Question 1

Prior to making the approach to a potential customer,the salesperson should:

Accepted Answer

A)  outline objections and effective responses. 
B)  break down product features and benefits by category. 
C)  understand the way in which the industry operates. 
D)  collect and analyze information about the potential customer. 
A)  outline objections and effective responses. 
B)  break down product features and benefits by category. 
C)  understand the way in which the industry operates. 
D)  collect and analyze information about the potential customer.

Question 2

One important advantage of personal selling over most advertising is:

Accepted Answer

A)  the cost factor; personal selling is much cheaper. 
B)  the ability to actually demonstrate the good or service. 
C)  the minimal dependence on technology. 
D)  the low requirement for skilled salespeople. 
A)  the cost factor; personal selling is much cheaper. 
B)  the ability to actually demonstrate the good or service. 
C)  the minimal dependence on technology. 
D)  the low requirement for skilled salespeople.

Question 3

What do buyers expect from professional salespeople?

Accepted Answer

Buyers prefer to do business with salesp

Question 4

A firm must define its product in terms of what it can do for a customer before beginning its prospecting effort.

Accepted Answer

A) True 
 B)False

Question 5

A _____ is a payment tied directly to the sales or profits a salesperson achieves.

Accepted Answer

A)  fixed pay 
B)  commission 
C)  salary 
D)  periodic payment 
A)  fixed pay 
B)  commission 
C)  salary 
D)  periodic payment

Question 6

The number of sales representatives who report to a first-level sales manager is referred to as:

Accepted Answer

A)  span of control. 
B)  locus of control. 
C)  sphere of influence. 
D)  hierarchy. 
A)  span of control. 
B)  locus of control. 
C)  sphere of influence. 
D)  hierarchy.

Question 7

Personal selling is a less important component in the promotional mix when individual orders account for large amounts of revenue.

Accepted Answer

A) True 
 B)False

Question 8

A salary is a payment tied directly to the sales or profits that a salesperson generates.

Accepted Answer

A) True 
 B)False

Question 9

A salesperson should be judged on the basis of potential ability rather than the actual sales performance.

Accepted Answer

A) True 
 B)False

Question 10

Which of the following is true of missionary selling?

Accepted Answer

A)  It is mainly used to persuade wholesalers and retailers to carry complete inventories of the firm's merchandise. 
B)  It is used by salespeople to offer low value sales incentives to their customers for superior performance. 
C)  It is mostly used by nonprofit-making organizations for educating people about their cause. 
D)  It is a form of direct marketing. 
A)  It is mainly used to persuade wholesalers and retailers to carry complete inventories of the firm's merchandise. 
B)  It is used by salespeople to offer low value sales incentives to their customers for superior performance. 
C)  It is mostly used by nonprofit-making organizations for educating people about their cause. 
D)  It is a form of direct marketing.

Question 11

To create strong,long-lasting relationships with customers,salespeople must demonstrate high ethical standards and communicate honestly at all times.

Accepted Answer

A) True 
 B)False

Question 12

Zedz Technicals,a provider of game programming,directed its highly skilled and technically sound salespeople to visit its customers without prior appointment and makes a sales pitch on the spot.Which of the following techniques was used by the sales team?

Accepted Answer

A)  Creative selling 
B)  Inbound telemarketing 
C)  Cold calling 
D)  Missionary selling 
A)  Creative selling 
B)  Inbound telemarketing 
C)  Cold calling 
D)  Missionary selling

Question 13

Inside sales reps support field representatives in building strong customer relationships.

Accepted Answer

A) True 
 B)False

Question 14

Salespeople involved order-processing tasks persuade their wholesale or retail customers to carry more complete inventories of their firm's merchandise.

Accepted Answer

A) True 
 B)False

Question 15

Creative selling can generate buzz for a product.

Accepted Answer

A) True 
 B)False

Question 16

Advertising specialties help reinforce previous or future advertising and sales messages.

Accepted Answer

A) True 
 B)False

Question 17

A(n)_____ is a salesperson's initial contact with the prospective customer.

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

Selling by phone,mail,and electronic commerce is known as _____.

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

The most expensive sales method overall is:

Accepted Answer

A)  over-the-counter sales, largely because of the high overhead in retail operations. 
B)  inbound telemarketing because of the technology costs. 
C)  outbound telemarketing because of the high rejection rate from customers who avoid telemarketers. 
D)  field selling, largely because of the travel costs of sales personnel. 
A)  over-the-counter sales, largely because of the high overhead in retail operations. 
B)  inbound telemarketing because of the technology costs. 
C)  outbound telemarketing because of the high rejection rate from customers who avoid telemarketers. 
D)  field selling, largely because of the travel costs of sales personnel.

Question 20

To be identified as a qualified prospect,a customer must have both the resources and the authority to make purchase decisions.

Accepted Answer

A) True 
 B)False

Exam 17: Personal Selling and Sales Promotion

Prior to making the approach to a potential customer,the salesperson should:

One important advantage of personal selling over most advertising is:

What do buyers expect from professional salespeople?

A firm must define its product in terms of what it can do for a customer before beginning its prospecting effort.

A _____ is a payment tied directly to the sales or profits a salesperson achieves.

The number of sales representatives who report to a first-level sales manager is referred to as:

Personal selling is a less important component in the promotional mix when individual orders account for large amounts of revenue.

A salary is a payment tied directly to the sales or profits that a salesperson generates.

A salesperson should be judged on the basis of potential ability rather than the actual sales performance.

Which of the following is true of missionary selling?

To create strong,long-lasting relationships with customers,salespeople must demonstrate high ethical standards and communicate honestly at all times.

Zedz Technicals,a provider of game programming,directed its highly skilled and technically sound salespeople to visit its customers without prior appointment and makes a sales pitch on the spot.Which of the following techniques was used by the sales team?

Inside sales reps support field representatives in building strong customer relationships.

Salespeople involved order-processing tasks persuade their wholesale or retail customers to carry more complete inventories of their firm's merchandise.

Creative selling can generate buzz for a product.

Advertising specialties help reinforce previous or future advertising and sales messages.

A(n)_____ is a salesperson's initial contact with the prospective customer.

Selling by phone,mail,and electronic commerce is known as _____.

The most expensive sales method overall is:

To be identified as a qualified prospect,a customer must have both the resources and the authority to make purchase decisions.

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

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Marketing Channels and Supply Chain Management

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