Question 1

The use of sampling is declining.

Accepted Answer

A) True 
 B)False

Question 2

"Mrs.Brucker,you would agree that this is the most attractive car interior in this price range,wouldn't you?" Cliff Davis,a salesperson at Midtown Ford,was using a(n)____ when he made this statement.

Accepted Answer

A)  referral 
B)  objective 
C)  bandwagon approach 
D)  follow-up 
E)  trial close 
A)  referral 
B)  objective 
C)  bandwagon approach 
D)  follow-up 
E)  trial close

Question 3

Sales promotion activities are always supplementary to personal selling and advertising.

Accepted Answer

A) True 
 B)False

Question 4

The primary goals of personal selling are finding prospects,convincing prospects to buy,and keeping customers satisfied.

Accepted Answer

A) True 
 B)False

Question 5

A major disadvantage of personal selling is that it

Accepted Answer

A)  is not remembered as well by consumers as advertising messages are. 
B)  cannot easily adjust the message to satisfy a customer's information needs. 
C)  is very expensive per contact. 
D)  does not provide immediate feedback. 
E)  is not compatible with other promotional activities. 
A)  is not remembered as well by consumers as advertising messages are. 
B)  cannot easily adjust the message to satisfy a customer's information needs. 
C)  is very expensive per contact. 
D)  does not provide immediate feedback. 
E)  is not compatible with other promotional activities.

Question 6

Closing the sale is not a part of the sales presentation in which hidden objections are discovered.

Accepted Answer

A) True 
 B)False

Question 7

What is the rationale for having sales force objectives,and how are they developed?

Accepted Answer

The answer of What is the rationale for having sales...

Question 8

Developing a list of potential customers is called

Accepted Answer

A)  preapproaching. 
B)  surveying. 
C)  scouting. 
D)  prospecting. 
E)  screening. 
A)  preapproaching. 
B)  surveying. 
C)  scouting. 
D)  prospecting. 
E)  screening.

Question 9

Scott Bartello,a salesperson for Xerox,develops a list of potential customers and evaluates them on the basis of their ability,willingness,and authority to purchase copy machines.This process is called

Accepted Answer

A)  customer search. 
B)  preapproach. 
C)  approaching the customer. 
D)  audience selection. 
E)  prospecting. 
A)  customer search. 
B)  preapproach. 
C)  approaching the customer. 
D)  audience selection. 
E)  prospecting.

Question 10

Salespeople should know the sales objectives of the firm in order to know what they are expected to accomplish.

Accepted Answer

A) True 
 B)False

Question 11

A television advertisement for Miracle-Gro lawn fertilizer indicates that the product is available at Kmart and Wal-Mart.This form of sales promotion is called a(n)

Accepted Answer

A)  cooperative advertising. 
B)  dealer listing. 
C)  push money. 
D)  dealer loader. 
E)  advertising allowance. 
A)  cooperative advertising. 
B)  dealer listing. 
C)  push money. 
D)  dealer loader. 
E)  advertising allowance.

Question 12

When better market conditions prevail or when company growth occurs,a company may suffer if it

Accepted Answer

A)  lowered its sales force objectives. 
B)  recruited additional salespeople. 
C)  decided to use a combination compensation plan. 
D)  provided additional training for its sales force. 
E)  cut back the size of its sales force. 
A)  lowered its sales force objectives. 
B)  recruited additional salespeople. 
C)  decided to use a combination compensation plan. 
D)  provided additional training for its sales force. 
E)  cut back the size of its sales force.

Question 13

Listening on the part of a salesperson is a major component in making a presentation.

Accepted Answer

A) True 
 B)False

Question 14

Relationship selling is used especially in consumer marketing.

Accepted Answer

A) True 
 B)False

Question 15

Use the following to answer the questions.
Jafrum,Inc.is a wholesale supplier of motorcycle accessories,clothing,and tools to various motorcycle retail stores around the country.Jafrum does not manufacture these items,but sells them to other retailers and also sells its merchandise through its website.Sean Thompson is one of the salespeople for Jafrum,and is responsible for obtaining new customers,increasing sales to current customers,and visiting the retail stores throughout the country.Recently,he has been given the sales objective from Jafrum's management to increase sales dollars by 15% in the coming year by adding new customers.Sean's current compensation is based on a $1,000 per month draw,plus 5% of all sales over $100,000.His salary last year totaled $42,000.Management has given Sean the choice of going to a compensation plan where he will earn 15% of all sales,but no draw.
-Refer to Scenario 18.1.Sean selects several motorcycle stores who are not currently his customers.He then obtains and analyzes information about the current brands of motorcycle accessories they stock,their sales trends,and credit history.Sean is engaged in which of the following?

