Question 1

Personal selling and advertising are part of the marketing activities involved in a sales promotion.

Accepted Answer

A) True 
 B)False

Question 2

A cosmetics manufacturer decides to educate its customers about its new product during commercial breaks in a popular TV reality show.This represents which of the following forms of marketing?

Accepted Answer

A) Personal selling 
B) Network marketing 
C) Publicity 
D) Advertising 
A) Personal selling 
B) Network marketing 
C) Publicity 
D) Advertising

Question 3

One important advantage of personal selling over most advertising is:

Accepted Answer

A) the cost factor; personal selling is much cheaper. 
B) the ability to actually demonstrate the good or service. 
C) the minimal dependence on technology. 
D) the low requirement for skilled salespeople. 
A) the cost factor; personal selling is much cheaper. 
B) the ability to actually demonstrate the good or service. 
C) the minimal dependence on technology. 
D) the low requirement for skilled salespeople.

Question 4

A salesperson assigned to answer the telephone and take orders or answer customers' questions is involved in outbound telemarketing.

Accepted Answer

A) True 
 B)False

Question 5

Listening to customers and using problem-solving skills to meet customer needs is called advisory selling.

Accepted Answer

A) True 
 B)False

Question 6

Trade shows provide an effective opportunity to introduce a new product and to generate sales leads.

Accepted Answer

A) True 
 B)False

Question 7

Sales quotas are specified sales or profit targets that salespeople are expected to achieve.

Accepted Answer

A) True 
 B)False

Question 8

An approach is a salesperson's initial contact with the customer.

Accepted Answer

A) True 
 B)False

Question 9

Consultative selling involves offering multiple goods or services to the same customer.

Accepted Answer

A) True 
 B)False

Question 10

Online sellers can quickly communicate the benefits and features of their products to customers through consultative selling.

Accepted Answer

A) True 
 B)False

Question 11

Match each item with the correct statement below.
-Phoning or visiting the customer without a prior appointment and making a sales pitch on the spot is known as _____.

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 12

Match each item with the correct statement below.
-_____ is selling at the wholesale and retail levels that involves identifying customer needs,pointing them out to customers,and completing orders.

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

Sales promotion that appeals to marketing intermediaries rather than consumers is called:

Accepted Answer

A) network marketing. 
B) trade promotion. 
C) publicity. 
D) inside selling. 
A) network marketing. 
B) trade promotion. 
C) publicity. 
D) inside selling.

Question 14

Which of the following might be classified as an unethical sales practice?​

Accepted Answer

A) ​persuading a customer to purchase a product or service that does not meet a customer's need 
B) ​providing only the positive attributes of a product's capabilities 
C) ​using a customer success story as part of a sales presentation 
D) ​asking customers for referrals to other potential customers who may have a similar need for a product or service 
A) ​persuading a customer to purchase a product or service that does not meet a customer's need 
B) ​providing only the positive attributes of a product's capabilities 
C) ​using a customer success story as part of a sales presentation 
D) ​asking customers for referrals to other potential customers who may have a similar need for a product or service

Question 15

Match each item with the correct statement below.
-Selling by phone,mail,and electronic commerce is known as _____.

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 16

Taking steps to determine that a potential customer has the need,financial capability,and authority to make a purchase is called canvassing.

Accepted Answer

A) True 
 B)False

Question 17

With regard to sales promotion,magazines,newspapers,and package inserts are the standard methods of distributing:

Accepted Answer

A) coupons. 
B) samples. 
C) premiums. 
D) specialty items. 
A) coupons. 
B) samples. 
C) premiums. 
D) specialty items.

Question 18

What is a follow-up? Why is follow-up an important step in the sales process?

Accepted Answer

The postsale activities,which often dete

Question 19

The steps in a sales process follow the AIDA (attention,interest,desire,action)concept.

Accepted Answer

A) True 
 B)False

Question 20

A firm must define its product in terms of what it can do for a customer before beginning its prospecting effort.

Accepted Answer

A) True 
 B)False

Exam 17: Personal Selling and Sales Promotion

Personal selling and advertising are part of the marketing activities involved in a sales promotion.

A cosmetics manufacturer decides to educate its customers about its new product during commercial breaks in a popular TV reality show.This represents which of the following forms of marketing?

One important advantage of personal selling over most advertising is:

A salesperson assigned to answer the telephone and take orders or answer customers' questions is involved in outbound telemarketing.

Listening to customers and using problem-solving skills to meet customer needs is called advisory selling.

Trade shows provide an effective opportunity to introduce a new product and to generate sales leads.

Sales quotas are specified sales or profit targets that salespeople are expected to achieve.

An approach is a salesperson's initial contact with the customer.

Consultative selling involves offering multiple goods or services to the same customer.

Online sellers can quickly communicate the benefits and features of their products to customers through consultative selling.

Match each item with the correct statement below. -Phoning or visiting the customer without a prior appointment and making a sales pitch on the spot is known as _____.

Match each item with the correct statement below. -_____ is selling at the wholesale and retail levels that involves identifying customer needs,pointing them out to customers,and completing orders.

Sales promotion that appeals to marketing intermediaries rather than consumers is called:

Which of the following might be classified as an unethical sales practice?​

Match each item with the correct statement below. -Selling by phone,mail,and electronic commerce is known as _____.

Taking steps to determine that a potential customer has the need,financial capability,and authority to make a purchase is called canvassing.

With regard to sales promotion,magazines,newspapers,and package inserts are the standard methods of distributing:

What is a follow-up? Why is follow-up an important step in the sales process?

The steps in a sales process follow the AIDA (attention,interest,desire,action)concept.

A firm must define its product in terms of what it can do for a customer before beginning its prospecting effort.

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 might be classified as an unethical sales practice?