Question 1

Closing,in which the salesperson asks the customer for a buying commitment,is the last step in the sales process.

Accepted Answer

A) True 
 B)False

Question 2

A sweepstakes chooses winners from a group of people who have purchased the product.

Accepted Answer

A) True 
 B)False

Question 3

Over-the-counter selling usually requires the customer to take the initiative and travel to the seller's place of business.

Accepted Answer

A) True 
 B)False

Question 4

First-line sales managers need very strong sales skills,while sales managers at higher organizational levels need more _____ skills.

Accepted Answer

A) training 
B) interactive 
C) managerial 
D) technical 
A) training 
B) interactive 
C) managerial 
D) technical

Question 5

Point-of-purchase advertising encourages retailers to improve on-site merchandising.

Accepted Answer

A) True 
 B)False

Question 6

Sampling produces a higher response rate compared to other forms of promotions.

Accepted Answer

A) True 
 B)False

Question 7

Missionary selling is an indirect sales approach that focuses on promoting goodwill for the firm.

Accepted Answer

A) True 
 B)False

Question 8

Which of the following is a part of the consultative selling process?

Accepted Answer

A) Salespeople and specialists working together to promote products 
B) Offering multiple goods or services to the same customer 
C) Understanding customer problems 
D) Concentrating mostly on short-term or quick sales 
A) Salespeople and specialists working together to promote products 
B) Offering multiple goods or services to the same customer 
C) Understanding customer problems 
D) Concentrating mostly on short-term or quick sales

Question 9

A customer-focused firm wants its sales representatives to:

Accepted Answer

A) work on commission because it motivates them to engage in quick sales. 
B) form long-lasting relationships with buyers by providing high levels of customer service. 
C) focus on persuading customers to buy products rather than solving issues. 
D) work as separate entities independent of the sales team. 
A) work on commission because it motivates them to engage in quick sales. 
B) form long-lasting relationships with buyers by providing high levels of customer service. 
C) focus on persuading customers to buy products rather than solving issues. 
D) work as separate entities independent of the sales team.

Question 10

Match each item with the correct statement below.
-_____ is a personal selling function of describing a product's major features and relating them to a customer's problems and needs.

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 11

Kelly is a dentist who knows that her patients are more likely to take home pens inscribed with her name and phone number instead of an ordinary business card.The inscribed pens distributed by Kelly for her practice represent specialty advertising.

Accepted Answer

A) True 
 B)False

Question 12

Match each item with the correct statement below.
-_____ refers to personal selling conducted in retail and some wholesale locations in which customers come to the seller's place of business.

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

The follow-up step in the sales process allows the salesperson to psychologically reinforce the customer's original decision to buy.

Accepted Answer

A) True 
 B)False

Question 14

Although research shows that most consumers dislike the practice of telemarketing and more than 220 million have signed up for the national Do Not Call Registry,organizations still use telemarketing because:

Accepted Answer

A) it provides employment to a large number of people. 
B) it guarantees a sales order with every call. 
C) it is cost effective; the average call costs are low. 
D) it does not require experienced and trained sales personnel. 
A) it provides employment to a large number of people. 
B) it guarantees a sales order with every call. 
C) it is cost effective; the average call costs are low. 
D) it does not require experienced and trained sales personnel.

Question 15

Draymond worked in the hospitality industry during college and had extensive experience in food service and dining centers.He obtained a sales position with Hormel and was attracted to the position because his job primarily involved promotion of Hormel's various products to restaurants,hospitals and other institutional buyers in cooperation with local distributors such as Sysco Foods.Draymond enjoys the opportunity to work as a team with his Sysco Foods sales representatives who often ask him to join them on their sales calls to customers.Draymond does not take orders from customers for Hormel products but works collaboratively with Sysco Foods whose representatives work directly with customers to identify and fulfill their needs for Hormel products.Draymond's position is best classified as _______ selling.​

Accepted Answer

A) ​missionary 
B) ​creative 
C) ​telemarketing 
D) ​inside 
A) ​missionary 
B) ​creative 
C) ​telemarketing 
D) ​inside

Question 16

Over-the-counter selling is a lower-cost alternative compared to telemarketing or online selling.

Accepted Answer

A) True 
 B)False

Question 17

Providing technical and operational assistance is a significant part of missionary selling.

