Question 1

A salesperson's performance is often compared with the performance of other salespeople operating under similar conditions.

Accepted Answer

A) True 
 B)False

Question 2

The purpose of the ____ stage in personal selling is to determine customers' problems and questions about using the product.

Accepted Answer

A)  prospecting 
B)  approach 
C)  overcoming-objections 
D)  follow-up 
E)  closing 
A)  prospecting 
B)  approach 
C)  overcoming-objections 
D)  follow-up 
E)  closing

Question 3

____ are items offered free or at minimal cost as a bonus for purchasing a product.

Accepted Answer

A)  Rebates 
B)  Premiums 
C)  Samples 
D)  Merchandise allowances 
E)  Coupons 
A)  Rebates 
B)  Premiums 
C)  Samples 
D)  Merchandise allowances 
E)  Coupons

Question 4

Ryan Amerson leads his company's clients through the installation procedure of their new industrial equipment.He also helps answer their questions about product characteristics and system design both before and after their purchases.Ryan is a

Accepted Answer

A)  trade salesperson. 
B)  missionary salesperson. 
C)  technical salesperson. 
D)  systems engineer. 
E)  field order taker. 
A)  trade salesperson. 
B)  missionary salesperson. 
C)  technical salesperson. 
D)  systems engineer. 
E)  field order taker.

Question 5

List three major types of sales force compensation methods.What are the advantages and disadvantages of each?

Accepted Answer

The answer of List three major types of sales force...

Question 6

Regardless of one's experience,firms always put new employees through a training program geared for their specific firm.

Accepted Answer

A) True 
 B)False

Question 7

A straight commission compensation program ensures that selling costs will be predictable.

Accepted Answer

A) True 
 B)False

Question 8

The factors used to evaluate a salesperson's performance are based on the sales objectives set by the sales manager for that salesperson.

Accepted Answer

A) True 
 B)False

Question 9

To equalize the workload,a sales manager divides a geographic market into sales territories of equal size according to land area.

Accepted Answer

A) True 
 B)False

Question 10

Discuss why recruitment of salespeople should be a continuous activity.

Accepted Answer

Recruitment of salespeople should be a c

Question 11

Use the following to answer the questions.
The Presto Company manufactures several types of household appliances,including blenders,waffle makers,and home deep fryers.Presto sells its products to retail stores such as Kohl's,Macy's,and J.C.Penney's,through its own salesforce.Kerry Wilson is one of Presto's salespeople,and is responsible for stores headquartered in Region 1 of the U.S.Kerry has just come from a monthly meeting where she has been informed about the new stovetop grill that will be part of next season's lineup.Presto's marketing department has developed a promotional plan for the new grill and outlined that plan for the sales staff in the meeting.The promotional plan for the next 60 days will include television commercials which demonstrate the new grill,in-store rebates,and a customer contest for the best grilled sandwich recipe.In addition,Kerry and other members of the salesforce will be given a free grill for their own home use so they can become more familiar with the product.Presto is also offering a free trip to New York City for their staff salesperson who has the highest dollar in sales to his or her stores.To encourage the retail stores to push this product,Presto will offer the retail store a $5 discount for each grill that the store purchases after the 60-day promotion is over.
-Refer to Scenario 18.2.Kerry and the other salesforce members are best described as a ____ sales force.

Accepted Answer

A)  technical 
B)  missionary 
C)  trade 
D)  field 
E)  pioneer 
A)  technical 
B)  missionary 
C)  trade 
D)  field 
E)  pioneer

Question 12

A dealer loader is

Accepted Answer

A)  additional compensation to salespeople from the manufacturer to promote a line of goods. 
B)  an agreement in which a producer offers free merchandise to a retailer. 
C)  an advertisement that promotes a product and identifies retailers who sell the product. 
D)  a gift to a retailer who purchases a specified quantity of merchandise. 
E)  a temporary price reduction to resellers for purchasing a certain quantity of merchandise. 
A)  additional compensation to salespeople from the manufacturer to promote a line of goods. 
B)  an agreement in which a producer offers free merchandise to a retailer. 
C)  an advertisement that promotes a product and identifies retailers who sell the product. 
D)  a gift to a retailer who purchases a specified quantity of merchandise. 
E)  a temporary price reduction to resellers for purchasing a certain quantity of merchandise.

