Question 1

Field selling is more expensive than other selling options and often requires considerable technical expertise.

Accepted Answer

A) True 
 B)False

Question 2

Under what conditions does personal selling typically become a primary component of the firm's promotional mix?

Accepted Answer

Personal selling is a primary component

Question 3

Network marketing is a form of field selling in customers' homes.

Accepted Answer

A) True 
 B)False

Question 4

Which of the following trade promotion techniques give especially effective opportunities to introduce new products and generate sales leads?

Accepted Answer

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

Question 5

Which of the following is true of personal selling?

Accepted Answer

A) It is less time consuming compared to other types of promotions. 
B) It is an ineffective promotional strategy for firms that market to relatively few potential customers. 
C) It accounts for a small share of the marketing budget in a firm. 
D) It is interpersonal and basic to any enterprise. 
A) It is less time consuming compared to other types of promotions. 
B) It is an ineffective promotional strategy for firms that market to relatively few potential customers. 
C) It accounts for a small share of the marketing budget in a firm. 
D) It is interpersonal and basic to any enterprise.

Question 6

Which of the following is a customer-oriented sales promotion technique?

Accepted Answer

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

Question 7

What are the basic functions of a sales manager?

Accepted Answer

A sales manager performs seven

Question 8

Match each item with the correct statement below.
-A(n)_____ is a network of strategic partners,suppliers,and others qualified and willing to recommend a firm's goods and services.

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 9

The Lands' End catalog provides a toll-free number for customers to call and place orders.The staff is pleasant and knowledgeable and will place orders and answer questions.This is an example of a(n):

Accepted Answer

A) marketing communications element. 
B) promotional mix component. 
C) inbound telemarketing effort. 
D) customer-driven technology. 
A) marketing communications element. 
B) promotional mix component. 
C) inbound telemarketing effort. 
D) customer-driven technology.

Question 10

​Carlos has always been interested in the medical profession and took advanced biology and human anatomy courses in college so he could pursue his dream of working in the medical device industry.He's now employed with Stryker who is a leading medical device company offering specialized products such as artificial joints and surgical tools.Carlos works in the orthopedics division and often demonstrates his company's products with surgeons in the operation room at hospitals and enjoys the opportunity to train physicians on new equipment or devices.Carlos has an office in his apartment and works with physicians,hospitals and medical offices in his 2-state territory.Stryker provides a company car,computer,and expense account so Carlos can minimize his out-of-pocket expenses when traveling to meet with prospects and customers.Which of the following sales channels is most appropriate to describe Carlos' position with Stryker?

Accepted Answer

A) ​field selling 
B) ​over-the-counter selling 
C) ​inside selling 
D) ​outbound telemarketing 
A) ​field selling 
B) ​over-the-counter selling 
C) ​inside selling 
D) ​outbound telemarketing

Question 11

When a considerable amount of analytical decision making by the customer is involved in purchasing a product or service,the salesperson will probably use:

Accepted Answer

A) missionary selling. 
B) telemarketing. 
C) creative selling. 
D) inside selling. 
A) missionary selling. 
B) telemarketing. 
C) creative selling. 
D) inside selling.

Question 12

Personal selling is an important component of the promotional mix for a firm that markets to relatively few potential customers.

Accepted Answer

A) True 
 B)False

Question 13

Creative selling can generate buzz for a product.

Accepted Answer

A) True 
 B)False

Question 14

The compensation package for sales personnel that gives management more control over how sales personnel allocate their efforts,but may reduce the incentive to expand sales,is the:

Accepted Answer

A) pure commission program. 
B) salary plus bonus system. 
C) straight salary plan. 
D) salary plus commission system. 
A) pure commission program. 
B) salary plus bonus system. 
C) straight salary plan. 
D) salary plus commission system.

Question 15

Cross-selling services and products to existing customers is less expensive than trying to find new customers for the same services.

Accepted Answer

A) True 
 B)False

Question 16

Salespeople involved in creative selling use well-planned strategies to seek new customers by proposing innovative solutions to customer's needs.

