Question 1

Which of the following examples would likely have personal selling as the dominant promotional element?

Accepted Answer

A)  toothpaste to consumers 
B)  beer to a foreign populations 
C)  truck tires to General Motors 
D)  convenience goods in general 
A)  toothpaste to consumers 
B)  beer to a foreign populations 
C)  truck tires to General Motors 
D)  convenience goods in general C

Question 2

Which of the following pieces of information would NOT be relevant to the precall planning process when selling to an organization?

Accepted Answer

A)  financial health of the organization 
B)  identities of the buyers and their jobs 
C)  previous employment history of the buyers 
D)  knowledge base of the members of the staff 
A)  financial health of the organization 
B)  identities of the buyers and their jobs 
C)  previous employment history of the buyers 
D)  knowledge base of the members of the staff C

Question 3

What is the number of salespeople who report to a first-level sales manager called?

Accepted Answer

A)  span of control 
B)  locust of control 
C)  expectancy theory 
D)  national accounts organization 
A)  span of control 
B)  locust of control 
C)  expectancy theory 
D)  national accounts organization A

Question 4

A customer shopping at SportChek for new running gear is assisted by a salesperson in the shoe department.This type of sales channel is called inside sales.

Accepted Answer

A) True 
 B)False

Question 5

A company offers a toll-free number that customers can use to obtain information, get answers to service questions, and order supplies.This is an example of inbound telemarketing.

Accepted Answer

A) True 
 B)False

Question 6

A university recently purchased a new supercomputer.Which of the following is NOT a reason that personal selling was likely involved in the purchase?

Accepted Answer

A)  It is an expensive product. 
B)  It is a technically complex product. 
C)  It needs a long distribution channel. 
D)  It requires complicated installation. 
A)  It is an expensive product. 
B)  It is a technically complex product. 
C)  It needs a long distribution channel. 
D)  It requires complicated installation.

Question 7

Over-the-counter selling can occur only face to face and does NOT apply to online selling.

Accepted Answer

A) True 
 B)False

Question 8

Phoning or visiting a customer without a prior appointment and making a sales presentation on the spot is referred to as cold-call selling.

Accepted Answer

A) True 
 B)False

Question 9

Sales promotions are long-term activities that need to work independently of advertising, publicity, and personal selling in order to be effective.

Accepted Answer

A) True 
 B)False

Question 10

In the sales process, who is a person that not only needs a product, but also has the resources and authority to purchase it?

Accepted Answer

A)  a qualified prospect 
B)  a qualified candidate 
C)  a potential customer 
D)  an interested customer 
A)  a qualified prospect 
B)  a qualified candidate 
C)  a potential customer 
D)  an interested customer

Question 11

What is the stage in the sales process in which the salesperson relates product features to customer needs?

Accepted Answer

A)  the approach 
B)  the recall 
C)  the demonstration 
D)  the presentation 
A)  the approach 
B)  the recall 
C)  the demonstration 
D)  the presentation

Question 12

What is the first step in the sales process?

Accepted Answer

A)  presenting the product or service 
B)  prospecting and qualifying 
C)  demonstrating the product 
D)  approaching the potential customer 
A)  presenting the product or service 
B)  prospecting and qualifying 
C)  demonstrating the product 
D)  approaching the potential customer

Question 13

Highly technical or specialized business products are usually sold by a sales force that is organized along product category lines rather than customer types.

Accepted Answer

A) True 
 B)False

Question 14

A major disadvantage of sampling is the high cost involved.

Accepted Answer

A) True 
 B)False

Question 15

Distinguish between salary and commission.

Accepted Answer

A salary is a fixed payment ma

Question 16

The concept of span of control refers to the number of representatives who report to the first level of sales management.

Accepted Answer

A) True 
 B)False

Question 17

Personal selling is likely to be a less important component in the promotional mix when consumers are geographically dispersed.

Accepted Answer

A) True 
 B)False

Question 18

Buying allowances and promotional allowances are types of trade allowances.

Accepted Answer

A) True 
 B)False

Question 19

List, in order, and briefly describe the steps in the sales process.

Accepted Answer

a.Prospecting and qualifying serve to lo

Question 20

Under what conditions does personal selling typically become a primary component of the firm's promotional mix?

Accepted Answer

a.when the firm's customers are geograph

Which of the following examples would likely have personal selling as the dominant promotional element?