Question 13

A marketer's selection of sales promotion techniques is influenced by the state of the competitive environment.

Accepted Answer

A) True 
 B)False

Question 14

Demonstrations in retail stores are not used widely because they are expensive.

Accepted Answer

A) True 
 B)False

Question 15

A sales career can offer all of the following except a

Accepted Answer

A)  structured,inflexible workday. 
B)  high income. 
C)  great deal of freedom. 
D)  high level of training. 
E)  high level of job satisfaction. 
A)  structured,inflexible workday. 
B)  high income. 
C)  great deal of freedom. 
D)  high level of training. 
E)  high level of job satisfaction.

Question 16

When a salesperson asks the customer to buy the product several times throughout the sales presentation in an effort to uncover hidden objections,it is called

Accepted Answer

A)  order taking. 
B)  new-business selling. 
C)  trial closing. 
D)  order getting. 
E)  overcoming objections. 
A)  order taking. 
B)  new-business selling. 
C)  trial closing. 
D)  order getting. 
E)  overcoming objections.

Question 17

Sayyid's company has launched a new product line,and he is put in charge of sales.He decides his first step will be to find potential customers in the company's sales records.Sayyid is

Accepted Answer

A)  prospecting. 
B)  screening. 
C)  researching. 
D)  pre-approaching. 
E)  surveying. 
A)  prospecting. 
B)  screening. 
C)  researching. 
D)  pre-approaching. 
E)  surveying.

Question 18

When Levi's agrees to pay JC Penney's money for providing television advertising and Sunday newspaper sales fliers emphasizing Levi's jeans,Levi's is offering

Accepted Answer

A)  premium money. 
B)  cooperative advertising. 
C)  a dealer loader. 
D)  a buying allowance. 
E)  a merchandise allowance. 
A)  premium money. 
B)  cooperative advertising. 
C)  a dealer loader. 
D)  a buying allowance. 
E)  a merchandise allowance.

Question 19

What are some limitations of using sales promotion?

Accepted Answer

There are several limitations of using s

Question 20

In establishing sales promotion objectives,a marketer should always

Accepted Answer

A)  concentrate on activities that will increase consumer demand. 
B)  focus on consumers. 
C)  focus on resellers. 
D)  be defensive in the methods used. 
E)  align objectives with the organization's overall objectives. 
A)  concentrate on activities that will increase consumer demand. 
B)  focus on consumers. 
C)  focus on resellers. 
D)  be defensive in the methods used. 
E)  align objectives with the organization's overall objectives.

Exam 18: Personal Selling and Sales Promotion

A salesperson's performance is often compared with the performance of other salespeople operating under similar conditions.

The purpose of the ____ stage in personal selling is to determine customers' problems and questions about using the product.

____ are items offered free or at minimal cost as a bonus for purchasing a product.

Ryan Amerson leads his company's clients through the installation procedure of their new industrial equipment.He also helps answer their questions about product characteristics and system design both before and after their purchases.Ryan is a

List three major types of sales force compensation methods.What are the advantages and disadvantages of each?

Regardless of one's experience,firms always put new employees through a training program geared for their specific firm.

A straight commission compensation program ensures that selling costs will be predictable.

The factors used to evaluate a salesperson's performance are based on the sales objectives set by the sales manager for that salesperson.

To equalize the workload,a sales manager divides a geographic market into sales territories of equal size according to land area.

Discuss why recruitment of salespeople should be a continuous activity.

A dealer loader is

A marketer's selection of sales promotion techniques is influenced by the state of the competitive environment.

Demonstrations in retail stores are not used widely because they are expensive.

A sales career can offer all of the following except a

When a salesperson asks the customer to buy the product several times throughout the sales presentation in an effort to uncover hidden objections,it is called

Sayyid's company has launched a new product line,and he is put in charge of sales.He decides his first step will be to find potential customers in the company's sales records.Sayyid is

When Levi's agrees to pay JC Penney's money for providing television advertising and Sunday newspaper sales fliers emphasizing Levi's jeans,Levi's is offering

What are some limitations of using sales promotion?

In establishing sales promotion objectives,a marketer should always

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