Question 1

If possible,the salesperson should handle objections only when they arise.

Accepted Answer

A) True 
 B)False

Question 2

The focus of personal selling is shifting from selling a specific product to building long-term relationships with customers by finding solutions to their needs,problems,and challenges.

Accepted Answer

A) True 
 B)False

Question 3

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 4

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 nonselling 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 nonselling time. 
D) determine duration of sales calls. 
E) provide salespeople with an opportunity to plan their own routes and schedules.

Question 5

Personal selling is generally the most expensive element in the promotion mix.

Accepted Answer

A) True 
 B)False

Question 6

While sales contests can motivate employees at all levels to participate,a disadvantage of this method of sales promotion is that

Accepted Answer

A) they are often too complicated. 
B) they are not taken seriously by the employees. 
C) people often discontinue their positive behavior after the contest is over. 
D) many point-of-purchase display materials are needed to implement a contest. 
E) people often feel they are not being recognized enough. 
A) they are often too complicated. 
B) they are not taken seriously by the employees. 
C) people often discontinue their positive behavior after the contest is over. 
D) many point-of-purchase display materials are needed to implement a contest. 
E) people often feel they are not being recognized enough.

Question 7

When deciding on sales promotion methods to employ,marketers take several factors into consideration.Which factor below is unlikely to affect decisions regarding sales promotion methods?

Accepted Answer

A) Type of package 
B) Product characteristics 
C) Target market characteristics 
D) Types of resellers 
E) Competitive forces in the environment 
A) Type of package 
B) Product characteristics 
C) Target market characteristics 
D) Types of resellers 
E) Competitive forces in the environment

Question 8

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) Terminate 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) Terminate her. 
D) Recommend that she attend a training program. 
E) Ignore this problem given that her sales results were good.

Question 9

Consumer contests and sweepstakes are used to promote established products and tend to generate similar levels of consumer response.

Accepted Answer

A) True 
 B)False

Question 10

Scott Bartello,a salesperson for Lamkin Golf Products,develops a list of potential customers and evaluates them on the basis of their ability,willingness,and authority to purchase copy machines.This process is called

Accepted Answer

A) customer search. 
B) preapproach. 
C) customer evaluation. 
D) customer pre-approval. 
E) prospecting. 
A) customer search. 
B) preapproach. 
C) customer evaluation. 
D) customer pre-approval. 
E) prospecting.

Question 11

Selection of the right type and proportion of salespeople is important because it is a one-time decision that affects the company's ability to generate sales and profits.

Accepted Answer

A) True 
 B)False

Question 12

Explain the major issues to consider when developing a sales training program.

Accepted Answer

The answer of Explain the major issues to consider when...

Question 13

Which of the following is not true when making the sales presentation?

Accepted Answer

A) The salesperson should focus on anticipating questions and answering them before they're asked. 
B) The salesperson must spark interest in the product. 
C) The salesperson should not only talk but also listen to the customer. 
D) The salesperson should involve the customer by having him or her hold,touch,or use the product. 
E) A salesperson should not sound like he or she is just reading a script (i.e.,he or she should be flexible and respond to the customers' comments). 
A) The salesperson should focus on anticipating questions and answering them before they're asked. 
B) The salesperson must spark interest in the product. 
C) The salesperson should not only talk but also listen to the customer. 
D) The salesperson should involve the customer by having him or her hold,touch,or use the product. 
E) A salesperson should not sound like he or she is just reading a script (i.e.,he or she should be flexible and respond to the customers' comments).

Question 14

A major disadvantage of personal selling is that it

Accepted Answer

A) is not remembered as well by consumers as advertising messages are. 
B) cannot easily adjust the message to satisfy a customer's information needs. 
C) is very expensive per contact. 
D) does not provide immediate feedback. 
E) is not compatible with other promotional activities. 
A) is not remembered as well by consumers as advertising messages are. 
B) cannot easily adjust the message to satisfy a customer's information needs. 
C) is very expensive per contact. 
D) does not provide immediate feedback. 
E) is not compatible with other promotional activities.

Question 15

While anticipating objections and countering them before they are asked is a good idea,one negative consequence of doing so is that the salesperson may

Accepted Answer

A) annoy the customer. 
B) mention objections the customer had not thought of. 
C) take too long in trying to sell the product,and the customer may stop listening. 
D) not emphasize its features and benefits enough. 
E) begin to lie about the product. 
A) annoy the customer. 
B) mention objections the customer had not thought of. 
C) take too long in trying to sell the product,and the customer may stop listening. 
D) not emphasize its features and benefits enough. 
E) begin to lie about the product.

