Question 1

Explain the follow-up step of the creative selling process.

Accepted Answer

The answer of Explain the follow-up step of the creative...

Question 2

An appliance store is having an early Saturday morning sale.Purchases must be made between 7 a.m.and 11 a.m.before the prices of the sale items go up 15 percent.The store advertisement concerning this sale notes that there are no guarantees or warranties that will accompany products being sold at the low sale price.Identify and explain the sales approach being implemented by this store regarding this sale.

Accepted Answer

The answer of An appliance store is having an early...

Question 3

Explain and compare the concepts of telemarketing and direct selling.Why might a consumer be more likely to buy Tupperware at a home party than the same product from a telemarketer?

Accepted Answer

The answer of Explain and compare the concepts of telemarketing...

Question 4

Telemarketing is more profitable for consumer markets than for business markets.

Accepted Answer

A) True 
 B)False

Question 5

________ is direct communication to a consumer that is conducted over the telephone.

Accepted Answer

A) Direct order 
B) Telemarketing 
C) Direct-response advertising 
D) Direct selling 
E) Promotional selling

Question 6

Today's professional salesperson is more likely to practice relationship selling than transactional selling.

Accepted Answer

A) True 
 B)False

Question 7

Kim Smith is a sales manager for a large corporation.When organizing her salesforce,Kim decided to have each selling team focus on only one very large customer.Kim has used the ________ sales force structure.

Accepted Answer

A) geographic 
B) product 
C) services 
D) key accounts 
E) virtual

Question 8

The ________ for a sales manager engaged in relationship selling will relate to customer satisfaction,loyalty,and retention.

Accepted Answer

A) territory plans 
B) sales force objectives 
C) marketing plans 
D) prospecting objectives 
E) direct selling

Question 9

The salesperson contacts the customer for the first time in the ________ step of the creative selling process.

Accepted Answer

A) preapproach 
B) prospect 
C) approach 
D) presentation 
E) qualify

Question 10

Someone who orders a product through a catalog is responding to ________.

Accepted Answer

A) place-based communication 
B) point of purchase selling 
C) direct marketing 
D) direct selling 
E) personal selling

Question 11

Few companies provide sales training beyond a few weeks or months for new members of the sales force.

Accepted Answer

A) True 
 B)False

Question 12

The final stage of the creative selling process is the close.

Accepted Answer

A) True 
 B)False

Question 13

Which of the following is an example of a discount promotion given to members of the distribution channel?

Accepted Answer

A) incentive programs 
B) trade shows 
C) co-op advertising 
D) SPIF programs 
E) promotional products

Question 14

A missionary salesperson stimulates demand for a product and is therefore a major part of the close of the sale.

Accepted Answer

A) True 
 B)False

Question 15

Direct-response TV (DRTV)includes short commercials of less than two minutes,thirty-minute or longer infomercials,and home shopping networks such as QVC and HSN.

Accepted Answer

A) True 
 B)False

Question 16

________ involves a channel member purchasing large quantities of a product during a discount period,warehousing the product,and not buying the product again until another discount is offered.

Accepted Answer

A) Hoarding 
B) Forward buying 
C) Rebating 
D) Co-op buying 
E) Discounting

Question 17

Southern Security makes safes for storing valuables.When Ed sold safes for the company,he would deal with a prospect's concerns such as the cost of the safe and then ask,"Are you ready to purchase a safe for your family,or are there other concerns that we need to discuss?" When Ed asked this question,he was ________.

Accepted Answer

A) using a last objection close 
B) fostering a transactional relationship 
C) anticipating objections 
D) engaging in the approach stage of the creative selling process 
E) using a standing-room-only close

Question 18

Why might the follow-up be considered the most critical step of the sales process?

Accepted Answer

The answer of Why might the follow-up be considered the...

Question 19

New Wave Music Company has decided to switch to an industry specialization structure.Which of the following advantages is the company now LEAST likely to enjoy?

Accepted Answer

A) The company can become more customer-focused. 
B) The company can build closer relationships with important customers. 
C) The company can better serve different industries. 
D) The company can better serve its major customers. 
E) The company can expect salespeople to develop in-depth knowledge of complex product lines.

Question 20

In which stage of the creative selling process would the salesperson say,"What quantity would you like to order?"

Accepted Answer

A) preapproach 
B) close 
C) qualify 
D) handle objections 
E) follow-up

Exam 14: Many to Many: Trade Promotion, direct Marketing, and Personal Selling

Explain the follow-up step of the creative selling process.

Explain and compare the concepts of telemarketing and direct selling.Why might a consumer be more likely to buy Tupperware at a home party than the same product from a telemarketer?

Telemarketing is more profitable for consumer markets than for business markets.

________ is direct communication to a consumer that is conducted over the telephone.

Today's professional salesperson is more likely to practice relationship selling than transactional selling.

Kim Smith is a sales manager for a large corporation.When organizing her salesforce,Kim decided to have each selling team focus on only one very large customer.Kim has used the ________ sales force structure.

The ________ for a sales manager engaged in relationship selling will relate to customer satisfaction,loyalty,and retention.

The salesperson contacts the customer for the first time in the ________ step of the creative selling process.

Someone who orders a product through a catalog is responding to ________.

Few companies provide sales training beyond a few weeks or months for new members of the sales force.

The final stage of the creative selling process is the close.

Which of the following is an example of a discount promotion given to members of the distribution channel?

A missionary salesperson stimulates demand for a product and is therefore a major part of the close of the sale.

Direct-response TV (DRTV)includes short commercials of less than two minutes,thirty-minute or longer infomercials,and home shopping networks such as QVC and HSN.

________ involves a channel member purchasing large quantities of a product during a discount period,warehousing the product,and not buying the product again until another discount is offered.

Why might the follow-up be considered the most critical step of the sales process?

New Wave Music Company has decided to switch to an industry specialization structure.Which of the following advantages is the company now LEAST likely to enjoy?

In which stage of the creative selling process would the salesperson say,"What quantity would you like to order?"