Question 1

A salary is a payment tied directly to the sales or profits that a salesperson generates.

Accepted Answer

A) True 
 B)False

Question 2

Customers prefer the team approach to selling because it makes them feel well served.

Accepted Answer

A) True 
 B)False

Question 3

If a product or service being sold requires relatively little special handling, marketers typically emphasize personal selling in their promotional mix.

Accepted Answer

A) True 
 B)False

Question 4

What is the MOST expensive sales method overall?

Accepted Answer

A)  over-the-counter sales because of the high overhead in retail operations 
B)  telemarketing because of the technology costs 
C)  telemarketing because of the high rejection rate from customers who avoid telemarketers 
D)  field selling, largely because of the travel costs of sales personnel 
A)  over-the-counter sales because of the high overhead in retail operations 
B)  telemarketing because of the technology costs 
C)  telemarketing because of the high rejection rate from customers who avoid telemarketers 
D)  field selling, largely because of the travel costs of sales personnel

Question 5

There are three general questions a manager should ask when evaluating sales personnel.Which of the following is NOT one of the three questions?

Accepted Answer

A)  What are the employee's weak points? 
B)  Where does the employee rank relative to the predetermined standards? 
C)  How does the employee compare to other sales personnel in the industry? 
D)  What are the employee's strong points? 
A)  What are the employee's weak points? 
B)  Where does the employee rank relative to the predetermined standards? 
C)  How does the employee compare to other sales personnel in the industry? 
D)  What are the employee's strong points?

Question 6

What is the sales promotion method that aggressively promotes the company's name, product brand, or product message?

Accepted Answer

A)  sampling 
B)  point-of-purchase displays 
C)  trade shows 
D)  specialty advertising 
A)  sampling 
B)  point-of-purchase displays 
C)  trade shows 
D)  specialty advertising

Question 7

Field selling and telemarketing both perform order-processing functions, but at the wholesale level only.

Accepted Answer

A) True 
 B)False

Question 8

What does a customer-focused firm want its sales representatives to do?

Accepted Answer

A)  work on a commission-based incentive plan because it is a more motivating form of compensation 
B)  form long-lasting relationships with buyers by providing high levels of customer service 
C)  become an expert in computer technologies 
D)  maximize the number of new customer contacts per month 
A)  work on a commission-based incentive plan because it is a more motivating form of compensation 
B)  form long-lasting relationships with buyers by providing high levels of customer service 
C)  become an expert in computer technologies 
D)  maximize the number of new customer contacts per month

Question 9

What were sales promotion techniques originally intended as?

Accepted Answer

A)  integral parts of the marketing plan 
B)  replacements for other elements of the promotional mix 
C)  international promotions designed to replace advertising 
D)  short-term incentives to produce immediate buying 
A)  integral parts of the marketing plan 
B)  replacements for other elements of the promotional mix 
C)  international promotions designed to replace advertising 
D)  short-term incentives to produce immediate buying

Question 10

The simplest tasks required of sales managers are usually considered to be selection and training of salespeople.

Accepted Answer

A) True 
 B)False

Question 11

A firm that assigns senior sales personnel to its largest customers is using a national accounts organizational structure

Accepted Answer

A) True 
 B)False

Question 12

When are sales promotions MOST effective?

Accepted Answer

A)  when there is no timeframe that needs to be considered 
B)  when they are used with other forms of advertising 
C)  when the product is new to the market 
D)  when there is a monetary reward or savings 
A)  when there is no timeframe that needs to be considered 
B)  when they are used with other forms of advertising 
C)  when the product is new to the market 
D)  when there is a monetary reward or savings

Question 13

What is the process of qualifying a sales prospect?

Accepted Answer

A)  it is the task of ensuring that the prospect really is a potential customer. 
B)  it involves gathering information about the prospect to make initial contact proceed more smoothly. 
C)  it is used more frequently by retail salespersons than it is by wholesalers' and manufacturers' sales representatives. 
D)  it involves making the initial contact with the prospect. 
A)  it is the task of ensuring that the prospect really is a potential customer. 
B)  it involves gathering information about the prospect to make initial contact proceed more smoothly. 
C)  it is used more frequently by retail salespersons than it is by wholesalers' and manufacturers' sales representatives. 
D)  it involves making the initial contact with the prospect.

Question 14

What does a salesperson need to handle in a professional and informative manner when a potential customer expresses doubt or disagreement with the sales presentation?

Accepted Answer

A)  the question 
B)  the conflict 
C)  the objection 
D)  the opposition 
A)  the question 
B)  the conflict 
C)  the objection 
D)  the opposition

Question 15

An expensive gift could be interpreted as a bribe if given in anticipation of doing business with a buyer or company.

Accepted Answer

A) True 
 B)False

Question 16

Which of the following would NOT be included in the information collected in the precall phase?