Question 16

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

Question 17

Scenario 19.1
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 19.1.Currently,Sean's compensation is based on the ____ plan,however he is considering changing to the ____ plan.

Accepted Answer

A) straight salary;salary plus commission 
B) straight commission;straight salary 
C) salary plus commission;straight commission 
D) salary plus bonus;straight bonus 
E) straight bonus;straight commission 
A) straight salary;salary plus commission 
B) straight commission;straight salary 
C) salary plus commission;straight commission 
D) salary plus bonus;straight bonus 
E) straight bonus;straight commission

Question 18

In recent years the proportion of promotional dollars spent on sales promotion has

Accepted Answer

A) increased relative to advertising. 
B) remained constant. 
C) declined slightly,and the proportion spent on advertising has increased. 
D) declined slightly,and the proportion spent on advertising has declined as well. 
E) increased,and the proportion spent on advertising has risen as well. 
A) increased relative to advertising. 
B) remained constant. 
C) declined slightly,and the proportion spent on advertising has increased. 
D) declined slightly,and the proportion spent on advertising has declined as well. 
E) increased,and the proportion spent on advertising has risen as well.

If possible,the salesperson should handle objections only when they arise.

The focus of personal selling is shifting from selling a specific product to building long-term relationships with customers by finding solutions to their needs,problems,and challenges.

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

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

Personal selling is generally the most expensive element in the promotion mix.

While sales contests can motivate employees at all levels to participate,a disadvantage of this method of sales promotion is that

When deciding on sales promotion methods to employ,marketers take several factors into consideration.Which factor below is unlikely to affect decisions regarding sales promotion methods?

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?

Consumer contests and sweepstakes are used to promote established products and tend to generate similar levels of consumer response.

Scott Bartello,a salesperson for Lamkin Golf Products,develops a list of potential customers and evaluates them on the basis of their ability,willingness,and authority to purchase copy machines.This process is called

Selection of the right type and proportion of salespeople is important because it is a one-time decision that affects the company's ability to generate sales and profits.

Explain the major issues to consider when developing a sales training program.

Which of the following is not true when making the sales presentation?

A major disadvantage of personal selling is that it

While anticipating objections and countering them before they are asked is a good idea,one negative consequence of doing so is that the salesperson may

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

In recent years the proportion of promotional dollars spent on sales promotion has

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

Developing and Managing Products

Services Marketing

Branding and Packaging

Marketing Channels and Supply-Chain Management

Retailing, direct Marketing, and Wholesaling

Integrated Marketing Communications

Advertising and Public Relations

Pricing Concepts

Setting Prices

Filters

Exam 19: Personal Selling and Sales Promotion

If possible,the salesperson should handle objections only when they arise.

The focus of personal selling is shifting from selling a specific product to building long-term relationships with customers by finding solutions to their needs,problems,and challenges.

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

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

Personal selling is generally the most expensive element in the promotion mix.

While sales contests can motivate employees at all levels to participate,a disadvantage of this method of sales promotion is that

When deciding on sales promotion methods to employ,marketers take several factors into consideration.Which factor below is unlikely to affect decisions regarding sales promotion methods?

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?

Consumer contests and sweepstakes are used to promote established products and tend to generate similar levels of consumer response.

Scott Bartello,a salesperson for Lamkin Golf Products,develops a list of potential customers and evaluates them on the basis of their ability,willingness,and authority to purchase copy machines.This process is called

Selection of the right type and proportion of salespeople is important because it is a one-time decision that affects the company's ability to generate sales and profits.

Explain the major issues to consider when developing a sales training program.

Which of the following is not true when making the sales presentation?

A major disadvantage of personal selling is that it

While anticipating objections and countering them before they are asked is a good idea,one negative consequence of doing so is that the salesperson may

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

In recent years the proportion of promotional dollars spent on sales promotion has

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

Developing and Managing Products

Services Marketing

Branding and Packaging

Marketing Channels and Supply-Chain Management

Retailing, direct Marketing, and Wholesaling

Integrated Marketing Communications

Advertising and Public Relations

Pricing Concepts

Setting Prices

Filters