Question 1

________ weakens a given promotion's ability to trigger an immediate purchase.

Accepted Answer

A)  A customer-oriented promotion mix 
B)  Promotion clutter 
C)  Puffery 
D)  Local marketing 
E)  Niche marketing 
A)  A customer-oriented promotion mix 
B)  Promotion clutter 
C)  Puffery 
D)  Local marketing 
E)  Niche marketing

Question 2

Sales force management includes all of the following EXCEPT ________ salespeople.

Accepted Answer

A)  recruiting 
B)  evaluating 
C)  paying 
D)  supervising 
E)  training 
A)  recruiting 
B)  evaluating 
C)  paying 
D)  supervising 
E)  training

Question 3

A five-foot high cardboard display of Terry the polar bear, mascot of Terry's protein shake, next to the shelf containing Terry's products in a supermarket is an example of a(n) ________.

Accepted Answer

A)  sample 
B)  point-of-purchase promotion 
C)  business promotion 
D)  advertising specialty 
E)  rebate 
A)  sample 
B)  point-of-purchase promotion 
C)  business promotion 
D)  advertising specialty 
E)  rebate

Question 4

________ are offers of a trial amount of a product.

Accepted Answer

A)  Samples 
B)  Coupons 
C)  Premiums 
D)  Rebates 
E)  Price packs 
A)  Samples 
B)  Coupons 
C)  Premiums 
D)  Rebates 
E)  Price packs

Question 5

The workload approach takes into account all of the following EXCEPT ________.

Accepted Answer

A)  customer account status 
B)  amount of effort required to maintain the account 
C)  customer account size 
D)  number of times each class of account is to be contacted 
E)  success rate at closing orders with account 
A)  customer account status 
B)  amount of effort required to maintain the account 
C)  customer account size 
D)  number of times each class of account is to be contacted 
E)  success rate at closing orders with account

Question 6

Bose offers $50 cash back to customers who purchase a new speaker and send in a proof of purchase. This is an example of a ________.

Accepted Answer

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

Question 7

Renee's, a company selling winter clothing in Chicago, ran a preseason promotion on some of its fur jackets, offering cash refunds if the snowfall in the customer's market area turned out to be below average. This exemplifies ________.

Accepted Answer

A)  puffery 
B)  satisficing 
C)  prospecting 
D)  a price pack 
E)  a rebate 
A)  puffery 
B)  satisficing 
C)  prospecting 
D)  a price pack 
E)  a rebate

Question 8

________ are goods offered either free or at low cost as an incentive to buy a product, ranging from toys included with kids' products to phone cards and DVDs.

Accepted Answer

A)  Coupons 
B)  Premiums 
C)  Price packs 
D)  Rebates 
E)  Cents-off deals 
A)  Coupons 
B)  Premiums 
C)  Price packs 
D)  Rebates 
E)  Cents-off deals

Question 9

In the ________, each salesperson is assigned to an exclusive geographic area and sells the company's full line of products or services to all customers in that region.

Accepted Answer

A)  territorial sales force structure 
B)  digital marketing system 
C)  product sales force structure 
D)  geographical operations system 
E)  customer sales force structure 
A)  territorial sales force structure 
B)  digital marketing system 
C)  product sales force structure 
D)  geographical operations system 
E)  customer sales force structure

Question 10

A ________ calls for consumers to submit an entry to be judged by a panel that will select the best entries.

Accepted Answer

A)  contest 
B)  sweepstake 
C)  sample 
D)  premium 
E)  rebate 
A)  contest 
B)  sweepstake 
C)  sample 
D)  premium 
E)  rebate

Question 11

How can sales promotion be accomplished through samples?

Accepted Answer

Sampling can be a powerful promotional t

Question 12

During the prospecting stage, a salesperson needs to identify the good leads and screen out the poor ones through a process known as ________.

Accepted Answer

A)  closing 
B)  satisficing 
C)  presenting 
D)  qualifying 
E)  approaching 
A)  closing 
B)  satisficing 
C)  presenting 
D)  qualifying 
E)  approaching

Question 13

Sales promotion consists of long-term incentives to encourage the purchase of a product or service.

