Question 1

An important advantage of personal selling is that it gives the customer the opportunity to try a product before making a purchase.

Accepted Answer

A) True 
 B)False  True

Question 2

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

Accepted Answer

A) True 
 B)False  False

Question 3

Alpha Trendz,a clothing and apparel manufacturer,carefully studies information available on the Internet.It further checks computerized databases and trade show exhibits before launching its latest range of designer clothes.The company is in the _____ stage of the sales process.

Accepted Answer

A)  order processing 
B)  missionary selling 
C)  planning 
D)  prospecting 
A)  order processing 
B)  missionary selling 
C)  planning 
D)  prospecting D

Question 4

The term "_____" refers to the postsale activities employed by salespeople that determine whether an individual who made a recent purchase will become a repeat customer.

Accepted Answer

A)  sales maintenance 
B)  post-closing 
C)  dissonance reduction 
D)  follow-up 
A)  sales maintenance 
B)  post-closing 
C)  dissonance reduction 
D)  follow-up

Question 5

The overall direction and control of the personal selling effort is in the hands of a firm's:

Accepted Answer

A)  board of directors. 
B)  sales analysts. 
C)  existing customers. 
D)  sales managers. 
A)  board of directors. 
B)  sales analysts. 
C)  existing customers. 
D)  sales managers.

Question 6

Most firms now emphasize _____,a technique used by firms for building a mutually beneficial partnership with a customer through regular contacts over an extended period.

Accepted Answer

A) span of control 
B) field selling 
C) inside selling 
D) order processing 
E) virtual sales team
F)team selling
G)approach
H)creative selling
I)presentation
J)sales promotion
K)premium
L)coupon
M)network marketing
N)cold calling
O)expectancy theory
P)over-the-counter selling
Q)missionary selling
R)relationship selling
S)peddlers
T)consultative selling 
A) span of control 
B) field selling 
C) inside selling 
D) order processing 
E) virtual sales team
F)team selling
G)approach
H)creative selling
I)presentation
J)sales promotion
K)premium
L)coupon
M)network marketing
N)cold calling
O)expectancy theory
P)over-the-counter selling
Q)missionary selling
R)relationship selling
S)peddlers
T)consultative selling

Question 7

With regard to sales promotion,magazines,newspapers,and package inserts are the standard methods of distributing:

Accepted Answer

A)  coupons. 
B)  samples. 
C)  premiums. 
D)  specialty items. 
A)  coupons. 
B)  samples. 
C)  premiums. 
D)  specialty items.

Question 8

How do firms integrate various sales channels to create a cost-effective sales organization?

Accepted Answer

Firms are likely to blend alternative sa

Question 9

What are the three questions a sales manager must address as part of a salesperson's evaluation? How can a sales manager ensure that all employees are treated equally while completing an evaluation summary?

Accepted Answer

The sales manager must follow a formal s

Question 10

Bits Inc.,a manufacturer of server processors,sends out its trained salespeople to inform prospective and existing customers about its latest range of processors and provide demonstrations.The promotional effort adopted by this company is an example of:

Accepted Answer

A)  push-cash selling. 
B)  field selling. 
C)  networking. 
D)  over-the-counter selling. 
A)  push-cash selling. 
B)  field selling. 
C)  networking. 
D)  over-the-counter selling.

Question 11

Cleveland Solvents has field sales staff,a customer service department,and two individuals who manage the "tech hotline." These individuals not only answer technical questions from customers,they also identify customer needs and recommend products that can fill those needs.They have the ability to initiate and close sales on the spot.These individuals are essentially participating in:

Accepted Answer

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

Question 12

Meeting customer needs by listening to them,understanding their problems,paying attention to details,and following through after the sale is called _____ selling.

Accepted Answer

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

Question 13

The steps in a sales process follow the AIDA (attention,interest,desire,action)concept.

Accepted Answer

A) True 
 B)False

Question 14

What is cold calling? How can a salesperson make a successful cold call?

Accepted Answer

Cold calling means phoning or visiting t

Question 15

An approach is a salesperson's initial contact with the customer.

Accepted Answer

A) True 
 B)False

Question 16

Network marketing is a form of field selling in customers' homes.

Accepted Answer

A) True 
 B)False

Question 17

The effectiveness of a salesperson is measured entirely on the basis of the sales volume and profitability.

Accepted Answer

A) True 
 B)False

Question 18

A(n)_____ is an item given free or at a reduced cost with purchases of other products.

Accepted Answer

A) span of control 
B) field selling 
C) inside selling 
D) order processing 
E) virtual sales team
F)team selling
G)approach
H)creative selling
I)presentation
J)sales promotion
K)premium
L)coupon
M)network marketing
N)cold calling
O)expectancy theory
P)over-the-counter selling
Q)missionary selling
R)relationship selling
S)peddlers
T)consultative selling 
A) span of control 
B) field selling 
C) inside selling 
D) order processing 
E) virtual sales team
F)team selling
G)approach
H)creative selling
I)presentation
J)sales promotion
K)premium
L)coupon
M)network marketing
N)cold calling
O)expectancy theory
P)over-the-counter selling
Q)missionary selling
R)relationship selling
S)peddlers
T)consultative selling

Question 19

Manufacturers pay a handling fee to retailers to help consumers redeem coupons at their outlets.

Accepted Answer

A) True 
 B)False

Question 20

In a cold calling situation,the approach and presentation often take place at the same time.

Accepted Answer

A) True 
 B)False

Exam 17: Personal Selling and Sales Promotion

An important advantage of personal selling is that it gives the customer the opportunity to try a product before making a purchase.

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

Alpha Trendz,a clothing and apparel manufacturer,carefully studies information available on the Internet.It further checks computerized databases and trade show exhibits before launching its latest range of designer clothes.The company is in the _____ stage of the sales process.

The term "_____" refers to the postsale activities employed by salespeople that determine whether an individual who made a recent purchase will become a repeat customer.

The overall direction and control of the personal selling effort is in the hands of a firm's:

Most firms now emphasize _____,a technique used by firms for building a mutually beneficial partnership with a customer through regular contacts over an extended period.

With regard to sales promotion,magazines,newspapers,and package inserts are the standard methods of distributing:

How do firms integrate various sales channels to create a cost-effective sales organization?

What are the three questions a sales manager must address as part of a salesperson's evaluation? How can a sales manager ensure that all employees are treated equally while completing an evaluation summary?

Bits Inc.,a manufacturer of server processors,sends out its trained salespeople to inform prospective and existing customers about its latest range of processors and provide demonstrations.The promotional effort adopted by this company is an example of:

Meeting customer needs by listening to them,understanding their problems,paying attention to details,and following through after the sale is called _____ selling.

The steps in a sales process follow the AIDA (attention,interest,desire,action)concept.

What is cold calling? How can a salesperson make a successful cold call?

An approach is a salesperson's initial contact with the customer.

Network marketing is a form of field selling in customers' homes.

The effectiveness of a salesperson is measured entirely on the basis of the sales volume and profitability.

A(n)_____ is an item given free or at a reduced cost with purchases of other products.

Manufacturers pay a handling fee to retailers to help consumers redeem coupons at their outlets.

In a cold calling situation,the approach and presentation often take place at the same time.

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