Question 1

Define sales promotion.How does sales promotion support other promotional activities of a firm?

Accepted Answer

Sales promotion includes marketing activ

Question 2

A national grocery store runs an advertisement offering "buy one get one free" on packages of Thomas' English muffins to consumers.This is an example of a trade promotion.

Accepted Answer

A) True 
 B)False

Question 3

The sales promotion technique that rewards consumers with an item either for free or at a reduced cost when they purchase another product is called:

Accepted Answer

A) sampling. 
B) a prize. 
C) a premium. 
D) specialty advertising. 
A) sampling. 
B) a prize. 
C) a premium. 
D) specialty advertising.

Question 4

You have gotten quite a few complaints recently from unhappy clients,among them the following: One customer feels that the salesperson was not transparent about contractual issues; another client feels like he was taken advantage of because English is his second language; and a third client feels like he was pressured into a purchase without having sufficient time to try out the product.You want to emphasize to your sales team the importance of upholding the ethical business practices that are characteristic of your company.What can you do to encourage honesty and ethical behavior? ​

Accepted Answer

A) ​establish reasonable customer expectations 
B) ​arrange for an ethics and diversity training workshop 
C) ​screen new applicants for the way in which they deal with ethical issues 
D) ​encourage salespeople to report ethics violations to you 
E) ​set the proper example of ethical business practices 
A) ​establish reasonable customer expectations 
B) ​arrange for an ethics and diversity training workshop 
C) ​screen new applicants for the way in which they deal with ethical issues 
D) ​encourage salespeople to report ethics violations to you 
E) ​set the proper example of ethical business practices

Question 5

You are conducting interviews for new sales representatives for your manufacturing firm.You are primarily looking for candidates that you think will be resources for your indirect customers,educating them,providing technical assistance,and demonstrating how a new product is used. ​
You will be looking for personal sales personnel who are proficient in which kind of sales task?
​

Accepted Answer

A) ​order processing 
B) ​support personnel 
C) ​order getters 
D) ​technical sales reps 
E) ​missionary selling 
A) ​order processing 
B) ​support personnel 
C) ​order getters 
D) ​technical sales reps 
E) ​missionary selling

Question 6

Which of the following types of personal selling relies on lists of family members and friends of the salesperson who organizes a gathering of potential customers for an in-home demonstration of products?

Accepted Answer

A) Missionary selling 
B) Cross-selling 
C) Network marketing 
D) Inbound marketing 
A) Missionary selling 
B) Cross-selling 
C) Network marketing 
D) Inbound marketing

Question 7

Your company wants to expand the specialized market to which it sells athletic gear.The general public may be drawn to your items because they are attractive and popular,but most people will balk at the high price tag for features they consider superfluous.You decide to contact strategic partners who can recommend your product,and help explain the concept behind workout gear that regulates body temperature,and why that feature is not only valuable but worth the extra cost.What personal selling strategy will be beneficial to you in your upcoming marketing campaign? ​

Accepted Answer

A) ​relationship selling 
B) virtual sales team selling 
C) ​cross-selling 
D) ​consultative selling 
E) ​personalized selling 
A) ​relationship selling 
B) virtual sales team selling 
C) ​cross-selling 
D) ​consultative selling 
E) ​personalized selling

Question 8

​In her role as sales manager,Julie tells her team to always behave ethically on the job.However,Barbara sees Julie talk a customer into buying an unneeded product just because the sale will fulfill her quarterly quota.If Julie really wants to create a culture that encourages ethical behavior,she must:

Accepted Answer

A) ​Lead by example 
B) ​Reduce quotas 
C) ​Increase commissions 
D) ​Tell her sales team to avoid unethical decision making 
E) ​Better understand what products her customers need 
A) ​Lead by example 
B) ​Reduce quotas 
C) ​Increase commissions 
D) ​Tell her sales team to avoid unethical decision making 
E) ​Better understand what products her customers need

Question 9

Match each item with the correct statement below.
-_____ states that motivation depends on an individual's expectations of his/her ability to perform a job and how that performance relates to attaining a desired award.

