Question 1

A(n)________ has the advertiser's name on it and is given as a gift to consumers.

Accepted Answer

A) premium 
B) POP promotion 
C) advertising specialty 
D) price pack 
E) sample 
A) premium 
B) POP promotion 
C) advertising specialty 
D) price pack 
E) sample

Question 2

Kirk O'Hare renewed his cell phone contract with Zip Wireless and purchased a new cell phone through the Zip Web site. If Kirk mails Zip his phone receipt, proof of purchase, and a completed form, he will receive $50 in the mail. What type of sales promotion is being used by Zip?

Accepted Answer

A) point of purchase 
B) advertising specialty 
C) premium 
D) price pack 
E) rebate 
A) point of purchase 
B) advertising specialty 
C) premium 
D) price pack 
E) rebate

Question 3

Explain the follow-up step of the selling process.

Accepted Answer

The follow-up step is necessary if the s

Question 4

A salesperson's ________ is often related to how well he or she meets a set quota.

Accepted Answer

A) time-and-duty analysis 
B) compensation 
C) call report 
D) organizational climate 
E) expense report 
A) time-and-duty analysis 
B) compensation 
C) call report 
D) organizational climate 
E) expense report

Question 5

Sunny Snacks is a large consumer product company that sells its products to wholesalers and retailers. The sales force at Sunny Snacks is least likely to do which of the following?

Accepted Answer

A) Work directly with final customers. 
B) Build relationships with wholesalers. 
C) Help retailers effectively sell the company's products. 
D) Communicate regularly with business customers. 
E) Represent their wholesale and retail customers. 
A) Work directly with final customers. 
B) Build relationships with wholesalers. 
C) Help retailers effectively sell the company's products. 
D) Communicate regularly with business customers. 
E) Represent their wholesale and retail customers.

Question 6

Marlene Gillespie is a member of the sales force at Urban Fashions, a clothing manufacturer. Marlene is preparing for a first meeting with a wholesaler who is a potential customer, and she is preparing herself by learning as much as she can about the wholesaler's organization. Marlene is in the ________ step of the personal selling process.

Accepted Answer

A) prospecting 
B) qualifying 
C) preapproach 
D) approach 
E) handling objections 
A) prospecting 
B) qualifying 
C) preapproach 
D) approach 
E) handling objections

Question 7

Manufacturers may offer a(n)________ in return for the retailer's agreement to feature the manufacturer's products in advertising or display.

Accepted Answer

A) POP promotion 
B) allowance 
C) incentive promotion 
D) price pack 
E) premium 
A) POP promotion 
B) allowance 
C) incentive promotion 
D) price pack 
E) premium

Question 8

Reliable Tool Company manufactures hubs and axles for the trailer and heavy truck industry. Though the customer base is small, monthly sales at Reliable are approximately $1 million. "You might say we have all of our eggs in one basket," says owner Arthur Deetz. Reliable Tool has captured "a small piece of the pie" but is the sole supplier of hub and axle components to its customers; therefore, it is critical that a competent sales force be maintained in order to nurture those few but large accounts. Ninety-five percent of Reliable's customers are located in Michigan, Ohio, and Indiana. Travel time to all customers is short but, given the nature of the industry, time spent with each customer is essential.
-Why might personal selling be the best promotional tool for Reliable?

Accepted Answer

Personal selling provides face-to-face c

Question 9

Territorial sales force structures have many benefits. Which is the least likely benefit?

Accepted Answer

A) Travel expenses can be minimized. 
B) Each salesperson's job is clearly defined. 
C) Salespeople have the opportunity and incentive to build strong relationships with customers. 
D) Salespeople develop in-depth knowledge of a product line. 
E) Accountability is clearly defined for each salesperson. 
A) Travel expenses can be minimized. 
B) Each salesperson's job is clearly defined. 
C) Salespeople have the opportunity and incentive to build strong relationships with customers. 
D) Salespeople develop in-depth knowledge of a product line. 
E) Accountability is clearly defined for each salesperson.