Accepted Answer

A) True 
 B)False

Question 14

________ refers to the sales step in which a salesperson asks the customer for an order.

Accepted Answer

A)  Prospecting 
B)  Demonstration 
C)  Approach 
D)  Closing 
E)  Handling objections 
A)  Prospecting 
B)  Demonstration 
C)  Approach 
D)  Closing 
E)  Handling objections

Question 15

Salespeople can draw prospective leads by referrals from all of the following EXCEPT ________.

Accepted Answer

A)  current customers 
B)  suppliers 
C)  dealers 
D)  directories 
E)  competitive salespeople 
A)  current customers 
B)  suppliers 
C)  dealers 
D)  directories 
E)  competitive salespeople

Question 16

Using teams of people from sales, marketing, engineering, finance, technical support, and even upper management to service large, complex accounts is known as complex selling.

Accepted Answer

A) True 
 B)False

Question 17

Which of the following is true with regard to value selling?

Accepted Answer

A)  Value selling refers to earning business from customers by cutting down prices of value products. 
B)  Value selling refers to delivering superior customer value and capturing a fair return on that value. 
C)  Value selling refers to the mass production of inferior-quality goods for sale. 
D)  Value selling dilutes customer loyalty in the long run. 
E)  Value selling tarnishes the brand image of a product in the long run. 
A)  Value selling refers to earning business from customers by cutting down prices of value products. 
B)  Value selling refers to delivering superior customer value and capturing a fair return on that value. 
C)  Value selling refers to the mass production of inferior-quality goods for sale. 
D)  Value selling dilutes customer loyalty in the long run. 
E)  Value selling tarnishes the brand image of a product in the long run.

Question 18

Which of the following is a primary reason that companies use e-learning to conduct sales training programs?

Accepted Answer

A)  Customer needs and habits can be unambiguously conveyed through online training programs. 
B)  Sales training programs that do not use e-learning are mostly ineffective. 
C)  E-learning eliminates employee attrition. 
D)  E-learning is the best way to simulate real-life sales calls. 
E)  E-learning cuts travel and training costs. 
A)  Customer needs and habits can be unambiguously conveyed through online training programs. 
B)  Sales training programs that do not use e-learning are mostly ineffective. 
C)  E-learning eliminates employee attrition. 
D)  E-learning is the best way to simulate real-life sales calls. 
E)  E-learning cuts travel and training costs.

Question 19

Which of the following is used to generate business leads, stimulate purchases, reward customers, and motivate salespeople?

Accepted Answer

A)  business plan 
B)  SWOT analysis 
C)  POP promotion 
D)  benchmarking 
E)  business promotion 
A)  business plan 
B)  SWOT analysis 
C)  POP promotion 
D)  benchmarking 
E)  business promotion

Question 20

If a company ________, it should adopt a product sales force structure, in which the sales force specializes along product lines.

Accepted Answer

A)  specializes in a single product 
B)  manufactures a small number of simple products 
C)  maintains that product specialization is counterproductive 
D)  has numerous and complex products 
E)  lacks salespeople with superior technical know-how 
A)  specializes in a single product 
B)  manufactures a small number of simple products 
C)  maintains that product specialization is counterproductive 
D)  has numerous and complex products 
E)  lacks salespeople with superior technical know-how

________ weakens a given promotion's ability to trigger an immediate purchase.

Sales force management includes all of the following EXCEPT ________ salespeople.

A five-foot high cardboard display of Terry the polar bear, mascot of Terry's protein shake, next to the shelf containing Terry's products in a supermarket is an example of a(n) ________.

________ are offers of a trial amount of a product.

The workload approach takes into account all of the following EXCEPT ________.

Bose offers $50 cash back to customers who purchase a new speaker and send in a proof of purchase. This is an example of a ________.

Renee's, a company selling winter clothing in Chicago, ran a preseason promotion on some of its fur jackets, offering cash refunds if the snowfall in the customer's market area turned out to be below average. This exemplifies ________.

________ are goods offered either free or at low cost as an incentive to buy a product, ranging from toys included with kids' products to phone cards and DVDs.

In the ________, each salesperson is assigned to an exclusive geographic area and sells the company's full line of products or services to all customers in that region.

A ________ calls for consumers to submit an entry to be judged by a panel that will select the best entries.

How can sales promotion be accomplished through samples?

During the prospecting stage, a salesperson needs to identify the good leads and screen out the poor ones through a process known as ________.

