Question 1

Recruiting and selection of salespeople should include enough steps to yield the information needed to make accurate selection decisions.However,the stages of the process should be sequenced so that the more expensive steps are

Accepted Answer

A) near the beginning. 
B) always completed before anything else. 
C) near the end. 
D) paid by the prospects rather than the company. 
E) never reached.

Question 2

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.

Question 3

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.

Question 4

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 5

Jake,a sales representative is returning from a week on the road.One of his activities this week is to develop ____,which are designed to identify the customers called on and to present detailed information about interaction with those clients.

Accepted Answer

A) Sales Invoices 
B) Feedback notices 
C) Expense reports 
D) Call reports 
E) Recall files

Question 6

Identify the major features of effective sales force compensation plans.

Accepted Answer

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

Question 7

Natalie is a sales representative with Nike.Tomorrow she will join with people from the firm's financial,engineering,and other functional areas to engage in the personal selling process.Natalie is engaged in

Accepted Answer

A) Trade selling 
B) Missionary selling 
C) Relationship selling 
D) Team selling 
E) Technical selling

Question 8

Although Maybelline would like to use ____ as a consumer sales promotion method,this method has extremely high labor costs that are more affordable for higher-end make-up companies such as Clinique and Estée Lauder.

Accepted Answer

A) frequent-user incentives 
B) demonstrations 
C) coupons 
D) rebates 
E) consumer contests

Question 9

Sometimes retailers are offered temporary price reductions for purchasing specified quantities of a product.These offers are used to provide an incentive to handle a new product,to achieve a temporary price reduction,or to stimulate the purchase of an item in large quantities.What is this sales promotion?

Accepted Answer

A) Push money 
B) Buy-back allowance 
C) Buying allowance 
D) Cents-off offer 
E) Money refund

Question 10

As a promotional strategy,using coupons strives to achieve all of the following except

Accepted Answer

A) show how a product is used. 
B) increase sales volume quickly. 
C) introduce new package sizes. 
D) prompt trial usage of a new product. 
E) attract repeat users.

Question 11

How has the expenditure of promotional dollars on advertising,consumer sales promotion methods,and trade sales promotion methods changed in recent years?

Accepted Answer

The answer of How has the expenditure of promotional dollars...

Question 12

A sales representative for Coca-Cola travels to various restaurants to determine how much syrup the customer needs for the coming period.This sales representative would be classified as a(n)

Accepted Answer

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

Question 13

Sydney won a hot-air balloon ride and dinner for two for being the top revenue-producing mortgage loan officer at her company for the month of October.This contest exemplifies a company's efforts at

Accepted Answer

A) motivating salespeople. 
B) compensating salespeople. 
C) providing training for the sales force. 
D) increasing sales territories. 
E) promoting salespeople.

Question 14

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

Accepted Answer

A) True 
 B)False

Question 15

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

Accepted Answer

A) True 
 B)False

Question 16

____ 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

Question 17

The best advice for recruiting and selecting salespeople for one's organization would be

Accepted Answer

A) follow a clear set of generally accepted job characteristics when determining an applicant's qualifications. 
B) keep the expensive stages near the beginning of the recruiting process. 
C) find out how long the applicant plans to stay with the company. 
D) make recruitment a continuous activity aimed at seeking out the best applicants. 
E) recruit primarily from educational institutions.

Question 18

Order getters are sometimes called creative sellers.

Accepted Answer

A) True 
 B)False

Question 19

Creative selling,which requires that salespeople recognize a potential buyer's needs and then provide the prospect with the necessary information,is performed by

Accepted Answer

A) order takers. 
B) order getters. 
C) missionary salespeople. 
D) trade salespeople. 
E) technical salespeople.

Question 20

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.

Exam 19: Personal Selling and Sales Promotion

Recruiting and selection of salespeople should include enough steps to yield the information needed to make accurate selection decisions.However,the stages of the process should be sequenced so that the more expensive steps are

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

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

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

Jake,a sales representative is returning from a week on the road.One of his activities this week is to develop ____,which are designed to identify the customers called on and to present detailed information about interaction with those clients.

Identify the major features of effective sales force compensation plans.

Natalie is a sales representative with Nike.Tomorrow she will join with people from the firm's financial,engineering,and other functional areas to engage in the personal selling process.Natalie is engaged in

Although Maybelline would like to use ____ as a consumer sales promotion method,this method has extremely high labor costs that are more affordable for higher-end make-up companies such as Clinique and Estée Lauder.

As a promotional strategy,using coupons strives to achieve all of the following except

How has the expenditure of promotional dollars on advertising,consumer sales promotion methods,and trade sales promotion methods changed in recent years?

A sales representative for Coca-Cola travels to various restaurants to determine how much syrup the customer needs for the coming period.This sales representative would be classified as a(n)

Sydney won a hot-air balloon ride and dinner for two for being the top revenue-producing mortgage loan officer at her company for the month of October.This contest exemplifies a company's efforts at

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

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

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

The best advice for recruiting and selecting salespeople for one's organization would be

Order getters are sometimes called creative sellers.

Creative selling,which requires that salespeople recognize a potential buyer's needs and then provide the prospect with the necessary information,is performed by

The two groups of order takers in personal selling are