Question 1

Which of the following is NOT one of the types of personal selling?

Accepted Answer

A)  order taker 
B)  creative selling 
C)  internal selling 
D)  All of the above are types of personal selling. 
A)  order taker 
B)  creative selling 
C)  internal selling 
D)  All of the above are types of personal selling.

Question 2

Overall,____________________________ involves knowing the firm's capabilities in all areas of the marketing mix, competitors' strengths and weaknesses, effects of the external environment, and customer choice criteria.

Accepted Answer

A)  initial contact 
B)  prospecting 
C)  preparation 
D)  closing the sale 
A)  initial contact 
B)  prospecting 
C)  preparation 
D)  closing the sale

Question 3

For many organizations personal selling is the most important element of the promotion mix. Discuss the factors that would lead an organization to emphasize personal selling. When is personal selling useful to an organization and when is it less useful?

Accepted Answer

Personal selling is the most important f

Question 4

Research shows that______________of the time do salespeople ask for the sale.

Accepted Answer

A)  only 40% 
B)  over 65% 
C)  almost 90% 
D)  only 20% 
A)  only 40% 
B)  over 65% 
C)  almost 90% 
D)  only 20%

Question 5

Jane asks Jim if he is happy with his insurance agent. Jim answers that he is and offers to introduce Jane to his agent. Jim has just helped his agent with which activity in the personal selling process?

Accepted Answer

A)  initial contact 
B)  prospecting 
C)  preparation 
D)  closing the sale 
A)  initial contact 
B)  prospecting 
C)  preparation 
D)  closing the sale

Question 6

The first stage of the personal selling process is prospecting.

Accepted Answer

A) True 
 B)False

Question 7

A detail salesperson performs relatively routine selling tasks such as working with retailers to place reorders for basic product.

Accepted Answer

A) True 
 B)False

Question 8

A corporate buyer fills out a mail-in coupon, providing her name, address, and phone number. The buyer has just helped the selling firm with which activities in the personal selling process?

Accepted Answer

A)  initial contact 
B)  prospecting 
C)  preparation 
D)  closing the sale 
A)  initial contact 
B)  prospecting 
C)  preparation 
D)  closing the sale

Question 9

Which of the following is NOT one of the changes in the broad business environment that have created a significant new environment for personal selling.

Accepted Answer

A)  increased sophistication of marketing planning 
B)  sales force automation (SF
A)  
C)  legal challenges to high pressure selling 
D)  All of the above are changes that have created a new environment. 
A)  increased sophistication of marketing planning 
B)  sales force automation (SF
A)  
C)  legal challenges to high pressure selling 
D)  All of the above are changes that have created a new environment.

Question 10

Which of the following is NOT one of the roles of personal selling?

Accepted Answer

A)  market analysis 
B)  communications 
C)  sales coordination 
D)  stimulating an immediate, measurable change in behavior (i.e., sales) 
A)  market analysis 
B)  communications 
C)  sales coordination 
D)  stimulating an immediate, measurable change in behavior (i.e., sales)

Question 11

The vice-president of Marketing for Mega brands is assessing the strengths and weakness of the sales force and corporate support for the selling effort. He is engaged in the external situation analysis.

Accepted Answer

A) True 
 B)False

Question 12

______________ selling is the type of selling where customers rely heavily on the salesperson for technical information, advice, and service.

Accepted Answer

A)  Creative 
B)  Detail 
C)  Order taking 
D)  System 
A)  Creative 
B)  Detail 
C)  Order taking 
D)  System

Question 13

Which of the following is not one of the decisions that must be made about training?

Accepted Answer

A)  content of the program 
B)  duration of training 
C)  whether to train or churn (i.e., hire and fire) 
D)  location of training 
A)  content of the program 
B)  duration of training 
C)  whether to train or churn (i.e., hire and fire) 
D)  location of training

Question 14

Jack is presenting to a potential client. He has a polished, rehearsed sales pitch that covers all important sales points. However, when the potential client asks a question focused on his specific situation Jack essentially brushes off the buyer's question and continues his presentation. Jack is using a(n)____________________________presentation.

Accepted Answer

A)  attention-interest-desire-action (AID
A)  
B)  need satisfaction 
C)  canned 
D)  consultative selling 
A)  attention-interest-desire-action (AID
A)  
B)  need satisfaction 
C)  canned 
D)  consultative selling

Question 15

A sophisticated and informed approach to the presentation that relies on the marketing concept is the______________ presentation.

Accepted Answer

A)  canned 
B)  need satisfaction 
C)  attention-interest-desire-action 
D)  need hierarchy 
A)  canned 
B)  need satisfaction 
C)  attention-interest-desire-action 
D)  need hierarchy

Question 16

A(n)______________ will identify all the tasks to be performed by salespeople.

Accepted Answer

A)  qualification appraisal 
B)  situational audit 
C)  job description 
D)  internal situation analysis 
A)  qualification appraisal 
B)  situational audit 
C)  job description 
D)  internal situation analysis

Question 17

______________ is designed to reach a group of customers, rather then an individual customer, with information about the firm's products or services.

Accepted Answer

A)  Seminar selling 
B)  Missionary selling 
C)  System selling 
D)  Team selling 
A)  Seminar selling 
B)  Missionary selling 
C)  System selling 
D)  Team selling

Question 18

Becky, a salesperson for Mega brands is holding a training session for her client's customers so they know how to operate the X-500 she has sold them. This is an example of the follow-up stage of the personal selling process.

