Question 1

What are the typical first and last steps in the personal selling process? ​

Accepted Answer

A) ​prospecting; closing the sale 
B) ​approach; closing the sale 
C) ​prospecting; follow-up 
D) ​approach; follow-up 
E) ​presentation; follow-up 
A) ​prospecting; closing the sale 
B) ​approach; closing the sale 
C) ​prospecting; follow-up 
D) ​approach; follow-up 
E) ​presentation; follow-up

Question 2

Sales promotions encourage immediate action as they impose limited time frames.

Accepted Answer

A) True 
 B)False

Question 3

An assessment center is a testing approach used by sales managers to measure a candidate's skills,knowledge,and ability.

Accepted Answer

A) True 
 B)False

Question 4

In the context of the analysis of sales tasks,when technical support personnel help to install,set up,and maintain equipment for one of their customers,they are:

Accepted Answer

A) conducting the activity of qualifying prospects. 
B) engaging in missionary sales activities. 
C) undertaking the activity of order processing. 
D) involved in creative selling. 
A) conducting the activity of qualifying prospects. 
B) engaging in missionary sales activities. 
C) undertaking the activity of order processing. 
D) involved in creative selling.

Question 5

Your clients don't need to be sold a product-they have already subscribed to your expensive premium service.But they do need to be able to call on you when they have a problem with the service or when they require special consideration.You provide technical support,solve problems,and make sure the customer is included in special events that your company sponsors.You also make certain that everyone who is a premium subscriber is sent an annual gift,compliments of your company.Because you don't meet your customers face-to-face,you sometimes call yourself an electronic concierge! What kind of sales are you involved in? ​

Accepted Answer

A) ​inbound telemarketing 
B) ​field selling 
C) ​over-the-counter selling 
D) ​inside selling 
E) ​network selling 
A) ​inbound telemarketing 
B) ​field selling 
C) ​over-the-counter selling 
D) ​inside selling 
E) ​network selling

Question 6

Which of the following is the most important reason for manufacturers to use sales promotion?

Accepted Answer

A) To appeal to marketing intermediaries than final consumers 
B) To offer extra incentives to customers to buy products 
C) To overcome poor brand images and product deficiencies 
D) To create awareness of their products among consumers 
A) To appeal to marketing intermediaries than final consumers 
B) To offer extra incentives to customers to buy products 
C) To overcome poor brand images and product deficiencies 
D) To create awareness of their products among consumers

Question 7

The trade-oriented promotion that consists of a display or other promotion located near the site of the actual buying decision is known as:

Accepted Answer

A) specialty advertising. 
B) missionary selling. 
C) push-on-premises display. 
D) point-of-purchase advertising. 
A) specialty advertising. 
B) missionary selling. 
C) push-on-premises display. 
D) point-of-purchase advertising.

Question 8

Since each purchase decision possesses unique circumstances,presentations are:

Accepted Answer

A) usually flexible and can be modified to suit customer needs. 
B) often prepared in detail ahead of time. 
C) generally somewhat negative and disorganized to many potential clients. 
D) usually short on detail, lacking current price quotes and specifications. 
A) usually flexible and can be modified to suit customer needs. 
B) often prepared in detail ahead of time. 
C) generally somewhat negative and disorganized to many potential clients. 
D) usually short on detail, lacking current price quotes and specifications.

Question 9

When personal selling efforts use telephone technology in a sales approach where the sales representative initiates the calls,it is known as _____ telemarketing.

Accepted Answer

A) inbound 
B) proactive 
C) network 
D) outbound 
A) inbound 
B) proactive 
C) network 
D) outbound

Question 10

How do firms integrate various sales channels to create a cost-effective sales organization?

Accepted Answer

Firms are likely to blend alternative sa

Question 11

Which of the following statements is FALSE concerning personal selling in today's business environment?​

Accepted Answer

A) ​career opportunities for recent college graduates pursuing sales is projected to decline in the future 
B) ​computer technologies are vital tools for sales professionals 
C) ​today's sales representative focuses on building long-term relationships 
D) ​many salespeople now operate in sales teams 
A) ​career opportunities for recent college graduates pursuing sales is projected to decline in the future 
B) ​computer technologies are vital tools for sales professionals 
C) ​today's sales representative focuses on building long-term relationships 
D) ​many salespeople now operate in sales teams

Question 12

When you choose a career in personal selling,you are promoting your company and the products or services it offers.How do you communicate the advantages of your goods and services over those of the competition? ​

Accepted Answer

A) ​Be vibrant and personable; focus on making a profit; direct major resources at advertising; be professional. 
B) ​Focus on efficiency; know the competition and the industry; be professional; follow through with customers. 
C) ​Know the industry and the competition; focus on advertising; be vibrant and professional; exceed customer expectations. 
D) ​Focus on the customer; follow through; know the industry and the competition; exceed customer expectations. 
E) ​Follow through with customers; be professional; know the competition; direct major resources to advertising. 
A) ​Be vibrant and personable; focus on making a profit; direct major resources at advertising; be professional. 
B) ​Focus on efficiency; know the competition and the industry; be professional; follow through with customers. 
C) ​Know the industry and the competition; focus on advertising; be vibrant and professional; exceed customer expectations. 
D) ​Focus on the customer; follow through; know the industry and the competition; exceed customer expectations. 
E) ​Follow through with customers; be professional; know the competition; direct major resources to advertising.

