Question 1

Girl Scouts selling cookies door-to-door exemplify cold-call selling.

Accepted Answer

A) True 
 B)False

Question 2

Which of the following will improve the quality of the presentation used for approaching a prospective customer?

Accepted Answer

A)  Using complex graphics to explain product features 
B)  Making the presentation precise without going into product price details 
C)  Focusing on educating the prospective customer about the firm's goodwill rather than on product features 
D)  Using precollected information for tailoring the presentation to match the customer's needs 
A)  Using complex graphics to explain product features 
B)  Making the presentation precise without going into product price details 
C)  Focusing on educating the prospective customer about the firm's goodwill rather than on product features 
D)  Using precollected information for tailoring the presentation to match the customer's needs

Question 3

Push money refers to cash incentives paid by manufacturers to wholesalers to stock new products.

Accepted Answer

A) True 
 B)False

Question 4

Which of the following is a principal method used in sales training?

Accepted Answer

A)  In-house classes 
B)  Application screening 
C)  Aptitude tests 
D)  Assessment center 
A)  In-house classes 
B)  Application screening 
C)  Aptitude tests 
D)  Assessment center

Question 5

A(n)_____ is a sales promotion technique that offers a discount on the purchase price of goods or services.

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 6

A national grocery store runs an advertisement offering "buy one get one free" on packages of Thomas' English muffins to consumers.This is an example of a trade promotion.

Accepted Answer

A) True 
 B)False

Question 7

Team selling offers a distinct competitive advantage in sales situations that call for detailed knowledge of new,complex,or rapidly changing technologies.

Accepted Answer

A) True 
 B)False

Question 8

_____ explains that motivation depends on the aspirations people have of their ability to perform a job,and how performance relates to attaining rewards they desire.

Accepted Answer

A)  Marketing research 
B)  Maslow's hierarchy of needs 
C)  Performance theory 
D)  Expectancy theory 
A)  Marketing research 
B)  Maslow's hierarchy of needs 
C)  Performance theory 
D)  Expectancy theory

Question 9

The role of a sales representative in the promotion process has changed from that of persuader to that of a:

Accepted Answer

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

Question 10

_____ refers to personal selling conducted in retail and some wholesale locations in which customers come to the seller's place of business.

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 11

Personal selling is likely to be the primary component of a firm's promotional mix when:

Accepted Answer

A)  the firm markets inexpensive products that require no special handling. 
B)  the transactions frequently involve trade-ins. 
C)  the price of the products is relatively low. 
D)  the firm markets to a large number of customers in various locations. 
A)  the firm markets inexpensive products that require no special handling. 
B)  the transactions frequently involve trade-ins. 
C)  the price of the products is relatively low. 
D)  the firm markets to a large number of customers in various locations.

Question 12

The trade-oriented promotion that consists of a display or other promotion located near the site of the actual buying decision is known as:

Accepted Answer

A)  specialty advertising. 
B)  missionary selling. 
C)  push-on-premises display. 
D)  point-of-purchase advertising. 
A)  specialty advertising. 
B)  missionary selling. 
C)  push-on-premises display. 
D)  point-of-purchase advertising.

Question 13

Although research shows that most consumers dislike the practice of telemarketing and more than 209 million have signed up for the national Do Not Call Registry,organizations still use telemarketing because:

Accepted Answer

A)  it provides employment to a large number of people. 
B)  it guarantees a sales order with every call. 
C)  it is cost effective; the average call costs are low. 
D)  it does not require experienced and trained sales personnel. 
A)  it provides employment to a large number of people. 
B)  it guarantees a sales order with every call. 
C)  it is cost effective; the average call costs are low. 
D)  it does not require experienced and trained sales personnel.

Question 14

The compensation package for sales personnel that gives management more control over how sales personnel allocate their efforts,but may reduce the incentive to expand sales,is the:

Accepted Answer

A)  pure commission program. 
B)  salary plus bonus system. 
C)  straight salary plan. 
D)  salary plus commission system. 
A)  pure commission program. 
B)  salary plus bonus system. 
C)  straight salary plan. 
D)  salary plus commission system.

Question 15

A cosmetics manufacturer decides to educate its customers about its new product during commercial breaks in a popular TV reality show.This represents which of the following forms of marketing?

Accepted Answer

A)  Personal selling 
B)  Network marketing 
C)  Publicity 
D)  Advertising 
A)  Personal selling 
B)  Network marketing 
C)  Publicity 
D)  Advertising

Question 16

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.This is an example of _____.

Accepted Answer

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

Question 17

A straight salary plan for sales representatives gives management more control over how sales personnel allocate their efforts.

Accepted Answer

A) True 
 B)False

Question 18

A(n)_____ is a network of strategic partners,suppliers,and others qualified and willing to recommend a firm's goods and services.

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

What are the basic functions of a sales manager?

Accepted Answer

A sales manager performs seven

Question 20

A firm that has an existing relationship with a customer is allowed to call that customer even if the customer has signed up for the national Do Not Call Registry.

Accepted Answer

A) True 
 B)False

Exam 17: Personal Selling and Sales Promotion

Girl Scouts selling cookies door-to-door exemplify cold-call selling.

Which of the following will improve the quality of the presentation used for approaching a prospective customer?

Push money refers to cash incentives paid by manufacturers to wholesalers to stock new products.

Which of the following is a principal method used in sales training?

A(n)_____ is a sales promotion technique that offers a discount on the purchase price of goods or services.

A national grocery store runs an advertisement offering "buy one get one free" on packages of Thomas' English muffins to consumers.This is an example of a trade promotion.

Team selling offers a distinct competitive advantage in sales situations that call for detailed knowledge of new,complex,or rapidly changing technologies.

_____ explains that motivation depends on the aspirations people have of their ability to perform a job,and how performance relates to attaining rewards they desire.

The role of a sales representative in the promotion process has changed from that of persuader to that of a:

_____ refers to personal selling conducted in retail and some wholesale locations in which customers come to the seller's place of business.

Personal selling is likely to be the primary component of a firm's promotional mix when:

The trade-oriented promotion that consists of a display or other promotion located near the site of the actual buying decision is known as:

Although research shows that most consumers dislike the practice of telemarketing and more than 209 million have signed up for the national Do Not Call Registry,organizations still use telemarketing because:

The compensation package for sales personnel that gives management more control over how sales personnel allocate their efforts,but may reduce the incentive to expand sales,is the:

A cosmetics manufacturer decides to educate its customers about its new product during commercial breaks in a popular TV reality show.This represents which of the following forms of marketing?

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.This is an example of _____.

A straight salary plan for sales representatives gives management more control over how sales personnel allocate their efforts.

A(n)_____ is a network of strategic partners,suppliers,and others qualified and willing to recommend a firm's goods and services.

What are the basic functions of a sales manager?

A firm that has an existing relationship with a customer is allowed to call that customer even if the customer has signed up for the national Do Not Call Registry.

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