Question 1

Which of the following is the most effective method to promote products when the customers of a firm are geographically concentrated?

Accepted Answer

A) Advertising 
B) Publicity 
C) Public relations 
D) Personal selling 
A) Advertising 
B) Publicity 
C) Public relations 
D) Personal selling

Question 2

Which of the following is a sales promotion technique that places the manufacturer's name,address,and marketing message on useful articles that are then distributed to target customers?

Accepted Answer

A) Sampling 
B) Point-of-purchase advertising 
C) Trade shows 
D) Specialty advertising 
A) Sampling 
B) Point-of-purchase advertising 
C) Trade shows 
D) Specialty advertising

Question 3

What is trade promotion? What are the different trade promotion methods used by marketers?

Accepted Answer

Trade promotion is a sales promotion tha

Question 4

In creating an ethical environment,employees prefer a complete list of "do's and don'ts" over an open environment where they can approach management with ethics questions.

Accepted Answer

A) True 
 B)False

Question 5

When visiting one of his major accounts,Matt is accompanied by finance and product specialists.These specialists are able to answer specific questions so that a customer can make a purchase decision.This is an example of _____.

Accepted Answer

A) transaction selling 
B) team selling 
C) cross-selling 
D) missionary selling 
A) transaction selling 
B) team selling 
C) cross-selling 
D) missionary selling

Question 6

_____ explains that motivation depends on the aspirations people have of their ability to perform a job,and how performance relates to attaining rewards they desire.

Accepted Answer

A) Marketing research 
B) Maslow's hierarchy of needs 
C) Performance theory 
D) Expectancy theory 
A) Marketing research 
B) Maslow's hierarchy of needs 
C) Performance theory 
D) Expectancy theory

Question 7

Salespeople usually face difficulties in:

Accepted Answer

A) approaching potential buyers. 
B) precall planning. 
C) closing the sale. 
D) following up after the sale. 
A) approaching potential buyers. 
B) precall planning. 
C) closing the sale. 
D) following up after the sale.

Question 8

Firms engage in precall planning to understand the needs and preferences of the customer before making a presentation.

Accepted Answer

A) True 
 B)False

Question 9

Which of the following is a principal method used in sales training?

Accepted Answer

A) In-house classes 
B) Application screening 
C) Aptitude tests 
D) Assessment center 
A) In-house classes 
B) Application screening 
C) Aptitude tests 
D) Assessment center

Question 10

_____ is a cash reward paid to retail salespeople for every unit of a product they sell.

Accepted Answer

A) Rebate 
B) Push money 
C) Handling fee 
D) Buying allowance 
A) Rebate 
B) Push money 
C) Handling fee 
D) Buying allowance

Question 11

Briefly describe the three basic sales tasks.

Accepted Answer

1)Order processing: Order processing ref

Question 12

Match each item with the correct statement below.
-Most firms now emphasize _____,a technique used by firms for building a mutually beneficial partnership with a customer through regular contacts over an extended period.

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)push money
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)push money
T)consultative selling

Question 13

Girl Scouts selling cookies door-to-door exemplify cold-call selling.

Accepted Answer

A) True 
 B)False

Question 14

Advertising specialties help reinforce previous or future advertising and sales messages.

Accepted Answer

A) True 
 B)False

Question 15

A hotel provides a toll-free number to its customers which they can use to obtain information and make reservations.This is an example of inbound telemarketing.

Accepted Answer

A) True 
 B)False

Question 16

Distinguish between inbound and outbound telemarketing.

Accepted Answer

Outbound telemarketing involves sales pe

Question 17

Instituting a companywide code of ethics helps guide salespeople to ethical behavior in personal selling.

Accepted Answer

A) True 
 B)False

Question 18

Existing customers of a firm whose business problems require complex solutions are likely to be best served by telemarketers in the firm.

Accepted Answer

A) True 
 B)False

Question 19

Prior to making the approach to a potential customer,the salesperson should:

Accepted Answer

A) outline objections and effective responses. 
B) break down product features and benefits by category. 
C) understand the way in which the industry operates. 
D) collect and analyze information about the potential customer. 
A) outline objections and effective responses. 
B) break down product features and benefits by category. 
C) understand the way in which the industry operates. 
D) collect and analyze information about the potential customer.

Question 20

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

Exam 17: Personal Selling and Sales Promotion

Which of the following is the most effective method to promote products when the customers of a firm are geographically concentrated?

Which of the following is a sales promotion technique that places the manufacturer's name,address,and marketing message on useful articles that are then distributed to target customers?

What is trade promotion? What are the different trade promotion methods used by marketers?

In creating an ethical environment,employees prefer a complete list of "do's and don'ts" over an open environment where they can approach management with ethics questions.

When visiting one of his major accounts,Matt is accompanied by finance and product specialists.These specialists are able to answer specific questions so that a customer can make a purchase decision.This is an example of _____.

_____ explains that motivation depends on the aspirations people have of their ability to perform a job,and how performance relates to attaining rewards they desire.

Salespeople usually face difficulties in:

Firms engage in precall planning to understand the needs and preferences of the customer before making a presentation.

Which of the following is a principal method used in sales training?

_____ is a cash reward paid to retail salespeople for every unit of a product they sell.

Briefly describe the three basic sales tasks.

Match each item with the correct statement below. -Most firms now emphasize _____,a technique used by firms for building a mutually beneficial partnership with a customer through regular contacts over an extended period.

Girl Scouts selling cookies door-to-door exemplify cold-call selling.

Advertising specialties help reinforce previous or future advertising and sales messages.

A hotel provides a toll-free number to its customers which they can use to obtain information and make reservations.This is an example of inbound telemarketing.

Distinguish between inbound and outbound telemarketing.

Instituting a companywide code of ethics helps guide salespeople to ethical behavior in personal selling.

Existing customers of a firm whose business problems require complex solutions are likely to be best served by telemarketers in the firm.

Prior to making the approach to a potential customer,the salesperson should:

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

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

Business-To-Business B2bmarketing

Global Marketing

Market Segmentation, targeting, and Positioning

Marketing Research in the Era of Big Data

Relationship Marketing and Customer Relationship Management Crm

Product and Service Strategies

Developing and Managing Brand and Product Categories

Marketing Channels and Supply Chain Management

Retailers, wholesalers, and Direct Marketers

Integrated Marketing Communications, advertising, and Public Relations

Pricing Concepts

Pricing Strategies

Developing an Effective Marketing Plan

Financial Analysis in Marketing

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