Question 1

What is network marketing? Give an example.

Accepted Answer

Network marketing is a type of personal

Question 2

​As a new employee in the sales promotion department of a hotel chain,you proudly tell a coworker about all the ways you can help the chain grow.Later,you're embarrassed when you realize you misspoke.You mistakenly claimed that sales promotion is especially well suited for:

Accepted Answer

A) ​Speeding up the sales of hotel rooms 
B) ​Increasing numbers of hotel bookings 
C) ​Encouraging tourists to try the hotel 
D) ​Building awareness of the hotel brand 
E) ​Fostering repeat bookings 
A) ​Speeding up the sales of hotel rooms 
B) ​Increasing numbers of hotel bookings 
C) ​Encouraging tourists to try the hotel 
D) ​Building awareness of the hotel brand 
E) ​Fostering repeat bookings

Question 3

​The sales manager of your fitness center has convinced several members to buy the center's nutritional counseling service as well as its personal training package.You are pleased at this accomplishment in ____ selling.

Accepted Answer

A) ​Cross 
B) ​Field 
C) ​Upstream 
D) ​Downstream 
E) ​Inbound 
A) ​Cross 
B) ​Field 
C) ​Upstream 
D) ​Downstream 
E) ​Inbound

Question 4

The effectiveness of a salesperson is measured entirely on the basis of the sales volume and profitability.

Accepted Answer

A) True 
 B)False

Question 5

The follow-up step in the sales process often determines whether an individual who has made a recent purchase will become a repeat customer.

Accepted Answer

A) True 
 B)False

Question 6

A straight salary plan for sales representatives gives management more control over how sales personnel allocate their efforts.

Accepted Answer

A) True 
 B)False

Question 7

Match each item with the correct statement below.
-A(n)_____ is a sales promotion technique that offers a discount on the purchase price of goods or 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 8

​You want to improve your performance in field selling,so you have set out to build your skills in the order processing part of the job.Those skills will be related to several tasks,including:

Accepted Answer

A) ​Identifying customer needs 
B) ​Pointing out needs to the customer 
C) ​Completing orders 
D) ​Cross selling 
E) ​All of the above 
A) ​Identifying customer needs 
B) ​Pointing out needs to the customer 
C) ​Completing orders 
D) ​Cross selling 
E) ​All of the above

Question 9

Describe over-the-counter and field selling.

Accepted Answer

Over-the-counter selling is the most fre

Question 10

Which of the following is a characteristic of a corporate culture that encourages ethical behavior?

Accepted Answer

A) Salespeople focus on short-term or quick sales. 
B) Management focuses only on sales and profits. 
C) Open communication exists between employees and managers. 
D) Management announces discounts on bulk sales to wholesalers. 
A) Salespeople focus on short-term or quick sales. 
B) Management focuses only on sales and profits. 
C) Open communication exists between employees and managers. 
D) Management announces discounts on bulk sales to wholesalers.

Question 11

A sales rep's actual sales relative to sales potential is relevant to the sales manager in which of the following phases of the sales management process? ​

Accepted Answer

A) ​managing sales territories 
B) ​motivating salespeople 
C) ​compensating salespeople 
D) ​training sales people 
E) ​controlling and evaluating sales force performance 
A) ​managing sales territories 
B) ​motivating salespeople 
C) ​compensating salespeople 
D) ​training sales people 
E) ​controlling and evaluating sales force performance

Question 12

The criteria for sales evaluations have changed to include customer satisfaction,profit contribution,and customer retention as measures of success.This change was motivated by:

Accepted Answer

A) complaints from upper-level management about the cost of commission-based compensation programs. 
B) difficulty in recruiting competent employees because of the variability of sales personnel's compensation. 
C) reluctance to encourage sales personnel to develop new accounts. 
D) an increasingly long-term orientation that results from greater quality management and customer relationship building efforts. 
A) complaints from upper-level management about the cost of commission-based compensation programs. 
B) difficulty in recruiting competent employees because of the variability of sales personnel's compensation. 
C) reluctance to encourage sales personnel to develop new accounts. 
D) an increasingly long-term orientation that results from greater quality management and customer relationship building efforts.

Question 13

Inside sales reps support field representatives in building strong customer relationships.

Accepted Answer

A) True 
 B)False

Question 14

In a cold calling situation,the approach and presentation often take place at the same time.

Accepted Answer

A) True 
 B)False

Question 15

Sales representatives often mimic or imitate the behavior of other sales representatives or managers in their company.If one or more individuals displays unethical behavior and is not reprimanded for their actions,other sales representatives or managers may be tempted to engage in similar unethical actions.​

Accepted Answer

A) True 
 B)False

Question 16

State the expectancy theory of motivation.How can sales managers apply this theory to motivate their sales force?

Accepted Answer

Expectancy theory states that motivation

Question 17

Most of today's salespeople are limited to performing tasks in a single category.

