Question 1

When Apple offers to give any consumer who purchases a Macintosh computer a free iPod,this is an example of a premium offer.

Accepted Answer

A) True 
 B)False

Question 2

One of the major advantages to using point-of-purchase promotion is:

Accepted Answer

A)  its low costs 
B)  its ability to create long-term relationships with customers 
C)  the fact it has a captive audience 
D)  its ability to create long-term relationships with intermediaries 
E)  the low monetary requirements 
A)  its low costs 
B)  its ability to create long-term relationships with customers 
C)  the fact it has a captive audience 
D)  its ability to create long-term relationships with intermediaries 
E)  the low monetary requirements

Question 3

You are the sales promotion manager for Vita-Balls,a new children's vitamin that is designed to be chewed like gum.Your company uses a pull strategy,and you are responsible for recommending sales promotion tools to accomplish this strategy.Describe three specific sales promotion activities you would recommend for Vita-Balls.

Accepted Answer

Because Vita-Balls uses a pull strategy,

Question 4

To qualify a sales lead,a salesperson must identify the person in an organization who has the authority to buy the product and must close the sale with that individual.

Accepted Answer

A) True 
 B)False

Question 5

Which of the following statements about contests and sweepstakes is true?

Accepted Answer

A)  Contests depend on luck, and participation is free. 
B)  Contests are generally effective tools for creating long-term relationships with customers. 
C)  Sweepstakes are promotions that require participants to exhibit some skill. 
D)  Sweepstakes usually draw about ten times more participants than contests. 
E)  Contests and sweepstakes are not useful for creating interest and publicity. 
A)  Contests depend on luck, and participation is free. 
B)  Contests are generally effective tools for creating long-term relationships with customers. 
C)  Sweepstakes are promotions that require participants to exhibit some skill. 
D)  Sweepstakes usually draw about ten times more participants than contests. 
E)  Contests and sweepstakes are not useful for creating interest and publicity.

Question 6

_____ is money offered by a manufacturer to employees of channel intermediaries to encourage them to sell the manufacturer's product.

Accepted Answer

A)  A trade allowance 
B)  Push money 
C)  A selling deal 
D)  A premium payment 
E)  A direct trade sales promotion 
A)  A trade allowance 
B)  Push money 
C)  A selling deal 
D)  A premium payment 
E)  A direct trade sales promotion

Question 7

All of the following are responsibilities and decisions for a sales manager EXCEPT:

Accepted Answer

A)  developing the product design 
B)  evaluating the sales force 
C)  compensating and motivating the sales force 
D)  recruiting and training the sales force 
E)  determining the sales force structure 
A)  developing the product design 
B)  evaluating the sales force 
C)  compensating and motivating the sales force 
D)  recruiting and training the sales force 
E)  determining the sales force structure

Question 8

The final selling duty for most successful salespeople is closing the sale.

Accepted Answer

A) True 
 B)False

Question 9

You are the sales manager for Cone Machinery,a manufacturer of custom-made sawmill machinery.You are responsible for designing the training program for its new salespeople.List four major areas in which you would like your salespeople to receive instruction.

Accepted Answer

• Company policies and practic

Question 10

The knowledge that most businesses depend on repeat sales is the basis of:

Accepted Answer

A)  traditional personal selling 
B)  direct marketing 
C)  all trade promotions 
D)  relationship selling 
E)  product-oriented selling 
A)  traditional personal selling 
B)  direct marketing 
C)  all trade promotions 
D)  relationship selling 
E)  product-oriented selling

Question 11

The Men's Health Center offers free blood pressure tests,cholesterol screening tests,and prostate exams one day each year.These free health tests are an example of a:

Accepted Answer

A)  premium 
B)  free sample 
C)  service commission 
D)  sponsorship 
E)  point-of-purchase promotion 
A)  premium 
B)  free sample 
C)  service commission 
D)  sponsorship 
E)  point-of-purchase promotion

Question 12

_____ is a sales practice that involves building,maintaining,and enhancing interactions with customers in order to develop long-term satisfaction through mutually beneficial partnerships.

