Question 1

The best advice for recruiting and selecting salespeople for one's organization would be

Accepted Answer

A) follow a clear set of generally accepted job characteristics when determining an applicant's qualifications. 
B) keep the expensive stages near the beginning of the recruiting process. 
C) find out how long the applicant plans to stay with the company. 
D) make recruitment a continuous activity aimed at seeking out the best applicants. 
E) recruit primarily from educational institutions. 
A) follow a clear set of generally accepted job characteristics when determining an applicant's qualifications. 
B) keep the expensive stages near the beginning of the recruiting process. 
C) find out how long the applicant plans to stay with the company. 
D) make recruitment a continuous activity aimed at seeking out the best applicants. 
E) recruit primarily from educational institutions.

Question 2

Rick is a sales representative for Lucent Technologies. He has reviewed a prospect's account and credit history, identified product needs, and gathered the appropriate literature he needs. Rick feels he is ready for the ____ step of the personal selling process.

Accepted Answer

A) objections 
B) presentation 
C) approach 
D) preapproach 
E) sales-planning 
A) objections 
B) presentation 
C) approach 
D) preapproach 
E) sales-planning

Question 3

If a manager tries to form territories with equal sales potential, the territories will usually be unequal in geographic size; this will cause the salespeople with larger territories to

Accepted Answer

A) develop larger income potentials. 
B) have to work longer and harder to generate a certain sales volume. 
C) work about the same amount, since potential is the same. 
D) have much larger sales than those salespeople with smaller territories. 
E) be limited to a smaller income potential. 
A) develop larger income potentials. 
B) have to work longer and harder to generate a certain sales volume. 
C) work about the same amount, since potential is the same. 
D) have much larger sales than those salespeople with smaller territories. 
E) be limited to a smaller income potential.

Question 4

The missionary salesperson's primary purpose is to sell to the producer's customers.

Accepted Answer

A) True 
 B)False

Question 5

"Mrs. Brucker, you would agree that this is the most attractive car interior in this price range, wouldn't you?" Cliff Davis, a salesperson at Midtown Ford, was using a(n) ____ when he made this statement.

Accepted Answer

A) referral 
B) objective 
C) bandwagon approach 
D) follow-up 
E) trial close 
A) referral 
B) objective 
C) bandwagon approach 
D) follow-up 
E) trial close

Question 6

A major disadvantage of personal selling is that it

Accepted Answer

A) is not remembered as well by consumers as advertising messages are. 
B) cannot easily adjust the message to satisfy a customer's information needs. 
C) is very expensive per contact. 
D) does not provide immediate feedback. 
E) is not compatible with other promotional activities. 
A) is not remembered as well by consumers as advertising messages are. 
B) cannot easily adjust the message to satisfy a customer's information needs. 
C) is very expensive per contact. 
D) does not provide immediate feedback. 
E) is not compatible with other promotional activities.

Question 7

One of the best ways to overcome a prospect's objections is to anticipate them and to deal with them before the prospect has an opportunity to mention them.

Accepted Answer

A) True 
 B)False

Question 8

Some support personnel, such as trade salespeople, may perform order-taking functions in addition to support functions.

Accepted Answer

A) True 
 B)False

Question 9

What is the rationale for having sales force objectives, and how are they developed?

Accepted Answer

To manage a sales force effectively, sal

Question 10

A support salesperson who usually advises customers on product characteristics and application, system design, and installation procedures is a(n)

Accepted Answer

A) trade salesperson. 
B) inside order taker. 
C) tech support worker. 
D) missionary salesperson. 
E) technical salesperson. 
A) trade salesperson. 
B) inside order taker. 
C) tech support worker. 
D) missionary salesperson. 
E) technical salesperson.

Question 11

A salesperson should not attempt to close a transaction until he or she has finished the entire presentation.

Accepted Answer

A) True 
 B)False

Question 12

A sales representative for Coca-Cola travels to various restaurants to determine how much syrup the customer needs for the coming period. This sales representative would be classified as a(n)

Accepted Answer

A) order getter. 
B) inside order taker. 
C) field order taker. 
D) missionary salesperson. 
E) trade salesperson. 
A) order getter. 
B) inside order taker. 
C) field order taker. 
D) missionary salesperson. 
E) trade salesperson.

Question 13

Hannah is a retail salesperson for Crate and Barrel in Chicago. She is most likely classified as

Accepted Answer

A) an order getter. 
B) support personnel. 
C) trade salespeople. 
D) an inside order taker. 
E) a field order taker. 
A) an order getter. 
B) support personnel. 
C) trade salespeople. 
D) an inside order taker. 
E) a field order taker.

Question 14

List the three major types of salespeople and indicate how they differ.

Accepted Answer

​The three major types of salespeople ar

Question 15

The final stage of the selling process is

Accepted Answer

A) closing. 
B) trial close. 
C) presentation. 
D) follow-up. 
E) overcoming objections. 
A) closing. 
B) trial close. 
C) presentation. 
D) follow-up. 
E) overcoming objections.

Question 16

Fraudulent usage, inability to attract potentially brand-loyal customers, and use by current customers but not new customers are believed to be disadvantages of which of the following?