Accepted Answer

A) True 
 B)False

Question 18

An expensive gift could be interpreted as a bribe if given in anticipation of doing business with a buyer or company.

Accepted Answer

A) True 
 B)False

Question 19

A firm that has an existing relationship with a customer is allowed to call that customer even if the customer has signed up for the national Do Not Call Registry.

Accepted Answer

A) True 
 B)False

Question 20

Which of the following factors will increase the importance of personal selling in the promotional mix?

Accepted Answer

A) Increasing emphasis on productivity 
B) Lower priced products 
C) Standardized products that are easy to understand 
D) Transactions that seldom involve trade-ins 
A) Increasing emphasis on productivity 
B) Lower priced products 
C) Standardized products that are easy to understand 
D) Transactions that seldom involve trade-ins

What is network marketing? Give an example.

As a new employee in the sales promotion department of a hotel chain,you proudly tell a coworker about all the ways you can help the chain grow.Later,you're embarrassed when you realize you misspoke.You mistakenly claimed that sales promotion is especially well suited for:

The sales manager of your fitness center has convinced several members to buy the center's nutritional counseling service as well as its personal training package.You are pleased at this accomplishment in ____ selling.

The effectiveness of a salesperson is measured entirely on the basis of the sales volume and profitability.

The follow-up step in the sales process often determines whether an individual who has made a recent purchase will become a repeat customer.

A straight salary plan for sales representatives gives management more control over how sales personnel allocate their efforts.

Match each item with the correct statement below. -A(n)_____ is a sales promotion technique that offers a discount on the purchase price of goods or services.

You want to improve your performance in field selling,so you have set out to build your skills in the order processing part of the job.Those skills will be related to several tasks,including:

Describe over-the-counter and field selling.

Which of the following is a characteristic of a corporate culture that encourages ethical behavior?

A sales rep's actual sales relative to sales potential is relevant to the sales manager in which of the following phases of the sales management process?

The criteria for sales evaluations have changed to include customer satisfaction,profit contribution,and customer retention as measures of success.This change was motivated by:

Inside sales reps support field representatives in building strong customer relationships.

In a cold calling situation,the approach and presentation often take place at the same time.

State the expectancy theory of motivation.How can sales managers apply this theory to motivate their sales force?

Most of today's salespeople are limited to performing tasks in a single category.

An expensive gift could be interpreted as a bribe if given in anticipation of doing business with a buyer or company.

A firm that has an existing relationship with a customer is allowed to call that customer even if the customer has signed up for the national Do Not Call Registry.

Which of the following factors will increase the importance of personal selling in the promotional mix?

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 is network marketing? Give an example.

​As a new employee in the sales promotion department of a hotel chain,you proudly tell a coworker about all the ways you can help the chain grow.Later,you're embarrassed when you realize you misspoke.You mistakenly claimed that sales promotion is especially well suited for:

​The sales manager of your fitness center has convinced several members to buy the center's nutritional counseling service as well as its personal training package.You are pleased at this accomplishment in ____ selling.

The effectiveness of a salesperson is measured entirely on the basis of the sales volume and profitability.

The follow-up step in the sales process often determines whether an individual who has made a recent purchase will become a repeat customer.

A straight salary plan for sales representatives gives management more control over how sales personnel allocate their efforts.

Match each item with the correct statement below. -A(n)_____ is a sales promotion technique that offers a discount on the purchase price of goods or services.

​You want to improve your performance in field selling,so you have set out to build your skills in the order processing part of the job.Those skills will be related to several tasks,including:

Describe over-the-counter and field selling.

Which of the following is a characteristic of a corporate culture that encourages ethical behavior?

A sales rep's actual sales relative to sales potential is relevant to the sales manager in which of the following phases of the sales management process? ​

The criteria for sales evaluations have changed to include customer satisfaction,profit contribution,and customer retention as measures of success.This change was motivated by:

Inside sales reps support field representatives in building strong customer relationships.

In a cold calling situation,the approach and presentation often take place at the same time.

State the expectancy theory of motivation.How can sales managers apply this theory to motivate their sales force?

Most of today's salespeople are limited to performing tasks in a single category.

An expensive gift could be interpreted as a bribe if given in anticipation of doing business with a buyer or company.

A firm that has an existing relationship with a customer is allowed to call that customer even if the customer has signed up for the national Do Not Call Registry.

Which of the following factors will increase the importance of personal selling in the promotional mix?

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

As a new employee in the sales promotion department of a hotel chain,you proudly tell a coworker about all the ways you can help the chain grow.Later,you're embarrassed when you realize you misspoke.You mistakenly claimed that sales promotion is especially well suited for:

The sales manager of your fitness center has convinced several members to buy the center's nutritional counseling service as well as its personal training package.You are pleased at this accomplishment in ____ selling.

You want to improve your performance in field selling,so you have set out to build your skills in the order processing part of the job.Those skills will be related to several tasks,including:

A sales rep's actual sales relative to sales potential is relevant to the sales manager in which of the following phases of the sales management process?