Question 1

_____ refers to the number of sales representatives who report to first-level sales managers.

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 2

Salespeople involved in creative selling use well-planned strategies to seek new customers by proposing innovative solutions to customer's needs.

Accepted Answer

A) True 
 B)False

Question 3

Sales managers can best foster an ethical work environment by:

Accepted Answer

A)  closely monitoring sales representatives by recording their phone calls. 
B)  sending salespeople to sensitivity training. 
C)  letting employees know what is expected of them. 
D)  taking strict action against employees who are unethical in their behavior. 
A)  closely monitoring sales representatives by recording their phone calls. 
B)  sending salespeople to sensitivity training. 
C)  letting employees know what is expected of them. 
D)  taking strict action against employees who are unethical in their behavior.

Question 4

What is trade promotion? What are the different trade promotion methods used by marketers?

Accepted Answer

Trade promotion is a sales promotion tha

Question 5

Which of the following is a sales promotion technique that places the manufacturer's name,address,and marketing message on useful articles that are then distributed to target customers?

Accepted Answer

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

Question 6

Precall planning involves making unsolicited sales calls on randomly selected prospects.

Accepted Answer

A) True 
 B)False

Question 7

_____ states that motivation depends on an individual's expectations of his/her ability to perform a job and how that performance relates to attaining a desired award.

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

In creating an ethical environment,employees prefer a complete list of "do's and don'ts" over an open environment where they can approach management with ethics questions.

Accepted Answer

A) True 
 B)False

Question 9

A bonus pack is an item given free or at a reduced cost with purchases of other products.

Accepted Answer

A) True 
 B)False

Question 10

An assessment center is a testing approach used by sales managers to measure a candidate's skills,knowledge,and ability.

Accepted Answer

A) True 
 B)False

Question 11

Order processing becomes the primary task in situations in which needs are readily identified and are acknowledged by the customer.

Accepted Answer

A) True 
 B)False

Question 12

Which of the following trade promotion techniques give especially effective opportunities to introduce new products and generate sales leads?

Accepted Answer

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

Question 13

What is a follow-up? Why is follow-up an important step in the sales process?

Accepted Answer

The postsale activities,which often dete

Question 14

Sales promotion techniques were originally intended:

Accepted Answer

A)  to promote the company's goodwill. 
B)  as short-term incentives aimed at producing immediate buying responses. 
C)  as international promotions designed to replace advertising. 
D)  to build long-lasting customer relationships. 
A)  to promote the company's goodwill. 
B)  as short-term incentives aimed at producing immediate buying responses. 
C)  as international promotions designed to replace advertising. 
D)  to build long-lasting customer relationships.

Question 15

_____ is an indirect selling method in which salespeople promote goodwill for the firm by educating consumers and providing technical and operational assistance.

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 16

The use of technology in order-processing tasks can lead to an increase in:

Accepted Answer

A)  the accuracy of processing an order. 
B)  the demand for the number of salespeople. 
C)  the time required to process an order accurately. 
D)  the sales quota to be fulfilled by each salesperson. 
A)  the accuracy of processing an order. 
B)  the demand for the number of salespeople. 
C)  the time required to process an order accurately. 
D)  the sales quota to be fulfilled by each salesperson.

Question 17

A sales talk that presents a product or service in terms that are meaningful to the buyer is referred to as a "features-benefits" presentation.

Accepted Answer

A) True 
 B)False

Question 18

The follow-up step in the sales process often determines whether an individual who has made a recent purchase will become a repeat customer.

Accepted Answer

A) True 
 B)False

Question 19

_____ is a personal selling approach that focuses on establishing a sustained buyer-seller relationship with customers through regular contacts over an extended period.

Accepted Answer

A)  Telemarketing 
B)  Team selling 
C)  Inside selling 
D)  Relationship selling 
A)  Telemarketing 
B)  Team selling 
C)  Inside selling 
D)  Relationship selling

Question 20

Briefly describe the three basic sales tasks.

Accepted Answer

1)Order processing: Order processing ref

Exam 17: Personal Selling and Sales Promotion

_____ refers to the number of sales representatives who report to first-level sales managers.

Salespeople involved in creative selling use well-planned strategies to seek new customers by proposing innovative solutions to customer's needs.

Sales managers can best foster an ethical work environment by:

What is trade promotion? What are the different trade promotion methods used by marketers?

Which of the following is a sales promotion technique that places the manufacturer's name,address,and marketing message on useful articles that are then distributed to target customers?

Precall planning involves making unsolicited sales calls on randomly selected prospects.

_____ states that motivation depends on an individual's expectations of his/her ability to perform a job and how that performance relates to attaining a desired award.

In creating an ethical environment,employees prefer a complete list of "do's and don'ts" over an open environment where they can approach management with ethics questions.

A bonus pack is an item given free or at a reduced cost with purchases of other products.

An assessment center is a testing approach used by sales managers to measure a candidate's skills,knowledge,and ability.

Order processing becomes the primary task in situations in which needs are readily identified and are acknowledged by the customer.

Which of the following trade promotion techniques give especially effective opportunities to introduce new products and generate sales leads?

What is a follow-up? Why is follow-up an important step in the sales process?

Sales promotion techniques were originally intended:

_____ is an indirect selling method in which salespeople promote goodwill for the firm by educating consumers and providing technical and operational assistance.

The use of technology in order-processing tasks can lead to an increase in:

A sales talk that presents a product or service in terms that are meaningful to the buyer is referred to as a "features-benefits" presentation.

The follow-up step in the sales process often determines whether an individual who has made a recent purchase will become a repeat customer.

_____ is a personal selling approach that focuses on establishing a sustained buyer-seller relationship with customers through regular contacts over an extended period.

Briefly describe the three basic sales tasks.

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

Filters