Accepted Answer

A) True 
 B)False

Question 17

Which of the following statements is accurate about sales promotion? ​

Accepted Answer

A) ​Sales promotion can increase sales by providing extra purchasing incentives. 
B) ​Sales promotion encompasses personal selling. 
C) ​Sales promotion has increased dramatically, primarily at the expense of personal selling. 
D) ​Product characteristics are not relevant when deciding on sales promotions. 
E) ​Sales promotion encompasses public relations. 
A) ​Sales promotion can increase sales by providing extra purchasing incentives. 
B) ​Sales promotion encompasses personal selling. 
C) ​Sales promotion has increased dramatically, primarily at the expense of personal selling. 
D) ​Product characteristics are not relevant when deciding on sales promotions. 
E) ​Sales promotion encompasses public relations.

Question 18

Match each item with the correct statement below.
-_____ is a type of personal selling in which a salesperson joins with specialists from other functional areas of the firm to complete the selling process.

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 19

Relationship selling involves regular contacts between sales representatives and customers over an extended period.

Accepted Answer

A) True 
 B)False

Question 20

Personal selling is a less important component in the promotional mix when individual orders account for large amounts of revenue.

Accepted Answer

A) True 
 B)False

Field selling is more expensive than other selling options and often requires considerable technical expertise.

Under what conditions does personal selling typically become a primary component of the firm's promotional mix?

Network marketing is a form of field selling in customers' homes.

Which of the following trade promotion techniques give especially effective opportunities to introduce new products and generate sales leads?

Which of the following is true of personal selling?

Which of the following is a customer-oriented sales promotion technique?

What are the basic functions of a sales manager?

Match each item with the correct statement below. -A(n)_____ is a network of strategic partners,suppliers,and others qualified and willing to recommend a firm's goods and services.

The Lands' End catalog provides a toll-free number for customers to call and place orders.The staff is pleasant and knowledgeable and will place orders and answer questions.This is an example of a(n):

When a considerable amount of analytical decision making by the customer is involved in purchasing a product or service,the salesperson will probably use:

Personal selling is an important component of the promotional mix for a firm that markets to relatively few potential customers.

Creative selling can generate buzz for a product.

The compensation package for sales personnel that gives management more control over how sales personnel allocate their efforts,but may reduce the incentive to expand sales,is the:

Cross-selling services and products to existing customers is less expensive than trying to find new customers for the same services.

Salespeople involved in creative selling use well-planned strategies to seek new customers by proposing innovative solutions to customer's needs.

Which of the following statements is accurate about sales promotion?

Match each item with the correct statement below. -_____ is a type of personal selling in which a salesperson joins with specialists from other functional areas of the firm to complete the selling process.

Relationship selling involves regular contacts between sales representatives and customers over an extended period.

Personal selling is a less important component in the promotional mix when individual orders account for large amounts of revenue.

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

Field selling is more expensive than other selling options and often requires considerable technical expertise.

Under what conditions does personal selling typically become a primary component of the firm's promotional mix?

Network marketing is a form of field selling in customers' homes.

Which of the following trade promotion techniques give especially effective opportunities to introduce new products and generate sales leads?

Which of the following is true of personal selling?

Which of the following is a customer-oriented sales promotion technique?

What are the basic functions of a sales manager?

Match each item with the correct statement below. -A(n)_____ is a network of strategic partners,suppliers,and others qualified and willing to recommend a firm's goods and services.

The Lands' End catalog provides a toll-free number for customers to call and place orders.The staff is pleasant and knowledgeable and will place orders and answer questions.This is an example of a(n):

When a considerable amount of analytical decision making by the customer is involved in purchasing a product or service,the salesperson will probably use:

Personal selling is an important component of the promotional mix for a firm that markets to relatively few potential customers.

Creative selling can generate buzz for a product.

The compensation package for sales personnel that gives management more control over how sales personnel allocate their efforts,but may reduce the incentive to expand sales,is the:

Cross-selling services and products to existing customers is less expensive than trying to find new customers for the same services.

Salespeople involved in creative selling use well-planned strategies to seek new customers by proposing innovative solutions to customer's needs.

Which of the following statements is accurate about sales promotion? ​

Match each item with the correct statement below. -_____ is a type of personal selling in which a salesperson joins with specialists from other functional areas of the firm to complete the selling process.

Relationship selling involves regular contacts between sales representatives and customers over an extended period.

Personal selling is a less important component in the promotional mix when individual orders account for large amounts of revenue.

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

Which of the following statements is accurate about sales promotion?