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 10

In the _____ stage of the sales process,a salesperson describes a product's features and relates them to the customer's needs.

Accepted Answer

A) approach 
B) recall 
C) closure 
D) presentation 
A) approach 
B) recall 
C) closure 
D) presentation

Question 11

Order processing becomes the primary task in situations in which needs are readily identified and are acknowledged by the customer.

Accepted Answer

A) True 
 B)False

Question 12

Which of the following is true of missionary selling?

Accepted Answer

A) It is mainly used to persuade wholesalers and retailers to carry complete inventories of the firm's merchandise. 
B) It is used by salespeople to offer low value sales incentives to their customers for superior performance. 
C) It is mostly used by nonprofit-making organizations for educating people about their cause. 
D) It is a form of direct marketing. 
A) It is mainly used to persuade wholesalers and retailers to carry complete inventories of the firm's merchandise. 
B) It is used by salespeople to offer low value sales incentives to their customers for superior performance. 
C) It is mostly used by nonprofit-making organizations for educating people about their cause. 
D) It is a form of direct marketing.

Question 13

Alpha Trendz,a clothing and apparel manufacturer,carefully studies information available on the Internet.It also checks computerized databases and trade show exhibits before launching its latest line of designer clothes.The company is in the _____ stage of the sales process.

Accepted Answer

A) order processing 
B) missionary selling 
C) planning 
D) prospecting 
A) order processing 
B) missionary selling 
C) planning 
D) prospecting

Question 14

​Because Signal Sales is losing money,its marketing director has been told to cut selling costs.While she is unenthusiastic,the director knows that her best approach is to shift sales personnel out of the _____ channel into the _____ channel.

Accepted Answer

A) ​Field selling, online selling 
B) ​Field selling, over-the-counter 
C) ​Over-the-counter selling, field selling 
D) ​Online selling, field selling 
E) ​Online selling, over-the-counter selling 
A) ​Field selling, online selling 
B) ​Field selling, over-the-counter 
C) ​Over-the-counter selling, field selling 
D) ​Online selling, field selling 
E) ​Online selling, over-the-counter selling

Question 15

Give three characteristics of a corporate culture that encourages ethical behavior.Why is it important for salespeople to maintain ethical behavior?

Accepted Answer

The characteristics of a corporate cultu

Question 16

Meeting customer needs by listening to them,understanding their problems,paying attention to details,and following through after the sale is called _____ selling.

Accepted Answer

A) consultative 
B) transaction 
C) missionary 
D) cross 
A) consultative 
B) transaction 
C) missionary 
D) cross

Question 17

You are conducting interviews for new sales representatives for your electronics firm.You are primarily looking for candidates that you believe can be successful in developing new business and selling to new customers.Your current staff is full of sales representatives who are exceptional at generating repeat sales. You will be looking for personal sales personnel who are proficient in which kind of sales task?
​

Accepted Answer

A) ​order processing 
B) ​support personnel 
C) ​creative selling 
D) ​missionary selling 
E) ​technical sales reps 
A) ​order processing 
B) ​support personnel 
C) ​creative selling 
D) ​missionary selling 
E) ​technical sales reps

Question 18

Firms spend more on consumer-oriented sales promotions than on trade promotions.

Accepted Answer

A) True 
 B)False

Question 19

_____ is a personal selling approach that focuses on establishing a sustained buyer-seller relationship with customers through regular contacts over an extended period.

Accepted Answer

A) Telemarketing 
B) Team selling 
C) Inside selling 
D) Relationship selling 
A) Telemarketing 
B) Team selling 
C) Inside selling 
D) Relationship selling

Question 20

The use of technology in order-processing tasks can lead to an increase in:

Accepted Answer

A) the accuracy of processing an order. 
B) the demand for the number of salespeople. 
C) the time required to process an order accurately. 
D) the sales quota to be fulfilled by each salesperson. 
A) the accuracy of processing an order. 
B) the demand for the number of salespeople. 
C) the time required to process an order accurately. 
D) the sales quota to be fulfilled by each salesperson.

