Question 1

Sales promotions can MOST effectively overcome which of the following?

Accepted Answer

A)  bland brand images 
B)  limited training for the salespeople 
C)  product deficiencies 
D)  waning interest in mature products 
A)  bland brand images 
B)  limited training for the salespeople 
C)  product deficiencies 
D)  waning interest in mature products

Question 2

Refunds and rebates are designed to offer customers the opportunity to compete for cash and prizes.

Accepted Answer

A) True 
 B)False

Question 3

What is a sales promotion? Explain how a sales promotion can supplement other promotional activities.

Accepted Answer

A sales promotion is a marketing activit

Question 4

Over-the-counter personal-selling efforts are frequently supplemented with other promotions, such as special sales events, new product introductions, and direct-mail appeals.

Accepted Answer

A) True 
 B)False

Question 5

What has the role of a sales representative in the promotion process been changed to from that of persuader?

Accepted Answer

A)  consultant and problem solver 
B)  process designer 
C)  technician and expert on product repair 
D)  close friend and confidant 
A)  consultant and problem solver 
B)  process designer 
C)  technician and expert on product repair 
D)  close friend and confidant

Question 6

Distinguish between inbound and outbound telemarketing.

Accepted Answer

Outbound telemarketing involves a sales

Question 7

Part of a plan to create an ethical sales environment should include promoting ethical awareness during training programs, sales meetings, and sales calls.

Accepted Answer

A) True 
 B)False

Question 8

Which of the following statements BEST describes the three types of basic sales tasks?

Accepted Answer

A)  All three selling tasks are basically alike. 
B)  Most salespeople perform a combination of all three tasks over time. 
C)  A sales representative typically performs all three tasks with equal effort. 
D)  Most salespeople pursue only a single category of selling effort. 
A)  All three selling tasks are basically alike. 
B)  Most salespeople perform a combination of all three tasks over time. 
C)  A sales representative typically performs all three tasks with equal effort. 
D)  Most salespeople pursue only a single category of selling effort.

Question 9

After determining that a prospective customer is a good candidate to actually make a purchase, the salesperson will want to gather as much information about the customer as possible.What is this step in the sales process known as?

Accepted Answer

A)  presales research 
B)  preliminary planning 
C)  precall planning 
D)  background checking 
A)  presales research 
B)  preliminary planning 
C)  precall planning 
D)  background checking

Question 10

What is a growing trend among firms using a customer-oriented organizational structure of the sales function?

Accepted Answer

A)  centralization 
B)  decentralization 
C)  a vertical structure 
D)  a national accounts organization 
A)  centralization 
B)  decentralization 
C)  a vertical structure 
D)  a national accounts organization

Question 11

What are telemarketers involved in when they combine field selling with a strong customer orientation using both inbound and outbound communications?

Accepted Answer

A)  market analysis 
B)  inside selling 
C)  relationship marketing 
D)  outside sales 
A)  market analysis 
B)  inside selling 
C)  relationship marketing 
D)  outside sales

Question 12

Network marketing is a type of field selling that takes place in customers' homes.

Accepted Answer

A) True 
 B)False

Question 13

Successful relationship selling is based on keeping prices low.

Accepted Answer

A) True 
 B)False

Question 14

Listening and using problem-solving skills to meet customer needs is called advisory selling.

Accepted Answer

A) True 
 B)False

Question 15

What concept explains that motivation depends on the expectations people have of their ability to perform a job, and how performance relates to attaining rewards they desire?

Accepted Answer

A)  marketing theory 
B)  Maslow's hierarchy of needs theory 
C)  performance theory 
D)  expectancy theory 
A)  marketing theory 
B)  Maslow's hierarchy of needs theory 
C)  performance theory 
D)  expectancy theory

Question 16

Technology has streamlined order processing, resulting in cost and time savings, improved accuracy, and increased customer satisfaction.

Accepted Answer

A) True 
 B)False

Question 17

Precall planning involves making unsolicited sales calls on randomly selected prospects.