Question 13

Match each item with the correct statement below.
-A(n)_____ is a salesperson's initial contact with the prospective customer.

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 14

Today's successful sales representative focuses on creating value for their own firm and generating revenue by producing quick sales.​

Accepted Answer

A) True 
 B)False

Question 15

Describe the three major personal selling approaches.

Accepted Answer

1)Relationship selling: Relationship sel

Question 16

Salespeople involved order-processing tasks persuade their wholesale or retail customers to carry more complete inventories of their firm's merchandise.

Accepted Answer

A) True 
 B)False

Question 17

Brandon is a sales manager and often is involved in recruiting new sales representatives to join the firm.He has been trained in conducting behavioral-based interviews so he can identify whether candidates possess the appropriate characteristics to be successful in a consultative sales position.Which of the following characteristics would MOST LIKELY be important to Brandon during his interviews?​

Accepted Answer

A) listening skills​ 
B) ​entertaining personality 
C) ​mathematical and quantitative skills 
D) ​physical attractiveness 
A) listening skills​ 
B) ​entertaining personality 
C) ​mathematical and quantitative skills 
D) ​physical attractiveness

Question 18

Recruiting and selecting successful salespeople are among the greatest challenges faced by a sales manager.

Accepted Answer

A) True 
 B)False

Question 19

To create strong,long-lasting relationships with customers,salespeople must demonstrate high ethical standards and communicate honestly at all times.

Accepted Answer

A) True 
 B)False

Question 20

A Frito-Lay driver who covers a geographic route of grocery stores taking orders,restocking shelves,and removing products past the expiration date is classified as a field salesperson.

Accepted Answer

A) True 
 B)False

What are the typical first and last steps in the personal selling process?

Sales promotions encourage immediate action as they impose limited time frames.

An assessment center is a testing approach used by sales managers to measure a candidate's skills,knowledge,and ability.

In the context of the analysis of sales tasks,when technical support personnel help to install,set up,and maintain equipment for one of their customers,they are:

Which of the following is the most important reason for manufacturers to use sales promotion?

The trade-oriented promotion that consists of a display or other promotion located near the site of the actual buying decision is known as:

Since each purchase decision possesses unique circumstances,presentations are:

When personal selling efforts use telephone technology in a sales approach where the sales representative initiates the calls,it is known as _____ telemarketing.

How do firms integrate various sales channels to create a cost-effective sales organization?

Which of the following statements is FALSE concerning personal selling in today's business environment?

When you choose a career in personal selling,you are promoting your company and the products or services it offers.How do you communicate the advantages of your goods and services over those of the competition?

Match each item with the correct statement below. -A(n)_____ is a salesperson's initial contact with the prospective customer.

Today's successful sales representative focuses on creating value for their own firm and generating revenue by producing quick sales.

Describe the three major personal selling approaches.

Salespeople involved order-processing tasks persuade their wholesale or retail customers to carry more complete inventories of their firm's merchandise.

Recruiting and selecting successful salespeople are among the greatest challenges faced by a sales manager.

To create strong,long-lasting relationships with customers,salespeople must demonstrate high ethical standards and communicate honestly at all times.

A Frito-Lay driver who covers a geographic route of grocery stores taking orders,restocking shelves,and removing products past the expiration date is classified as a field salesperson.

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

What are the typical first and last steps in the personal selling process? ​

Sales promotions encourage immediate action as they impose limited time frames.

An assessment center is a testing approach used by sales managers to measure a candidate's skills,knowledge,and ability.

In the context of the analysis of sales tasks,when technical support personnel help to install,set up,and maintain equipment for one of their customers,they are:

Which of the following is the most important reason for manufacturers to use sales promotion?

The trade-oriented promotion that consists of a display or other promotion located near the site of the actual buying decision is known as:

Since each purchase decision possesses unique circumstances,presentations are:

When personal selling efforts use telephone technology in a sales approach where the sales representative initiates the calls,it is known as _____ telemarketing.

How do firms integrate various sales channels to create a cost-effective sales organization?

Which of the following statements is FALSE concerning personal selling in today's business environment?​

When you choose a career in personal selling,you are promoting your company and the products or services it offers.How do you communicate the advantages of your goods and services over those of the competition? ​

Match each item with the correct statement below. -A(n)_____ is a salesperson's initial contact with the prospective customer.

Today's successful sales representative focuses on creating value for their own firm and generating revenue by producing quick sales.​

Describe the three major personal selling approaches.

Salespeople involved order-processing tasks persuade their wholesale or retail customers to carry more complete inventories of their firm's merchandise.

Recruiting and selecting successful salespeople are among the greatest challenges faced by a sales manager.

To create strong,long-lasting relationships with customers,salespeople must demonstrate high ethical standards and communicate honestly at all times.

A Frito-Lay driver who covers a geographic route of grocery stores taking orders,restocking shelves,and removing products past the expiration date is classified as a field salesperson.

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

What are the typical first and last steps in the personal selling process?

Which of the following statements is FALSE concerning personal selling in today's business environment?

When you choose a career in personal selling,you are promoting your company and the products or services it offers.How do you communicate the advantages of your goods and services over those of the competition?

Today's successful sales representative focuses on creating value for their own firm and generating revenue by producing quick sales.