Question 1

For a powerful sales presentation,salespeople must do all of the following EXCEPT:

Accepted Answer

A)  ask close-ended questions 
B)  incorporate visual elements that impart valuable information 
C)  practice 
D)  use direct eye contact 
E)  use hand gestures and voice inflections 
A)  ask close-ended questions 
B)  incorporate visual elements that impart valuable information 
C)  practice 
D)  use direct eye contact 
E)  use hand gestures and voice inflections

Question 2

Kaye noticed Bounce dryer sheets had a peel-off sticker worth $1.00 off that purchase.The peel-off stickers are:

Accepted Answer

A)  premiums 
B)  trade discounts 
C)  purchase allowances 
D)  in-store coupons 
E)  functional allowances 
A)  premiums 
B)  trade discounts 
C)  purchase allowances 
D)  in-store coupons 
E)  functional allowances

Question 3

Tremaine Hughes is a salesperson for Allied Pets,a company that sells veterinarian supplies.He is working on a needs assessment for East Athens Veterinary Clinic.What information will he need to find out about East Athens?

Accepted Answer

A consultative salesperson must know eve

Question 4

Dave is in charge of finding sponsors for the 2011 Riverbend Festival.He is meeting with marketing representatives from Wrangler jeans and First Tennessee National Bank,attempting to convince them to sponsor the event.Dave is engaged in personal selling.

Accepted Answer

A) True 
 B)False

Question 5

All of the following statements about recruiting and training the sales force is true EXCEPT:

Accepted Answer

A)  Training should not be limited to just the new sales force members. 
B)  One of the most important traits to look for in a sales job candidate is ego strength. 
C)  Sales training should begin after a brief orientation. 
D)  Aggressiveness is an important trait to look for when recruiting salespeople. 
E)  Salespeople are typically trained to be negotiators. 
A)  Training should not be limited to just the new sales force members. 
B)  One of the most important traits to look for in a sales job candidate is ego strength. 
C)  Sales training should begin after a brief orientation. 
D)  Aggressiveness is an important trait to look for when recruiting salespeople. 
E)  Salespeople are typically trained to be negotiators.

Question 6

When cosmetics company Estée Lauder gives customers a bag of small-sized cosmetics with the purchase of a full-priced item,this is an example of a premium offer.

Accepted Answer

A) True 
 B)False

Question 7

By visiting the priceless.com site,MasterCard users can register for a chance to win an all-expense-paid trip for two to New York to see two Broadway plays.This prize package will be awarded through a(n)_____ since there is no skill involved.

Accepted Answer

A)  contest 
B)  P-O-P promotion 
C)  sweepstakes 
D)  loyalty incentive plan 
E)  event sponsorship 
A)  contest 
B)  P-O-P promotion 
C)  sweepstakes 
D)  loyalty incentive plan 
E)  event sponsorship

Question 8

When Rick purchased a Xerox color printer for his law office,he was able to mail in a proof-of-purchase and his cash register receipt to receive a check from Xerox for $200.Rick received a:

Accepted Answer

A)  premium 
B)  trade allowance 
C)  purchase allowance 
D)  rebate 
E)  functional discount 
A)  premium 
B)  trade allowance 
C)  purchase allowance 
D)  rebate 
E)  functional discount

Question 9

A certificate that entitles consumers to an immediate price reduction when they buy the product is called a(n):

Accepted Answer

A)  coupon 
B)  premium 
C)  push money 
D)  entitlement 
E)  allowance 
A)  coupon 
B)  premium 
C)  push money 
D)  entitlement 
E)  allowance

Question 10

A _____ is a written document or professional presentation that outlines how a company's product will meet or exceed the client's needs.

Accepted Answer

A)  customer profile 
B)  needs assessment 
C)  sales proposal 
D)  qualifying document 
E)  forecast of needs 
A)  customer profile 
B)  needs assessment 
C)  sales proposal 
D)  qualifying document 
E)  forecast of needs

Question 11

A new salesperson generally receives training in all of the following EXCEPT:

Accepted Answer

A)  company policies and practices 
B)  accounting procedures 
C)  product knowledge 
D)  industry characteristics 
E)  nonselling duties,such as filling out information reports 
A)  company policies and practices 
B)  accounting procedures 
C)  product knowledge 
D)  industry characteristics 
E)  nonselling duties,such as filling out information reports

Question 12

Compensation planning is one of the sales manager's easiest jobs.

Accepted Answer

A) True 
 B)False

Question 13

Sales departments have traditionally been organized by all of the following EXCEPT:

Accepted Answer

A)  geographic region 
B)  product line 
C)  competition 
D)  marketing function 
E)  industry 
A)  geographic region 
B)  product line 
C)  competition 
D)  marketing function 
E)  industry

Question 14

Relationship selling is more typical with selling situations for consumer goods.