Accepted Answer

A) True 
 B)False

Question 18

The recently introduced Do Not Call Registry will make it easier for outbound telemarketers to reach consumers.

Accepted Answer

A) True 
 B)False

Question 19

Who holds the overall direction and control of the personal-selling effort?

Accepted Answer

A)  marketing managers 
B)  sales analysts 
C)  the customer 
D)  sales managers 
A)  marketing managers 
B)  sales analysts 
C)  the customer 
D)  sales managers

Question 20

Offering technical and operational assistance has become a significant part of missionary selling.

Accepted Answer

A) True 
 B)False

Sales promotions can MOST effectively overcome which of the following?

Refunds and rebates are designed to offer customers the opportunity to compete for cash and prizes.

What is a sales promotion? Explain how a sales promotion can supplement other promotional activities.

Over-the-counter personal-selling efforts are frequently supplemented with other promotions, such as special sales events, new product introductions, and direct-mail appeals.

What has the role of a sales representative in the promotion process been changed to from that of persuader?

Distinguish between inbound and outbound telemarketing.

Part of a plan to create an ethical sales environment should include promoting ethical awareness during training programs, sales meetings, and sales calls.

Which of the following statements BEST describes the three types of basic sales tasks?

After determining that a prospective customer is a good candidate to actually make a purchase, the salesperson will want to gather as much information about the customer as possible.What is this step in the sales process known as?

What is a growing trend among firms using a customer-oriented organizational structure of the sales function?

What are telemarketers involved in when they combine field selling with a strong customer orientation using both inbound and outbound communications?

Network marketing is a type of field selling that takes place in customers' homes.

Successful relationship selling is based on keeping prices low.

Listening and using problem-solving skills to meet customer needs is called advisory selling.

What concept explains that motivation depends on the expectations people have of their ability to perform a job, and how performance relates to attaining rewards they desire?

Technology has streamlined order processing, resulting in cost and time savings, improved accuracy, and increased customer satisfaction.

Precall planning involves making unsolicited sales calls on randomly selected prospects.

The recently introduced Do Not Call Registry will make it easier for outbound telemarketers to reach consumers.

Who holds the overall direction and control of the personal-selling effort?

Offering technical and operational assistance has become a significant part of missionary selling.

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

Filters

Exam 15: Personal Selling and Sales Promotion

Sales promotions can MOST effectively overcome which of the following?

Refunds and rebates are designed to offer customers the opportunity to compete for cash and prizes.

What is a sales promotion? Explain how a sales promotion can supplement other promotional activities.

Over-the-counter personal-selling efforts are frequently supplemented with other promotions, such as special sales events, new product introductions, and direct-mail appeals.

What has the role of a sales representative in the promotion process been changed to from that of persuader?

Distinguish between inbound and outbound telemarketing.

Part of a plan to create an ethical sales environment should include promoting ethical awareness during training programs, sales meetings, and sales calls.

Which of the following statements BEST describes the three types of basic sales tasks?

After determining that a prospective customer is a good candidate to actually make a purchase, the salesperson will want to gather as much information about the customer as possible.What is this step in the sales process known as?

What is a growing trend among firms using a customer-oriented organizational structure of the sales function?

What are telemarketers involved in when they combine field selling with a strong customer orientation using both inbound and outbound communications?

Network marketing is a type of field selling that takes place in customers' homes.

Successful relationship selling is based on keeping prices low.

Listening and using problem-solving skills to meet customer needs is called advisory selling.

What concept explains that motivation depends on the expectations people have of their ability to perform a job, and how performance relates to attaining rewards they desire?

Technology has streamlined order processing, resulting in cost and time savings, improved accuracy, and increased customer satisfaction.

Precall planning involves making unsolicited sales calls on randomly selected prospects.

The recently introduced Do Not Call Registry will make it easier for outbound telemarketers to reach consumers.

Who holds the overall direction and control of the personal-selling effort?

Offering technical and operational assistance has become a significant part of missionary selling.

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

Filters