Question 1

Sales force objectives are generally established for

Accepted Answer

A) the organization as a whole only. 
B) the total sales force and for each salesperson. 
C) just each salesperson but not the whole sales force. 
D) for each department or division of the company. 
E) long-term but not short-term salespeople. 
A) the organization as a whole only. 
B) the total sales force and for each salesperson. 
C) just each salesperson but not the whole sales force. 
D) for each department or division of the company. 
E) long-term but not short-term salespeople.

Question 2

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 3

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 4

Jana works for Hormel Foods and she frequently sets up special displays and distributes samples of Hormel products to customers in supermarkets. Jana would best be classified as a(n)

Accepted Answer

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

Question 5

Creating a favorable impression and developing rapport with prospective customers is a critical part of the ____ step of personal selling.

Accepted Answer

A) following up 
B) making the presentation 
C) approach 
D) prospecting 
E) preapproach 
A) following up 
B) making the presentation 
C) approach 
D) prospecting 
E) preapproach

Question 6

Order-getting activities are divided into two categories:

Accepted Answer

A) missionary sales and technical sales. 
B) current-customer sales and new-business sales. 
C) order takers and trade sales. 
D) current sales and support sales. 
E) inside order sales and field order sales. 
A) missionary sales and technical sales. 
B) current-customer sales and new-business sales. 
C) order takers and trade sales. 
D) current sales and support sales. 
E) inside order sales and field order sales.

Question 7

The step of the personal selling process in which a salesperson contacts a potential customer is called

Accepted Answer

A) making the presentation. 
B) cold calling. 
C) the preapproach. 
D) the approach. 
E) prospecting. 
A) making the presentation. 
B) cold calling. 
C) the preapproach. 
D) the approach. 
E) prospecting.

Question 8

Company sales records, commercial databases, newspaper announcements, telephone directories, and public records are all sources used for

Accepted Answer

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

Question 9

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 10

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 11

____ are items offered free or at minimal cost as a bonus for purchasing a product.

Accepted Answer

A) Rebates 
B) Premiums 
C) Samples 
D) Merchandise allowances 
E) Coupons 
A) Rebates 
B) Premiums 
C) Samples 
D) Merchandise allowances 
E) Coupons

Question 12

Savanna is a sales person for Aeropostale. Her compensation is based on a set salary plus a commission based on sales. Savanna's compensation is based on a(an)

Accepted Answer

A) straight salary compensation plan. 
B) combination compensation plan. 
C) cafeteria plan. 
D) straight commission compensation plan. 
E) salary plus bonus program. 
A) straight salary compensation plan. 
B) combination compensation plan. 
C) cafeteria plan. 
D) straight commission compensation plan. 
E) salary plus bonus program.

Question 13

Dylan is a sales person for Whole Foods. In his position, he is primarily responsible for seeking repeat sales. Dylan is most likely a(n)

Accepted Answer

A) order getter.. 
B) order recorder. 
C) order taker. 
D) follow-up salesperson. 
E) missionary salesperson. 
A) order getter.. 
B) order recorder. 
C) order taker. 
D) follow-up salesperson. 
E) missionary salesperson.

Question 14

The use of sampling is declining.

Accepted Answer

A) True 
 B)False

Question 15

One of the best ways to overcome a prospect's objections is to anticipate them and to deal with them before the prospect has an opportunity to mention them.

Accepted Answer

A) True 
 B)False

Question 16

The primary goals of personal selling are finding prospects, convincing prospects to buy, and keeping customers satisfied.

Accepted Answer

A) True 
 B)False

Question 17

Among others, management recruits from within the firm or from recommendations of individuals by current employees.

Accepted Answer

A) True 
 B)False

Question 18

During his presentation to Mrs. French about a high-end gourmet oven, Brian asks, "Would you prefer black or stainless steel?" This is an example of a

Accepted Answer

A) referral. 
B) recommendation. 
C) follow up. 
D) trial close. 
E) closing argument. 
A) referral. 
B) recommendation. 
C) follow up. 
D) trial close. 
E) closing argument.

Question 19

Cheyenne calls to see if her customer's new hardwood floors were installed correctly

Accepted Answer

A) during the follow-up step. 
B) immediately after the closing. 
C) near the end of the sales presentation. 
D) the next time she makes a sales call to that customer. 
E) after she receives cash payment from that customer. 
A) during the follow-up step. 
B) immediately after the closing. 
C) near the end of the sales presentation. 
D) the next time she makes a sales call to that customer. 
E) after she receives cash payment from that customer.

Question 20

On a break between classes, Kelley checks her smartphone and enters her contact information on the Publishers Clearing House site. She doubts that she will win $10 million, but she never passes up a chance to participate in a

Accepted Answer

A) lottery. 
B) consumer contest. 
C) game of chance. 
D) sales contest. 
E) sweepstakes. 
A) lottery. 
B) consumer contest. 
C) game of chance. 
D) sales contest. 
E) sweepstakes.

Exam 19: Personal Selling and Sales Promotion

Sales force objectives are generally established for

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

A major disadvantage of personal selling is that it

Jana works for Hormel Foods and she frequently sets up special displays and distributes samples of Hormel products to customers in supermarkets. Jana would best be classified as a(n)

Creating a favorable impression and developing rapport with prospective customers is a critical part of the ____ step of personal selling.

Order-getting activities are divided into two categories:

The step of the personal selling process in which a salesperson contacts a potential customer is called

Company sales records, commercial databases, newspaper announcements, telephone directories, and public records are all sources used for

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

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.

____ are items offered free or at minimal cost as a bonus for purchasing a product.

Savanna is a sales person for Aeropostale. Her compensation is based on a set salary plus a commission based on sales. Savanna's compensation is based on a(an)

Dylan is a sales person for Whole Foods. In his position, he is primarily responsible for seeking repeat sales. Dylan is most likely a(n)

The use of sampling is declining.

One of the best ways to overcome a prospect's objections is to anticipate them and to deal with them before the prospect has an opportunity to mention them.

The primary goals of personal selling are finding prospects, convincing prospects to buy, and keeping customers satisfied.

Among others, management recruits from within the firm or from recommendations of individuals by current employees.

During his presentation to Mrs. French about a high-end gourmet oven, Brian asks, "Would you prefer black or stainless steel?" This is an example of a

Cheyenne calls to see if her customer's new hardwood floors were installed correctly

On a break between classes, Kelley checks her smartphone and enters her contact information on the Publishers Clearing House site. She doubts that she will win $10 million, but she never passes up a chance to participate in a

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