Question 1

involves two- way,personal communication between salespeople and individual customers,either in person,by telephone,or through Web conferences.

Accepted Answer

A) Telemarketing 
B) Personal selling 
C) Advertising 
D) Integrated marketing communication 
E) Public relations 
A) Telemarketing 
B) Personal selling 
C) Advertising 
D) Integrated marketing communication 
E) Public relations B

Question 2

According to research by the Gallup polling organization,which of the following is one of the four key talents a successful salesperson must possess?

Accepted Answer

A) fluency in a second language 
B) technological know- how 
C) aggressive personality 
D) disciplined work style 
E) managerial skills 
A) fluency in a second language 
B) technological know- how 
C) aggressive personality 
D) disciplined work style 
E) managerial skills D

Question 3

Describe the seven steps in the selling process.What would be the two most difficult steps for most salespeople and why?

Accepted Answer

Prospecting and qualifying begin the process,followed by the preapproach.Next,the salesperson makes an approach to make a presentation or demonstration.Handling objections follows,leading into closing the sale.Each sale requires a follow up to make it complete.For most salespeople,especially new ones,the prospecting and closing steps are the most difficult and require much skill.For a salesperson unfamiliar with how to sort good leads from bad ones,prospecting can be difficult.Closing can be difficult because salespeople may lack the confidence to ask for an order,or they may not recognize the appropriate moment to close a sale.

Question 4

The selling process consists of several steps that the salesperson must master,focusing on the goals of _ and from them.

Accepted Answer

A) overcoming objections;developing relationships 
B) closing sales;getting orders 
C) getting new customers;obtaining orders 
D) managing old customers;following up 
E) getting new customers;obtaining service ideas 
A) overcoming objections;developing relationships 
B) closing sales;getting orders 
C) getting new customers;obtaining orders 
D) managing old customers;following up 
E) getting new customers;obtaining service ideas

Question 5

Which of the following is NOT a closing technique?

Accepted Answer

A) explaining that the buyer will lose out if the order isn't placed now 
B) reviewing points of agreement 
C) offering to help write up the order 
D) asking the buyer to clarify any objections 
E) asking for the order 
A) explaining that the buyer will lose out if the order isn't placed now 
B) reviewing points of agreement 
C) offering to help write up the order 
D) asking the buyer to clarify any objections 
E) asking for the order

Question 6

Business promotion tools are used for all of the following reasons EXCEPT to _.

Accepted Answer

A) generate business leads 
B) reward customers 
C) stimulate purchases 
D) motivate salespeople 
E) increase manufacturing 
A) generate business leads 
B) reward customers 
C) stimulate purchases 
D) motivate salespeople 
E) increase manufacturing

Question 7

East Bay Communications has increased its inside sales force.This will help East Bay in all EXCEPT which one of the following ways?

Accepted Answer

A) East Bay customers will have questions answered in a timely manner. 
B) East Bay salespeople will have more time to find major new prospects. 
C) East Bay customers will have full access to sales automation technology. 
D) East Bay salespeople will have more time to provide after- the- sale customer service. 
E) East Bay salespeople will have more time to sell to major accounts. 
A) East Bay customers will have questions answered in a timely manner. 
B) East Bay salespeople will have more time to find major new prospects. 
C) East Bay customers will have full access to sales automation technology. 
D) East Bay salespeople will have more time to provide after- the- sale customer service. 
E) East Bay salespeople will have more time to sell to major accounts.

Question 8

All of the following are problems associated with the poor selection of salespeople EXCEPT .

Accepted Answer

A) less productivity 
B) disrupted customer relationships 
C) costly turnover 
D) less office support 
E) lower sales 
A) less productivity 
B) disrupted customer relationships 
C) costly turnover 
D) less office support 
E) lower sales

Question 9

All of the following are disadvantages of the team selling approach EXCEPT which one?

Accepted Answer

A) Most salespeople are trained to excel in individual performance. 
B) Individual contributions and compensations can be difficult to assess. 
C) Many salespeople are unaccustomed to working with others. 
D) Selling teams can overwhelm customers. 
E) Selling teams decrease costs. 
A) Most salespeople are trained to excel in individual performance. 
B) Individual contributions and compensations can be difficult to assess. 
C) Many salespeople are unaccustomed to working with others. 
D) Selling teams can overwhelm customers. 
E) Selling teams decrease costs.

Question 10

Why does a salesperson set call objectives?

Accepted Answer

Call objectives might include qualifying

Question 11

A _ is a short- term incentive used to encourage the immediate purchase of a product or service.

Accepted Answer

A) publicity stunt 
B) sales promotion 
C) press release 
D) sponsorship 
E) bonus 
A) publicity stunt 
B) sales promotion 
C) press release 
D) sponsorship 
E) bonus

Question 12

Marlene Arau is a member of the sales force at Urban Fashions,a clothing manufacturer.Marlene is preparing for a first meeting with a wholesaler who is a potential customer.Marlene is learning as much as she can about the wholesaler's organization.Marlene is in the step of the personal selling process.

Accepted Answer

A) preapproach 
B) qualifying 
C) approach 
D) prospecting 
E) handling objections 
A) preapproach 
B) qualifying 
C) approach 
D) prospecting 
E) handling objections

Question 13

What type of company would be likely to use a product sales force structure?

