Question 1

A salesperson will be better able to determine the prospect's specific needs by

Accepted Answer

A)  listening carefully to questions and comments and watching reactions during the sales presentation. 
B)  waiting until after the sale to see how the client is enjoying the use of the product. 
C)  doing extensive research before the approach and making the sales presentation without adjustment. 
D)  using trial closings throughout the sales presentation. 
E)  making a very thorough and detailed sales presentation about the products and services being offered. 
A)  listening carefully to questions and comments and watching reactions during the sales presentation. 
B)  waiting until after the sale to see how the client is enjoying the use of the product. 
C)  doing extensive research before the approach and making the sales presentation without adjustment. 
D)  using trial closings throughout the sales presentation. 
E)  making a very thorough and detailed sales presentation about the products and services being offered.

Question 2

Any marketing tactic used to stimulate wholesalers and retailers to carry a producer's products and market those products more aggressively is a

Accepted Answer

A)  trade sales promotion method. 
B)  point-of-purchase material. 
C)  consumer sales promotion method. 
D)  merchandise allowance. 
E)  dealer loader. 
A)  trade sales promotion method. 
B)  point-of-purchase material. 
C)  consumer sales promotion method. 
D)  merchandise allowance. 
E)  dealer loader.

Question 3

Jamba Juice offers its customers a stamp card that allows them to receive a free smoothie after they have filled an entire card.This is an example of a

Accepted Answer

A)  free sample. 
B)  rebate. 
C)  frequent-user incentive. 
D)  premium. 
E)  consumer contest. 
A)  free sample. 
B)  rebate. 
C)  frequent-user incentive. 
D)  premium. 
E)  consumer contest.

Question 4

Sherry Sullivan,Kevin Miller's sales manager,points out to him that his last shopper in the housewares department didn't seem involved as he explained the new food processor to her.She suggests that he use a ____ as part of his presentation next time.

Accepted Answer

A)  video 
B)  referral 
C)  demonstration 
D)  trial close 
E)  qualification 
A)  video 
B)  referral 
C)  demonstration 
D)  trial close 
E)  qualification

Question 5

Identify the major features of effective sales force compensation plans.

Accepted Answer

The answer of Identify the major features of effective sales...

Question 6

Ray Singh is preparing to evaluate one of his sales representatives,Julie Hill.His evaluation of her performance for the prior year led to his conclusion that she lacked key product information.At their upcoming session,he will most likely do which of the following?

Accepted Answer

A)  Decrease the size of her territory. 
B)  Increase her sales quotas. 
C)  Terminate her. 
D)  Recommend that she attend a training program. 
E)  Ignore this problem given that her sales results were good. 
A)  Decrease the size of her territory. 
B)  Increase her sales quotas. 
C)  Terminate her. 
D)  Recommend that she attend a training program. 
E)  Ignore this problem given that her sales results were good.

Question 7

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.Which of the following are consumer sales promotion methods that Presto is using for the new stovetop grill?

Accepted Answer

A)  television commercials and the customer contest 
B)  television commercials and the in-store rebate 
C)  the customer contest and the in-store rebate 
D)  the sales force contest and the in-store rebate 
E)  the sales force contest and the customer contest 
A)  television commercials and the customer contest 
B)  television commercials and the in-store rebate 
C)  the customer contest and the in-store rebate 
D)  the sales force contest and the in-store rebate 
E)  the sales force contest and the customer contest

Question 8

Sales objectives can do all of the following except

Accepted Answer

A)  serve as a deterrent both to salespeople and their clients. 
B)  give the sales force direction and purpose. 
C)  serve as a standard for evaluating salesperson performance. 
D)  let the sales force know what is expected of them. 
E)  help to control the sales force. 
A)  serve as a deterrent both to salespeople and their clients. 
B)  give the sales force direction and purpose. 
C)  serve as a standard for evaluating salesperson performance. 
D)  let the sales force know what is expected of them. 
E)  help to control the sales force.

Question 9

Identify four consumer and four trade sales promotion techniques,and describe each one.

Accepted Answer

The answer of Identify four consumer and four trade sales...

Question 10

A primary goal of routing and scheduling decisions in personal selling is to

Accepted Answer

A)  determine the sequence in which customers will be called on. 
B)  use existing transportation facilities. 
C)  minimize nonselling time. 
D)  determine duration of sales calls. 
E)  provide salespeople with an opportunity to plan their own routes and schedules. 
A)  determine the sequence in which customers will be called on. 
B)  use existing transportation facilities. 
C)  minimize nonselling time. 
D)  determine duration of sales calls. 
E)  provide salespeople with an opportunity to plan their own routes and schedules.

Question 11

The type of salesperson that usually requires training in physical science or engineering is the

Accepted Answer

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

Question 12

Current customers are sources of leads for finding prospective customers.

