When he is informed that he must attend a training seminar the following Tuesday, he believes it will most likely be about

Jake, a sales representative, is returning from a week on the road. One of his activities this week is to develop ____, which are designed to identify the customers called on and to present detailed information about interaction with those clients.

Describe consumer sales promotion and trade sales promotion, and then explain how they differ.

A marketer's selection of sales promotion techniques is influenced by the state of the competitive environment.

A major reason why Best Buy stopped using ___________ is because consumers perceived the redemption process as too complicated. It was also easy for them to forget about. Therefore, it had minimal use as a sales promotion method.

Sydney won a hot-air balloon ride and dinner for two for being the top revenue-producing mortgage loan officer at her company for the month of October. This contest exemplifies a company's efforts at

What is the rationale for having sales force objectives, and how are they developed?

Tim has just finished compiling a list of potential customers and evaluating their ability, willingness, and authority to buy. He knows his next step in the personal selling process is to

Janetta tells her sales manager that she will be devoting more effort to ____ in the coming weeks, as her list of potential customers has dwindled below the level of 30 firms recommended by the selling plan.

Cooperative advertising refers to advertisements promoting a product and identifying participating retailers that sell the product.

Pharmaceutical firms often employ _______________ to inform doctors and hospitals about new drugs and market their benefits.

Because salespeople are an expense to the company, yet they are the ones who generate revenues for the company, management must strive to achieve optimality in the size of its sales force.

If Green Giant wants to provide its resellers with a secondary incentive to stimulate repurchases after an initial consumer coupon campaign for its latest product, it can offer resellers a sum of money for each unit purchased. This type of sales promotion is a

Using referrals falls under the approach step in the personal selling process.

The stage of the personal selling process in which the salesperson attempts to make a favorable impression, gather information about the customer's needs and objectives, and build a rapport with the prospective customers is called

The factors used to evaluate a salesperson's performance are based on the sales objectives set by the sales manager for that salesperson.

List the major types of salespeople and indicate how they differ.

One objective of consumer sales promotion techniques is to encourage patronage for a specific retail store.

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