Accepted Answer

A) True 
 B)False

Question 15

Kraft Foods has established dedicated teams to focus on their business with many of their largest customers.With "Team Kroger," Kraft has combined with Nabisco selling organizations in order to bring more unique shopper insights to Kroger supermarkets.This helps Kroger understand their shoppers and customize their programs to grow even more.At the same time,Kraft has strengthened its relationship with Kroger by gaining a better understanding of the supermarket's needs and how it can help support Kroger's business objectives concurrently with its own.
-Refer to Kraft Foods._____ is the identification of those firms and people most likely to buy Kraft products.

Accepted Answer

A)  Prospecting 
B)  Lead qualification 
C)  The sales presentation 
D)  The close procedure 
E)  The sales approach 
A)  Prospecting 
B)  Lead qualification 
C)  The sales presentation 
D)  The close procedure 
E)  The sales approach

Question 16

The objectives of a promotion depend on the general behavior of target consumers.

Accepted Answer

A) True 
 B)False

Question 17

A(n)_____ is a statement of sales goals,usually based on sales volume alone.

Accepted Answer

A)  breakeven statement 
B)  trend analysis 
C)  order forecast 
D)  account report 
E)  quota 
A)  breakeven statement 
B)  trend analysis 
C)  order forecast 
D)  account report 
E)  quota

Question 18

Which of the following statements about contests and sweepstakes is true?

Accepted Answer

A)  Contests depend on luck,and participation is free. 
B)  Contests are generally effective tools for creating long-term relationships with customers. 
C)  Sweepstakes are promotions that require participants to exhibit some skill. 
D)  Sweepstakes usually draw about ten times more participants than contests. 
E)  Contests and sweepstakes are not useful for creating interest and publicity. 
A)  Contests depend on luck,and participation is free. 
B)  Contests are generally effective tools for creating long-term relationships with customers. 
C)  Sweepstakes are promotions that require participants to exhibit some skill. 
D)  Sweepstakes usually draw about ten times more participants than contests. 
E)  Contests and sweepstakes are not useful for creating interest and publicity.

Question 19

Compare and contrast relationship selling and traditional personal selling.

Accepted Answer

Traditional selling:
•focuses solely on

Question 20

Guilden Corporation has instructed its new salesperson that she is responsible for selling 5 display cases with infrared heating capability per week,plus calling on 5 current and 10 potential customers.These objectives comprise her:

Accepted Answer

A)  promotion goal 
B)  fulfillment 
C)  quota 
D)  contribution 
E)  potentiality 
A)  promotion goal 
B)  fulfillment 
C)  quota 
D)  contribution 
E)  potentiality

Exam 18: Sales Promotion and Personal Selling

For a powerful sales presentation,salespeople must do all of the following EXCEPT:

Kaye noticed Bounce dryer sheets had a peel-off sticker worth $1.00 off that purchase.The peel-off stickers are:

Tremaine Hughes is a salesperson for Allied Pets,a company that sells veterinarian supplies.He is working on a needs assessment for East Athens Veterinary Clinic.What information will he need to find out about East Athens?

Dave is in charge of finding sponsors for the 2011 Riverbend Festival.He is meeting with marketing representatives from Wrangler jeans and First Tennessee National Bank,attempting to convince them to sponsor the event.Dave is engaged in personal selling.

All of the following statements about recruiting and training the sales force is true EXCEPT:

When cosmetics company Estée Lauder gives customers a bag of small-sized cosmetics with the purchase of a full-priced item,this is an example of a premium offer.

By visiting the priceless.com site,MasterCard users can register for a chance to win an all-expense-paid trip for two to New York to see two Broadway plays.This prize package will be awarded through a(n)_____ since there is no skill involved.

When Rick purchased a Xerox color printer for his law office,he was able to mail in a proof-of-purchase and his cash register receipt to receive a check from Xerox for $200.Rick received a:

A certificate that entitles consumers to an immediate price reduction when they buy the product is called a(n):

A _____ is a written document or professional presentation that outlines how a company's product will meet or exceed the client's needs.

A new salesperson generally receives training in all of the following EXCEPT:

Compensation planning is one of the sales manager's easiest jobs.

Sales departments have traditionally been organized by all of the following EXCEPT:

Relationship selling is more typical with selling situations for consumer goods.

The objectives of a promotion depend on the general behavior of target consumers.

A(n)_____ is a statement of sales goals,usually based on sales volume alone.

Which of the following statements about contests and sweepstakes is true?

Compare and contrast relationship selling and traditional personal selling.

Guilden Corporation has instructed its new salesperson that she is responsible for selling 5 display cases with infrared heating capability per week,plus calling on 5 current and 10 potential customers.These objectives comprise her:

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