Question 1

Hannah is a retail salesperson for Crate and Barrel in Chicago.She is most likely classified as

Accepted Answer

A) an order getter. 
B) support personnel. 
C) trade salespeople. 
D) an inside order taker. 
E) a field order taker. 
A) an order getter. 
B) support personnel. 
C) trade salespeople. 
D) an inside order taker. 
E) a field order taker.

Question 2

Current customers are sources of leads for finding prospective customers.

Accepted Answer

A) True 
 B)False

Question 3

A salesperson with a larger territory will have the advantage of being able to achieve more sales than salespeople with smaller territories.

Accepted Answer

A) True 
 B)False

Question 4

Sales promotion may facilitate personal selling.

Accepted Answer

A) True 
 B)False

Question 5

Daphne King of Cleborn Pharmaceuticals tells a sales management class at the state university that her job is to call on doctors and explain the benefits of new prescription drugs that her firm develops.Daphne would call herself a(n)

Accepted Answer

A) technical salesperson. 
B) missionary salesperson. 
C) order taker. 
D) order getter. 
E) trade salesperson. 
A) technical salesperson. 
B) missionary salesperson. 
C) order taker. 
D) order getter. 
E) trade salesperson.

Question 6

In establishing sales promotion objectives,a marketer should always

Accepted Answer

A) concentrate on activities that will increase consumer demand. 
B) focus on consumers. 
C) focus on resellers. 
D) be defensive in the methods used. 
E) align objectives with the organization's overall objectives. 
A) concentrate on activities that will increase consumer demand. 
B) focus on consumers. 
C) focus on resellers. 
D) be defensive in the methods used. 
E) align objectives with the organization's overall objectives.

Question 7

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.Sean selects several motorcycle stores who are not currently his customers.He then obtains and analyzes information about the current brands of motorcycle accessories they stock,their sales trends,and credit history.Sean is engaged in which of the following?

Accepted Answer

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

Question 8

When better market conditions prevail or when company growth occurs,a company may suffer if it

Accepted Answer

A) lowered its sales force objectives. 
B) recruited additional salespeople. 
C) decided to use a combination compensation plan. 
D) provided additional training for its sales force. 
E) cut back the size of its sales force. 
A) lowered its sales force objectives. 
B) recruited additional salespeople. 
C) decided to use a combination compensation plan. 
D) provided additional training for its sales force. 
E) cut back the size of its sales force.

Question 9

When determining the characteristics desirable in salespeople,the sales manager should analyze the characteristics of the successful and ineffective sales personnel within the firm.

Accepted Answer

A) True 
 B)False

Question 10

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 11

Which of the following best characterizes the function of recruiting and selecting a sales force?

Accepted Answer

A) It should be a continuous,systematic attempt to match applicants' characteristics to the firm's needs. 
B) It is a process that should be set up that incorporates at least two steps: an interview and a written application. 
C) Sources of applicants should be limited,since the recruitment process is expensive and more applicants mean greater expense. 
D) After interviewing applicants,the manager should attempt to find a position that can be tailored to fit applicants' qualifications. 
E) It should not be made from personnel in other departments in the firm,as this would necessitate training two people rather than one. 
A) It should be a continuous,systematic attempt to match applicants' characteristics to the firm's needs. 
B) It is a process that should be set up that incorporates at least two steps: an interview and a written application. 
C) Sources of applicants should be limited,since the recruitment process is expensive and more applicants mean greater expense. 
D) After interviewing applicants,the manager should attempt to find a position that can be tailored to fit applicants' qualifications. 
E) It should not be made from personnel in other departments in the firm,as this would necessitate training two people rather than one.

Question 12

Which of the following is not a reason why the proportion of promotional dollars spent on sales promotion has increased in recent years?

Accepted Answer

A) Retailers have become more powerful relative to manufacturers and are demanding more trade sales promotion efforts. 
B) Because of an increased focus on value,consumers are more responsive to promotional offers. 
C) The greater emphasis on improving long-term performance has resulted in an increased use of sales promotion methods. 
D) Sales promotions aimed at convincing customers to change brands are more effective because of declines in brand loyalty in general. 
E) All of these are reasons for the increasing proportion of promotional dollars being spent on sales promotion efforts. 
A) Retailers have become more powerful relative to manufacturers and are demanding more trade sales promotion efforts. 
B) Because of an increased focus on value,consumers are more responsive to promotional offers. 
C) The greater emphasis on improving long-term performance has resulted in an increased use of sales promotion methods. 
D) Sales promotions aimed at convincing customers to change brands are more effective because of declines in brand loyalty in general. 
E) All of these are reasons for the increasing proportion of promotional dollars being spent on sales promotion efforts.

Question 13

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 14

When a manufacturer rewards retailers based on the number of pieces moved through their scanners,this sales promotion method is known as a

Accepted Answer

A) merchandise allowance. 
B) count-and-recount allowance. 
C) buy-back allowance. 
D) scan-back allowance. 
E) scan-count allowance. 
A) merchandise allowance. 
B) count-and-recount allowance. 
C) buy-back allowance. 
D) scan-back allowance. 
E) scan-count allowance.