Accepted Answer

A)  common interests or experiences to discuss in the first approach 
B)  buyer's employment history and trade affiliations 
C)  competitive products and offerings 
D)  details about the industry 
A)  common interests or experiences to discuss in the first approach 
B)  buyer's employment history and trade affiliations 
C)  competitive products and offerings 
D)  details about the industry

Question 17

Julia noticed that her favourite shampoo is being packaged in a slightly larger bottle for the same price as the regular size bottle.What is this an example of?

Accepted Answer

A)  bonus pack 
B)  premium 
C)  sample 
D)  de facto rebate 
A)  bonus pack 
B)  premium 
C)  sample 
D)  de facto rebate

Question 18

How can sales managers BEST foster an ethical work environment?

Accepted Answer

A)  by closely monitoring sales representatives by recording phone calls 
B)  by sending sales people to sensitivity training 
C)  by making sure that all employees know what is expected of them 
D)  by monitoring the competition's ethical dilemmas 
A)  by closely monitoring sales representatives by recording phone calls 
B)  by sending sales people to sensitivity training 
C)  by making sure that all employees know what is expected of them 
D)  by monitoring the competition's ethical dilemmas

Question 19

When visiting one of his major accounts, Matt is accompanied by finance and product specialists.These specialists are able to answer specific questions so that a customer can make a purchase decision.What type of selling is this an example of?

Accepted Answer

A)  transaction 
B)  team 
C)  cross 
D)  missionary 
A)  transaction 
B)  team 
C)  cross 
D)  missionary

Question 20

A sales talk that presents a product or service in terms that are meaningful to the buyer is referred to as a "features-benefits" presentation.

Accepted Answer

A) True 
 B)False

A salary is a payment tied directly to the sales or profits that a salesperson generates.

Customers prefer the team approach to selling because it makes them feel well served.

If a product or service being sold requires relatively little special handling, marketers typically emphasize personal selling in their promotional mix.

What is the MOST expensive sales method overall?

There are three general questions a manager should ask when evaluating sales personnel.Which of the following is NOT one of the three questions?

What is the sales promotion method that aggressively promotes the company's name, product brand, or product message?

Field selling and telemarketing both perform order-processing functions, but at the wholesale level only.

What does a customer-focused firm want its sales representatives to do?

What were sales promotion techniques originally intended as?

The simplest tasks required of sales managers are usually considered to be selection and training of salespeople.

A firm that assigns senior sales personnel to its largest customers is using a national accounts organizational structure

When are sales promotions MOST effective?

What is the process of qualifying a sales prospect?

What does a salesperson need to handle in a professional and informative manner when a potential customer expresses doubt or disagreement with the sales presentation?

An expensive gift could be interpreted as a bribe if given in anticipation of doing business with a buyer or company.

Which of the following would NOT be included in the information collected in the precall phase?

Julia noticed that her favourite shampoo is being packaged in a slightly larger bottle for the same price as the regular size bottle.What is this an example of?

How can sales managers BEST foster an ethical work environment?

When visiting one of his major accounts, Matt is accompanied by finance and product specialists.These specialists are able to answer specific questions so that a customer can make a purchase decision.What type of selling is this an example of?

A sales talk that presents a product or service in terms that are meaningful to the buyer is referred to as a "features-benefits" presentation.

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

A salary is a payment tied directly to the sales or profits that a salesperson generates.

Customers prefer the team approach to selling because it makes them feel well served.

If a product or service being sold requires relatively little special handling, marketers typically emphasize personal selling in their promotional mix.

What is the MOST expensive sales method overall?

There are three general questions a manager should ask when evaluating sales personnel.Which of the following is NOT one of the three questions?

What is the sales promotion method that aggressively promotes the company's name, product brand, or product message?

Field selling and telemarketing both perform order-processing functions, but at the wholesale level only.

What does a customer-focused firm want its sales representatives to do?

What were sales promotion techniques originally intended as?

The simplest tasks required of sales managers are usually considered to be selection and training of salespeople.

A firm that assigns senior sales personnel to its largest customers is using a national accounts organizational structure

When are sales promotions MOST effective?

What is the process of qualifying a sales prospect?

What does a salesperson need to handle in a professional and informative manner when a potential customer expresses doubt or disagreement with the sales presentation?

An expensive gift could be interpreted as a bribe if given in anticipation of doing business with a buyer or company.

Which of the following would NOT be included in the information collected in the precall phase?

Julia noticed that her favourite shampoo is being packaged in a slightly larger bottle for the same price as the regular size bottle.What is this an example of?

How can sales managers BEST foster an ethical work environment?

When visiting one of his major accounts, Matt is accompanied by finance and product specialists.These specialists are able to answer specific questions so that a customer can make a purchase decision.What type of selling is this an example of?

A sales talk that presents a product or service in terms that are meaningful to the buyer is referred to as a "features-benefits" presentation.

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