Which of the following pieces of information would NOT be relevant to the precall planning process when selling to an organization?

What is the number of salespeople who report to a first-level sales manager called?

A customer shopping at SportChek for new running gear is assisted by a salesperson in the shoe department.This type of sales channel is called inside sales.

A company offers a toll-free number that customers can use to obtain information, get answers to service questions, and order supplies.This is an example of inbound telemarketing.

A university recently purchased a new supercomputer.Which of the following is NOT a reason that personal selling was likely involved in the purchase?

Over-the-counter selling can occur only face to face and does NOT apply to online selling.

Phoning or visiting a customer without a prior appointment and making a sales presentation on the spot is referred to as cold-call selling.

Sales promotions are long-term activities that need to work independently of advertising, publicity, and personal selling in order to be effective.

In the sales process, who is a person that not only needs a product, but also has the resources and authority to purchase it?

What is the stage in the sales process in which the salesperson relates product features to customer needs?

What is the first step in the sales process?

Highly technical or specialized business products are usually sold by a sales force that is organized along product category lines rather than customer types.

A major disadvantage of sampling is the high cost involved.

Distinguish between salary and commission.

The concept of span of control refers to the number of representatives who report to the first level of sales management.

Personal selling is likely to be a less important component in the promotional mix when consumers are geographically dispersed.

Buying allowances and promotional allowances are types of trade allowances.

List, in order, and briefly describe the steps in the sales process.

Under what conditions does personal selling typically become a primary component of the firm's promotional mix?

Marketing: The Art and Science of Satisfying Customers

Strategic Planning in Contemporary Marketing

The Marketing Environment, Ethics, and Social Responsibility

Consumer Behaviour

Business-to-Business (B2B) Marketing

Serving Global Markets

Marketing Research, Decision Support Systems, and Sales Forecasting

Market Segmentation, Targeting, and Positioning

Product and Service Strategies

Developing and Managing Brand and Product Strategies

Marketing Channels and Supply Chain Management

Retailers Wholesalers and Direct Marketers

Integrated Marketing Communications

Advertising and Digital Communications

Pricing Concepts and Strategies

TB Boone 3Ce final

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Exam 15: Personal Selling and Sales Promotion

Which of the following examples would likely have personal selling as the dominant promotional element?

Which of the following pieces of information would NOT be relevant to the precall planning process when selling to an organization?

What is the number of salespeople who report to a first-level sales manager called?

A customer shopping at SportChek for new running gear is assisted by a salesperson in the shoe department.This type of sales channel is called inside sales.

A company offers a toll-free number that customers can use to obtain information, get answers to service questions, and order supplies.This is an example of inbound telemarketing.

A university recently purchased a new supercomputer.Which of the following is NOT a reason that personal selling was likely involved in the purchase?

Over-the-counter selling can occur only face to face and does NOT apply to online selling.

Phoning or visiting a customer without a prior appointment and making a sales presentation on the spot is referred to as cold-call selling.

Sales promotions are long-term activities that need to work independently of advertising, publicity, and personal selling in order to be effective.

In the sales process, who is a person that not only needs a product, but also has the resources and authority to purchase it?

What is the stage in the sales process in which the salesperson relates product features to customer needs?

What is the first step in the sales process?

Highly technical or specialized business products are usually sold by a sales force that is organized along product category lines rather than customer types.

A major disadvantage of sampling is the high cost involved.

Distinguish between salary and commission.

The concept of span of control refers to the number of representatives who report to the first level of sales management.

Personal selling is likely to be a less important component in the promotional mix when consumers are geographically dispersed.

Buying allowances and promotional allowances are types of trade allowances.

List, in order, and briefly describe the steps in the sales process.

Under what conditions does personal selling typically become a primary component of the firm's promotional mix?

Marketing: The Art and Science of Satisfying Customers

Strategic Planning in Contemporary Marketing

The Marketing Environment, Ethics, and Social Responsibility

Consumer Behaviour

Business-to-Business (B2B) Marketing

Serving Global Markets

Marketing Research, Decision Support Systems, and Sales Forecasting

Market Segmentation, Targeting, and Positioning

Product and Service Strategies

Developing and Managing Brand and Product Strategies

Marketing Channels and Supply Chain Management

Retailers Wholesalers and Direct Marketers

Integrated Marketing Communications

Advertising and Digital Communications

Pricing Concepts and Strategies

TB Boone 3Ce final

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