Question 1

Describe over-the-counter and field selling.

Accepted Answer

Over-the-counter selling is the most fre

Question 2

Most of today's salespeople are limited to performing tasks in a single category.

Accepted Answer

A) True 
 B)False

Question 3

_____ is a personal selling function of describing a product's major features and relating them to a customer's problems and 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

After determining that a prospective customer is a good candidate to actually make a purchase,the salesperson will want to gather as much information about the customer as possible.This step in the sales process is known as:

Accepted Answer

A)  presales research. 
B)  prospecting. 
C)  precall planning. 
D)  qualifying. 
A)  presales research. 
B)  prospecting. 
C)  precall planning. 
D)  qualifying.

Question 5

The first presentation being made to a potential customer is likely to be more detailed than that used for an existing customer.

Accepted Answer

A) True 
 B)False

Question 6

Sampling produces a higher response rate compared to other forms of promotions.

Accepted Answer

A) True 
 B)False

Question 7

Since each purchase decision possesses unique circumstances,presentations are:

Accepted Answer

A)  usually flexible and can be modified to suit customer needs. 
B)  often prepared in detail ahead of time. 
C)  generally somewhat negative and disorganized to many potential clients. 
D)  usually short on detail, lacking current price quotes and specifications. 
A)  usually flexible and can be modified to suit customer needs. 
B)  often prepared in detail ahead of time. 
C)  generally somewhat negative and disorganized to many potential clients. 
D)  usually short on detail, lacking current price quotes and specifications.

Question 8

Distinguish between inbound and outbound telemarketing.

Accepted Answer

Outbound telemarketing involves sales pe

Question 9

Julia noticed that her favorite shampoo is being packaged in a slightly larger bottle for the same price as the standard size bottle.This is an example of a:

Accepted Answer

A)  bonus pack. 
B)  premium. 
C)  sample. 
D)  de facto rebate. 
A)  bonus pack. 
B)  premium. 
C)  sample. 
D)  de facto rebate.

Question 10

In the context of the analysis of sales tasks,when technical support personnel help to install,set up,and maintain equipment for one of their customers,they are:

Accepted Answer

A)  conducting the activity of qualifying prospects. 
B)  engaging in missionary sales activities. 
C)  undertaking the activity of order processing. 
D)  involved in creative selling. 
A)  conducting the activity of qualifying prospects. 
B)  engaging in missionary sales activities. 
C)  undertaking the activity of order processing. 
D)  involved in creative selling.

Question 11

Online sellers can quickly communicate the benefits and features of their products to customers through consultative selling.

Accepted Answer

A) True 
 B)False

Question 12

Which of the following types of personal selling relies on lists of family members and friends of the salesperson who organizes a gathering of potential customers for an in-home demonstration of products?

Accepted Answer

A)  Missionary selling 
B)  Cross-selling 
C)  Network marketing 
D)  Inbound marketing 
A)  Missionary selling 
B)  Cross-selling 
C)  Network marketing 
D)  Inbound marketing

Question 13

Over-the-counter personal selling efforts are frequently supplemented with other promotions such as special sales events,new product introductions,and direct-mail appeals.

Accepted Answer

A) True 
 B)False

Question 14

Phoning or visiting the customer without a prior appointment and making a sales pitch on the spot 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 15

When personal selling efforts use telephone technology in a sales approach where the sales representative initiates the calls,it is known as _____ telemarketing.

Accepted Answer

A)  inbound 
B)  proactive 
C)  network 
D)  outbound 
A)  inbound 
B)  proactive 
C)  network 
D)  outbound

Question 16

The business department in Skandsoft Technologies,a computer software company,consists of technically trained,nonmarketing experts such as engineers or programmers.A salesperson continues to play the lead role in most sales situations while technical experts add value to the sales process.Which form of personal selling is being used by this organization?

Accepted Answer

A)  Consultative selling 
B)  Team selling 
C)  Cross-selling 
D)  Inside selling 
A)  Consultative selling 
B)  Team selling 
C)  Cross-selling 
D)  Inside selling

Question 17

How has the role of a salesperson in a firm's promotional activities changed over the years?

Accepted Answer

Throughout U.S.history,selling has been

Question 18

A salesperson assigned to answer the telephone and take orders or answer customers' questions is involved in outbound telemarketing.

Accepted Answer

A) True 
 B)False

Question 19

_____ refers to a personal selling approach in which customers comes to the seller's place of business to buy products largely on their own initiative.

Accepted Answer

A)  Order processing 
B)  Outbound telemarketing 
C)  Over-the-counter selling 
D)  Relationship selling 
A)  Order processing 
B)  Outbound telemarketing 
C)  Over-the-counter selling 
D)  Relationship selling

Question 20

If a product or service being sold requires relatively little special handling,marketers typically emphasize personal selling in their promotional mix.

Accepted Answer

A) True 
 B)False

Exam 17: Personal Selling and Sales Promotion

Describe over-the-counter and field selling.

Most of today's salespeople are limited to performing tasks in a single category.

_____ is a personal selling function of describing a product's major features and relating them to a customer's problems and needs.

After determining that a prospective customer is a good candidate to actually make a purchase,the salesperson will want to gather as much information about the customer as possible.This step in the sales process is known as:

The first presentation being made to a potential customer is likely to be more detailed than that used for an existing customer.

Sampling produces a higher response rate compared to other forms of promotions.

Since each purchase decision possesses unique circumstances,presentations are:

Distinguish between inbound and outbound telemarketing.

Julia noticed that her favorite shampoo is being packaged in a slightly larger bottle for the same price as the standard size bottle.This is an example of a:

In the context of the analysis of sales tasks,when technical support personnel help to install,set up,and maintain equipment for one of their customers,they are:

Online sellers can quickly communicate the benefits and features of their products to customers through consultative selling.

Which of the following types of personal selling relies on lists of family members and friends of the salesperson who organizes a gathering of potential customers for an in-home demonstration of products?

Over-the-counter personal selling efforts are frequently supplemented with other promotions such as special sales events,new product introductions,and direct-mail appeals.

Phoning or visiting the customer without a prior appointment and making a sales pitch on the spot is known as _____.

When personal selling efforts use telephone technology in a sales approach where the sales representative initiates the calls,it is known as _____ telemarketing.

How has the role of a salesperson in a firm's promotional activities changed over the years?

A salesperson assigned to answer the telephone and take orders or answer customers' questions is involved in outbound telemarketing.

_____ refers to a personal selling approach in which customers comes to the seller's place of business to buy products largely on their own initiative.

If a product or service being sold requires relatively little special handling,marketers typically emphasize personal selling in their promotional mix.

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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Global Marketing

Market Segmentation, Targeting, and Positioning

Marketing Research and Sales Forecasting

Relationship Marketing and Customer Relationship Management (CRM)

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Marketing Channels and Supply Chain Management

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