Question 1

Direct mail and advertising campaigns are effective in identifying prospective customers.

Accepted Answer

A) True 
 B)False

Question 2

Today's salesperson often employs a combination of personal selling approaches in order to provide high levels of customer service and satisfaction.What is one advantage of team selling in business-to-business sales situations? ​

Accepted Answer

A) ​Team selling forms relationships between companies rather than between individuals. 
B) ​Team selling capitalizes on a firm's strengths by selling to existing customers. 
C) ​Team selling emphasizes being well prepared for a sales call and presenting professionally. 
D) ​Team selling builds company loyalty. 
E) ​Team selling helps develop the patience necessary to cooperate with sales team members. 
A) ​Team selling forms relationships between companies rather than between individuals. 
B) ​Team selling capitalizes on a firm's strengths by selling to existing customers. 
C) ​Team selling emphasizes being well prepared for a sales call and presenting professionally. 
D) ​Team selling builds company loyalty. 
E) ​Team selling helps develop the patience necessary to cooperate with sales team members.

Question 3

Coupons are the most widely used forms of consumer-oriented sales promotion.

Accepted Answer

A) True 
 B)False

Question 4

A customer shopping at Sports Authority for new running gear is assisted by a salesperson in the shoe department.This is an example of inside selling.

Accepted Answer

A) True 
 B)False

Question 5

What is the major determinant of a successful salesperson? ​

Accepted Answer

A) ​He or she is college-educated. 
B) ​He or she is customer-oriented. 
C) ​He or she is technology-proficient. 
D) ​He or she aspires to higher career goals. 
E) ​He or she has a competitive spirit. 
A) ​He or she is college-educated. 
B) ​He or she is customer-oriented. 
C) ​He or she is technology-proficient. 
D) ​He or she aspires to higher career goals. 
E) ​He or she has a competitive spirit.

Question 6

Creative selling is typically utilized to develop new business by adding new customers or introducing new products or services.​

Accepted Answer

A) True 
 B)False

Question 7

Discuss the different types of consumer-oriented sales promotions.

Accepted Answer

Consumer-oriented sales promotions inclu

Question 8

Over-the-counter personal selling efforts are frequently supplemented with other promotions such as special sales events,new product introductions,and direct-mail appeals.

Accepted Answer

A) True 
 B)False

Question 9

Chelsey is an account executive with Enterprise Rent-A-Car and works with body shop and automotive service providers as well as insurance agents.Chelsey knows that many automobile owners have car rental riders as part of their automobile insurance and when their car is damaged from a storm or accident,they could receive a rental car while their vehicle is being repaired.When Chelsey meets with her customers,she typically promotes the features and benefits of Enterprise such as how Enterprise provides exceptional service and goes above and beyond to pick-up customers at their preferred location and give them their rental vehicle.In addition,most of Enterprise's fleet of vehicles are less than 2 years old and are well maintained to provide a comfortable driving experience.Chelsey tells her agent and body shop owner clients that by using Enterprise's services,their customers will have higher levels of customer satisfaction with their repair experience and that translates into loyalty for the insurance agent.During which step in the personal selling process will Chelsey share this information?​

Accepted Answer

A) ​presentation 
B) ​demonstration 
C) ​prospecting 
D) ​closing 
A) ​presentation 
B) ​demonstration 
C) ​prospecting 
D) ​closing

Question 10

Match each item with the correct statement below.
-_____ is an indirect selling method in which salespeople promote goodwill for the firm by educating consumers and providing technical and operational assistance.

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 11

Which type of sales promotion is intended to capture the impulse purchase?

Accepted Answer

A) Trade allowances 
B) Trade shows 
C) Point-of-purchase displays 
D) Push money 
A) Trade allowances 
B) Trade shows 
C) Point-of-purchase displays 
D) Push money

Question 12

A _____ is a specially packaged item that gives the purchaser a larger quantity at regular price.