Question 10

Why is it crucial to listen to the customer during the approach step of the sales process?

Accepted Answer

The approach is the salesperson's opport

Question 11

Which of the following is an objective for trade promotions?

Accepted Answer

A) to get retailers to carry new items 
B) to get retailers to discount products 
C) to gain more consumer confidence 
D) to get salespeople to sign up new accounts 
E) to get retailers to reduce competition 
A) to get retailers to carry new items 
B) to get retailers to discount products 
C) to gain more consumer confidence 
D) to get salespeople to sign up new accounts 
E) to get retailers to reduce competition

Question 12

The ________ is necessary if the salesperson wants to ensure customer satisfaction and repeat business.

Accepted Answer

A) value proposition 
B) lowest price 
C) follow-up 
D) sales document 
E) profit margin 
A) value proposition 
B) lowest price 
C) follow-up 
D) sales document 
E) profit margin

Question 13

An email from Amazon.ca offers free shipping on your next purchase of more than $40. This is an example of a ________.

Accepted Answer

A) sales promotion 
B) POP promotion 
C) rebate 
D) price pack 
E) premium 
A) sales promotion 
B) POP promotion 
C) rebate 
D) price pack 
E) premium

Question 14

The latest development in sales force automation is ________.

Accepted Answer

A) the cell phone 
B) the laptop computer 
C) the video game 
D) the merging of sales processes with social networking 
E) Canada Post 
A) the cell phone 
B) the laptop computer 
C) the video game 
D) the merging of sales processes with social networking 
E) Canada Post

Question 15

Quaker Oats inserted $5 million worth of gold and silver coins in Ken-L Ration dog food packages. This is an example of a point-of-purchase promotion.

Accepted Answer

A) True 
 B)False

Question 16

The purpose of evaluating a salesperson's performance is to set his or her quota appropriately.

Accepted Answer

A) True 
 B)False

Question 17

Sales ________ encourage a sales force to make a selling effort that is above and beyond the normal expectation.

Accepted Answer

A) contests 
B) quotas 
C) teams 
D) reports 
E) plans 
A) contests 
B) quotas 
C) teams 
D) reports 
E) plans

Question 18

Salespeople act as "champions" for customers' interests.

Accepted Answer

A) True 
 B)False

Question 19

Which of the following is the term for the individuals in a company who travel to call on customers in the field?

Accepted Answer

A) outside sales force 
B) inside sales force 
C) complex sales force 
D) customer sales force 
E) product sales force 
A) outside sales force 
B) inside sales force 
C) complex sales force 
D) customer sales force 
E) product sales force

Question 20

East Bay Communications has increased its inside sales force. Which of the following will least likely help its outside sales force?

Accepted Answer

A) It will allow them more time to sell to major accounts. 
B) It will allow them more time to find major new prospects. 
C) It will allow them more time to provide after-the-sale customer service. 
D) It will ensure that their customers' questions can be answered in a timely way. 
E) It will improve their use of sales automation technology. 
A) It will allow them more time to sell to major accounts. 
B) It will allow them more time to find major new prospects. 
C) It will allow them more time to provide after-the-sale customer service. 
D) It will ensure that their customers' questions can be answered in a timely way. 
E) It will improve their use of sales automation technology.

A(n)________ has the advertiser's name on it and is given as a gift to consumers.

Kirk O'Hare renewed his cell phone contract with Zip Wireless and purchased a new cell phone through the Zip Web site. If Kirk mails Zip his phone receipt, proof of purchase, and a completed form, he will receive $50 in the mail. What type of sales promotion is being used by Zip?

Explain the follow-up step of the selling process.

A salesperson's ________ is often related to how well he or she meets a set quota.

Sunny Snacks is a large consumer product company that sells its products to wholesalers and retailers. The sales force at Sunny Snacks is least likely to do which of the following?

Manufacturers may offer a(n)________ in return for the retailer's agreement to feature the manufacturer's products in advertising or display.

