Question 1

In recent years the proportion of promotional dollars spent on sales promotion has

Accepted Answer

A) increased relative to advertising. 
B) remained constant. 
C) declined slightly, and the proportion spent on advertising has increased. 
D) declined slightly, and the proportion spent on advertising has declined as well. 
E) increased, and the proportion spent on advertising has risen as well. 
A) increased relative to advertising. 
B) remained constant. 
C) declined slightly, and the proportion spent on advertising has increased. 
D) declined slightly, and the proportion spent on advertising has declined as well. 
E) increased, and the proportion spent on advertising has risen as well. A

Question 2

Discuss the major factors to consider when designing sales territories.

Accepted Answer

When deciding on territories, sales managers must consider size, geographic shape, routing, and scheduling.Several factors enter into the design of a sales territory's size and geographic shape. First, sales managers must construct territories that allow sales potential to be measured. Sales territories often consist of several geographic units, such as census tracts, cities, counties, or states, for which market data are obtainable. Sales managers usually try to create territories with similar sales potential, or requiring about the same amount of work. If territories have equal sales potential, they will almost always be unequal in geographic size.The geographic size and shape of a sales territory are the most important factors affecting the routing and scheduling of sales calls. Next in importance is the number and distribution of customers within the territory, followed by sales call frequency and duration. Those in charge of routing and scheduling must consider the sequence in which customers are called on, specific roads or transportation schedules to be used, number of calls to be made in a given period, and time of day the calls will occur.

Question 3

​Differentiate between team selling and relationship selling.

Accepted Answer

Team selling involves the salesperson joining with people from the firm's financial, engineering, and other functional areas. Team selling is advantageous in situations calling for detailed knowledge of new, complex, and dynamic technologies like jet aircraft and medical equipment. It can be difficult, however, for highly competitive salespersons to adapt to a team selling environment.Relationship selling, also known as consultative selling, involves building mutually beneficial long-term associations with a customer through regular communications over prolonged periods of time. Relationship selling involves finding solutions to customers' needs by listening to them, gaining a detailed understanding of their organizations, understanding and caring about their needs and challenges, and providing support after the sale.

Question 4

Tony tells his wife, Camilla, that his last sales call of the day at DuPont was a disaster. He explains that he never really figured out what the purchasing agent was looking for. Camilla, a sales trainer for another firm, hands Tony a book on

Accepted Answer

A) listening skills. 
B) overcoming objections. 
C) prospect evaluation. 
D) product demonstrations. 
E) closing. 
A) listening skills. 
B) overcoming objections. 
C) prospect evaluation. 
D) product demonstrations. 
E) closing.

Question 5

Sydney won a hot-air balloon ride and dinner for two for being the top revenue-producing mortgage loan officer at her company for the month of October. This contest exemplifies a company's efforts at

Accepted Answer

A) motivating salespeople. 
B) compensating salespeople. 
C) providing training for the sales force. 
D) increasing sales territories. 
E) promoting salespeople. 
A) motivating salespeople. 
B) compensating salespeople. 
C) providing training for the sales force. 
D) increasing sales territories. 
E) promoting salespeople.

Question 6

The difference between consumer sales promotion methods and trade sales promotion methods is

Accepted Answer

A) with consumer sales promotion, marketers try to persuade retailers to carry their products. 
B) with trade sales promotion, marketers focus on trading with consumers. 
C) consumer and trade sales promotions aim at retailers, but only trade sales promotions aim at wholesalers. 
D) consumer sales promotions focus on getting consumers to buy their products, whereas trade sales promotions focus on getting wholesalers and retailers to buy. 
E) trade sales promotions attempt to persuade people to buy at particular stores, whereas consumer sales promotions focus on persuading people to buy particular products. 
A) with consumer sales promotion, marketers try to persuade retailers to carry their products. 
B) with trade sales promotion, marketers focus on trading with consumers. 
C) consumer and trade sales promotions aim at retailers, but only trade sales promotions aim at wholesalers. 
D) consumer sales promotions focus on getting consumers to buy their products, whereas trade sales promotions focus on getting wholesalers and retailers to buy. 
E) trade sales promotions attempt to persuade people to buy at particular stores, whereas consumer sales promotions focus on persuading people to buy particular products.

Question 7

The stage of the personal selling process in which the salesperson attempts to make a favorable impression, gather information about the customer's needs and objectives, and build a rapport with the prospective customers is called

Accepted Answer

A) prospecting. 
B) preapproach. 
C) approach. 
D) making the presentation. 
E) overcoming objections. 
A) prospecting. 
B) preapproach. 
C) approach. 
D) making the presentation. 
E) overcoming objections.

Question 8

A missionary salesperson is usually employed by

Accepted Answer

A) a retailer. 
B) a wholesaler. 
C) either a retailer or a producer. 
D) a manufacturer. 
E) an independent intermediary. 
A) a retailer. 
B) a wholesaler. 
C) either a retailer or a producer. 
D) a manufacturer. 
E) an independent intermediary.