Accepted Answer

A) rebate 
B) premium 
C) sample 
D) bonus pack 
A) rebate 
B) premium 
C) sample 
D) bonus pack

Question 13

You have accepted a new job in personal sales that requires training in the use of technologies like predictive dialers,random-digit dialing,and autodialing.What is the new job that you have accepted? ​

Accepted Answer

A) ​inbound telemarketer 
B) ​network marketer 
C) ​team selling 
D) ​inside selling 
E) ​outbound telemarketer 
A) ​inbound telemarketer 
B) ​network marketer 
C) ​team selling 
D) ​inside selling 
E) ​outbound telemarketer

Question 14

The number of sales representatives who report to a first-level sales manager is referred to as:

Accepted Answer

A) span of control. 
B) locus of control. 
C) sphere of influence. 
D) hierarchy. 
A) span of control. 
B) locus of control. 
C) sphere of influence. 
D) hierarchy.

Question 15

New sales personnel often find prospecting frustrating because it:

Accepted Answer

A) can only be accomplished during certain times of the year. 
B) can be done in a variety of ways. 
C) is subject to a number of laws and regulations. 
D) usually offers no immediate payback. 
A) can only be accomplished during certain times of the year. 
B) can be done in a variety of ways. 
C) is subject to a number of laws and regulations. 
D) usually offers no immediate payback.

Question 16

Sales managers can best foster an ethical work environment by:

Accepted Answer

A) closely monitoring sales representatives by recording their phone calls. 
B) sending salespeople to sensitivity training. 
C) letting employees know what is expected of them. 
D) taking strict action against employees who are unethical in their behavior. 
A) closely monitoring sales representatives by recording their phone calls. 
B) sending salespeople to sensitivity training. 
C) letting employees know what is expected of them. 
D) taking strict action against employees who are unethical in their behavior.

Question 17

A salesperson of a beer company determines that a retail store has only 10 cases of beer left in stock when it normally carries an inventory of 60.The salesperson informs the store manager of the inventory situation.Which of the following sales tasks is being performed by this salesperson?

Accepted Answer

A) Order processing 
B) Creative selling 
C) Missionary selling 
D) Planning 
A) Order processing 
B) Creative selling 
C) Missionary selling 
D) Planning

Question 18

Sales promotion techniques were originally intended:

Accepted Answer

A) to promote the company's goodwill. 
B) as short-term incentives aimed at producing immediate buying responses. 
C) as international promotions designed to replace advertising. 
D) to build long-lasting customer relationships. 
A) to promote the company's goodwill. 
B) as short-term incentives aimed at producing immediate buying responses. 
C) as international promotions designed to replace advertising. 
D) to build long-lasting customer relationships.

Question 19

Bits Inc.,a manufacturer of server processors,sends out its trained salespeople to inform prospective and existing customers about its latest range of processors and provide demonstrations.The promotional effort adopted by this company is an example of:

Accepted Answer

A) push-cash selling. 
B) field selling. 
C) networking. 
D) over-the-counter selling. 
A) push-cash selling. 
B) field selling. 
C) networking. 
D) over-the-counter selling.

Question 20

Cutco is a manufacturer of high-end cutlery for the home chef and markets their products through a sister company,Vector Marketing who often contracts with college students who are independent sales representatives for the company.Vector provides free product and sales training to their independent sales representatives and encourages them to take food with them on sales calls such as apples,cucumbers,tomatoes or other fresh produce so that prospective customers can actually ​use the knives and experience the Cutco difference.In addition,Cutco is relatively famous for their kitchen shears which can cut through a penny and during training,all Vector Marketing representatives are taught how to show the versatility and value of the shears.Which step in the sales process would a Vector Marketing representative have customers use the knives or kitchen shears?

Accepted Answer

A) ​demonstration 
B) ​presentation 
C) ​closing 
D) ​follow-up 
A) ​demonstration 
B) ​presentation 
C) ​closing 
D) ​follow-up

Direct mail and advertising campaigns are effective in identifying prospective customers.