Accepted Answer

A)  Networking 
B)  Adaptive selling 
C)  Stimulus-response selling 
D)  Relationship selling 
E)  Needs-dependent selling 
A)  Networking 
B)  Adaptive selling 
C)  Stimulus-response selling 
D)  Relationship selling 
E)  Needs-dependent selling

Question 13

Coupons,premiums,contests,free samples,and frequent buyer programs are examples of:

Accepted Answer

A)  personal selling 
B)  trade sales promotion 
C)  publicity 
D)  advertising 
E)  consumer sales promotion 
A)  personal selling 
B)  trade sales promotion 
C)  publicity 
D)  advertising 
E)  consumer sales promotion

Question 14

The set of steps a salesperson goes through to sell a particular product is called the:

Accepted Answer

A)  (P-O-S) cycle 
B)  stimulus-response hierarchy 
C)  sales presentation 
D)  sales process 
E)  sales continuum 
A)  (P-O-S) cycle 
B)  stimulus-response hierarchy 
C)  sales presentation 
D)  sales process 
E)  sales continuum

Question 15

Sales promotion offers an incentive to buy.

Accepted Answer

A) True 
 B)False

Question 16

All of the following are typical sales force performance measures EXCEPT:

Accepted Answer

A)  size of the sales force 
B)  sales volume 
C)  contribution to profit 
D)  calls per order 
E)  percentage of calls achieving specific goals 
A)  size of the sales force 
B)  sales volume 
C)  contribution to profit 
D)  calls per order 
E)  percentage of calls achieving specific goals

Question 17

One of the best methods for creating and rewarding brand loyalty among consumers who might otherwise switch to competing brands is a:

Accepted Answer

A)  directed coupon mailing 
B)  sweepstakes 
C)  loyalty marketing program 
D)  trade sales promotions 
E)  sampling program 
A)  directed coupon mailing 
B)  sweepstakes 
C)  loyalty marketing program 
D)  trade sales promotions 
E)  sampling program

Question 18

Broyhill is offering the sales force at Meers Furniture Emporium a $50 reward for each Broyhill Pleasant Isle Living Room Collection sold in the next 30 days.What type of trade sales promotion is the $50?

Accepted Answer

A)  a trade allowance 
B)  push money 
C)  a selling deal 
D)  premium payment 
E)  a direct commission 
A)  a trade allowance 
B)  push money 
C)  a selling deal 
D)  premium payment 
E)  a direct commission

Question 19

All of the following statements describe an advantage of personal selling over other forms of promotion EXCEPT:

Accepted Answer

A)  Personal selling is less expensive on a per contact basis. 
B)  Personal selling is better for providing customers with detailed demonstrations of products. 
C)  It is easier to vary the message according to what the customer needs to know with personal selling. 
D)  It is easier to direct the marketing effort to directly to qualified prospects with personal selling. 
E)  Personal selling costs can be controlled by adjusting the size of the sales force. 
A)  Personal selling is less expensive on a per contact basis. 
B)  Personal selling is better for providing customers with detailed demonstrations of products. 
C)  It is easier to vary the message according to what the customer needs to know with personal selling. 
D)  It is easier to direct the marketing effort to directly to qualified prospects with personal selling. 
E)  Personal selling costs can be controlled by adjusting the size of the sales force.

Question 20

What are the two types of sales promotion?

Accepted Answer

A)  consumer and trade 
B)  informative and reminder 
C)  start-up and continual 
D)  adoptive and diffusive 
E)  personal and impersonal 
A)  consumer and trade 
B)  informative and reminder 
C)  start-up and continual 
D)  adoptive and diffusive 
E)  personal and impersonal

When Apple offers to give any consumer who purchases a Macintosh computer a free iPod,this is an example of a premium offer.

One of the major advantages to using point-of-purchase promotion is:

To qualify a sales lead,a salesperson must identify the person in an organization who has the authority to buy the product and must close the sale with that individual.

Which of the following statements about contests and sweepstakes is true?

_____ is money offered by a manufacturer to employees of channel intermediaries to encourage them to sell the manufacturer's product.

All of the following are responsibilities and decisions for a sales manager EXCEPT:

The final selling duty for most successful salespeople is closing the sale.

