Question 1

The salesperson must attract and hold the prospect's attention,stimulate interest,and spark a desire for the product during the

Accepted Answer

A)  prospecting. 
B)  preapproach. 
C)  follow up. 
D)  approach. 
E)  sales presentation. 
A)  prospecting. 
B)  preapproach. 
C)  follow up. 
D)  approach. 
E)  sales presentation.

Question 2

Buying allowances are effective promotional techniques because they result in profits for resellers.

Accepted Answer

A) True 
 B)False

Question 3

Company sales records,commercial databases,newspaper announcements,telephone directories,and public records are all sources used for

Accepted Answer

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

Question 4

Realizing that her firm's sales promotion budget was small and cut by 30 percent for the coming year,Stacey Baronas rules out ____ as playing a role in her sales promotion plan.

Accepted Answer

A)  samples 
B)  coupons 
C)  point-of-purchase materials 
D)  money refunds 
E)  premiums 
A)  samples 
B)  coupons 
C)  point-of-purchase materials 
D)  money refunds 
E)  premiums

Question 5

Identify and describe several ways to motivate sales personnel.

Accepted Answer

The answer of Identify and describe several ways to motivate...

Question 6

Decisions regarding sales promotion do not affect advertising decisions.

Accepted Answer

A) True 
 B)False

Question 7

Salespeople receive a set salary plus a commission based on sales with a

Accepted Answer

A)  straight salary compensation plan. 
B)  combination compensation plan. 
C)  cafeteria plan. 
D)  straight commission compensation plan. 
E)  salary plus bonus program. 
A)  straight salary compensation plan. 
B)  combination compensation plan. 
C)  cafeteria plan. 
D)  straight commission compensation plan. 
E)  salary plus bonus program.

Question 8

A support salesperson who usually advises customers on product characteristics and application,system design,and installation procedures is a(n)

Accepted Answer

A)  trade salesperson. 
B)  inside order taker. 
C)  tech support worker. 
D)  missionary salesperson. 
E)  technical salesperson. 
A)  trade salesperson. 
B)  inside order taker. 
C)  tech support worker. 
D)  missionary salesperson. 
E)  technical salesperson.

Question 9

Even though salespeople do not use the exact same sales methods,they do go through the same general selling process.

Accepted Answer

A) True 
 B)False

Question 10

Paid personal communication that attempts to inform and persuade customers to purchase products in an exchange situation is called

Accepted Answer

A)  advertising. 
B)  sales promotion. 
C)  personal selling. 
D)  target marketing. 
E)  public relations. 
A)  advertising. 
B)  sales promotion. 
C)  personal selling. 
D)  target marketing. 
E)  public relations.

Question 11

The most common sales force evaluation practices are for sales managers to compare a salesperson's performance with other salespeople operating under similar selling conditions,or to compare

Accepted Answer

A)  the size of sales territories. 
B)  selling expenses by various members of the sales force. 
C)  the amount of new business generated. 
D)  current performance with past performance. 
E)  the ratio of costs to profits. 
A)  the size of sales territories. 
B)  selling expenses by various members of the sales force. 
C)  the amount of new business generated. 
D)  current performance with past performance. 
E)  the ratio of costs to profits.

Question 12

Yolanda's job is to find new customers for her company's telecommunication services.She encourages existing customers to add more services and finds customers who are completely new to the company.Yolanda would best be classified as a(n)

Accepted Answer

A)  order taker. 
B)  order generator. 
C)  missionary salesperson. 
D)  technical salesperson. 
E)  order getter. 
A)  order taker. 
B)  order generator. 
C)  missionary salesperson. 
D)  technical salesperson. 
E)  order getter.

Question 13

Two major categories of sales promotion methods are consumer and trade.

Accepted Answer

A) True 
 B)False

Question 14

A salesperson should not attempt to close a transaction until he or she has finished the entire presentation.

Accepted Answer

A) True 
 B)False

Question 15

The greatest amount of responsibility for providing customer satisfaction falls on the shoulders of

Accepted Answer

A)  chief executive officers. 
B)  salespeople. 
C)  sales managers. 
D)  quality control experts. 
E)  marketing directors. 
A)  chief executive officers. 
B)  salespeople. 
C)  sales managers. 
D)  quality control experts. 
E)  marketing directors.