Question 15

Tara is beginning her week as a sales representative for Logitech Technology.She decides to start the day by developing a list of potential customers,which is called

Accepted Answer

A) preapproaching. 
B) surveying. 
C) scouting. 
D) prospecting. 
E) screening. 
A) preapproaching. 
B) surveying. 
C) scouting. 
D) prospecting. 
E) screening.

Question 16

Jennifer Clarkson,a sales representative for a publisher of college textbooks,had the southern half of the state as a sales territory.Last year,the director of marketing for the publishing company told Jennifer's sales manager to increase her territory to the entire state.Now Jennifer's customers are less satisfied with the company.They are most likely to blame ____ for their reduced level of customer satisfaction.

Accepted Answer

A) the textbook authors 
B) the company's chief executive officer 
C) the marketing manager 
D) the sales manager 
E) Jennifer 
A) the textbook authors 
B) the company's chief executive officer 
C) the marketing manager 
D) the sales manager 
E) Jennifer

Question 17

Nick is a salesperson for DuPont.His college degree is in engineering,with a minor in physical science.Nick is most likely a(n)

Accepted Answer

A) trade salesperson. 
B) missionary salesperson. 
C) technical salesperson. 
D) chemicals order taker. 
E) support to the sales staff. 
A) trade salesperson. 
B) missionary salesperson. 
C) technical salesperson. 
D) chemicals order taker. 
E) support to the sales staff.

Question 18

Which of the following is particularly appropriate for pricey high-tech business products,such as jet aircraft and medical equipment?

Accepted Answer

A) Team selling 
B) Relationship selling 
C) Trade selling 
D) Technical selling 
E) Missionary selling 
A) Team selling 
B) Relationship selling 
C) Trade selling 
D) Technical selling 
E) Missionary selling

Question 19

Sales objectives can do all of the following except

Accepted Answer

A) serve as a deterrent both to salespeople and their clients. 
B) give the sales force direction and purpose. 
C) serve as a standard for evaluating salesperson performance. 
D) let the sales force know what is expected of them. 
E) help to control the sales force. 
A) serve as a deterrent both to salespeople and their clients. 
B) give the sales force direction and purpose. 
C) serve as a standard for evaluating salesperson performance. 
D) let the sales force know what is expected of them. 
E) help to control the sales force.

Question 20

Customer density and distribution are important factors in

Accepted Answer

A) prospecting. 
B) motivating salespeople. 
C) creating sales territories. 
D) compensating salespeople. 
E) establishing sales force objectives. 
A) prospecting. 
B) motivating salespeople. 
C) creating sales territories. 
D) compensating salespeople. 
E) establishing sales force objectives.

Hannah is a retail salesperson for Crate and Barrel in Chicago.She is most likely classified as

Current customers are sources of leads for finding prospective customers.

A salesperson with a larger territory will have the advantage of being able to achieve more sales than salespeople with smaller territories.

Sales promotion may facilitate personal selling.

Daphne King of Cleborn Pharmaceuticals tells a sales management class at the state university that her job is to call on doctors and explain the benefits of new prescription drugs that her firm develops.Daphne would call herself a(n)

In establishing sales promotion objectives,a marketer should always

When better market conditions prevail or when company growth occurs,a company may suffer if it

When determining the characteristics desirable in salespeople,the sales manager should analyze the characteristics of the successful and ineffective sales personnel within the firm.

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

Which of the following best characterizes the function of recruiting and selecting a sales force?

Which of the following is not a reason why the proportion of promotional dollars spent on sales promotion has increased in recent years?

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.

When a manufacturer rewards retailers based on the number of pieces moved through their scanners,this sales promotion method is known as a

Tara is beginning her week as a sales representative for Logitech Technology.She decides to start the day by developing a list of potential customers,which is called

Nick is a salesperson for DuPont.His college degree is in engineering,with a minor in physical science.Nick is most likely a(n)

Which of the following is particularly appropriate for pricey high-tech business products,such as jet aircraft and medical equipment?

Sales objectives can do all of the following except

Customer density and distribution are important factors in

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

Hannah is a retail salesperson for Crate and Barrel in Chicago.She is most likely classified as

Current customers are sources of leads for finding prospective customers.

A salesperson with a larger territory will have the advantage of being able to achieve more sales than salespeople with smaller territories.

Sales promotion may facilitate personal selling.

Daphne King of Cleborn Pharmaceuticals tells a sales management class at the state university that her job is to call on doctors and explain the benefits of new prescription drugs that her firm develops.Daphne would call herself a(n)

In establishing sales promotion objectives,a marketer should always

When better market conditions prevail or when company growth occurs,a company may suffer if it

When determining the characteristics desirable in salespeople,the sales manager should analyze the characteristics of the successful and ineffective sales personnel within the firm.

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

Which of the following best characterizes the function of recruiting and selecting a sales force?

Which of the following is not a reason why the proportion of promotional dollars spent on sales promotion has increased in recent years?

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.

When a manufacturer rewards retailers based on the number of pieces moved through their scanners,this sales promotion method is known as a

Tara is beginning her week as a sales representative for Logitech Technology.She decides to start the day by developing a list of potential customers,which is called

Nick is a salesperson for DuPont.His college degree is in engineering,with a minor in physical science.Nick is most likely a(n)

Which of the following is particularly appropriate for pricey high-tech business products,such as jet aircraft and medical equipment?

Sales objectives can do all of the following except

Customer density and distribution are important factors in

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