Question 1

During the preapproach,the salesperson would:

Accepted Answer

A)  ask for referrals 
B)  learn as much as possible about the prospect's organization and its buyers 
C)  create point-of-purchase displays 
D)  handle pricing objections 
E)  do all of the above 
A)  ask for referrals 
B)  learn as much as possible about the prospect's organization and its buyers 
C)  create point-of-purchase displays 
D)  handle pricing objections 
E)  do all of the above

Question 2

Compare and contrast relationship selling and traditional personal selling.

Accepted Answer

Traditional selling:

Question 3

When Jeffrey began selling water treatment systems to consumers,he called friends,relatives,and fellow members of his college fraternity to see if they were concerned about water quality and looking for a deal on a water treatment system for their home.This technique for generating leads is called:

Accepted Answer

A)  cold calling 
B)  networking 
C)  quota driving 
D)  qualifying 
E)  following up 
A)  cold calling 
B)  networking 
C)  quota driving 
D)  qualifying 
E)  following up

Question 4

With relationship selling the salesperson would spend most of his or her contact time with the prospect talking about the product because the salesperson does not want to waste the customer's time.

Accepted Answer

A) True 
 B)False

Question 5

A _____ is a determination of the customer's specific needs and wants and the range of options the customer has for satisfying them..

Accepted Answer

A)  stimulus-response continuum 
B)  needs hierarchy 
C)  needs assessment 
D)  NASIC comparison 
E)  sales probability 
A)  stimulus-response continuum 
B)  needs hierarchy 
C)  needs assessment 
D)  NASIC comparison 
E)  sales probability

Question 6

SCENARIOS
Digital Cookware
Digital Cookware has developed a new kind of skillet that should make cooking easier for many non-chefs.The skillet has a display on its handle that beeps to alert the cook when the pan's target temperature is reached.The skillet with the aid of an accompanying cookbook will take much of the guesswork out of cooking.Digital Cookware is a small company,and it has invested considerable money in developing this new technology,which it eventually hopes to use in an entire line of pots and pans.It has run some small ads for the new skillet in cooking magazines and been featured on some morning talk shows.It needs a quick infusion of cash to maintain its current operational level and to develop the rest of the cookware line.Digital Cookware is considering some kind of sales promotion.
-Refer to Kraft Foods.The AIDA concept is encouraged among the sales teams because it can help in the:

Accepted Answer

A)  JIT process 
B)  communication process 
C)  networking process 
D)  selling process 
E)  cold calling process 
A)  JIT process 
B)  communication process 
C)  networking process 
D)  selling process 
E)  cold calling process

Question 7

_____ is a price reduction offered by manufacturers to intermediaries such as wholesalers or retailers,in exchange for performance of specified functions or purchasing during special periods.

Accepted Answer

A)  A point-of-purchase discount 
B)  Pull money 
C)  A quantity discount 
D)  A functional discount 
E)  A trade allowance 
A)  A point-of-purchase discount 
B)  Pull money 
C)  A quantity discount 
D)  A functional discount 
E)  A trade allowance

Question 8

Sales leads are LEAST likely to be generated by:

Accepted Answer

A)  trade shows and conventions 
B)  direct mail and telephone marketing programs 
C)  cold calling 
D)  reorders 
E)  networking 
A)  trade shows and conventions 
B)  direct mail and telephone marketing programs 
C)  cold calling 
D)  reorders 
E)  networking

Question 9

Business-to-business marketers use many of the same sales promotion tools used in consumer promotions.There are several tools,however,that are unique to these marketers.Name and briefly describe five of these unique sales promotion tools.

Accepted Answer

TRADE ALLOWANCES are price reductions of

Question 10

Coupon distribution by packaged-goods manufacturers has been steadily increasing.

Accepted Answer

A) True 
 B)False

Question 11

The first step in the sales management process is to:

Accepted Answer

A)  set sales objectives 
B)  determine the most efficient structure for the sales force 
C)  determine the sales force size 
D)  develop the compensation plan 
E)  recruit the sales force 
A)  set sales objectives 
B)  determine the most efficient structure for the sales force 
C)  determine the sales force size 
D)  develop the compensation plan 
E)  recruit the sales force

Question 12

AFLAC Insurance Company introduced a duck in its ads that said the company's name instead of "Quack." Since the advertising campaign began,AFLAC has created a duck premium,developed a line of clothing with the AFLAC duck,and used the AFLAC duck on its Web site.The AFLAC duck has become a tool for:

Accepted Answer

A)  push strategies 
B)  advocacy advertising 
C)  comparative advertising 
D)  cause marketing 
E)  sales promotions 
A)  push strategies 
B)  advocacy advertising 
C)  comparative advertising 
D)  cause marketing 
E)  sales promotions

Question 13

The use of trade shows,conventions,and conferences to contact customers:

Accepted Answer

A)  has been decreasing in recent years 
B)  costs much less per potential customer than personal sales calls 
C)  is most effective for mature products 
D)  is usually directed toward the consumer goods market 
E)  has a disadvantage in that it is usually impossible to display the product itself 
A)  has been decreasing in recent years 
B)  costs much less per potential customer than personal sales calls 
C)  is most effective for mature products 
D)  is usually directed toward the consumer goods market 
E)  has a disadvantage in that it is usually impossible to display the product itself

Question 14

You are the sales manager for Allied Pets,a manufacturer of veterinarian supplies.You are responsible for designing the training program for its new salespeople.List four major areas in which you would like your salespeople to receive instruction.

Accepted Answer

The answer of You are the sales manager for Allied...

Question 15

Oakley Grove and Abraham Enterprises both market oranges and grapefruits.Oakley Grove has been in business for almost 40 years,while Abraham Enterprises has only been selling citrus fruit for about 18 months.Abraham Enterprises would like to take business away from Oakley Grove,and Oakley Grove wants to retain all of its customers.Explain which sales promotions each should emphasize in its marketing mix.

Accepted Answer

Oakley Grove wants to maintain its curre

Question 16

The seven steps of the selling process closely follow the:

Accepted Answer

A)  AIDA concept 
B)  hierarchy of needs 
C)  traditional communications model 
D)  process of forecasting and satisfying industry demand 
E)  JIT process 
A)  AIDA concept 
B)  hierarchy of needs 
C)  traditional communications model 
D)  process of forecasting and satisfying industry demand 
E)  JIT process

Question 17

A sales promotion campaign could include any (or all)of the four promotional elements of the promotional mix.

Accepted Answer

A) True 
 B)False

Question 18

Every year SC Johnson gives its customers an opportunity to register online or through the mail to win $5,000 for a room makeover.This prize is awarded on Room by Room,a show on HGTV that SC Johnson sponsors.SC Johnson has designed an annual:

Accepted Answer

A)  contest 
B)  P-O-P promotion 
C)  sweepstakes 
D)  loyalty incentive plan 
E)  event sponsorship 
A)  contest 
B)  P-O-P promotion 
C)  sweepstakes 
D)  loyalty incentive plan 
E)  event sponsorship

Question 19

Coupons,premiums,contests,free samples,and frequent buyer programs are examples of:

Accepted Answer

A)  personal selling 
B)  trade sales promotion 
C)  publicity 
D)  advertising 
E)  consumer sales promotion 
A)  personal selling 
B)  trade sales promotion 
C)  publicity 
D)  advertising 
E)  consumer sales promotion

Question 20

The manufacturer of Claritin,a drug for allergy sufferers that was designed to not make them sleepy,gave physicians free samples of the drug because:

Accepted Answer

A)  its formula is similar to other allergy relief medicines currently on the market 
B)  it is an inexpensive promotional tool 
C)  this allows the consumer to try the product risk-free 
D)  this is an increasingly popular technique with manufacturers 
E)  trial-size containers are a form of advertising 
A)  its formula is similar to other allergy relief medicines currently on the market 
B)  it is an inexpensive promotional tool 
C)  this allows the consumer to try the product risk-free 
D)  this is an increasingly popular technique with manufacturers 
E)  trial-size containers are a form of advertising

During the preapproach,the salesperson would:

Compare and contrast relationship selling and traditional personal selling.

When Jeffrey began selling water treatment systems to consumers,he called friends,relatives,and fellow members of his college fraternity to see if they were concerned about water quality and looking for a deal on a water treatment system for their home.This technique for generating leads is called:

With relationship selling the salesperson would spend most of his or her contact time with the prospect talking about the product because the salesperson does not want to waste the customer's time.

A _____ is a determination of the customer's specific needs and wants and the range of options the customer has for satisfying them..

_____ is a price reduction offered by manufacturers to intermediaries such as wholesalers or retailers,in exchange for performance of specified functions or purchasing during special periods.

Sales leads are LEAST likely to be generated by:

Business-to-business marketers use many of the same sales promotion tools used in consumer promotions.There are several tools,however,that are unique to these marketers.Name and briefly describe five of these unique sales promotion tools.