Accepted Answer

A)  prospecting. 
B)  the preapproach. 
C)  approaching the customer. 
D)  making the presentation. 
E)  overcoming objections. 
A)  prospecting. 
B)  the preapproach. 
C)  approaching the customer. 
D)  making the presentation. 
E)  overcoming objections.

Question 16

On a break between classes,Kelley Macon selects two magazines and mails the Publishers Clearing House entry form.She doubts that she will win $10 million,but she never passes up a chance to participate in a

Accepted Answer

A)  premium. 
B)  consumer contest. 
C)  sampling. 
D)  sales contest. 
E)  sweepstakes. 
A)  premium. 
B)  consumer contest. 
C)  sampling. 
D)  sales contest. 
E)  sweepstakes.

Question 17

Developing a list of potential customers is called prospecting.

Accepted Answer

A) True 
 B)False

Question 18

A missionary salesperson is usually employed by

Accepted Answer

A)  a retailer. 
B)  a wholesaler. 
C)  either a retailer or a producer. 
D)  a manufacturer. 
E)  an independent intermediary. 
A)  a retailer. 
B)  a wholesaler. 
C)  either a retailer or a producer. 
D)  a manufacturer. 
E)  an independent intermediary.

Question 19

A single salesperson may perform the functions of order getting,order taking,and support.

Accepted Answer

A) True 
 B)False

Question 20

While anticipating objections and countering them before they are asked is a good idea,one negative consequence of doing so is that the salesperson may

Accepted Answer

A)  annoy the customer. 
B)  mention objections the customer had not thought of. 
C)  take too long in trying to sell the product,and the customer may stop listening. 
D)  not emphasize its features and benefits enough. 
E)  begin to lie about the product. 
A)  annoy the customer. 
B)  mention objections the customer had not thought of. 
C)  take too long in trying to sell the product,and the customer may stop listening. 
D)  not emphasize its features and benefits enough. 
E)  begin to lie about the product.

Exam 18: Personal Selling and Sales Promotion

The use of sampling is declining.

"Mrs.Brucker,you would agree that this is the most attractive car interior in this price range,wouldn't you?" Cliff Davis,a salesperson at Midtown Ford,was using a(n)____ when he made this statement.

Sales promotion activities are always supplementary to personal selling and advertising.

The primary goals of personal selling are finding prospects,convincing prospects to buy,and keeping customers satisfied.

A major disadvantage of personal selling is that it

Closing the sale is not a part of the sales presentation in which hidden objections are discovered.

What is the rationale for having sales force objectives,and how are they developed?

Developing a list of potential customers is called

Scott Bartello,a salesperson for Xerox,develops a list of potential customers and evaluates them on the basis of their ability,willingness,and authority to purchase copy machines.This process is called

Salespeople should know the sales objectives of the firm in order to know what they are expected to accomplish.

A television advertisement for Miracle-Gro lawn fertilizer indicates that the product is available at Kmart and Wal-Mart.This form of sales promotion is called a(n)

When better market conditions prevail or when company growth occurs,a company may suffer if it

Listening on the part of a salesperson is a major component in making a presentation.

Relationship selling is used especially in consumer marketing.

On a break between classes,Kelley Macon selects two magazines and mails the Publishers Clearing House entry form.She doubts that she will win $10 million,but she never passes up a chance to participate in a

Developing a list of potential customers is called prospecting.

A missionary salesperson is usually employed by

A single salesperson may perform the functions of order getting,order taking,and support.

While anticipating objections and countering them before they are asked is a good idea,one negative consequence of doing so is that the salesperson may

Strategic Marketing Management

Developing and Implementing Marketing Strategies

The Global Marketing Environment

Information for Marketing Decisions

Selecting Target Markets

Consumer Behavior

Business Buying Behavior

International Marketing

Digital Marketing and Social Media

Product Decisions

Strategic Product Management

Services Marketing

Strategic Management of Branding and Packaging

A Supply Chain Management and Marketing Channels

B Supply Chain Management and Marketing Channels

A Retailing,wholesaling and Direct Marketing

B Retailing,wholesaling and Direct Marketing

Integrated Marketing Communications

Advertising and Publicrelations

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Pricingdecisions

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