Question 1

Give three characteristics of a corporate culture that encourages ethical behavior.Why is it important for salespeople to maintain ethical behavior?

Accepted Answer

The characteristics of a corporate cultu

Question 2

Kelly is a dentist who knows that her patients are more likely to take home pens inscribed with her name and phone number instead of an ordinary business card.The inscribed pens distributed by Kelly for her practice represent specialty advertising.

Accepted Answer

A) True 
 B)False

Question 3

Sales quotas are specified sales or profit targets that salespeople are expected to achieve.

Accepted Answer

A) True 
 B)False

Question 4

When a considerable amount of analytical decision making by the customer is involved in purchasing a product or service,the salesperson will probably use:

Accepted Answer

A)  missionary selling. 
B)  telemarketing. 
C)  creative selling. 
D)  inside selling. 
A)  missionary selling. 
B)  telemarketing. 
C)  creative selling. 
D)  inside selling.

Question 5

The sales promotion technique that rewards consumers with an item either for free or at a reduced cost when they purchase another product is called:

Accepted Answer

A)  sampling. 
B)  a prize. 
C)  a premium. 
D)  specialty advertising. 
A)  sampling. 
B)  a prize. 
C)  a premium. 
D)  specialty advertising.

Question 6

The first step in the sales process is to:

Accepted Answer

A)  determine the potential customers. 
B)  identify the prospective customers. 
C)  advertise the product. 
D)  approach the potential customer. 
A)  determine the potential customers. 
B)  identify the prospective customers. 
C)  advertise the product. 
D)  approach the potential customer.

Question 7

Most firms that use a customer-oriented organizational structure to strengthen their relationship with the largest customers adopt:

Accepted Answer

A)  geographic organization. 
B)  decentralization. 
C)  a vertical structure. 
D)  a national accounts organization. 
A)  geographic organization. 
B)  decentralization. 
C)  a vertical structure. 
D)  a national accounts organization.

Question 8

A salesperson of a beer company determines that a retail store has only 10 cans of beer left in stock when it normally carries an inventory of 60.The salesperson informs the store manager of the inventory situation.Which of the following sales tasks is being performed by this salesperson?

Accepted Answer

A)  Order processing 
B)  Creative selling 
C)  Missionary selling 
D)  Planning 
A)  Order processing 
B)  Creative selling 
C)  Missionary selling 
D)  Planning

Question 9

Sales promotion that appeals to marketing intermediaries rather than consumers is called:

Accepted Answer

A)  network marketing. 
B)  trade promotion. 
C)  publicity. 
D)  inside selling. 
A)  network marketing. 
B)  trade promotion. 
C)  publicity. 
D)  inside selling.

Question 10

Recruiting and selecting successful salespeople are among the greatest challenges faced by a sales manager.

Accepted Answer

A) True 
 B)False

Question 11

Which of the following is the most important reason for manufacturers to use sales promotion?

Accepted Answer

A)  To appeal to marketing intermediaries than final consumers 
B)  To offer extra incentives to customers to buy products 
C)  To overcome poor brand images and product deficiencies 
D)  To create awareness of their products among consumers 
A)  To appeal to marketing intermediaries than final consumers 
B)  To offer extra incentives to customers to buy products 
C)  To overcome poor brand images and product deficiencies 
D)  To create awareness of their products among consumers

Question 12

Which of the following is a part of the consultative selling process?

Accepted Answer

A)  Salespeople and specialists working together to promote products 
B)  Offering multiple goods or services to the same customer 
C)  Understanding customer problems 
D)  Concentrating mostly on short-term or quick sales 
A)  Salespeople and specialists working together to promote products 
B)  Offering multiple goods or services to the same customer 
C)  Understanding customer problems 
D)  Concentrating mostly on short-term or quick sales

Question 13

Coupons are the most widely used forms of consumer-oriented sales promotion.

Accepted Answer

A) True 
 B)False

Question 14

Which of the following can be classified as a creative approach to over-the-counter selling?

