Question 1

If Green Giant wants to provide its resellers with a secondary incentive to stimulate repurchases after an initial consumer coupon campaign for its latest product,it can offer resellers a sum of money for each unit purchased.This type of sales promotion is a

Accepted Answer

A)  buying allowance. 
B)  count-and-recount allowance. 
C)  scan-back allowance. 
D)  buy-back allowance. 
E)  coupon follow-up campaign.

Question 2

Sales promotion activities are generally used in conjunction with other promotional efforts.

Accepted Answer

A) True 
 B)False

Question 3

____ are designed to identify the customers called on and to present detailed information about interaction with those clients.

Accepted Answer

A)  Invoices 
B)  Feedback notices 
C)  Work schedules 
D)  Call reports 
E)  Recall files

Question 4

Explain how a salesperson's performance can be evaluated.

Accepted Answer

The answer of Explain how a salesperson's performance can be...

Question 5

At one time,Wheaties offered two free golf balls with the purchase of a twin pack of Wheaties cereal featuring Tiger Woods.This is an example of a

Accepted Answer

A)  consumer prize. 
B)  rebate. 
C)  premium. 
D)  free sample. 
E)  free merchandise.

Question 6

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 7

List the three major types of salespeople and indicate how they differ.

Accepted Answer

The answer of List the three major types of salespeople...

Question 8

In designing sales territories,a sales manager considers several major factors.The territories must be constructed so that sales potential can be measured; the shape of the territories should facilitate salespeople's activities to provide the best possible coverage of customers; and

Accepted Answer

A)  territories should be designed to minimize selling costs. 
B)  all territories should be of similar size. 
C)  the territorial pattern should consist of concentric circles. 
D)  the density of potential customers should be minimized. 
E)  the distribution of customers should be relatively equal.

Question 9

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 10

Carlos generally makes cold calls on businesses to look for new prospects.He has many satisfied customers,but like many salespeople,he does not frequently utilize one of the best ways to find new prospects,which is through

Accepted Answer

A)  telephone directories. 
B)  customer referrals. 
C)  trade shows. 
D)  local restaurants. 
E)  other employees.

Question 11

In which of the following does the salesperson join with people from the firm's financial,engineering,and other functional areas to engage in the personal selling process?

Accepted Answer

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

Question 12

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 13

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 14

Discuss the major factors to consider when designing sales territories.

Accepted Answer

The answer of Discuss the major factors to consider when...

Question 15

Selection of the right type and proportion of salespeople is important because it is a one-time decision that affects the company's ability to generate sales and profits.

Accepted Answer

A) True 
 B)False

Question 16

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

Accepted Answer

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

Question 17

Creating a favorable impression and developing rapport with prospective customers is a critical part of the ____ step of personal selling.

Accepted Answer

A)  following up 
B)  making the presentation 
C)  approach 
D)  prospecting 
E)  preapproach

Question 18

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 19

Most marketers depend on one-sale customers for long-run survival.

Accepted Answer

A) True 
 B)False

Question 20

Jin Xiao,a trained engineer,is a salesperson for a chemical manufacturer.He provides current customers with advice about a product's characteristics and applications.He is a(n)

Accepted Answer

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

Exam 18: Personal Selling and Sales Promotion

If Green Giant wants to provide its resellers with a secondary incentive to stimulate repurchases after an initial consumer coupon campaign for its latest product,it can offer resellers a sum of money for each unit purchased.This type of sales promotion is a

Sales promotion activities are generally used in conjunction with other promotional efforts.

____ are designed to identify the customers called on and to present detailed information about interaction with those clients.

Explain how a salesperson's performance can be evaluated.

At one time,Wheaties offered two free golf balls with the purchase of a twin pack of Wheaties cereal featuring Tiger Woods.This is an example of a

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

List the three major types of salespeople and indicate how they differ.

In designing sales territories,a sales manager considers several major factors.The territories must be constructed so that sales potential can be measured; the shape of the territories should facilitate salespeople's activities to provide the best possible coverage of customers; and

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

Carlos generally makes cold calls on businesses to look for new prospects.He has many satisfied customers,but like many salespeople,he does not frequently utilize one of the best ways to find new prospects,which is through

In which of the following does the salesperson join with people from the firm's financial,engineering,and other functional areas to engage in the personal selling process?

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

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.

Discuss the major factors to consider when designing sales territories.

Selection of the right type and proportion of salespeople is important because it is a one-time decision that affects the company's ability to generate sales and profits.

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

Creating a favorable impression and developing rapport with prospective customers is a critical part of the ____ step of personal selling.

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

Most marketers depend on one-sale customers for long-run survival.

Jin Xiao,a trained engineer,is a salesperson for a chemical manufacturer.He provides current customers with advice about a product's characteristics and applications.He is a(n)