Question 1

For a powerful sales presentation,salespeople must do all of the following EXCEPT:

Accepted Answer

A)   ask close-ended questions
B)   incorporate visual elements that impart valuable information
C)   practice
D)   use direct eye contact
E)   use hand gestures and voice inflections A

Question 2

Salesperson Tami Hravian's products are liked by her clients.These clients give Hravian names of others who may also like her products.Hravian is using cold calling to generate leads.

Accepted Answer

A) True 
 B)False  False

Question 3

The two types of sales promotion are:

Accepted Answer

A)   consumer and trade
B)   new-buyer and repeat-buyer
C)   introductory and maturity
D)   elastic and inelastic
E)   hierarchical and functional A

Question 4

Fiona is a sales associate at a store that sells new and used videos and DVDs.Recently she was given a CD of the music from Vanity Fair to encourage her to suggest customers buy this movie.The CD is an example of:

Accepted Answer

A)   the use of a pull strategy
B)   a trade sales promotion
C)   a trade allowance
D)   an intermediary rebate
E)   free consumer sales promotion

Question 5

SCENARIOS
Digital Cookware
Digital Cookware has developed a new kind of skillet that should make cooking easier for many non-chefs.The skillet has a display on its handle that beeps to alert the cook when the pan's target temperature is reached.The skillet with the aid of an accompanying cookbook will take much of the guesswork out of cooking.Digital Cookware is a small company,and it has invested considerable money in developing this new technology,which it eventually hopes to use in an entire line of pots and pans.It has run some small ads for the new skillet in cooking magazines and been featured on some morning talk shows.It needs a quick infusion of cash to maintain its current operational level and to develop the rest of the cookware line.Digital Cookware is considering some kind of sales promotion.
-Refer to Technology Advancement.Which of the following statements does NOT describe an advantage personal selling can provide the computer companies?

Accepted Answer

A)   It can tailor the message to the customer needs.
B)   It is good for explaining the merits of complex products.
C)   It is inexpensive on a per contact basis.
D)   It can be specifically directed to the different types of accounts.
E)   It is effective in convincing a prospective client.

Question 6

You are the sales promotion manager for the Pal-o-matic,an automated pallet dispenser used in grocery warehouses.Your company uses a push strategy,and you are responsible for recommending sales promotion tools to accomplish this strategy.Describe three specific sales promotion activities you would recommend for the Pal-o-matic.

Accepted Answer

The answer of You are the sales promotion manager for...

Question 7

Which of the following is NOT an example of a trade sales promotion?

Accepted Answer

A)   push money and training
B)   business meetings and conventions
C)   premiums and coupons
D)   free merchandise and store demonstrations
E)   trade shows

Question 8

SCENARIOS
Digital Cookware
Digital Cookware has developed a new kind of skillet that should make cooking easier for many non-chefs.The skillet has a display on its handle that beeps to alert the cook when the pan's target temperature is reached.The skillet with the aid of an accompanying cookbook will take much of the guesswork out of cooking.Digital Cookware is a small company,and it has invested considerable money in developing this new technology,which it eventually hopes to use in an entire line of pots and pans.It has run some small ads for the new skillet in cooking magazines and been featured on some morning talk shows.It needs a quick infusion of cash to maintain its current operational level and to develop the rest of the cookware line.Digital Cookware is considering some kind of sales promotion.
-Refer to Kraft Foods.Each Kraft sales team is given a statement of his or individual sales objectives,usually based on sales volume.This is called a(n):

Accepted Answer

A)   sales lead
B)   objective report
C)   order forecast
D)   account report
E)   quota

Question 9

Jefferson Smurfit Company is a multi-billion-dollar supplier of packaging materials.One of its salespeople rearranged production schedules at 3 different plants to satisfy an unexpected demand for boxes from General Electric.The salesperson's actions is typical of the company's sales philosophy and indicates an emphasis on

Accepted Answer

A)   consultative promotion
B)   relationship selling
C)   adaptive selling
D)   transformational selling
E)   transactional buying

Question 10

Point-of-purchase promotions work best for:

Accepted Answer

A)   high-involvement products
B)   purchases that require extensive decision-making
C)   complex products that require technical knowledge to operate
D)   impulse buys
E)   expensive products like perfume and jewelry

Question 11

Mountain Valley Springs Company,a producer of bottled water,sells a highly standardized product to consumers all over the United States.You would expect Mountain Valley Springs to rely on _____ to promote its product.