You are the sales manager for Cone Machinery,a manufacturer of custom-made sawmill machinery.You are responsible for designing the training program for its new salespeople.List four major areas in which you would like your salespeople to receive instruction.

The knowledge that most businesses depend on repeat sales is the basis of:

The Men's Health Center offers free blood pressure tests,cholesterol screening tests,and prostate exams one day each year.These free health tests are an example of a:

_____ is a sales practice that involves building,maintaining,and enhancing interactions with customers in order to develop long-term satisfaction through mutually beneficial partnerships.

Coupons,premiums,contests,free samples,and frequent buyer programs are examples of:

The set of steps a salesperson goes through to sell a particular product is called the:

Sales promotion offers an incentive to buy.

All of the following are typical sales force performance measures EXCEPT:

One of the best methods for creating and rewarding brand loyalty among consumers who might otherwise switch to competing brands is a:

Broyhill is offering the sales force at Meers Furniture Emporium a $50 reward for each Broyhill Pleasant Isle Living Room Collection sold in the next 30 days.What type of trade sales promotion is the $50?

All of the following statements describe an advantage of personal selling over other forms of promotion EXCEPT:

What are the two types of sales promotion?

An Overview of Marketing

Strategic Planning for Competitive Advantage

Ethics & Social Responsibility

The Marketing Environment

Developing a Global Vision

Consumer Decision Making

Business Marketing

Segmenting and Targeting Markets

Decision Support Systems and Marketing Research

Product Concepts

Developing and Managing Products

Services and Nonprofit Organization Marketing

Marketing Channels

Supply Chain Management

Retailing

Promotional Planning for Competitive Advantage

Advertising and Public Relations

Pricing Concepts

Setting the Right Price

Customer Relationship Management (CRM)

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Exam 18: Sales Promotion and Personal Selling

When Apple offers to give any consumer who purchases a Macintosh computer a free iPod,this is an example of a premium offer.

One of the major advantages to using point-of-purchase promotion is:

To qualify a sales lead,a salesperson must identify the person in an organization who has the authority to buy the product and must close the sale with that individual.

Which of the following statements about contests and sweepstakes is true?

_____ is money offered by a manufacturer to employees of channel intermediaries to encourage them to sell the manufacturer's product.

All of the following are responsibilities and decisions for a sales manager EXCEPT:

The final selling duty for most successful salespeople is closing the sale.

You are the sales manager for Cone Machinery,a manufacturer of custom-made sawmill machinery.You are responsible for designing the training program for its new salespeople.List four major areas in which you would like your salespeople to receive instruction.

The knowledge that most businesses depend on repeat sales is the basis of:

The Men's Health Center offers free blood pressure tests,cholesterol screening tests,and prostate exams one day each year.These free health tests are an example of a:

_____ is a sales practice that involves building,maintaining,and enhancing interactions with customers in order to develop long-term satisfaction through mutually beneficial partnerships.

Coupons,premiums,contests,free samples,and frequent buyer programs are examples of:

The set of steps a salesperson goes through to sell a particular product is called the:

Sales promotion offers an incentive to buy.

All of the following are typical sales force performance measures EXCEPT:

One of the best methods for creating and rewarding brand loyalty among consumers who might otherwise switch to competing brands is a:

Broyhill is offering the sales force at Meers Furniture Emporium a $50 reward for each Broyhill Pleasant Isle Living Room Collection sold in the next 30 days.What type of trade sales promotion is the $50?

All of the following statements describe an advantage of personal selling over other forms of promotion EXCEPT:

What are the two types of sales promotion?

An Overview of Marketing

Strategic Planning for Competitive Advantage

Ethics & Social Responsibility

The Marketing Environment

Developing a Global Vision

Consumer Decision Making

Business Marketing

Segmenting and Targeting Markets

Decision Support Systems and Marketing Research

Product Concepts

Developing and Managing Products

Services and Nonprofit Organization Marketing

Marketing Channels

Supply Chain Management

Retailing

Promotional Planning for Competitive Advantage

Advertising and Public Relations

Pricing Concepts

Setting the Right Price

Customer Relationship Management (CRM)

Filters