Define sales promotion.How does sales promotion support other promotional activities of a firm?

A national grocery store runs an advertisement offering "buy one get one free" on packages of Thomas' English muffins to consumers.This is an example of a trade promotion.

The sales promotion technique that rewards consumers with an item either for free or at a reduced cost when they purchase another product is called:

Which of the following types of personal selling relies on lists of family members and friends of the salesperson who organizes a gathering of potential customers for an in-home demonstration of products?

Match each item with the correct statement below. -_____ states that motivation depends on an individual's expectations of his/her ability to perform a job and how that performance relates to attaining a desired award.

In the _____ stage of the sales process,a salesperson describes a product's features and relates them to the customer's needs.

Order processing becomes the primary task in situations in which needs are readily identified and are acknowledged by the customer.

Which of the following is true of missionary selling?

Alpha Trendz,a clothing and apparel manufacturer,carefully studies information available on the Internet.It also checks computerized databases and trade show exhibits before launching its latest line of designer clothes.The company is in the _____ stage of the sales process.

Because Signal Sales is losing money,its marketing director has been told to cut selling costs.While she is unenthusiastic,the director knows that her best approach is to shift sales personnel out of the _ channel into the _ channel.

Give three characteristics of a corporate culture that encourages ethical behavior.Why is it important for salespeople to maintain ethical behavior?

Meeting customer needs by listening to them,understanding their problems,paying attention to details,and following through after the sale is called _____ selling.

Firms spend more on consumer-oriented sales promotions than on trade promotions.

_____ is a personal selling approach that focuses on establishing a sustained buyer-seller relationship with customers through regular contacts over an extended period.

The use of technology in order-processing tasks can lead to an increase in:

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

Define sales promotion.How does sales promotion support other promotional activities of a firm?

A national grocery store runs an advertisement offering "buy one get one free" on packages of Thomas' English muffins to consumers.This is an example of a trade promotion.

The sales promotion technique that rewards consumers with an item either for free or at a reduced cost when they purchase another product is called:

Which of the following types of personal selling relies on lists of family members and friends of the salesperson who organizes a gathering of potential customers for an in-home demonstration of products?

Match each item with the correct statement below. -_____ states that motivation depends on an individual's expectations of his/her ability to perform a job and how that performance relates to attaining a desired award.

In the _____ stage of the sales process,a salesperson describes a product's features and relates them to the customer's needs.

Order processing becomes the primary task in situations in which needs are readily identified and are acknowledged by the customer.

Which of the following is true of missionary selling?

Alpha Trendz,a clothing and apparel manufacturer,carefully studies information available on the Internet.It also checks computerized databases and trade show exhibits before launching its latest line of designer clothes.The company is in the _____ stage of the sales process.

​Because Signal Sales is losing money,its marketing director has been told to cut selling costs.While she is unenthusiastic,the director knows that her best approach is to shift sales personnel out of the _____ channel into the _____ channel.

Give three characteristics of a corporate culture that encourages ethical behavior.Why is it important for salespeople to maintain ethical behavior?

Meeting customer needs by listening to them,understanding their problems,paying attention to details,and following through after the sale is called _____ selling.

Firms spend more on consumer-oriented sales promotions than on trade promotions.

_____ is a personal selling approach that focuses on establishing a sustained buyer-seller relationship with customers through regular contacts over an extended period.

The use of technology in order-processing tasks can lead to an increase in:

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

Because Signal Sales is losing money,its marketing director has been told to cut selling costs.While she is unenthusiastic,the director knows that her best approach is to shift sales personnel out of the _ channel into the _ channel.