Accepted Answer

A) Sweepstakes 
B) Money refunds 
C) Frequent-user incentives 
D) Coupons 
E) Premiums 
A) Sweepstakes 
B) Money refunds 
C) Frequent-user incentives 
D) Coupons 
E) Premiums

Question 17

Many consumers redeem coupons only for products they normally buy.

Accepted Answer

A) True 
 B)False

Question 18

If Green Giant wants to provide its resellers with a secondary incentive to stimulate repurchases after an initial consumer coupon campaign for its latest product, it can offer resellers a sum of money for each unit purchased. This type of sales promotion is a

Accepted Answer

A) buying allowance. 
B) count-and-recount allowance. 
C) scan-back allowance. 
D) buy-back allowance. 
E) coupon follow-up campaign. 
A) buying allowance. 
B) count-and-recount allowance. 
C) scan-back allowance. 
D) buy-back allowance. 
E) coupon follow-up campaign.

Question 19

Even though salespeople do not use the exact same sales methods, they do go through the same general selling process.

Accepted Answer

A) True 
 B)False

Question 20

The focus of personal selling is shifting from selling a specific product to building long-term relationships with customers by finding solutions to their needs, problems, and challenges.

Accepted Answer

A) True 
 B)False

The best advice for recruiting and selecting salespeople for one's organization would be

Rick is a sales representative for Lucent Technologies. He has reviewed a prospect's account and credit history, identified product needs, and gathered the appropriate literature he needs. Rick feels he is ready for the ____ step of the personal selling process.

If a manager tries to form territories with equal sales potential, the territories will usually be unequal in geographic size; this will cause the salespeople with larger territories to

The missionary salesperson's primary purpose is to sell to the producer's customers.

"Mrs. Brucker, you would agree that this is the most attractive car interior in this price range, wouldn't you?" Cliff Davis, a salesperson at Midtown Ford, was using a(n) ____ when he made this statement.

A major disadvantage of personal selling is that it

One of the best ways to overcome a prospect's objections is to anticipate them and to deal with them before the prospect has an opportunity to mention them.

Some support personnel, such as trade salespeople, may perform order-taking functions in addition to support functions.

What is the rationale for having sales force objectives, and how are they developed?

A support salesperson who usually advises customers on product characteristics and application, system design, and installation procedures is a(n)

A salesperson should not attempt to close a transaction until he or she has finished the entire presentation.

A sales representative for Coca-Cola travels to various restaurants to determine how much syrup the customer needs for the coming period. This sales representative would be classified as a(n)

Hannah is a retail salesperson for Crate and Barrel in Chicago. She is most likely classified as

List the three major types of salespeople and indicate how they differ.

The final stage of the selling process is

Fraudulent usage, inability to attract potentially brand-loyal customers, and use by current customers but not new customers are believed to be disadvantages of which of the following?

Many consumers redeem coupons only for products they normally buy.

If Green Giant wants to provide its resellers with a secondary incentive to stimulate repurchases after an initial consumer coupon campaign for its latest product, it can offer resellers a sum of money for each unit purchased. This type of sales promotion is a

Even though salespeople do not use the exact same sales methods, they do go through the same general selling process.

The focus of personal selling is shifting from selling a specific product to building long-term relationships with customers by finding solutions to their needs, problems, and challenges.

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

The best advice for recruiting and selecting salespeople for one's organization would be

Rick is a sales representative for Lucent Technologies. He has reviewed a prospect's account and credit history, identified product needs, and gathered the appropriate literature he needs. Rick feels he is ready for the ____ step of the personal selling process.

If a manager tries to form territories with equal sales potential, the territories will usually be unequal in geographic size; this will cause the salespeople with larger territories to

The missionary salesperson's primary purpose is to sell to the producer's customers.

"Mrs. Brucker, you would agree that this is the most attractive car interior in this price range, wouldn't you?" Cliff Davis, a salesperson at Midtown Ford, was using a(n) ____ when he made this statement.

A major disadvantage of personal selling is that it

One of the best ways to overcome a prospect's objections is to anticipate them and to deal with them before the prospect has an opportunity to mention them.

Some support personnel, such as trade salespeople, may perform order-taking functions in addition to support functions.

What is the rationale for having sales force objectives, and how are they developed?

A support salesperson who usually advises customers on product characteristics and application, system design, and installation procedures is a(n)

A salesperson should not attempt to close a transaction until he or she has finished the entire presentation.

A sales representative for Coca-Cola travels to various restaurants to determine how much syrup the customer needs for the coming period. This sales representative would be classified as a(n)

Hannah is a retail salesperson for Crate and Barrel in Chicago. She is most likely classified as

List the three major types of salespeople and indicate how they differ.

The final stage of the selling process is

Fraudulent usage, inability to attract potentially brand-loyal customers, and use by current customers but not new customers are believed to be disadvantages of which of the following?

Many consumers redeem coupons only for products they normally buy.

If Green Giant wants to provide its resellers with a secondary incentive to stimulate repurchases after an initial consumer coupon campaign for its latest product, it can offer resellers a sum of money for each unit purchased. This type of sales promotion is a

Even though salespeople do not use the exact same sales methods, they do go through the same general selling process.

The focus of personal selling is shifting from selling a specific product to building long-term relationships with customers by finding solutions to their needs, problems, and challenges.

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