Question 9

The salesperson must attract and hold the prospect's attention, stimulate interest, and spark a desire for the product during the

Accepted Answer

A) prospecting. 
B) preapproach. 
C) follow up. 
D) approach. 
E) sales presentation. 
A) prospecting. 
B) preapproach. 
C) follow up. 
D) approach. 
E) sales presentation.

Question 10

Demonstrations in retail stores are not used widely because they are expensive.

Accepted Answer

A) True 
 B)False

Question 11

Tim has just finished compiling a list of potential customers and evaluating their ability, willingness, and authority to buy. He knows his next step in the personal selling process is to

Accepted Answer

A) approach. 
B) preapproach. 
C) make the presentation. 
D) prospect. 
E) overcome objections. 
A) approach. 
B) preapproach. 
C) make the presentation. 
D) prospect. 
E) overcome objections.

Question 12

When a salesperson asks the customer to buy the product several times throughout the sales presentation in an effort to uncover hidden objections, it is called

Accepted Answer

A) order taking. 
B) new-business selling. 
C) trial closing. 
D) order getting. 
E) overcoming objections. 
A) order taking. 
B) new-business selling. 
C) trial closing. 
D) order getting. 
E) overcoming objections.

Question 13

Customer density and distribution are important factors in

Accepted Answer

A) prospecting. 
B) motivating salespeople. 
C) creating sales territories. 
D) compensating salespeople. 
E) establishing sales force objectives. 
A) prospecting. 
B) motivating salespeople. 
C) creating sales territories. 
D) compensating salespeople. 
E) establishing sales force objectives.

Question 14

A marketer's selection of sales promotion techniques is influenced by the state of the competitive environment.

Accepted Answer

A) True 
 B)False

Question 15

Paid personal communication that attempts to inform and persuade customers to purchase products in an exchange situation is called

Accepted Answer

A) advertising. 
B) sales promotion. 
C) personal selling. 
D) target marketing. 
E) public relations. 
A) advertising. 
B) sales promotion. 
C) personal selling. 
D) target marketing. 
E) public relations.

Question 16

Which of the following statements is true about personal selling? ​

Accepted Answer

A) Personal selling provides marketers the least freedom to adjust their message to satisfy customers' information needs. 
B) Personal selling is not necessary for expensive or high-risk products. 
C) Personal selling is the most precise of all promotional methods. 
D) A major advantage of personal selling is its cost. 
E) Personal is not the most effective way to form relationships with customers. 
A) Personal selling provides marketers the least freedom to adjust their message to satisfy customers' information needs. 
B) Personal selling is not necessary for expensive or high-risk products. 
C) Personal selling is the most precise of all promotional methods. 
D) A major advantage of personal selling is its cost. 
E) Personal is not the most effective way to form relationships with customers.

Question 17

To equalize the workload, a sales manager divides a geographic market into sales territories of equal size according to land area.

Accepted Answer

A) True 
 B)False

Question 18

Scenario 18.1 Use the following to answer the questions.Jafrum, Inc. is a wholesale supplier of motorcycle accessories, clothing, and tools to various motorcycle retail stores around the country. Jafrum does not manufacture these items, but sells them to other retailers and also sells its merchandise through its website. Sean Thompson is one of the salespeople for Jafrum, and is responsible for obtaining new customers, increasing sales to current customers, and visiting the retail stores throughout the country. Recently, he has been given the sales objective from Jafrum's management to increase sales dollars by 15% in the coming year by adding new customers. Sean's current compensation is based on a $1,000 per month draw, plus 5% of all sales over $100,000. His salary last year totaled $42,000. Management has given Sean the choice of going to a compensation plan where he will earn 15% of all sales, but no draw.
-Refer to Scenario 18.1. Sean is developing his list of potential new retail customers by accessing the yellow pages online. Here he finds the contact information for every motorcycle store in the 48 contiguous states, and eliminates those who currently are his customers. Sean is involved in which step of the personal selling process?

Accepted Answer

A) Prospecting 
B) Preapproach 
C) Overcoming objections 
D) Closing 
E) Following up 
A) Prospecting 
B) Preapproach 
C) Overcoming objections 
D) Closing 
E) Following up

Question 19

During the personal selling process, a salesperson, if possible, should handle objections when

Accepted Answer

A) they arise. 
B) the salesperson begins the trial close. 
C) the sales presentation is approximately half completed. 
D) the customer appears to be unhappy or agitated. 
E) the salesperson begins the sales presentation. 
A) they arise. 
B) the salesperson begins the trial close. 
C) the sales presentation is approximately half completed. 
D) the customer appears to be unhappy or agitated. 
E) the salesperson begins the sales presentation.

Question 20

Heinz uses various techniques such as coupons, free samples, and consumer contests to encourage consumers to try its products. All of these marketing activities are considered

Accepted Answer

A) trade sales promotion methods. 
B) consumer incentives. 
C) consumer sweepstakes. 
D) buying allowances. 
E) consumer sales promotion methods. 
A) trade sales promotion methods. 
B) consumer incentives. 
C) consumer sweepstakes. 
D) buying allowances. 
E) consumer sales promotion methods.

