Question 1

A manufacturer that offers cash or gifts to dealers for encouraging the purchase of its products is using ________.

Accepted Answer

A)  coupons 
B)  push money 
C)  promotional products 
D)  premiums 
E)  bonuses 
A)  coupons 
B)  push money 
C)  promotional products 
D)  premiums 
E)  bonuses

Question 2

Which of the following is the first step in the personal selling process?

Accepted Answer

A)  handling objections 
B)  follow-up 
C)  presentation and demonstration 
D)  preapproach 
E)  prospecting and qualifying 
A)  handling objections 
B)  follow-up 
C)  presentation and demonstration 
D)  preapproach 
E)  prospecting and qualifying

Question 3

Salespeople do not represent customers to the company.

Accepted Answer

A) True 
 B)False

Question 4

Telemarketing has ceased to be an important tool for most B-to-B marketers owing to the federal government's Do Not Call Registry.

Accepted Answer

A) True 
 B)False

Question 5

Why is a firm's organizational climate an important part of building a successful sales staff?

Accepted Answer

Organizational climate describes the fee

Question 6

Which of the following is true with regard to the inside sales force of a company?

Accepted Answer

A)  The inside sales force is invariably more attentive to customer needs than the outside sales force. 
B)  Unlike the outside sales force, the inside sales force does not require training. 
C)  Inside sales representatives engage in face-to-face interaction with customers. 
D)  The inside sales force is far more knowledgeable about customer habits than are outside salespeople. 
E)  Inside salespeople provide support for the outside sales force, freeing them to spend more time selling to major accounts and finding new prospects. 
A)  The inside sales force is invariably more attentive to customer needs than the outside sales force. 
B)  Unlike the outside sales force, the inside sales force does not require training. 
C)  Inside sales representatives engage in face-to-face interaction with customers. 
D)  The inside sales force is far more knowledgeable about customer habits than are outside salespeople. 
E)  Inside salespeople provide support for the outside sales force, freeing them to spend more time selling to major accounts and finding new prospects.

Question 7

In the customer sales force structure, 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 territory.

Accepted Answer

A) True 
 B)False

Question 8

________ refers to a practice in which salespeople drop in unannounced on various offices.

Accepted Answer

A)  Hybrid selling 
B)  Niche marketing 
C)  Cold calling 
D)  Value selling 
E)  Direct marketing 
A)  Hybrid selling 
B)  Niche marketing 
C)  Cold calling 
D)  Value selling 
E)  Direct marketing

Question 9

Why have firms adopted sales force automation systems?

Accepted Answer

Many firms have adopted sales

Question 10

Why and how do companies use workload approach?

Accepted Answer

Many companies use some form of workload

Question 11

Describe some of the methods used to supervise salespeople and help them work more efficiently.

Accepted Answer

Through supervision, or helping salespeo

Question 12

During the presentation step of the selling process, the salesperson tells the "value story" to the buyer, showing how the company's offer solves the customer's problems.

Accepted Answer

A) True 
 B)False

Question 13

Advertising specialties include displays and demonstrations that take place at the point of sale.

Accepted Answer

A) True 
 B)False

Question 14

Which of the following involves computerized, digitized sales force operations that let salespeople work more effectively anytime, anywhere?

Accepted Answer

A)  SWOT analysis 
B)  BCG matrix 
C)  digital marketing system 
D)  sales force automation system 
E)  field service management system 
A)  SWOT analysis 
B)  BCG matrix 
C)  digital marketing system 
D)  sales force automation system 
E)  field service management system

Question 15

Which of the following is an example of trade promotion?

Accepted Answer

A)  manufacturers offering regular value-for-money deals to attract thrifty and value-conscious customers 
B)  salespeople engaging in door-to-door selling activities 
C)  manufacturers offering free merchandise to resellers who feature a certain flavor or size 
D)  advertisers claiming that a certain product is the best in the market 
E)  marketers selling specialty products to a small segment of customers with unique preferences 
A)  manufacturers offering regular value-for-money deals to attract thrifty and value-conscious customers 
B)  salespeople engaging in door-to-door selling activities 
C)  manufacturers offering free merchandise to resellers who feature a certain flavor or size 
D)  advertisers claiming that a certain product is the best in the market 
E)  marketers selling specialty products to a small segment of customers with unique preferences

Question 16

What is the follow-up step of the selling process? Why is it important?