Accepted Answer

A) True 
 B)False

Question 18

Personal selling is likely to be the primary component of a firm's promotional mix when:

Accepted Answer

A) the firm markets inexpensive products that require no special handling. 
B) the transactions frequently involve trade-ins. 
C) the price of the products is relatively low. 
D) the firm markets to a large number of customers in various locations. 
A) the firm markets inexpensive products that require no special handling. 
B) the transactions frequently involve trade-ins. 
C) the price of the products is relatively low. 
D) the firm markets to a large number of customers in various locations.

Question 19

A bonus pack is an item given free or at a reduced cost with purchases of other products.

Accepted Answer

A) True 
 B)False

Question 20

Firms that market similar products throughout large areas often organize their sales forces:

Accepted Answer

A) geographically. 
B) on a product basis. 
C) by types of customers. 
D) by specific accounts. 
A) geographically. 
B) on a product basis. 
C) by types of customers. 
D) by specific accounts.

Closing,in which the salesperson asks the customer for a buying commitment,is the last step in the sales process.

A sweepstakes chooses winners from a group of people who have purchased the product.

Over-the-counter selling usually requires the customer to take the initiative and travel to the seller's place of business.

First-line sales managers need very strong sales skills,while sales managers at higher organizational levels need more _____ skills.

Point-of-purchase advertising encourages retailers to improve on-site merchandising.

Sampling produces a higher response rate compared to other forms of promotions.

Missionary selling is an indirect sales approach that focuses on promoting goodwill for the firm.

Which of the following is a part of the consultative selling process?

A customer-focused firm wants its sales representatives to:

Match each item with the correct statement below. -_____ is a personal selling function of describing a product's major features and relating them to a customer's problems and needs.

Kelly is a dentist who knows that her patients are more likely to take home pens inscribed with her name and phone number instead of an ordinary business card.The inscribed pens distributed by Kelly for her practice represent specialty advertising.

Match each item with the correct statement below. -_____ refers to personal selling conducted in retail and some wholesale locations in which customers come to the seller's place of business.

The follow-up step in the sales process allows the salesperson to psychologically reinforce the customer's original decision to buy.

Although research shows that most consumers dislike the practice of telemarketing and more than 220 million have signed up for the national Do Not Call Registry,organizations still use telemarketing because:

Over-the-counter selling is a lower-cost alternative compared to telemarketing or online selling.

Providing technical and operational assistance is a significant part of missionary selling.

Personal selling is likely to be the primary component of a firm's promotional mix when:

A bonus pack is an item given free or at a reduced cost with purchases of other products.

Firms that market similar products throughout large areas often organize their sales forces:

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

Closing,in which the salesperson asks the customer for a buying commitment,is the last step in the sales process.

A sweepstakes chooses winners from a group of people who have purchased the product.

Over-the-counter selling usually requires the customer to take the initiative and travel to the seller's place of business.

First-line sales managers need very strong sales skills,while sales managers at higher organizational levels need more _____ skills.

Point-of-purchase advertising encourages retailers to improve on-site merchandising.

Sampling produces a higher response rate compared to other forms of promotions.

Missionary selling is an indirect sales approach that focuses on promoting goodwill for the firm.

Which of the following is a part of the consultative selling process?

A customer-focused firm wants its sales representatives to:

Match each item with the correct statement below. -_____ is a personal selling function of describing a product's major features and relating them to a customer's problems and needs.

Kelly is a dentist who knows that her patients are more likely to take home pens inscribed with her name and phone number instead of an ordinary business card.The inscribed pens distributed by Kelly for her practice represent specialty advertising.

Match each item with the correct statement below. -_____ refers to personal selling conducted in retail and some wholesale locations in which customers come to the seller's place of business.

The follow-up step in the sales process allows the salesperson to psychologically reinforce the customer's original decision to buy.

Although research shows that most consumers dislike the practice of telemarketing and more than 220 million have signed up for the national Do Not Call Registry,organizations still use telemarketing because:

Over-the-counter selling is a lower-cost alternative compared to telemarketing or online selling.

Providing technical and operational assistance is a significant part of missionary selling.

Personal selling is likely to be the primary component of a firm's promotional mix when:

A bonus pack is an item given free or at a reduced cost with purchases of other products.

Firms that market similar products throughout large areas often organize their sales forces:

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