Question 1

Point-of-purchase advertising encourages retailers to improve on-site merchandising.

Accepted Answer

A) True 
 B)False

Question 2

Which of the following is a customer-oriented sales promotion technique?

Accepted Answer

A)  Point-of-purchase advertising 
B)  Dealer incentives 
C)  Trade shows 
D)  Specialty advertising 
A)  Point-of-purchase advertising 
B)  Dealer incentives 
C)  Trade shows 
D)  Specialty advertising

Question 3

Over-the-counter selling usually requires the customer to take the initiative and travel to the seller's place of business.

Accepted Answer

A) True 
 B)False

Question 4

New sales personnel often find prospecting frustrating because it:

Accepted Answer

A)  can only be accomplished during certain times of the year. 
B)  can be done in a variety of ways. 
C)  is subject to a number of laws and regulations. 
D)  usually offers no immediate payback. 
A)  can only be accomplished during certain times of the year. 
B)  can be done in a variety of ways. 
C)  is subject to a number of laws and regulations. 
D)  usually offers no immediate payback.

Question 5

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 6

An effective salesperson uses order-processing techniques to expand an existing business relationship.

Accepted Answer

A) True 
 B)False

Question 7

Missionary selling is an indirect sales approach that focuses on promoting goodwill for the firm.

Accepted Answer

A) True 
 B)False

Question 8

A sweepstakes chooses winners from a group of people who have purchased the product.

Accepted Answer

A) True 
 B)False

Question 9

_____ is a type of personal selling in which a salesperson joins with specialists from other functional areas of the firm to complete the selling process.

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 10

Which of the following products requires a high degree of creative selling?

Accepted Answer

A)  Flat screen TVs 
B)  Gasoline 
C)  Laundry detergent 
D)  Ballpoint pens 
A)  Flat screen TVs 
B)  Gasoline 
C)  Laundry detergent 
D)  Ballpoint pens

Question 11

Due to intense competition in the market,present-day sales promotion techniques mainly focus on providing short-term incentives to customers in order to obtain a purchase.

Accepted Answer

A) True 
 B)False

Question 12

A _____ is a specially packaged item that gives the purchaser a larger quantity at regular price.

Accepted Answer

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

Question 13

Sales promotions often lead to sales and profit growth in the long run.

Accepted Answer

A) True 
 B)False

Question 14

Which of the following is the most effective way for a sales manager to motivate salespeople to give their best?

Accepted Answer

A)  Setting annual goals for individuals instead of quarterly or monthly goals 
B)  Setting extremely high targets 
C)  Recognizing their efforts and offering simple incentives 
D)  Creating expensive incentive programs 
A)  Setting annual goals for individuals instead of quarterly or monthly goals 
B)  Setting extremely high targets 
C)  Recognizing their efforts and offering simple incentives 
D)  Creating expensive incentive programs

Question 15

Which of the following functions poses a great challenge to sales managers?

Accepted Answer

A)  Training 
B)  Recruitment and selection 
C)  Supervision 
D)  Organization 
A)  Training 
B)  Recruitment and selection 
C)  Supervision 
D)  Organization

Question 16

Salespeople usually face difficulties in:

Accepted Answer

A)  approaching potential buyers. 
B)  precall planning. 
C)  closing the sale. 
D)  following up after the sale. 
A)  approaching potential buyers. 
B)  precall planning. 
C)  closing the sale. 
D)  following up after the sale.

Question 17

Business firms that market highly technical and complex products will have a specialized sales force for each major category of the firm's products.

Accepted Answer

A) True 
 B)False

Question 18

Personal selling and advertising are part of the marketing activities involved in a sales promotion.

Accepted Answer

A) True 
 B)False

Question 19

Existing customers of a firm whose business problems require complex solutions are likely to be best served by telemarketers in the firm.

Accepted Answer

A) True 
 B)False

Exam 17: Personal Selling and Sales Promotion

Point-of-purchase advertising encourages retailers to improve on-site merchandising.

Which of the following is a customer-oriented sales promotion technique?

Over-the-counter selling usually requires the customer to take the initiative and travel to the seller's place of business.

New sales personnel often find prospecting frustrating because it:

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

An effective salesperson uses order-processing techniques to expand an existing business relationship.

Missionary selling is an indirect sales approach that focuses on promoting goodwill for the firm.

A sweepstakes chooses winners from a group of people who have purchased the product.

_____ is a type of personal selling in which a salesperson joins with specialists from other functional areas of the firm to complete the selling process.

Which of the following products requires a high degree of creative selling?

Due to intense competition in the market,present-day sales promotion techniques mainly focus on providing short-term incentives to customers in order to obtain a purchase.

A _____ is a specially packaged item that gives the purchaser a larger quantity at regular price.

Sales promotions often lead to sales and profit growth in the long run.

Which of the following is the most effective way for a sales manager to motivate salespeople to give their best?

Which of the following functions poses a great challenge to sales managers?

Salespeople usually face difficulties in:

Business firms that market highly technical and complex products will have a specialized sales force for each major category of the firm's products.

Personal selling and advertising are part of the marketing activities involved in a sales promotion.

Existing customers of a firm whose business problems require complex solutions are likely to be best served by telemarketers in the firm.

Marketing: The Art and Science of Satisfying Customers

Strategic Planning in Contemporary Marketing

The Marketing Environment, Ethics, and Social Responsibility

Social Media: Living in the Connected World

E-Business: Managing the Customer Experience

Consumer Behavior

Business-to-Business (B2B)Marketing

Global Marketing

Market Segmentation, Targeting, and Positioning

Marketing Research and Sales Forecasting

Relationship Marketing and Customer Relationship Management (CRM)

Product and Service Strategies

Developing and Managing Brand and Product Categories

Marketing Channels and Supply Chain Management

Retailers, Wholesalers, and Direct Marketers

Integrated Marketing Communications, Advertising, and Public Relations

Pricing Concepts

Pricing Strategies

Your Career in Marketing

Developing an Effective Marketing Plan

Financial Analysis in Marketing

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