Question 1

A single salesperson may perform the functions of order getting, order taking, and support.

Accepted Answer

A) True 
 B)False

Question 2

Ryan Amerson leads his company's clients through the installation procedure of their new industrial equipment. He also helps answer their questions about product characteristics and system design both before and after their purchases. Ryan is a

Accepted Answer

A) trade salesperson. 
B) missionary salesperson. 
C) technical salesperson. 
D) systems engineer. 
E) field order taker. 
A) trade salesperson. 
B) missionary salesperson. 
C) technical salesperson. 
D) systems engineer. 
E) field order taker.

Question 3

In establishing sales promotion objectives, a marketer should always

Accepted Answer

A) concentrate on activities that will increase consumer demand. 
B) focus on consumers. 
C) focus on resellers. 
D) be defensive in the methods used. 
E) align objectives with the organization's overall objectives. 
A) concentrate on activities that will increase consumer demand. 
B) focus on consumers. 
C) focus on resellers. 
D) be defensive in the methods used. 
E) align objectives with the organization's overall objectives.

Question 4

Which of the following is not true when making the sales presentation?

Accepted Answer

A) The salesperson should focus on anticipating questions and answering them before they're asked. 
B) The salesperson must spark interest in the product. 
C) The salesperson should not only talk but also listen to the customer. 
D) The salesperson should involve the customer by having him or her hold, touch, or use the product. 
E) A salesperson should not sound like he or she is just reading a script (i.e., he or she should be flexible and respond to the customers' comments). 
A) The salesperson should focus on anticipating questions and answering them before they're asked. 
B) The salesperson must spark interest in the product. 
C) The salesperson should not only talk but also listen to the customer. 
D) The salesperson should involve the customer by having him or her hold, touch, or use the product. 
E) A salesperson should not sound like he or she is just reading a script (i.e., he or she should be flexible and respond to the customers' comments).

Question 5

Generally, a salesperson's performance is judged by comparing it with predetermined standards rather than by comparing it with the performance of other salespeople.

Accepted Answer

A) True 
 B)False

Question 6

When better market conditions prevail or when company growth occurs, a company may suffer if it

Accepted Answer

A) lowered its sales force objectives. 
B) recruited additional salespeople. 
C) decided to use a combination compensation plan. 
D) provided additional training for its sales force. 
E) cut back the size of its sales force. 
A) lowered its sales force objectives. 
B) recruited additional salespeople. 
C) decided to use a combination compensation plan. 
D) provided additional training for its sales force. 
E) cut back the size of its sales force.

Question 7

Order-getting activities are divided into two categories:

Accepted Answer

A) missionary sales and technical sales. 
B) current-customer sales and new-business sales. 
C) order takers and trade sales. 
D) current sales and support sales. 
E) inside order sales and field order sales. 
A) missionary sales and technical sales. 
B) current-customer sales and new-business sales. 
C) order takers and trade sales. 
D) current sales and support sales. 
E) inside order sales and field order sales.

Question 8

Sales promotion activities are always supplementary to personal selling and advertising.

Accepted Answer

A) True 
 B)False

Question 9

The factors used to evaluate a salesperson's performance are based on the sales objectives set by the sales manager for that salesperson.

Accepted Answer

A) True 
 B)False

Question 10

Which of the following is an example of a trade sales promotion method?

Accepted Answer

A) Frequent-user incentives 
B) Point-of-purchase displays 
C) Retailer coupons 
D) Free merchandise 
E) Money refunds 
A) Frequent-user incentives 
B) Point-of-purchase displays 
C) Retailer coupons 
D) Free merchandise 
E) Money refunds

Question 11

You are conducting interviews for new sales representatives for your manufacturing firm. You are primarily looking for candidates that you feel can be successful at assisting your wholesaling customers sell to their customers.Which of the following types of sales representatives are you looking for primarily? ​

Accepted Answer

A) Order takers 
B) Order processer 
C) Order getters 
D) Technical sales reps 
E) Missionary sales reps 
A) Order takers 
B) Order processer 
C) Order getters 
D) Technical sales reps 
E) Missionary sales reps

Question 12

As Quaker Oats tries to decide how to introduce its new line of breakfast bars, it considers all the advantages and disadvantages of the various consumer sales promotion methods. After careful consideration, Quaker Oats decides to use ____, which are the most widely used form of consumer sales promotion.

Accepted Answer

A) free samples 
B) rebates 
C) point-of-purchase displays 
D) coupons 
E) cents-off offers 
A) free samples 
B) rebates 
C) point-of-purchase displays 
D) coupons 
E) cents-off offers

Question 13

Explain the major issues to consider when developing a sales training program.

Accepted Answer

Whether the training program is complex

Question 14

Relationship selling is used especially in consumer marketing.