Accepted Answer

A)  Clothing retailer Lord and Taylor expanding the capabilities of the fitting rooms in its stores 
B)  Gap stores providing virtual gift cards to customers 
C)  Lord and Taylor promising its online customers product delivery in five business days 
D)  Gap making its web portal highly efficient to save its customers search time 
A)  Clothing retailer Lord and Taylor expanding the capabilities of the fitting rooms in its stores 
B)  Gap stores providing virtual gift cards to customers 
C)  Lord and Taylor promising its online customers product delivery in five business days 
D)  Gap making its web portal highly efficient to save its customers search time

Question 15

Under what conditions does personal selling typically become a primary component of the firm's promotional mix?

Accepted Answer

Personal selling is a primary component

Question 16

Which of the following is true of personal selling?

Accepted Answer

A)  It is less time consuming compared to other types of promotions. 
B)  It is an ineffective promotional strategy for firms that market to relatively few potential customers. 
C)  It accounts for a small share of the marketing budget in a firm. 
D)  It is interpersonal and basic to any enterprise. 
A)  It is less time consuming compared to other types of promotions. 
B)  It is an ineffective promotional strategy for firms that market to relatively few potential customers. 
C)  It accounts for a small share of the marketing budget in a firm. 
D)  It is interpersonal and basic to any enterprise.

Question 17

A customer-focused firm wants its sales representatives to:

Accepted Answer

A)  work on commission because it motivates them to engage in quick sales. 
B)  form long-lasting relationships with buyers by providing high levels of customer service. 
C)  focus on persuading customers to buy products rather than solving issues. 
D)  work as separate entities independent of the sales team. 
A)  work on commission because it motivates them to engage in quick sales. 
B)  form long-lasting relationships with buyers by providing high levels of customer service. 
C)  focus on persuading customers to buy products rather than solving issues. 
D)  work as separate entities independent of the sales team.

Question 18

Taking steps to determine that a potential customer has the need,financial capability,and authority to make a purchase is called canvassing.

Accepted Answer

A) True 
 B)False

Question 19

When products require creative efforts on the part of the salesperson such as extensive explanation and interaction,the best sales method is usually:

Accepted Answer

A)  telemarketing. 
B)  field selling. 
C)  over-the-counter selling. 
D)  indirect selling. 
A)  telemarketing. 
B)  field selling. 
C)  over-the-counter selling. 
D)  indirect selling.

Question 20

The follow-up step in the sales process allows the salesperson to psychologically reinforce the customer's original decision to buy.

Accepted Answer

A) True 
 B)False

Exam 17: Personal Selling and Sales Promotion

Give three characteristics of a corporate culture that encourages ethical behavior.Why is it important for salespeople to maintain ethical behavior?

Kelly is a dentist who knows that her patients are more likely to take home pens inscribed with her name and phone number instead of an ordinary business card.The inscribed pens distributed by Kelly for her practice represent specialty advertising.

Sales quotas are specified sales or profit targets that salespeople are expected to achieve.

When a considerable amount of analytical decision making by the customer is involved in purchasing a product or service,the salesperson will probably use:

The sales promotion technique that rewards consumers with an item either for free or at a reduced cost when they purchase another product is called:

The first step in the sales process is to:

Most firms that use a customer-oriented organizational structure to strengthen their relationship with the largest customers adopt:

A salesperson of a beer company determines that a retail store has only 10 cans of beer left in stock when it normally carries an inventory of 60.The salesperson informs the store manager of the inventory situation.Which of the following sales tasks is being performed by this salesperson?

Sales promotion that appeals to marketing intermediaries rather than consumers is called:

Recruiting and selecting successful salespeople are among the greatest challenges faced by a sales manager.

Which of the following is the most important reason for manufacturers to use sales promotion?

Which of the following is a part of the consultative selling process?

Coupons are the most widely used forms of consumer-oriented sales promotion.

Which of the following can be classified as a creative approach to over-the-counter selling?

Under what conditions does personal selling typically become a primary component of the firm's promotional mix?

Which of the following is true of personal selling?

A customer-focused firm wants its sales representatives to:

Taking steps to determine that a potential customer has the need,financial capability,and authority to make a purchase is called canvassing.

When products require creative efforts on the part of the salesperson such as extensive explanation and interaction,the best sales method is usually:

The follow-up step in the sales process allows the salesperson to psychologically reinforce the customer's original decision to buy.

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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