Question 1

The concept of span of control refers to the number of sales representatives who report to first-level sales managers.

Accepted Answer

A) True 
 B)False

Question 2

What are the various methods used by salespeople to close a sales process?

Accepted Answer

Closing is the point at which the salesp

Question 3

Firms engage in precall planning to understand the needs and preferences of the customer before making a presentation.

Accepted Answer

A) True 
 B)False

Question 4

Telemarketers who combine field selling with a strong customer orientation using both inbound and outbound communications are engaging in:

Accepted Answer

A)  customer sampling. 
B)  inside selling. 
C)  relationship marketing. 
D)  over-the-counter selling. 
A)  customer sampling. 
B)  inside selling. 
C)  relationship marketing. 
D)  over-the-counter selling.

Question 5

_____ involves making calls on prospective and existing customers at their businesses or homes.

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

Sales promotions encourage immediate action as they impose limited time frames.

Accepted Answer

A) True 
 B)False

Question 7

_____ refers to marketing activities other than personal selling,advertising,and publicity that enhance consumer purchasing and dealer effectiveness.

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 8

Which of the following factors will increase the importance of personal selling in the promotional mix?

Accepted Answer

A)  Increasing emphasis on productivity 
B)  Lower priced products 
C)  Standardized products that are easy to understand 
D)  Transactions that seldom involve trade-ins 
A)  Increasing emphasis on productivity 
B)  Lower priced products 
C)  Standardized products that are easy to understand 
D)  Transactions that seldom involve trade-ins

Question 9

A2Z Microchips depends largely on outbound telemarketing for product promotion.Recently the organization was able to weed out busy signals and answering machines of its customers which doubled the number of calls made by its sales personnel.Which of the following technologies is A2Z using?

Accepted Answer

A)  Predictive dialers 
B)  Autodialers 
C)  Random-digit-dialers 
D)  Toll-free dialers 
A)  Predictive dialers 
B)  Autodialers 
C)  Random-digit-dialers 
D)  Toll-free dialers

Question 10

The criteria for sales evaluations have changed to include customer satisfaction,profit contribution,and customer retention as measures of success.This change was motivated by:

Accepted Answer

A)  complaints from upper-level management about the cost of commission-based compensation programs. 
B)  difficulty in recruiting competent employees because of the variability of sales personnel's compensation. 
C)  reluctance to encourage sales personnel to develop new accounts. 
D)  an increasingly long-term orientation that results from greater quality management and customer relationship building efforts. 
A)  complaints from upper-level management about the cost of commission-based compensation programs. 
B)  difficulty in recruiting competent employees because of the variability of sales personnel's compensation. 
C)  reluctance to encourage sales personnel to develop new accounts. 
D)  an increasingly long-term orientation that results from greater quality management and customer relationship building efforts.

Question 11

Firms that market similar products throughout large areas often organize their sales forces:

Accepted Answer

A)  geographically. 
B)  on a product basis. 
C)  by types of customers. 
D)  by specific accounts. 
A)  geographically. 
B)  on a product basis. 
C)  by types of customers. 
D)  by specific accounts.

Question 12

Discuss the different types of consumer-oriented sales promotions.

Accepted Answer

Consumer-oriented sales promotions inclu

Question 13

Define sales promotion.How does sales promotion support other promotional activities of a firm?

Accepted Answer

Sales promotion includes marketing activ

Question 14

Margaret sells a high-end range of cosmetics.All her customers are her family members and friends.She sells these products through an informal gathering at her home,where she demonstrates the products and explains how to use them.Some of her existing customers share their experiences and list the benefits of the product.This type of personal selling is known as:

Accepted Answer

A)  indirect selling. 
B)  network marketing. 
C)  inside selling. 
D)  over-the-counter marketing. 
A)  indirect selling. 
B)  network marketing. 
C)  inside selling. 
D)  over-the-counter marketing.

Question 15

Which of the following is the most effective method to promote products when the customers of a firm are geographically concentrated?

Accepted Answer

A)  Advertising 
B)  Publicity 
C)  Public relations 
D)  Personal selling 
A)  Advertising 
B)  Publicity 
C)  Public relations 
D)  Personal selling

Question 16

In the _____ stage of the sales process,a salesperson describes a product's features and relates them to the customer's needs.

Accepted Answer

A)  approach 
B)  recall 
C)  closure 
D)  presentation 
A)  approach 
B)  recall 
C)  closure 
D)  presentation

Question 17

Relationship selling involves regular contacts between sales representatives and customers over an extended period.

Accepted Answer

A) True 
 B)False

Question 18

Personal selling is an important component of the promotional mix for a firm that markets to relatively few potential customers.

Accepted Answer

A) True 
 B)False

Question 19

State the expectancy theory of motivation.How can sales managers apply this theory to motivate their sales force?

Accepted Answer

Expectancy theory states that motivation

Question 20

Field selling is more expensive than other selling options and often requires considerable technical expertise.

Accepted Answer

A) True 
 B)False

Exam 17: Personal Selling and Sales Promotion

The concept of span of control refers to the number of sales representatives who report to first-level sales managers.

What are the various methods used by salespeople to close a sales process?

Firms engage in precall planning to understand the needs and preferences of the customer before making a presentation.

Telemarketers who combine field selling with a strong customer orientation using both inbound and outbound communications are engaging in:

_____ involves making calls on prospective and existing customers at their businesses or homes.

Sales promotions encourage immediate action as they impose limited time frames.

_____ refers to marketing activities other than personal selling,advertising,and publicity that enhance consumer purchasing and dealer effectiveness.

Which of the following factors will increase the importance of personal selling in the promotional mix?

A2Z Microchips depends largely on outbound telemarketing for product promotion.Recently the organization was able to weed out busy signals and answering machines of its customers which doubled the number of calls made by its sales personnel.Which of the following technologies is A2Z using?

The criteria for sales evaluations have changed to include customer satisfaction,profit contribution,and customer retention as measures of success.This change was motivated by:

Firms that market similar products throughout large areas often organize their sales forces:

Discuss the different types of consumer-oriented sales promotions.

Define sales promotion.How does sales promotion support other promotional activities of a firm?

Which of the following is the most effective method to promote products when the customers of a firm are geographically concentrated?

In the _____ stage of the sales process,a salesperson describes a product's features and relates them to the customer's needs.

Relationship selling involves regular contacts between sales representatives and customers over an extended period.

Personal selling is an important component of the promotional mix for a firm that markets to relatively few potential customers.

State the expectancy theory of motivation.How can sales managers apply this theory to motivate their sales force?

Field selling is more expensive than other selling options and often requires considerable technical expertise.

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

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Your Career in Marketing

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