Sales promotion consists of long-term incentives to encourage the purchase of a product or service.

________ refers to the sales step in which a salesperson asks the customer for an order.

Salespeople can draw prospective leads by referrals from all of the following EXCEPT ________.

Using teams of people from sales, marketing, engineering, finance, technical support, and even upper management to service large, complex accounts is known as complex selling.

Which of the following is true with regard to value selling?

Which of the following is a primary reason that companies use e-learning to conduct sales training programs?

Which of the following is used to generate business leads, stimulate purchases, reward customers, and motivate salespeople?

If a company ________, it should adopt a product sales force structure, in which the sales force specializes along product lines.

Marketing: Creating Customer Value and Engagement

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

Analyzing the Marketing Environment

Managing Marketing Information to Gain Customer Insights

Consumer Markets and Buyer Behavior

Business Markets and Business Buyer Behavior

Customer Value-Driven Marketing Strategy: Creating Value for Target Customers

Products, Services, and Brands: Building Customer Value

Developing New Products and Managing the Product Life Cycle

Pricing: Understanding and Capturing Customer Value

Pricing Strategies: Additional Considerations

Marketing Channels: Delivering Customer Value

Retailing and Wholesaling

Engaging Consumers and Communicating Customer Value: Integrated Marketing Communications Strategy

Advertising and Public Relations

Direct, Online, Social Media, and Mobile Marketing

Creating Competitive Advantage

The Global Marketplace

Sustainable Marketing: Social Responsibility and Ethics

Filters

Exam 16: Personal Selling and Sales Promotion

________ weakens a given promotion's ability to trigger an immediate purchase.

Sales force management includes all of the following EXCEPT ________ salespeople.

A five-foot high cardboard display of Terry the polar bear, mascot of Terry's protein shake, next to the shelf containing Terry's products in a supermarket is an example of a(n) ________.

________ are offers of a trial amount of a product.

The workload approach takes into account all of the following EXCEPT ________.

Bose offers $50 cash back to customers who purchase a new speaker and send in a proof of purchase. This is an example of a ________.

Renee's, a company selling winter clothing in Chicago, ran a preseason promotion on some of its fur jackets, offering cash refunds if the snowfall in the customer's market area turned out to be below average. This exemplifies ________.

________ are goods offered either free or at low cost as an incentive to buy a product, ranging from toys included with kids' products to phone cards and DVDs.

In the ________, each salesperson is assigned to an exclusive geographic area and sells the company's full line of products or services to all customers in that region.

A ________ calls for consumers to submit an entry to be judged by a panel that will select the best entries.

How can sales promotion be accomplished through samples?

During the prospecting stage, a salesperson needs to identify the good leads and screen out the poor ones through a process known as ________.

Sales promotion consists of long-term incentives to encourage the purchase of a product or service.

________ refers to the sales step in which a salesperson asks the customer for an order.

Salespeople can draw prospective leads by referrals from all of the following EXCEPT ________.

Using teams of people from sales, marketing, engineering, finance, technical support, and even upper management to service large, complex accounts is known as complex selling.

Which of the following is true with regard to value selling?

Which of the following is a primary reason that companies use e-learning to conduct sales training programs?

Which of the following is used to generate business leads, stimulate purchases, reward customers, and motivate salespeople?

If a company ________, it should adopt a product sales force structure, in which the sales force specializes along product lines.

Marketing: Creating Customer Value and Engagement

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

Analyzing the Marketing Environment

Managing Marketing Information to Gain Customer Insights

Consumer Markets and Buyer Behavior

Business Markets and Business Buyer Behavior

Customer Value-Driven Marketing Strategy: Creating Value for Target Customers

Products, Services, and Brands: Building Customer Value

Developing New Products and Managing the Product Life Cycle

Pricing: Understanding and Capturing Customer Value

Pricing Strategies: Additional Considerations

Marketing Channels: Delivering Customer Value

Retailing and Wholesaling

Engaging Consumers and Communicating Customer Value: Integrated Marketing Communications Strategy

Advertising and Public Relations

Direct, Online, Social Media, and Mobile Marketing

Creating Competitive Advantage

The Global Marketplace

Sustainable Marketing: Social Responsibility and Ethics

Filters