Accepted Answer

A) True 
 B)False

Question 13

The approach step is an important step for gathering information about a buyer's needs and objectives.

Accepted Answer

A) True 
 B)False

Question 14

The two groups of order takers in personal selling are

Accepted Answer

A)  current customer salespeople and new-business salespeople. 
B)  missionary salespeople and trade salespeople. 
C)  inside order takers and field order takers. 
D)  trade salespeople and technical salespeople. 
E)  advisory order takers and support order takers. 
A)  current customer salespeople and new-business salespeople. 
B)  missionary salespeople and trade salespeople. 
C)  inside order takers and field order takers. 
D)  trade salespeople and technical salespeople. 
E)  advisory order takers and support order takers.

Question 15

It is never good to ask customers questions while giving the sales presentation,as the customer may raise objections that the salesperson cannot overcome.

Accepted Answer

A) True 
 B)False

Question 16

Before contacting prospects,a salesperson for an industrial cleaning equipment company analyzes information about the prospects' product needs,feelings about brands,and personal characteristics.This process is called

Accepted Answer

A)  prospecting. 
B)  preapproach. 
C)  approaching the customer. 
D)  sales training. 
E)  sales planning. 
A)  prospecting. 
B)  preapproach. 
C)  approaching the customer. 
D)  sales training. 
E)  sales planning.

Question 17

Which of the following is most likely to stimulate customer loyalty?

Accepted Answer

A)  Coupons 
B)  Sweepstakes 
C)  Frequent-user incentives 
D)  Samples 
E)  Premiums 
A)  Coupons 
B)  Sweepstakes 
C)  Frequent-user incentives 
D)  Samples 
E)  Premiums

Question 18

Because salespeople are an expense to the company,yet they are the ones who generate revenues for the company,management must strive to achieve optimality in the size of its sales force.

Accepted Answer

A) True 
 B)False

Question 19

Janetta Light tells her sales manager that she will be devoting more effort to ____ in the coming weeks,as her list of potential customers has dwindled below the level of 30 firms recommended by the selling plan.

Accepted Answer

A)  approaching customers 
B)  preapproaching 
C)  closing the sale 
D)  following up 
E)  prospecting 
A)  approaching customers 
B)  preapproaching 
C)  closing the sale 
D)  following up 
E)  prospecting

Question 20

When deciding on sales promotion methods to employ,marketers take several factors into consideration.Which factor below is unlikely to affect decisions regarding sales promotion methods?

Accepted Answer

A)  Type of package 
B)  Product characteristics 
C)  Target market characteristics 
D)  Types of resellers 
E)  Competitive forces in the environment 
A)  Type of package 
B)  Product characteristics 
C)  Target market characteristics 
D)  Types of resellers 
E)  Competitive forces in the environment

Exam 18: Personal Selling and Sales Promotion

A salesperson will be better able to determine the prospect's specific needs by

Any marketing tactic used to stimulate wholesalers and retailers to carry a producer's products and market those products more aggressively is a

Jamba Juice offers its customers a stamp card that allows them to receive a free smoothie after they have filled an entire card.This is an example of a

Sherry Sullivan,Kevin Miller's sales manager,points out to him that his last shopper in the housewares department didn't seem involved as he explained the new food processor to her.She suggests that he use a ____ as part of his presentation next time.

Identify the major features of effective sales force compensation plans.

Ray Singh is preparing to evaluate one of his sales representatives,Julie Hill.His evaluation of her performance for the prior year led to his conclusion that she lacked key product information.At their upcoming session,he will most likely do which of the following?

Sales objectives can do all of the following except

Identify four consumer and four trade sales promotion techniques,and describe each one.

A primary goal of routing and scheduling decisions in personal selling is to

The type of salesperson that usually requires training in physical science or engineering is the

Current customers are sources of leads for finding prospective customers.

The approach step is an important step for gathering information about a buyer's needs and objectives.

The two groups of order takers in personal selling are

It is never good to ask customers questions while giving the sales presentation,as the customer may raise objections that the salesperson cannot overcome.

Before contacting prospects,a salesperson for an industrial cleaning equipment company analyzes information about the prospects' product needs,feelings about brands,and personal characteristics.This process is called

Which of the following is most likely to stimulate customer loyalty?

Because salespeople are an expense to the company,yet they are the ones who generate revenues for the company,management must strive to achieve optimality in the size of its sales force.

Janetta Light tells her sales manager that she will be devoting more effort to ____ in the coming weeks,as her list of potential customers has dwindled below the level of 30 firms recommended by the selling plan.

When deciding on sales promotion methods to employ,marketers take several factors into consideration.Which factor below is unlikely to affect decisions regarding sales promotion methods?

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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