Accepted Answer

A) True 
 B)False

Question 15

Which of the following statements is true about rebates? ​

Accepted Answer

A) Customers generally do not view the rebate process as complicated. 
B) Mail-in rebates are most effective in situations where consumers require a reason to purchase an item. 
C) Products associated with rebates are typically strong sellers. 
D) Rebates do not degrade a product's image or desirability. 
E) Marketers use rebates as a substitute for coupons. 
A) Customers generally do not view the rebate process as complicated. 
B) Mail-in rebates are most effective in situations where consumers require a reason to purchase an item. 
C) Products associated with rebates are typically strong sellers. 
D) Rebates do not degrade a product's image or desirability. 
E) Marketers use rebates as a substitute for coupons.

Question 16

The purpose of the ____ stage in personal selling is to determine customers' problems and questions about using the product.

Accepted Answer

A) prospecting 
B) approach 
C) overcoming-objections 
D) follow-up 
E) closing 
A) prospecting 
B) approach 
C) overcoming-objections 
D) follow-up 
E) closing

Question 17

Personal selling is generally the most expensive element in the promotion mix.

Accepted Answer

A) True 
 B)False

Question 18

A salesperson with a larger territory will have the advantage of being able to achieve more sales than salespeople with smaller territories.

Accepted Answer

A) True 
 B)False

Question 19

Which of the following involves building mutually beneficial long-term associations with a customer⎯usually a business customer⎯through regular communications over prolonged periods of time?

Accepted Answer

A) CRM selling 
B) Missionary selling 
C) Exclusive selling 
D) Team selling 
E) Relationship selling 
A) CRM selling 
B) Missionary selling 
C) Exclusive selling 
D) Team selling 
E) Relationship selling

Question 20

A salesperson will be better able to determine the prospect's specific needs by

Accepted Answer

A) listening carefully to questions and comments and watching reactions during the sales presentation. 
B) waiting until after the sale to see how the client is enjoying the use of the product. 
C) doing extensive research before the approach and making the sales presentation without adjustment. 
D) using trial closings throughout the sales presentation. 
E) making a very thorough and detailed sales presentation about the products and services being offered. 
A) listening carefully to questions and comments and watching reactions during the sales presentation. 
B) waiting until after the sale to see how the client is enjoying the use of the product. 
C) doing extensive research before the approach and making the sales presentation without adjustment. 
D) using trial closings throughout the sales presentation. 
E) making a very thorough and detailed sales presentation about the products and services being offered.

A single salesperson may perform the functions of order getting, order taking, and support.

Ryan Amerson leads his company's clients through the installation procedure of their new industrial equipment. He also helps answer their questions about product characteristics and system design both before and after their purchases. Ryan is a

In establishing sales promotion objectives, a marketer should always

Which of the following is not true when making the sales presentation?

Generally, a salesperson's performance is judged by comparing it with predetermined standards rather than by comparing it with the performance of other salespeople.

When better market conditions prevail or when company growth occurs, a company may suffer if it

Order-getting activities are divided into two categories:

Sales promotion activities are always supplementary to personal selling and advertising.

The factors used to evaluate a salesperson's performance are based on the sales objectives set by the sales manager for that salesperson.

Which of the following is an example of a trade sales promotion method?

Explain the major issues to consider when developing a sales training program.

Relationship selling is used especially in consumer marketing.

Which of the following statements is true about rebates?

The purpose of the ____ stage in personal selling is to determine customers' problems and questions about using the product.

Personal selling is generally the most expensive element in the promotion mix.

A salesperson with a larger territory will have the advantage of being able to achieve more sales than salespeople with smaller territories.

Which of the following involves building mutually beneficial long-term associations with a customer⎯usually a business customer⎯through regular communications over prolonged periods of time?

A salesperson will be better able to determine the prospect's specific needs by

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

A single salesperson may perform the functions of order getting, order taking, and support.

Ryan Amerson leads his company's clients through the installation procedure of their new industrial equipment. He also helps answer their questions about product characteristics and system design both before and after their purchases. Ryan is a

In establishing sales promotion objectives, a marketer should always

Which of the following is not true when making the sales presentation?

Generally, a salesperson's performance is judged by comparing it with predetermined standards rather than by comparing it with the performance of other salespeople.

When better market conditions prevail or when company growth occurs, a company may suffer if it

Order-getting activities are divided into two categories:

Sales promotion activities are always supplementary to personal selling and advertising.

The factors used to evaluate a salesperson's performance are based on the sales objectives set by the sales manager for that salesperson.

Which of the following is an example of a trade sales promotion method?

Explain the major issues to consider when developing a sales training program.

Relationship selling is used especially in consumer marketing.

Which of the following statements is true about rebates? ​

The purpose of the ____ stage in personal selling is to determine customers' problems and questions about using the product.

Personal selling is generally the most expensive element in the promotion mix.

A salesperson with a larger territory will have the advantage of being able to achieve more sales than salespeople with smaller territories.

Which of the following involves building mutually beneficial long-term associations with a customer⎯usually a business customer⎯through regular communications over prolonged periods of time?

A salesperson will be better able to determine the prospect's specific needs by

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

Which of the following statements is true about rebates?