Accepted Answer

A)   public relations
B)   personal selling
C)   advertising and sales promotion
D)   publicity and direct marketing
E)   product innovation

Question 12

Trianka Patel has recently started a mailing service in a region that is showing tremendous industrial growth.Her business has the capability to print,fold,insert,and mail all types of letters.Her customers include 3 local retailers,a small university,and a regional cable television provider.She needs more customers and plans to spend one day per week visiting businesses and introducing her services.Patel is engaged in:

Accepted Answer

A)   direct sales management
B)   personal selling
C)   public relations
D)   sales promotion
E)   research and development

Question 13

In relationship selling,salespeople focus more time on generating leads than on qualifying leads.

Accepted Answer

A) True 
 B)False

Question 14

_____ is direct communication between a sales representative and one or more prospective buyers,for the purpose of making a sale.

Accepted Answer

A)   Trade promotion
B)   Sales promotion
C)   Public relations
D)   Personal selling
E)   Direct marketing

Question 15

What should the consultative salesperson do when the prospect says,"Does that mean your product is 10 percent slower than your competitor's?"

Accepted Answer

A)   Conduct an unplanned needs assessment.
B)   Handle the question as an objection.
C)   Immediately leave the prospect's office.
D)   Ask for referrals.
E)   Modify his or her sales proposal.

Question 16

SCENARIOS
Digital Cookware
Digital Cookware has developed a new kind of skillet that should make cooking easier for many non-chefs.The skillet has a display on its handle that beeps to alert the cook when the pan's target temperature is reached.The skillet with the aid of an accompanying cookbook will take much of the guesswork out of cooking.Digital Cookware is a small company,and it has invested considerable money in developing this new technology,which it eventually hopes to use in an entire line of pots and pans.It has run some small ads for the new skillet in cooking magazines and been featured on some morning talk shows.It needs a quick infusion of cash to maintain its current operational level and to develop the rest of the cookware line.Digital Cookware is considering some kind of sales promotion.
-Refer to The Entertainment Book.The restaurants that offer coupons in the Entertainment Book are hoping to appeal to which of the following types of buyers?

Accepted Answer

A)   loyal customers who could provide more repeat business
B)   people who consistently look for bargains
C)   people who go to a competitor's restaurant most or even all of the time
D)   people who go to a variety of restaurants and who could be called brand switchers.
E)   all of these

Question 17

Before approaching the customer,a salesperson should learn as much as possible about the prospect's organization and its buyer.This process is called sales acculturation.

Accepted Answer

A) True 
 B)False

Question 18

If management not only desires to provide its sales force with an incentive to sell but also wants control over other nonselling activities,the best compensation plan would be:

Accepted Answer

A)   straight salary system
B)   bonus system
C)   straight commission system
D)   combination system
E)   progressive commission

Question 19

Tremaine Hughes is a salesperson for Allied Pets,a company that sells veterinarian supplies.He is working on a needs assessment for East Athens Veterinary Clinic.What information will he need to find out about East Athens?

Accepted Answer

The answer of Tremaine Hughes is a salesperson for Allied...

Question 20

Hewlett-Packard offered $25 to individual Office Depot salespeople for each HP Laser Jet printer they sold.The $25 is push money.

Accepted Answer

A) True 
 B)False

Exam 16: Sales Promotion and Personal Selling

For a powerful sales presentation,salespeople must do all of the following EXCEPT:

Salesperson Tami Hravian's products are liked by her clients.These clients give Hravian names of others who may also like her products.Hravian is using cold calling to generate leads.

The two types of sales promotion are:

Fiona is a sales associate at a store that sells new and used videos and DVDs.Recently she was given a CD of the music from Vanity Fair to encourage her to suggest customers buy this movie.The CD is an example of:

Which of the following is NOT an example of a trade sales promotion?

Point-of-purchase promotions work best for:

Mountain Valley Springs Company,a producer of bottled water,sells a highly standardized product to consumers all over the United States.You would expect Mountain Valley Springs to rely on _____ to promote its product.

In relationship selling,salespeople focus more time on generating leads than on qualifying leads.

_____ is direct communication between a sales representative and one or more prospective buyers,for the purpose of making a sale.

What should the consultative salesperson do when the prospect says,"Does that mean your product is 10 percent slower than your competitor's?"

Before approaching the customer,a salesperson should learn as much as possible about the prospect's organization and its buyer.This process is called sales acculturation.

If management not only desires to provide its sales force with an incentive to sell but also wants control over other nonselling activities,the best compensation plan would be:

Tremaine Hughes is a salesperson for Allied Pets,a company that sells veterinarian supplies.He is working on a needs assessment for East Athens Veterinary Clinic.What information will he need to find out about East Athens?

Hewlett-Packard offered $25 to individual Office Depot salespeople for each HP Laser Jet printer they sold.The $25 is push money.