Accepted Answer

A) True 
 B)False

Question 19

Promotional materials-samples, catalogs, product brochures are considered an advertising expense and are not a part of the personal selling budget.

Accepted Answer

A) True 
 B)False

Question 20

One role of personal selling is to get consumers to buy things they may not need but can be induced to want.

Accepted Answer

A) True 
 B)False

Which of the following is NOT one of the types of personal selling?

Overall,____________________________ involves knowing the firm's capabilities in all areas of the marketing mix, competitors' strengths and weaknesses, effects of the external environment, and customer choice criteria.

For many organizations personal selling is the most important element of the promotion mix. Discuss the factors that would lead an organization to emphasize personal selling. When is personal selling useful to an organization and when is it less useful?

Research shows that______________of the time do salespeople ask for the sale.

Jane asks Jim if he is happy with his insurance agent. Jim answers that he is and offers to introduce Jane to his agent. Jim has just helped his agent with which activity in the personal selling process?

The first stage of the personal selling process is prospecting.

A detail salesperson performs relatively routine selling tasks such as working with retailers to place reorders for basic product.

A corporate buyer fills out a mail-in coupon, providing her name, address, and phone number. The buyer has just helped the selling firm with which activities in the personal selling process?

Which of the following is NOT one of the changes in the broad business environment that have created a significant new environment for personal selling.

Which of the following is NOT one of the roles of personal selling?

The vice-president of Marketing for Mega brands is assessing the strengths and weakness of the sales force and corporate support for the selling effort. He is engaged in the external situation analysis.

______________ selling is the type of selling where customers rely heavily on the salesperson for technical information, advice, and service.

Which of the following is not one of the decisions that must be made about training?

A sophisticated and informed approach to the presentation that relies on the marketing concept is the______________ presentation.

A(n)______________ will identify all the tasks to be performed by salespeople.

______________ is designed to reach a group of customers, rather then an individual customer, with information about the firm's products or services.

Becky, a salesperson for Mega brands is holding a training session for her client's customers so they know how to operate the X-500 she has sold them. This is an example of the follow-up stage of the personal selling process.

Promotional materials-samples, catalogs, product brochures are considered an advertising expense and are not a part of the personal selling budget.

One role of personal selling is to get consumers to buy things they may not need but can be induced to want.

The World of Integrated Marketing Communication

The Promotion Industry

The Evolution of Promoting Brands

Understanding the Marketing Environment: Segmentation, Targeting, and Positioning

Understanding Buyer Behavior and the Communication Process

The Regulatory and Ethical Environment of Promotions

The International Market Environment for Brand Promotion

Messaging and Media Strategies

The Internet

Direct Marketing and Personal Selling

Sales Promotion and Point of Purchase

Sponsorship, Product Placements, and Branded Entertainment

Public Relations, Influencer Marketing, Social Media, and Corporate Advertising

Measuring the Effectiveness of Brand Promotions

Filters

Exam 14: Personal Selling and Sales Management

Which of the following is NOT one of the types of personal selling?

Overall,____________________________ involves knowing the firm's capabilities in all areas of the marketing mix, competitors' strengths and weaknesses, effects of the external environment, and customer choice criteria.

For many organizations personal selling is the most important element of the promotion mix. Discuss the factors that would lead an organization to emphasize personal selling. When is personal selling useful to an organization and when is it less useful?

Research shows that______________of the time do salespeople ask for the sale.

Jane asks Jim if he is happy with his insurance agent. Jim answers that he is and offers to introduce Jane to his agent. Jim has just helped his agent with which activity in the personal selling process?

The first stage of the personal selling process is prospecting.

A detail salesperson performs relatively routine selling tasks such as working with retailers to place reorders for basic product.

A corporate buyer fills out a mail-in coupon, providing her name, address, and phone number. The buyer has just helped the selling firm with which activities in the personal selling process?

Which of the following is NOT one of the changes in the broad business environment that have created a significant new environment for personal selling.

Which of the following is NOT one of the roles of personal selling?

The vice-president of Marketing for Mega brands is assessing the strengths and weakness of the sales force and corporate support for the selling effort. He is engaged in the external situation analysis.

______________ selling is the type of selling where customers rely heavily on the salesperson for technical information, advice, and service.

Which of the following is not one of the decisions that must be made about training?

A sophisticated and informed approach to the presentation that relies on the marketing concept is the______________ presentation.

A(n)______________ will identify all the tasks to be performed by salespeople.

______________ is designed to reach a group of customers, rather then an individual customer, with information about the firm's products or services.

Becky, a salesperson for Mega brands is holding a training session for her client's customers so they know how to operate the X-500 she has sold them. This is an example of the follow-up stage of the personal selling process.

Promotional materials-samples, catalogs, product brochures are considered an advertising expense and are not a part of the personal selling budget.

One role of personal selling is to get consumers to buy things they may not need but can be induced to want.

The World of Integrated Marketing Communication

The Promotion Industry

The Evolution of Promoting Brands

Understanding the Marketing Environment: Segmentation, Targeting, and Positioning

Understanding Buyer Behavior and the Communication Process

The Regulatory and Ethical Environment of Promotions

The International Market Environment for Brand Promotion

Messaging and Media Strategies

The Internet

Direct Marketing and Personal Selling

Sales Promotion and Point of Purchase

Sponsorship, Product Placements, and Branded Entertainment

Public Relations, Influencer Marketing, Social Media, and Corporate Advertising

Measuring the Effectiveness of Brand Promotions

Filters