Question 1

Sales promotion activities are always supplementary to personal selling and advertising.

Accepted Answer

A) True 
 B)False

Question 2

What is the rationale for having sales force objectives, and how are they developed?

Accepted Answer

The answer of What is the rationale for having sales...

Question 3

Rick is a sales representative for Lucent Technologies. He has reviewed a prospect's account and credit history, identified product needs, and gathered the appropriate literature he needs. Rick feels he is ready for the ____ step of the personal selling process.

Accepted Answer

A) objections 
B) presentation 
C) approach 
D) preapproach 
E) sales-planning 
A) objections 
B) presentation 
C) approach 
D) preapproach 
E) sales-planning

Question 4

Sales promotion may facilitate personal selling.

Accepted Answer

A) True 
 B)False

Question 5

Personal selling goals include finding prospects, convincing prospects to buy, and

Accepted Answer

A) monitoring new products being developed. 
B) being aware of competitors' sales activities. 
C) seeking one-sale customers. 
D) avoiding repeat transactions. 
E) keeping customers satisfied. 
A) monitoring new products being developed. 
B) being aware of competitors' sales activities. 
C) seeking one-sale customers. 
D) avoiding repeat transactions. 
E) keeping customers satisfied.

Question 6

All of the following are key areas of sales force management except

Accepted Answer

A) compensating salespeople. 
B) coordinating sales promotion efforts. 
C) recruiting salespeople. 
D) training sales personnel. 
E) motivating sales personnel. 
A) compensating salespeople. 
B) coordinating sales promotion efforts. 
C) recruiting salespeople. 
D) training sales personnel. 
E) motivating sales personnel.

Question 7

Using referrals falls under the approach step in the personal selling process.

Accepted Answer

A) True 
 B)False

Question 8

Two major categories of sales promotion methods are consumer and trade.

Accepted Answer

A) True 
 B)False

Question 9

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 10

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 11

Following up involves listening to a customer's response after finishing the presentation and overcoming those objections.

Accepted Answer

A) True 
 B)False

Question 12

Advertising that encourages customers to send in reply cards for additional information aids salespeople in achieving which goal of personal selling?

Accepted Answer

A) Convincing prospects to buy 
B) Finding prospects 
C) Keeping customers satisfied 
D) Making the presentation 
E) Following up the sale 
A) Convincing prospects to buy 
B) Finding prospects 
C) Keeping customers satisfied 
D) Making the presentation 
E) Following up the sale

Question 13

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 14

Describe consumer sales promotion and trade sales promotion, and then explain how they differ.

Accepted Answer

The answer of Describe consumer sales promotion and trade sales...

Question 15

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 16

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 17

The preapproach is the first step in the personal selling process.

Accepted Answer

A) True 
 B)False

Question 18

In the cold canvass technique, the salesperson calls on potential customers without their prior consent.

Accepted Answer

A) True 
 B)False

Question 19

____ are offers of cash to customers who purchase a specific product, and ____ are offers of cash to customers who purchase a specific quantity of a specific product.

Accepted Answer

A) Rebates; reimbursements 
B) Cents-off; refunds 
C) Rebates; premiums 
D) Buy-back allowances; money refunds 
E) Rebates; money refunds 
A) Rebates; reimbursements 
B) Cents-off; refunds 
C) Rebates; premiums 
D) Buy-back allowances; money refunds 
E) Rebates; money refunds

Question 20

A support salesperson who usually advises customers on product characteristics and application, system design, and installation procedures is a(n)

Accepted Answer

A) trade salesperson. 
B) inside order taker. 
C) tech support worker. 
D) missionary salesperson. 
E) technical salesperson. 
A) trade salesperson. 
B) inside order taker. 
C) tech support worker. 
D) missionary salesperson. 
E) technical salesperson.

Sales promotion activities are always supplementary to personal selling and advertising.

What is the rationale for having sales force objectives, and how are they developed?

Rick is a sales representative for Lucent Technologies. He has reviewed a prospect's account and credit history, identified product needs, and gathered the appropriate literature he needs. Rick feels he is ready for the ____ step of the personal selling process.

Sales promotion may facilitate personal selling.

Personal selling goals include finding prospects, convincing prospects to buy, and

All of the following are key areas of sales force management except

Using referrals falls under the approach step in the personal selling process.

Two major categories of sales promotion methods are consumer and trade.

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

Following up involves listening to a customer's response after finishing the presentation and overcoming those objections.

Advertising that encourages customers to send in reply cards for additional information aids salespeople in achieving which goal of personal selling?

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

Describe consumer sales promotion and trade sales promotion, and then explain how they differ.

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

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)

The preapproach is the first step in the personal selling process.

In the cold canvass technique, the salesperson calls on potential customers without their prior consent.

are offers of cash to customers who purchase a specific product, and are offers of cash to customers who purchase a specific quantity of a specific product.

A support salesperson who usually advises customers on product characteristics and application, system design, and installation procedures is a(n)

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

Sales promotion activities are always supplementary to personal selling and advertising.

What is the rationale for having sales force objectives, and how are they developed?

Rick is a sales representative for Lucent Technologies. He has reviewed a prospect's account and credit history, identified product needs, and gathered the appropriate literature he needs. Rick feels he is ready for the ____ step of the personal selling process.

Sales promotion may facilitate personal selling.

Personal selling goals include finding prospects, convincing prospects to buy, and

All of the following are key areas of sales force management except

Using referrals falls under the approach step in the personal selling process.

Two major categories of sales promotion methods are consumer and trade.

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

Following up involves listening to a customer's response after finishing the presentation and overcoming those objections.

Advertising that encourages customers to send in reply cards for additional information aids salespeople in achieving which goal of personal selling?

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

Describe consumer sales promotion and trade sales promotion, and then explain how they differ.

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

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)

The preapproach is the first step in the personal selling process.

In the cold canvass technique, the salesperson calls on potential customers without their prior consent.

____ are offers of cash to customers who purchase a specific product, and ____ are offers of cash to customers who purchase a specific quantity of a specific product.

A support salesperson who usually advises customers on product characteristics and application, system design, and installation procedures is a(n)

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

are offers of cash to customers who purchase a specific product, and are offers of cash to customers who purchase a specific quantity of a specific product.