Accepted Answer

The follow-up step is important if the s

Question 17

________ are like coupons except that the price reduction occurs after the purchase rather than at the retail outlet.

Accepted Answer

A)  Rebates 
B)  Promotional products 
C)  Premiums 
D)  Samples 
E)  Price packs 
A)  Rebates 
B)  Promotional products 
C)  Premiums 
D)  Samples 
E)  Price packs

Question 18

Refer to the scenario below to answer the following question(s).
Reliable Tools Company is a manufacturer of hubs and axles for the trailer and heavy truck industry. Although Reliable Tools only has 15 customers, the company is the sole supplier of hub and axle components to those customers. Monthly sales at Reliable Tools are approximately $1 million. "You might say we have all our eggs in one basket," says owner Arthur Deetz.
It is critical that a competent sales force be maintained in order to nurture those few but large accounts. Ninety-five percent of Reliable Tools' customers are located in Michigan, Ohio, and Indiana, which means that travel time to all customers is relatively short. However, given the nature of the industry, time spent with each customer is crucial.
-Purposes of social selling, the use of online, mobile, and social media, are to do all of the following EXCEPT ________.

Accepted Answer

A)  augment sales performance 
B)  eliminate person-to-person selling 
C)  build stronger customer relationships 
D)  engage customers 
E)  provide customers more control over the selling process 
A)  augment sales performance 
B)  eliminate person-to-person selling 
C)  build stronger customer relationships 
D)  engage customers 
E)  provide customers more control over the selling process

Question 19

Hannah Adams is a senior sales manager in Elmo Corp., a rapidly growing company manufacturing personal computers and printers. In order to handle sales effectively, Hannah insists on using the services of different groups of people from different departments within the company such as the sales, marketing, technical support, and finance departments. In this instance, Hannah makes use of ________.

Accepted Answer

A)  team selling 
B)  competitive marketing intelligence 
C)  hybrid selling 
D)  occasion segmentation 
E)  sales force automation systems 
A)  team selling 
B)  competitive marketing intelligence 
C)  hybrid selling 
D)  occasion segmentation 
E)  sales force automation systems

Question 20

________ refer to sales promotion tools used to persuade resellers to carry a brand, give it shelf space, promote it in advertising, and push it to consumers.

Accepted Answer

A)  Point-of-purchase promotions 
B)  Frequency marketing programs 
C)  Trade promotions 
D)  Events 
E)  Coupons and inserts 
A)  Point-of-purchase promotions 
B)  Frequency marketing programs 
C)  Trade promotions 
D)  Events 
E)  Coupons and inserts

A manufacturer that offers cash or gifts to dealers for encouraging the purchase of its products is using ________.

Which of the following is the first step in the personal selling process?

Salespeople do not represent customers to the company.

Telemarketing has ceased to be an important tool for most B-to-B marketers owing to the federal government's Do Not Call Registry.

Why is a firm's organizational climate an important part of building a successful sales staff?

Which of the following is true with regard to the inside sales force of a company?

In the customer sales force structure, 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 territory.

________ refers to a practice in which salespeople drop in unannounced on various offices.

Why have firms adopted sales force automation systems?

Why and how do companies use workload approach?

Describe some of the methods used to supervise salespeople and help them work more efficiently.

During the presentation step of the selling process, the salesperson tells the "value story" to the buyer, showing how the company's offer solves the customer's problems.

Advertising specialties include displays and demonstrations that take place at the point of sale.

Which of the following involves computerized, digitized sales force operations that let salespeople work more effectively anytime, anywhere?

Which of the following is an example of trade promotion?

What is the follow-up step of the selling process? Why is it important?

________ are like coupons except that the price reduction occurs after the purchase rather than at the retail outlet.

________ refer to sales promotion tools used to persuade resellers to carry a brand, give it shelf space, promote it in advertising, and push it to consumers.

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

A manufacturer that offers cash or gifts to dealers for encouraging the purchase of its products is using ________.

Which of the following is the first step in the personal selling process?

Salespeople do not represent customers to the company.

Telemarketing has ceased to be an important tool for most B-to-B marketers owing to the federal government's Do Not Call Registry.

Why is a firm's organizational climate an important part of building a successful sales staff?

Which of the following is true with regard to the inside sales force of a company?

In the customer sales force structure, 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 territory.

________ refers to a practice in which salespeople drop in unannounced on various offices.

Why have firms adopted sales force automation systems?

Why and how do companies use workload approach?

Describe some of the methods used to supervise salespeople and help them work more efficiently.

During the presentation step of the selling process, the salesperson tells the "value story" to the buyer, showing how the company's offer solves the customer's problems.

Advertising specialties include displays and demonstrations that take place at the point of sale.

Which of the following involves computerized, digitized sales force operations that let salespeople work more effectively anytime, anywhere?

Which of the following is an example of trade promotion?

What is the follow-up step of the selling process? Why is it important?

________ are like coupons except that the price reduction occurs after the purchase rather than at the retail outlet.

________ refer to sales promotion tools used to persuade resellers to carry a brand, give it shelf space, promote it in advertising, and push it to consumers.

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