Question 1

What is network marketing? Give an example.

Accepted Answer

Network marketing is a type of personal

Question 2

Creative selling mainly deals with maintaining existing business with customers.

Accepted Answer

A) True 
 B)False

Question 3

_____ is a type of personal selling in which salespeople use well-planned strategies to seek new customers by proposing innovative solutions to customer's needs.

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 4

The Lands' End catalog provides a toll-free number for customers to call and place orders.The staff is pleasant and knowledgeable and will place orders and answer questions.This is an example of a(n):

Accepted Answer

A)  marketing communications element. 
B)  promotional mix component. 
C)  inbound telemarketing effort. 
D)  customer-driven technology. 
A)  marketing communications element. 
B)  promotional mix component. 
C)  inbound telemarketing effort. 
D)  customer-driven technology.

Question 5

Direct mail and advertising campaigns are effective in identifying prospective customers.

Accepted Answer

A) True 
 B)False

Question 6

Team selling creates relationships between companies rather than between individuals.

Accepted Answer

A) True 
 B)False

Question 7

Jamie works for a local bank.Whenever a new customer opens a checking account,Jamie makes sure to mention some of the other financial services the bank offers.Jamie is engaged in:

Accepted Answer

A)  cross-selling. 
B)  team selling. 
C)  transaction selling. 
D)  virtual selling. 
A)  cross-selling. 
B)  team selling. 
C)  transaction selling. 
D)  virtual selling.

Question 8

Which type of sales promotion is intended to capture the impulse purchase?

Accepted Answer

A)  Trade allowances 
B)  Trade shows 
C)  Point-of-purchase displays 
D)  Push money 
A)  Trade allowances 
B)  Trade shows 
C)  Point-of-purchase displays 
D)  Push money

Question 9

_____ is a cash reward paid to retail salespeople for every unit of a product they sell.

Accepted Answer

A)  Rebate 
B)  Push money 
C)  Handling fee 
D)  Buying allowance 
A)  Rebate 
B)  Push money 
C)  Handling fee 
D)  Buying allowance

Question 10

Describe the three major personal selling approaches.

Accepted Answer

1)Relationship selling: Relationship sel

Question 11

Closing,in which the salesperson asks the customer for a buying commitment,is the last step in the sales process.

Accepted Answer

A) True 
 B)False

Question 12

_____ is a type of personal selling that relies on lists of family members and friends of a salesperson,who organizes gatherings of potential customers for an in-home demonstration of 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 13

The process of qualifying a sales prospect involves:

Accepted Answer

A)  gathering information about the prospect to make initial contact go more smoothly. 
B)  determining a potential customer's needs, income, and purchase authority. 
C)  defining the company's product in terms of what it can do for the customer. 
D)  making the initial contact with the prospect. 
A)  gathering information about the prospect to make initial contact go more smoothly. 
B)  determining a potential customer's needs, income, and purchase authority. 
C)  defining the company's product in terms of what it can do for the customer. 
D)  making the initial contact with the prospect.

Question 14

Personal selling is more costly and time consuming compared to other types of promotion.

Accepted Answer

A) True 
 B)False

Question 15

Which of the following sales promotion techniques produces a higher response rate than most other promotions?

Accepted Answer

A)  Sweepstakes 
B)  Rebates 
C)  Sampling 
D)  Coupons 
A)  Sweepstakes 
B)  Rebates 
C)  Sampling 
D)  Coupons

Question 16

Which of the following financial incentives is designed to give retailers discounts on goods?

Accepted Answer

A)  Rebate 
B)  Buying allowance 
C)  Commission 
D)  Promotional allowance 
A)  Rebate 
B)  Buying allowance 
C)  Commission 
D)  Promotional allowance

Question 17

_____ is selling at the wholesale and retail levels that involves identifying customer needs,pointing them out to customers,and completing orders.

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 18

Trade shows provide an effective opportunity to introduce a new product and to generate sales leads.

Accepted Answer

A) True 
 B)False

Question 19

Over-the-counter selling is a lower-cost alternative compared to telemarketing or online selling.

Accepted Answer

A) True 
 B)False

Question 20

In the sales process,a person who not only needs a product,but has the resources and authority to purchase it,is a(n):

Accepted Answer

A)  existing customer. 
B)  innovator. 
C)  potential customer. 
D)  interested customer. 
A)  existing customer. 
B)  innovator. 
C)  potential customer. 
D)  interested customer.

Exam 17: Personal Selling and Sales Promotion

What is network marketing? Give an example.

Creative selling mainly deals with maintaining existing business with customers.

_____ is a type of personal selling in which salespeople use well-planned strategies to seek new customers by proposing innovative solutions to customer's needs.

The Lands' End catalog provides a toll-free number for customers to call and place orders.The staff is pleasant and knowledgeable and will place orders and answer questions.This is an example of a(n):

Direct mail and advertising campaigns are effective in identifying prospective customers.

Team selling creates relationships between companies rather than between individuals.

Jamie works for a local bank.Whenever a new customer opens a checking account,Jamie makes sure to mention some of the other financial services the bank offers.Jamie is engaged in:

Which type of sales promotion is intended to capture the impulse purchase?

_____ is a cash reward paid to retail salespeople for every unit of a product they sell.

Describe the three major personal selling approaches.

Closing,in which the salesperson asks the customer for a buying commitment,is the last step in the sales process.

_____ is a type of personal selling that relies on lists of family members and friends of a salesperson,who organizes gatherings of potential customers for an in-home demonstration of products.

The process of qualifying a sales prospect involves:

Personal selling is more costly and time consuming compared to other types of promotion.

Which of the following sales promotion techniques produces a higher response rate than most other promotions?

Which of the following financial incentives is designed to give retailers discounts on goods?

_____ is selling at the wholesale and retail levels that involves identifying customer needs,pointing them out to customers,and completing orders.

Trade shows provide an effective opportunity to introduce a new product and to generate sales leads.

Over-the-counter selling is a lower-cost alternative compared to telemarketing or online selling.

In the sales process,a person who not only needs a product,but has the resources and authority to purchase it,is a(n):

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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