Question 16

A salesperson with a larger territory will have the advantage of being able to achieve more sales than salespeople with smaller territories.

Accepted Answer

A) True 
 B)False

Question 17

Which of the following is not true when making the sales presentation?

Accepted Answer

A)  The salesperson should focus on anticipating questions and answering them before they're asked. 
B)  The salesperson must spark interest in the product. 
C)  The salesperson should not only talk but also listen to the customer. 
D)  The salesperson should involve the customer by having him or her hold,touch,or use the product. 
E)  A salesperson should not sound like he or she is just reading a script (i.e.,he or she should be flexible and respond to the customers' comments). 
A)  The salesperson should focus on anticipating questions and answering them before they're asked. 
B)  The salesperson must spark interest in the product. 
C)  The salesperson should not only talk but also listen to the customer. 
D)  The salesperson should involve the customer by having him or her hold,touch,or use the product. 
E)  A salesperson should not sound like he or she is just reading a script (i.e.,he or she should be flexible and respond to the customers' comments).

Question 18

Cheyenne calls to see if her customer's new hardwood floors were installed correctly

Accepted Answer

A)  during the follow-up step. 
B)  immediately after the closing. 
C)  near the end of the sales presentation. 
D)  the next time she makes a sales call to that customer. 
E)  after she receives cash payment from that customer. 
A)  during the follow-up step. 
B)  immediately after the closing. 
C)  near the end of the sales presentation. 
D)  the next time she makes a sales call to that customer. 
E)  after she receives cash payment from that customer.

Question 19

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.Currently,Sean's compensation is based on the ____ plan,however he is considering changing to the ____ plan.

Accepted Answer

A)  straight salary; salary plus commission 
B)  straight commission; straight salary 
C)  salary plus commission; straight commission 
D)  salary plus bonus; straight bonus 
E)  straight bonus; straight commission 
A)  straight salary; salary plus commission 
B)  straight commission; straight salary 
C)  salary plus commission; straight commission 
D)  salary plus bonus; straight bonus 
E)  straight bonus; straight commission

Question 20

Order getters are sometimes called creative sellers.

Accepted Answer

A) True 
 B)False

Exam 18: Personal Selling and Sales Promotion

The salesperson must attract and hold the prospect's attention,stimulate interest,and spark a desire for the product during the

Buying allowances are effective promotional techniques because they result in profits for resellers.

Company sales records,commercial databases,newspaper announcements,telephone directories,and public records are all sources used for

Realizing that her firm's sales promotion budget was small and cut by 30 percent for the coming year,Stacey Baronas rules out ____ as playing a role in her sales promotion plan.

Identify and describe several ways to motivate sales personnel.

Decisions regarding sales promotion do not affect advertising decisions.

Salespeople receive a set salary plus a commission based on sales with a

A support salesperson who usually advises customers on product characteristics and application,system design,and installation procedures is a(n)

Even though salespeople do not use the exact same sales methods,they do go through the same general selling process.

Paid personal communication that attempts to inform and persuade customers to purchase products in an exchange situation is called

The most common sales force evaluation practices are for sales managers to compare a salesperson's performance with other salespeople operating under similar selling conditions,or to compare

Yolanda's job is to find new customers for her company's telecommunication services.She encourages existing customers to add more services and finds customers who are completely new to the company.Yolanda would best be classified as a(n)

Two major categories of sales promotion methods are consumer and trade.

A salesperson should not attempt to close a transaction until he or she has finished the entire presentation.

The greatest amount of responsibility for providing customer satisfaction falls on the shoulders of

A salesperson with a larger territory will have the advantage of being able to achieve more sales than salespeople with smaller territories.

Which of the following is not true when making the sales presentation?

Cheyenne calls to see if her customer's new hardwood floors were installed correctly

Order getters are sometimes called creative sellers.

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

Strategic Pricing Management

Pricingdecisions

Global Issues,social Responsibility and Marketing

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