In recent years the proportion of promotional dollars spent on sales promotion has

Discuss the major factors to consider when designing sales territories.

Differentiate between team selling and relationship selling.

Tony tells his wife, Camilla, that his last sales call of the day at DuPont was a disaster. He explains that he never really figured out what the purchasing agent was looking for. Camilla, a sales trainer for another firm, hands Tony a book on

Sydney won a hot-air balloon ride and dinner for two for being the top revenue-producing mortgage loan officer at her company for the month of October. This contest exemplifies a company's efforts at

The difference between consumer sales promotion methods and trade sales promotion methods is

The stage of the personal selling process in which the salesperson attempts to make a favorable impression, gather information about the customer's needs and objectives, and build a rapport with the prospective customers is called

A missionary salesperson is usually employed by

The salesperson must attract and hold the prospect's attention, stimulate interest, and spark a desire for the product during the

Demonstrations in retail stores are not used widely because they are expensive.

Tim has just finished compiling a list of potential customers and evaluating their ability, willingness, and authority to buy. He knows his next step in the personal selling process is to

When a salesperson asks the customer to buy the product several times throughout the sales presentation in an effort to uncover hidden objections, it is called

Customer density and distribution are important factors in

A marketer's selection of sales promotion techniques is influenced by the state of the competitive environment.

Paid personal communication that attempts to inform and persuade customers to purchase products in an exchange situation is called

Which of the following statements is true about personal selling?

To equalize the workload, a sales manager divides a geographic market into sales territories of equal size according to land area.

During the personal selling process, a salesperson, if possible, should handle objections when

Heinz uses various techniques such as coupons, free samples, and consumer contests to encourage consumers to try its products. All of these marketing activities are considered

An Overview of Strategic Marketing

Planning, Implementing, and Evaluating Marketing Strategies

The Marketing Environment

Social Responsibility and Ethics in Marketing

Marketing Research and Information Systems

Target Markets Segmentation and Evaluation

Consumer Buying Behavior

Business Markets and Buying Behavior

Reaching Global Markets

Digital Marketing and Social Networking

Product Concepts, Branding and Packaging

Developing and Managing Products

Services Marketing

Marketing Channels and Supply-Chain Management

Retailing, Direct Marketing and Wholesaling

Integrated Marketing Communications

Advertising and Public Relations

Pricing Concepts

Setting Prices

Filters

Exam 18: Personal Selling and Sales Promotion

In recent years the proportion of promotional dollars spent on sales promotion has

Discuss the major factors to consider when designing sales territories.

​Differentiate between team selling and relationship selling.

Tony tells his wife, Camilla, that his last sales call of the day at DuPont was a disaster. He explains that he never really figured out what the purchasing agent was looking for. Camilla, a sales trainer for another firm, hands Tony a book on

Sydney won a hot-air balloon ride and dinner for two for being the top revenue-producing mortgage loan officer at her company for the month of October. This contest exemplifies a company's efforts at

The difference between consumer sales promotion methods and trade sales promotion methods is

The stage of the personal selling process in which the salesperson attempts to make a favorable impression, gather information about the customer's needs and objectives, and build a rapport with the prospective customers is called

A missionary salesperson is usually employed by

The salesperson must attract and hold the prospect's attention, stimulate interest, and spark a desire for the product during the

Demonstrations in retail stores are not used widely because they are expensive.

Tim has just finished compiling a list of potential customers and evaluating their ability, willingness, and authority to buy. He knows his next step in the personal selling process is to

When a salesperson asks the customer to buy the product several times throughout the sales presentation in an effort to uncover hidden objections, it is called

Customer density and distribution are important factors in

A marketer's selection of sales promotion techniques is influenced by the state of the competitive environment.

Paid personal communication that attempts to inform and persuade customers to purchase products in an exchange situation is called

Which of the following statements is true about personal selling? ​

To equalize the workload, a sales manager divides a geographic market into sales territories of equal size according to land area.

During the personal selling process, a salesperson, if possible, should handle objections when

Heinz uses various techniques such as coupons, free samples, and consumer contests to encourage consumers to try its products. All of these marketing activities are considered

An Overview of Strategic Marketing

Planning, Implementing, and Evaluating Marketing Strategies

The Marketing Environment

Social Responsibility and Ethics in Marketing

Marketing Research and Information Systems

Target Markets Segmentation and Evaluation

Consumer Buying Behavior

Business Markets and Buying Behavior

Reaching Global Markets

Digital Marketing and Social Networking

Product Concepts, Branding and Packaging

Developing and Managing Products

Services Marketing

Marketing Channels and Supply-Chain Management

Retailing, Direct Marketing and Wholesaling

Integrated Marketing Communications

Advertising and Public Relations

Pricing Concepts

Setting Prices

Filters

Differentiate between team selling and relationship selling.

Which of the following statements is true about personal selling?