Territorial sales force structures have many benefits. Which is the least likely benefit?

Why is it crucial to listen to the customer during the approach step of the sales process?

Which of the following is an objective for trade promotions?

The ________ is necessary if the salesperson wants to ensure customer satisfaction and repeat business.

An email from Amazon.ca offers free shipping on your next purchase of more than $40. This is an example of a ________.

The latest development in sales force automation is ________.

Quaker Oats inserted $5 million worth of gold and silver coins in Ken-L Ration dog food packages. This is an example of a point-of-purchase promotion.

The purpose of evaluating a salesperson's performance is to set his or her quota appropriately.

Sales ________ encourage a sales force to make a selling effort that is above and beyond the normal expectation.

Salespeople act as "champions" for customers' interests.

Which of the following is the term for the individuals in a company who travel to call on customers in the field?

East Bay Communications has increased its inside sales force. Which of the following will least likely help its outside sales force?

Marketing: Creating and Capturing Customer Value

Company and Marketing Strategy: Partnering to Build Customer Relationships

Sustainable Marketing, Social Responsibility and Ethics

Analyzing the Marketing Environment

Managing Marketing Information to Gain Customer Insights

Understanding Consumer and Business Buyer Behaviour

Segmentation, Targeting, and Positioning

Developing and Managing Products and Services

Brand Strategy and Management

Pricing: Understanding and Capturing Customer Value

Marketing Channels

Retailing and Wholesaling

Communicating Customer Value: Advertising and Public Relations

Direct, Online, Social Media, and Mobile Marketing

The Global Marketplace

Filters

Exam 14: Personal Selling and Sales Promotion

A(n)________ has the advertiser's name on it and is given as a gift to consumers.

Kirk O'Hare renewed his cell phone contract with Zip Wireless and purchased a new cell phone through the Zip Web site. If Kirk mails Zip his phone receipt, proof of purchase, and a completed form, he will receive $50 in the mail. What type of sales promotion is being used by Zip?

Explain the follow-up step of the selling process.

A salesperson's ________ is often related to how well he or she meets a set quota.

Sunny Snacks is a large consumer product company that sells its products to wholesalers and retailers. The sales force at Sunny Snacks is least likely to do which of the following?

Manufacturers may offer a(n)________ in return for the retailer's agreement to feature the manufacturer's products in advertising or display.

Territorial sales force structures have many benefits. Which is the least likely benefit?

Why is it crucial to listen to the customer during the approach step of the sales process?

Which of the following is an objective for trade promotions?

The ________ is necessary if the salesperson wants to ensure customer satisfaction and repeat business.

An email from Amazon.ca offers free shipping on your next purchase of more than $40. This is an example of a ________.

The latest development in sales force automation is ________.

Quaker Oats inserted $5 million worth of gold and silver coins in Ken-L Ration dog food packages. This is an example of a point-of-purchase promotion.

The purpose of evaluating a salesperson's performance is to set his or her quota appropriately.

Sales ________ encourage a sales force to make a selling effort that is above and beyond the normal expectation.

Salespeople act as "champions" for customers' interests.

Which of the following is the term for the individuals in a company who travel to call on customers in the field?

East Bay Communications has increased its inside sales force. Which of the following will least likely help its outside sales force?

Marketing: Creating and Capturing Customer Value

Company and Marketing Strategy: Partnering to Build Customer Relationships

Sustainable Marketing, Social Responsibility and Ethics

Analyzing the Marketing Environment

Managing Marketing Information to Gain Customer Insights

Understanding Consumer and Business Buyer Behaviour

Segmentation, Targeting, and Positioning

Developing and Managing Products and Services

Brand Strategy and Management

Pricing: Understanding and Capturing Customer Value

Marketing Channels

Retailing and Wholesaling

Communicating Customer Value: Advertising and Public Relations

Direct, Online, Social Media, and Mobile Marketing

The Global Marketplace

Filters