Question 1

Among others,management recruits from within the firm or from recommendations of individuals by current employees.

Accepted Answer

A) True 
 B)False

Question 2

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.

Question 3

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 4

Generally,sales promotion attempts to influence consumers to purchase products but is not normally aimed at resellers.

Accepted Answer

A) True 
 B)False

Question 5

As Quaker Oats tries to decide how to introduce its new line of breakfast bars,it considers all the advantages and disadvantages of the various consumer sales promotion methods.After careful consideration,Quaker Oats decides to use ____,which are the most widely used form of consumer sales promotion.

Accepted Answer

A) free samples 
B) rebates 
C) point-of-purchase displays 
D) coupons 
E) cents-off offers

Question 6

Sales objectives for individual salespeople can be stated in several ways.Which of the following would least likely be used for stating an individual salesperson's goal?

Accepted Answer

A) Dollar volume sales 
B) Unit volume sales 
C) Average order size 
D) Ratio of profits relative to number of sales calls 
E) Average number of calls per time period

Question 7

Signs,counter pieces,racks,and self-service cartons are all forms of

Accepted Answer

A) in-store attention grabbers. 
B) demonstrations. 
C) retail media. 
D) premiums. 
E) point-of-purchase displays.

Question 8

Kayla is the owner of a group of women's clothing stores located throughout the midwestern United States.Recently,she made a large purchase from a leading clothing manufacturer,and was given ____,which is a gift to a retailer who purchases a specified quantity of merchandise.

Accepted Answer

A) a dealer loader 
B) a premium 
C) push money 
D) a merchandise allowance 
E) a buy-back allowance

Question 9

Sporadic recruiting is more desirable than continuous recruiting because of the expense involved in the process.

Accepted Answer

A) True 
 B)False

Question 10

Team selling involves building mutually beneficial long-term associations with a customer through regular communications over prolonged periods of time.

Accepted Answer

A) True 
 B)False

Question 11

Discuss why recruitment of salespeople should be a continuous activity.

Accepted Answer

The answer of Discuss why recruitment of salespeople should be...

Question 12

Which of the following is the best example of a well-stated sales objective?

Accepted Answer

A) Companywide sales should increase by 25 percent. 
B) Each salesperson should increase his or her client group by 10 percent. 
C) Each salesperson should bring in $25,000 in new sales by November 15. 
D) The sales force should increase the market share in all markets by December 1. 
E) Each salesperson should increase the number of calls they make by 20 percent.

Question 13

A company may determine how many sales calls per year it needs to serve customers effectively and divide that by the average number of sales calls made by one salesperson in order to

Accepted Answer

A) recruit appropriate salespeople. 
B) set sales force calling objectives. 
C) compensate salespeople fairly. 
D) train its salespeople. 
E) determine sales force size.

Question 14

Personal selling is changing in today's marketplace due to several factors.Which of the following is not a factor that impacts today's promotion through personal selling?

Accepted Answer

A) The difficulty in keeping customers because they are fickle. 
B) New technology provides up-to-date information in the field. 
C) The way in which customers gain information about a company or product. 
D) Social CRM allows companies to discover and engage customers. 
E) Electronic sales presentations through social media technology.

Question 15

Garrett Almar tells a fellow buyer at Robins Wholesale Parts that the last salesperson who called on him before lunch was a real loser: "He has done a poor job of ____.He didn't even know what brands we carry or what types of retailers we service!"

Accepted Answer

A) prospecting 
B) preapproach 
C) follow-up 
D) presenting 
E) approach

Question 16

A single salesperson may perform the functions of order getting,order taking,and support.

Accepted Answer

A) True 
 B)False

Question 17

If a manager tries to form territories with equal sales potential,the territories will usually be unequal in geographic size;this will cause the salespeople with larger territories to

Accepted Answer

A) develop larger income potentials. 
B) have to work longer and harder to generate a certain sales volume. 
C) work about the same amount,since potential is the same. 
D) have much larger sales than those salespeople with smaller territories. 
E) be limited to a smaller income potential.

Question 18

Following up involves listening to a customer's response after finishing the presentation and overcoming those objections.

Accepted Answer

A) True 
 B)False

Question 19

Which of the following is least likely to be directly involved in actually making sales?

Accepted Answer

A) Order taker 
B) Current-customer salesperson 
C) Order getter 
D) Field order taker 
E) Support sales personnel

Question 20

Generally,a salesperson's performance is judged by comparing it with predetermined standards rather than by comparing it with the performance of other salespeople.

Accepted Answer

A) True 
 B)False

Exam 19: Personal Selling and Sales Promotion

Among others,management recruits from within the firm or from recommendations of individuals by current employees.

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

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

Generally,sales promotion attempts to influence consumers to purchase products but is not normally aimed at resellers.

Sales objectives for individual salespeople can be stated in several ways.Which of the following would least likely be used for stating an individual salesperson's goal?

Signs,counter pieces,racks,and self-service cartons are all forms of

Kayla is the owner of a group of women's clothing stores located throughout the midwestern United States.Recently,she made a large purchase from a leading clothing manufacturer,and was given ____,which is a gift to a retailer who purchases a specified quantity of merchandise.

Sporadic recruiting is more desirable than continuous recruiting because of the expense involved in the process.

Team selling involves building mutually beneficial long-term associations with a customer through regular communications over prolonged periods of time.

Discuss why recruitment of salespeople should be a continuous activity.

Which of the following is the best example of a well-stated sales objective?

A company may determine how many sales calls per year it needs to serve customers effectively and divide that by the average number of sales calls made by one salesperson in order to

Personal selling is changing in today's marketplace due to several factors.Which of the following is not a factor that impacts today's promotion through personal selling?

Garrett Almar tells a fellow buyer at Robins Wholesale Parts that the last salesperson who called on him before lunch was a real loser: "He has done a poor job of ____.He didn't even know what brands we carry or what types of retailers we service!"

A single salesperson may perform the functions of order getting,order taking,and support.

If a manager tries to form territories with equal sales potential,the territories will usually be unequal in geographic size;this will cause the salespeople with larger territories to

Following up involves listening to a customer's response after finishing the presentation and overcoming those objections.

Which of the following is least likely to be directly involved in actually making sales?

Generally,a salesperson's performance is judged by comparing it with predetermined standards rather than by comparing it with the performance of other salespeople.