Exam 12: Personal Selling and Sales Promotion: Creating Value in Relationships

During the 'presentation step' of the selling process,the salesperson tells the product 'story' and explains the product benefits to the customer.

(True/False)

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Question 141

________ promotion consists of short-term incentives to encourage purchase of a product or service.

(Short Answer)

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Question 142

Explain how the creation of an inside salesforce helps a company that was losing major accounts because its outside salesforce had to spend so much time dealing with smaller accounts and following up orders.

(Essay)

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(83)

Question 143

Which consumer promotion tool requires consumers to send a proof of purchase to the manufacturer?

(Multiple Choice)

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Question 144

In the 'handling objections' step of the selling process,a salesperson should seek out hidden objections,ask the buyer to clarify objections,treat objections as opportunities to provide more information and ________.

(Multiple Choice)

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(79)

Question 145

Of the main consumer promotion tools,which is the most costly?

(Multiple Choice)

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Question 146

________ are goods offered either free or at low cost as an incentive to buy a product;they may come in-pack,on-pack or delivered through the mail.

(Multiple Choice)

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(77)

Question 147

A consumer renewed his mobile phone contract with Optus and also purchased a new mobile phone through their website.If he mails his phone receipt,proof of purchase and a completed form delivered with the new phone,he will receive a $50 cheque in the mail.What type of sales promotion is being used?

(Multiple Choice)

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(84)

Question 148

An example of a(n)________ is a two-metre high cardboard display of Frosty the Tiger placed next to Kellogg's Frosted Flakes breakfast cereal boxes in the supermarket aisle.

(Multiple Choice)

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(77)

Question 149

According to research conducted by Gallup Management Consulting Group,which of the following is one of the four key talents a successful salesperson should possess?

(Multiple Choice)

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Question 150

________ is the step in the selling process when the salesperson asks the customer for an order.

(Short Answer)

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(86)

Question 151

________ and games of chance and skill give consumers the chance to win something through skill or 'luck of the draw'.

(Short Answer)

5.0/5

(80)

Question 152

Using e-learning to train salespeople offers few advantages and is limited in application.

(True/False)

4.8/5

(70)

Question 153

A company wants its outside salespeople to spend more time with its existing customers.One way for it to accomplish this goal would be to hire additional technical support people and sales assistants.

(True/False)

4.8/5

(80)

Question 154

The salesperson meets the customer for the first time in the ________ step of the selling process.

(Multiple Choice)

4.7/5

(76)

Question 155

Salesforce automation systems have been developed for improving how salespeople feel about their opportunities and value.

(True/False)

4.7/5

(80)

Question 156

To reduce time demands on their outside salesforces,many companies have increased the size of their inside salesforces,which include technical support people,sales assistants and ________.

(Multiple Choice)

4.9/5

(86)

Question 157

________ consists of short-term incentives to encourage the purchase or sale of a product or service.This offers reasons to 'buy it now'.

(Multiple Choice)

4.7/5

(84)

Question 158

A(n)________ serves as a critical link between a company and its customers by representing the company to customers,and representing the customers to the company.

(Multiple Choice)

4.9/5

(75)

Question 159

A salesperson who researches a company's buying styles and product line is most likely in the ________ stage of the selling process.

(Multiple Choice)

4.7/5

(64)

Question 160

Showing 141 - 160 of 174

During the 'presentation step' of the selling process,the salesperson tells the product 'story' and explains the product benefits to the customer.

________ promotion consists of short-term incentives to encourage purchase of a product or service.

Explain how the creation of an inside salesforce helps a company that was losing major accounts because its outside salesforce had to spend so much time dealing with smaller accounts and following up orders.

Which consumer promotion tool requires consumers to send a proof of purchase to the manufacturer?

In the 'handling objections' step of the selling process,a salesperson should seek out hidden objections,ask the buyer to clarify objections,treat objections as opportunities to provide more information and ________.

Of the main consumer promotion tools,which is the most costly?

________ are goods offered either free or at low cost as an incentive to buy a product;they may come in-pack,on-pack or delivered through the mail.

A consumer renewed his mobile phone contract with Optus and also purchased a new mobile phone through their website.If he mails his phone receipt,proof of purchase and a completed form delivered with the new phone,he will receive a $50 cheque in the mail.What type of sales promotion is being used?

An example of a(n)________ is a two-metre high cardboard display of Frosty the Tiger placed next to Kellogg's Frosted Flakes breakfast cereal boxes in the supermarket aisle.

According to research conducted by Gallup Management Consulting Group,which of the following is one of the four key talents a successful salesperson should possess?

________ is the step in the selling process when the salesperson asks the customer for an order.

________ and games of chance and skill give consumers the chance to win something through skill or 'luck of the draw'.

Using e-learning to train salespeople offers few advantages and is limited in application.

A company wants its outside salespeople to spend more time with its existing customers.One way for it to accomplish this goal would be to hire additional technical support people and sales assistants.

The salesperson meets the customer for the first time in the ________ step of the selling process.

Salesforce automation systems have been developed for improving how salespeople feel about their opportunities and value.

To reduce time demands on their outside salesforces,many companies have increased the size of their inside salesforces,which include technical support people,sales assistants and ________.

________ consists of short-term incentives to encourage the purchase or sale of a product or service.This offers reasons to 'buy it now'.

A(n)________ serves as a critical link between a company and its customers by representing the company to customers,and representing the customers to the company.

A salesperson who researches a company's buying styles and product line is most likely in the ________ stage of the selling process.

Marketing: Creating and Capturing Customer Value

Company and Marketing Strategy: Partnering to Build Customer Engagement, value and Relationships

The Marketplace and Customers: Analysing the Environment

Marketing Analytics: Gaining Customer Insights

Buyer Behaviour: Understanding Consumer and Business Buyers

Customer-Driven Marketing Strategy: Creating Value for Target Customers

Products, services and Brands: Offering Customer Value

New Products: Developing and Managing Innovation

Pricing: Capturing Customer Value

Placement: Customer Value Fulfilment

Communicating Customer Value: Advertising and Public Relations

Direct and Digital Marketing: Interactivity and Fulfilment

Sustainable Marketing: Social Responsibility, ethics and Legal Compliance

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