Question 1

A dealer loader is

Accepted Answer

A) additional compensation to salespeople from the manufacturer to promote a line of goods. 
B) an agreement in which a producer offers free merchandise to a retailer. 
C) an advertisement that promotes a product and identifies retailers who sell the product. 
D) a gift to a retailer who purchases a specified quantity of merchandise. 
E) a temporary price reduction to resellers for purchasing a certain quantity of merchandise. 
A) additional compensation to salespeople from the manufacturer to promote a line of goods. 
B) an agreement in which a producer offers free merchandise to a retailer. 
C) an advertisement that promotes a product and identifies retailers who sell the product. 
D) a gift to a retailer who purchases a specified quantity of merchandise. 
E) a temporary price reduction to resellers for purchasing a certain quantity of merchandise.

Question 2

Maximization of selling time and minimization of nonselling time are the major goals of routing and scheduling decisions.

Accepted Answer

A) True 
 B)False

Question 3

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 4

During the personal selling process, a salesperson, if possible, should handle objections when

Accepted Answer

A) they arise. 
B) the salesperson begins the trial close. 
C) the sales presentation is approximately half completed. 
D) when the customer appears to be unhappy or agitated. 
E) when the salesperson begins the sales presentation. 
A) they arise. 
B) the salesperson begins the trial close. 
C) the sales presentation is approximately half completed. 
D) when the customer appears to be unhappy or agitated. 
E) when the salesperson begins the sales presentation.

Question 5

A single salesperson may perform the functions of order getting, order taking, and support.

Accepted Answer

A) True 
 B)False

Question 6

Some support personnel, such as trade salespeople, may perform order-taking functions in addition to support functions.

Accepted Answer

A) True 
 B)False

Question 7

The two groups of order takers in personal selling are

Accepted Answer

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

Question 8

Sayyid's company has launched a new product line, and he is put in charge of sales. He decides his first step will be to find potential customers in the company's sales records. Sayyid is

Accepted Answer

A) prospecting. 
B) screening. 
C) researching. 
D) pre-approaching. 
E) surveying. 
A) prospecting. 
B) screening. 
C) researching. 
D) pre-approaching. 
E) surveying.

Question 9

Current customers are sources of leads for finding prospective customers.

Accepted Answer

A) True 
 B)False

Question 10

Buying allowances are effective promotional techniques because they result in profits for resellers.

Accepted Answer

A) True 
 B)False

Question 11

If Green Giant wants to provide its resellers with a secondary incentive to stimulate repurchases after an initial consumer coupon campaign for its latest product, it can offer resellers a sum of money for each unit purchased. This type of sales promotion is a

Accepted Answer

A) buying allowance. 
B) count-and-recount allowance. 
C) scan-back allowance. 
D) buy-back allowance. 
E) coupon follow-up campaign. 
A) buying allowance. 
B) count-and-recount allowance. 
C) scan-back allowance. 
D) buy-back allowance. 
E) coupon follow-up campaign.

Question 12

Relationship selling is used especially in consumer marketing.

Accepted Answer

A) True 
 B)False

Question 13

Sydney won a hot-air balloon ride and dinner for two for being the top revenue-producing mortgage loan officer at her company for the month of October. This contest exemplifies a company's efforts at

Accepted Answer

A) motivating salespeople. 
B) compensating salespeople. 
C) providing training for the sales force. 
D) increasing sales territories. 
E) promoting salespeople. 
A) motivating salespeople. 
B) compensating salespeople. 
C) providing training for the sales force. 
D) increasing sales territories. 
E) promoting salespeople.

Question 14

Closing the sale is not a part of the sales presentation in which hidden objections are discovered.

Accepted Answer

A) True 
 B)False

Question 15

Jamba Juice offers its customers a stamp card that allows them to receive a free smoothie after they have filled an entire card. This is an example of a

Accepted Answer

A) free sample. 
B) rebate. 
C) frequent-user incentive. 
D) premium. 
E) consumer contest. 
A) free sample. 
B) rebate. 
C) frequent-user incentive. 
D) premium. 
E) consumer contest.

Question 16

What are some limitations of using sales promotion?

Accepted Answer

There are several limitations of using s

Question 17

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 18

Effective sales force motivation is achieved through a continual organized set of activities performed by the company's sales management.

Accepted Answer

A) True 
 B)False

Question 19

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 20

Sales objectives for individual salespeople can be stated in several ways. Which of the following would least likely be used for stating an individual salesperson's goal?

Accepted Answer

A) Dollar volume sales 
B) Unit volume sales 
C) Average order size 
D) Ratio of profits relative to number of sales calls 
E) Average number of calls per time period 
A) Dollar volume sales 
B) Unit volume sales 
C) Average order size 
D) Ratio of profits relative to number of sales calls 
E) Average number of calls per time period

Exam 19: Personal Selling and Sales Promotion

A dealer loader is

Maximization of selling time and minimization of nonselling time are the major goals of routing and scheduling decisions.

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

During the personal selling process, a salesperson, if possible, should handle objections when

A single salesperson may perform the functions of order getting, order taking, and support.

Some support personnel, such as trade salespeople, may perform order-taking functions in addition to support functions.

The two groups of order takers in personal selling are

Sayyid's company has launched a new product line, and he is put in charge of sales. He decides his first step will be to find potential customers in the company's sales records. Sayyid is

Current customers are sources of leads for finding prospective customers.

Buying allowances are effective promotional techniques because they result in profits for resellers.

If Green Giant wants to provide its resellers with a secondary incentive to stimulate repurchases after an initial consumer coupon campaign for its latest product, it can offer resellers a sum of money for each unit purchased. This type of sales promotion is a

Relationship selling is used especially in consumer marketing.

Sydney won a hot-air balloon ride and dinner for two for being the top revenue-producing mortgage loan officer at her company for the month of October. This contest exemplifies a company's efforts at

Closing the sale is not a part of the sales presentation in which hidden objections are discovered.

Jamba Juice offers its customers a stamp card that allows them to receive a free smoothie after they have filled an entire card. This is an example of a

What are some limitations of using sales promotion?

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

Effective sales force motivation is achieved through a continual organized set of activities performed by the company's sales management.

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

Sales objectives for individual salespeople can be stated in several ways. Which of the following would least likely be used for stating an individual salesperson's goal?

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