Question 1

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 2

Jana works for Hormel Foods and she frequently sets up special displays and distributes samples of Hormel products to customers in supermarkets. Jana would best be classified as a(n)

Accepted Answer

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

Question 3

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 4

Identify and discuss the general steps in the personal selling process.

Accepted Answer

The answer of Identify and discuss the general steps in...

Question 5

A salesperson's performance is often compared with the performance of other salespeople operating under similar conditions.

Accepted Answer

A) True 
 B)False

Question 6

Sebastian, Kevin's sales manager, points out to him that his last shopper in the housewares department didn't seem interested or involved as he explained the new food processor to her. Sebastian suggests that Kevin use a(n) ____ as part of his presentation next time.

Accepted Answer

A) video 
B) information pamphlet 
C) demonstration 
D) trial close 
E) overcoming objections approach

Question 7

An arrangement in which a manufacturer pays a certain amount of a retailer's media costs for advertising that manufacturer's products is

Accepted Answer

A) a buy-back allowance. 
B) a merchandise allowance. 
C) premium money. 
D) push money. 
E) cooperative advertising.

Question 8

A straight commission compensation program ensures that selling costs will be predictable.

Accepted Answer

A) True 
 B)False

Question 9

Which of the following statements is true about team selling? ​

Accepted Answer

A) It is not appropriate for expensive, complex, high-tech business products. 
B) Teams typically consist of a sales rep and a marketing rep. 
C) Teams do not include representatives from finance. 
D) It is appropriate for expensive, complex, high-tech business products. 
E) Teams usually include someone from human resources.

Question 10

Daphne King of Cleborn Pharmaceuticals tells a sales management class at the state university that her job is to call on doctors and explain the benefits of new prescription drugs that her firm develops. Daphne would call herself a(n)

Accepted Answer

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

Question 11

All of the following are key areas of sales force management except

Accepted Answer

A) compensating salespeople. 
B) coordinating sales promotion efforts. 
C) recruiting salespeople. 
D) training sales personnel. 
E) motivating sales personnel.

Question 12

Tara is beginning her week as a sales representative for Logitech Technology. She decides to start the day by developing a list of potential customers, which is called

Accepted Answer

A) preapproaching. 
B) surveying. 
C) scouting. 
D) prospecting. 
E) screening.

Question 13

Nick is a salesperson for DuPont. His college degree is in engineering, with a minor in physical science. Nick is most likely a(n)

Accepted Answer

A) trade salesperson. 
B) missionary salesperson. 
C) technical salesperson. 
D) chemicals order taker. 
E) support to the sales staff.

Question 14

Realizing that her firm's sales promotion budget was small and cut by 30 percent for the coming year, Stacey Baronas rules out ____ as playing a role in her sales promotion plan.

Accepted Answer

A) samples 
B) coupons 
C) point-of-purchase materials 
D) money refunds 
E) premiums

Question 15

Scenario 18.2 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

Question 16

Which of the following is particularly appropriate for pricey high-tech business products, such as jet aircraft and medical equipment?

Accepted Answer

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

Question 17

One objective of consumer sales promotion techniques is to encourage patronage for a specific retail store.

Accepted Answer

A) True 
 B)False

Question 18

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 19

The use of sampling is declining.

Accepted Answer

A) True 
 B)False

Question 20

Effective sales force motivation is achieved through a continual organized set of activities performed by the company's sales management.

Accepted Answer

A) True 
 B)False

Exam 18: Personal Selling and Sales Promotion

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.

Jana works for Hormel Foods and she frequently sets up special displays and distributes samples of Hormel products to customers in supermarkets. Jana would best be classified as a(n)

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

Identify and discuss the general steps in the personal selling process.

A salesperson's performance is often compared with the performance of other salespeople operating under similar conditions.

Sebastian, Kevin's sales manager, points out to him that his last shopper in the housewares department didn't seem interested or involved as he explained the new food processor to her. Sebastian suggests that Kevin use a(n) ____ as part of his presentation next time.

An arrangement in which a manufacturer pays a certain amount of a retailer's media costs for advertising that manufacturer's products is

A straight commission compensation program ensures that selling costs will be predictable.

Which of the following statements is true about team selling? ​

Daphne King of Cleborn Pharmaceuticals tells a sales management class at the state university that her job is to call on doctors and explain the benefits of new prescription drugs that her firm develops. Daphne would call herself a(n)

All of the following are key areas of sales force management except

Tara is beginning her week as a sales representative for Logitech Technology. She decides to start the day by developing a list of potential customers, which is called

Nick is a salesperson for DuPont. His college degree is in engineering, with a minor in physical science. Nick is most likely a(n)

Realizing that her firm's sales promotion budget was small and cut by 30 percent for the coming year, Stacey Baronas rules out ____ as playing a role in her sales promotion plan.

Which of the following is particularly appropriate for pricey high-tech business products, such as jet aircraft and medical equipment?

One objective of consumer sales promotion techniques is to encourage patronage for a specific retail store.

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.

The use of sampling is declining.

Effective sales force motivation is achieved through a continual organized set of activities performed by the company's sales management.

Which of the following statements is true about team selling?