Today's salesperson often employs a combination of personal selling approaches in order to provide high levels of customer service and satisfaction.What is one advantage of team selling in business-to-business sales situations?

Coupons are the most widely used forms of consumer-oriented sales promotion.

A customer shopping at Sports Authority for new running gear is assisted by a salesperson in the shoe department.This is an example of inside selling.

What is the major determinant of a successful salesperson?

Creative selling is typically utilized to develop new business by adding new customers or introducing new products or services.

Discuss the different types of consumer-oriented sales promotions.

Over-the-counter personal selling efforts are frequently supplemented with other promotions such as special sales events,new product introductions,and direct-mail appeals.

Match each item with the correct statement below. -_____ is an indirect selling method in which salespeople promote goodwill for the firm by educating consumers and providing technical and operational assistance.

Which type of sales promotion is intended to capture the impulse purchase?

A _____ is a specially packaged item that gives the purchaser a larger quantity at regular price.

You have accepted a new job in personal sales that requires training in the use of technologies like predictive dialers,random-digit dialing,and autodialing.What is the new job that you have accepted?

The number of sales representatives who report to a first-level sales manager is referred to as:

New sales personnel often find prospecting frustrating because it:

Sales managers can best foster an ethical work environment by:

A salesperson of a beer company determines that a retail store has only 10 cases of beer left in stock when it normally carries an inventory of 60.The salesperson informs the store manager of the inventory situation.Which of the following sales tasks is being performed by this salesperson?

Sales promotion techniques were originally intended:

Bits Inc.,a manufacturer of server processors,sends out its trained salespeople to inform prospective and existing customers about its latest range of processors and provide demonstrations.The promotional effort adopted by this company is an example of:

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

Filters

Exam 17: Personal Selling and Sales Promotion

Direct mail and advertising campaigns are effective in identifying prospective customers.

Today's salesperson often employs a combination of personal selling approaches in order to provide high levels of customer service and satisfaction.What is one advantage of team selling in business-to-business sales situations? ​

Coupons are the most widely used forms of consumer-oriented sales promotion.

A customer shopping at Sports Authority for new running gear is assisted by a salesperson in the shoe department.This is an example of inside selling.

What is the major determinant of a successful salesperson? ​

Creative selling is typically utilized to develop new business by adding new customers or introducing new products or services.​

Discuss the different types of consumer-oriented sales promotions.

Over-the-counter personal selling efforts are frequently supplemented with other promotions such as special sales events,new product introductions,and direct-mail appeals.

Match each item with the correct statement below. -_____ is an indirect selling method in which salespeople promote goodwill for the firm by educating consumers and providing technical and operational assistance.

Which type of sales promotion is intended to capture the impulse purchase?

A _____ is a specially packaged item that gives the purchaser a larger quantity at regular price.

You have accepted a new job in personal sales that requires training in the use of technologies like predictive dialers,random-digit dialing,and autodialing.What is the new job that you have accepted? ​

The number of sales representatives who report to a first-level sales manager is referred to as:

New sales personnel often find prospecting frustrating because it:

Sales managers can best foster an ethical work environment by:

A salesperson of a beer company determines that a retail store has only 10 cases of beer left in stock when it normally carries an inventory of 60.The salesperson informs the store manager of the inventory situation.Which of the following sales tasks is being performed by this salesperson?

Sales promotion techniques were originally intended:

Bits Inc.,a manufacturer of server processors,sends out its trained salespeople to inform prospective and existing customers about its latest range of processors and provide demonstrations.The promotional effort adopted by this company is an example of:

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

Filters

Today's salesperson often employs a combination of personal selling approaches in order to provide high levels of customer service and satisfaction.What is one advantage of team selling in business-to-business sales situations?

What is the major determinant of a successful salesperson?

Creative selling is typically utilized to develop new business by adding new customers or introducing new products or services.

You have accepted a new job in personal sales that requires training in the use of technologies like predictive dialers,random-digit dialing,and autodialing.What is the new job that you have accepted?