Coupon distribution by packaged-goods manufacturers has been steadily increasing.

The first step in the sales management process is to:

AFLAC Insurance Company introduced a duck in its ads that said the company's name instead of "Quack." Since the advertising campaign began,AFLAC has created a duck premium,developed a line of clothing with the AFLAC duck,and used the AFLAC duck on its Web site.The AFLAC duck has become a tool for:

The use of trade shows,conventions,and conferences to contact customers:

You are the sales manager for Allied Pets,a manufacturer of veterinarian supplies.You are responsible for designing the training program for its new salespeople.List four major areas in which you would like your salespeople to receive instruction.

The seven steps of the selling process closely follow the:

A sales promotion campaign could include any (or all)of the four promotional elements of the promotional mix.

Every year SC Johnson gives its customers an opportunity to register online or through the mail to win $5,000 for a room makeover.This prize is awarded on Room by Room,a show on HGTV that SC Johnson sponsors.SC Johnson has designed an annual:

Coupons,premiums,contests,free samples,and frequent buyer programs are examples of:

The manufacturer of Claritin,a drug for allergy sufferers that was designed to not make them sleepy,gave physicians free samples of the drug because:

An Overview of Marketing

Strategic Planning for Competitive Advantag

Social Responsibility, ethics, and the Marketing Environment

Developing a Global Vision27

Consumer Decision Making

Business Marketing

Segmenting and Targeting Markets

Decision Support Systems and Marketing Research

Product Concepts

Developing and Managing Products

Services and Nonprofit Organization Marketing

Marketing Channels and Supply Chain Management

Retailing

Integrated Marketing Communications

Advertising and Public Relations

Pricing Concepts

Setting the Right Price

Internet Marketing

Customer Relationship Management

Filters

Exam 16: Sales Promotion and Personal Selling

During the preapproach,the salesperson would:

Compare and contrast relationship selling and traditional personal selling.

When Jeffrey began selling water treatment systems to consumers,he called friends,relatives,and fellow members of his college fraternity to see if they were concerned about water quality and looking for a deal on a water treatment system for their home.This technique for generating leads is called:

With relationship selling the salesperson would spend most of his or her contact time with the prospect talking about the product because the salesperson does not want to waste the customer's time.

A _____ is a determination of the customer's specific needs and wants and the range of options the customer has for satisfying them..

_____ is a price reduction offered by manufacturers to intermediaries such as wholesalers or retailers,in exchange for performance of specified functions or purchasing during special periods.

Sales leads are LEAST likely to be generated by:

Business-to-business marketers use many of the same sales promotion tools used in consumer promotions.There are several tools,however,that are unique to these marketers.Name and briefly describe five of these unique sales promotion tools.

Coupon distribution by packaged-goods manufacturers has been steadily increasing.

The first step in the sales management process is to:

AFLAC Insurance Company introduced a duck in its ads that said the company's name instead of "Quack." Since the advertising campaign began,AFLAC has created a duck premium,developed a line of clothing with the AFLAC duck,and used the AFLAC duck on its Web site.The AFLAC duck has become a tool for:

The use of trade shows,conventions,and conferences to contact customers:

You are the sales manager for Allied Pets,a manufacturer of veterinarian supplies.You are responsible for designing the training program for its new salespeople.List four major areas in which you would like your salespeople to receive instruction.

The seven steps of the selling process closely follow the:

A sales promotion campaign could include any (or all)of the four promotional elements of the promotional mix.

Every year SC Johnson gives its customers an opportunity to register online or through the mail to win $5,000 for a room makeover.This prize is awarded on Room by Room,a show on HGTV that SC Johnson sponsors.SC Johnson has designed an annual:

Coupons,premiums,contests,free samples,and frequent buyer programs are examples of:

The manufacturer of Claritin,a drug for allergy sufferers that was designed to not make them sleepy,gave physicians free samples of the drug because:

An Overview of Marketing

Strategic Planning for Competitive Advantag

Social Responsibility, ethics, and the Marketing Environment

Developing a Global Vision27

Consumer Decision Making

Business Marketing

Segmenting and Targeting Markets

Decision Support Systems and Marketing Research

Product Concepts

Developing and Managing Products

Services and Nonprofit Organization Marketing

Marketing Channels and Supply Chain Management

Retailing

Integrated Marketing Communications

Advertising and Public Relations

Pricing Concepts

Setting the Right Price

Internet Marketing

Customer Relationship Management

Filters