Accepted Answer

A product sales force structur

Question 14

Which of the following would a company most likely use to determine sales force size?

Accepted Answer

A) demographic characteristics of the sales force 
B) the workload approach 
C) profit margin 
D) the outside sales force method 
E) product availability 
A) demographic characteristics of the sales force 
B) the workload approach 
C) profit margin 
D) the outside sales force method 
E) product availability

Question 15

Why does a firm's number of prospects always equal or exceed its number of qualified customers?

Accepted Answer

Prospecting identifies the tot

Question 16

Today,most salespeople are well- educated,well- trained professionals who work to build and maintain long- term customer relationships.

Accepted Answer

A) True 
 B)False

Question 17

The growth of product management has contributed to the increasing adoption of customer sales force structures.

Accepted Answer

A) True 
 B)False

Question 18

are goods offered either free or at low cost as an incentive to buy a product.

Accepted Answer

A) Price packs 
B) Cash refund offers 
C) Coupons 
D) Premiums 
E) Point- of- purchase promotions 
A) Price packs 
B) Cash refund offers 
C) Coupons 
D) Premiums 
E) Point- of- purchase promotions

Question 19

How does mobile couponing benefit both consumers and marketers?

Accepted Answer

Consumers don't have to find a

Question 20

The sales force at Messimer Computing recently began telemarketing and Web selling.How will telemarketing and Web selling most likely benefit Messimer Computing?

Accepted Answer

A) Messimer sales reps will be required to telecommute rather than work in a centrally located office. 
B) Messimer sales reps will be able to service hard- to- reach customers more effectively. 
C) Messimer sales reps will need to spend more face- to- face time with large,high- value customers. 
D) The inside sales force of Messimer will receive better compensation than the outside sales force. 
E) The outside sales force of Messimer will be freed up to work more with the marketing department. 
A) Messimer sales reps will be required to telecommute rather than work in a centrally located office. 
B) Messimer sales reps will be able to service hard- to- reach customers more effectively. 
C) Messimer sales reps will need to spend more face- to- face time with large,high- value customers. 
D) The inside sales force of Messimer will receive better compensation than the outside sales force. 
E) The outside sales force of Messimer will be freed up to work more with the marketing department.

involves two- way,personal communication between salespeople and individual customers,either in person,by telephone,or through Web conferences.

According to research by the Gallup polling organization,which of the following is one of the four key talents a successful salesperson must possess?

Describe the seven steps in the selling process.What would be the two most difficult steps for most salespeople and why?

The selling process consists of several steps that the salesperson must master,focusing on the goals of _ and from them.

Which of the following is NOT a closing technique?

Business promotion tools are used for all of the following reasons EXCEPT to _.

East Bay Communications has increased its inside sales force.This will help East Bay in all EXCEPT which one of the following ways?

All of the following are problems associated with the poor selection of salespeople EXCEPT .

All of the following are disadvantages of the team selling approach EXCEPT which one?

Why does a salesperson set call objectives?

A _ is a short- term incentive used to encourage the immediate purchase of a product or service.

What type of company would be likely to use a product sales force structure?

Which of the following would a company most likely use to determine sales force size?

Why does a firm's number of prospects always equal or exceed its number of qualified customers?

Today,most salespeople are well- educated,well- trained professionals who work to build and maintain long- term customer relationships.

The growth of product management has contributed to the increasing adoption of customer sales force structures.

are goods offered either free or at low cost as an incentive to buy a product.

How does mobile couponing benefit both consumers and marketers?

The sales force at Messimer Computing recently began telemarketing and Web selling.How will telemarketing and Web selling most likely benefit Messimer Computing?

Marketing: Creating and Capturing Customer Value

Company and Marketing Strategy: Partnering to Build Customer Relationships

Analyzing the Marketing Environment

Managing Marketing Information to Gain Customer Insights

Consumer Markets and Consumer Buyer Behavior

Business Markets and Business Buyer Behavior

Customer-Driven Marketing Strategy: Creating Value for Target Customers

Products, Services, and Brands: Building Customer Value

Developing New Products and Managing the Product Life Cycle

Pricing Strategies: Understanding and Capturing Customer Value

Additional Pricing Considerations

Marketing Channels: Delivering Customer Value

Retailing and Wholesaling

Communicating Customer Value

Advertising and Public Relations

Direct and Online Marketing: Building Direct Customer Relationships

Creating Competitive Advantage

The Global Marketplace

Sustainable Marketing: Social Responsibility and Ethics

Filters

Exam 16: Personal Selling and Sales Promotion

involves two- way,personal communication between salespeople and individual customers,either in person,by telephone,or through Web conferences.

According to research by the Gallup polling organization,which of the following is one of the four key talents a successful salesperson must possess?

Describe the seven steps in the selling process.What would be the two most difficult steps for most salespeople and why?

The selling process consists of several steps that the salesperson must master,focusing on the goals of _ and from them.

Which of the following is NOT a closing technique?

Business promotion tools are used for all of the following reasons EXCEPT to _.

East Bay Communications has increased its inside sales force.This will help East Bay in all EXCEPT which one of the following ways?

All of the following are problems associated with the poor selection of salespeople EXCEPT .

All of the following are disadvantages of the team selling approach EXCEPT which one?

Why does a salesperson set call objectives?

A _ is a short- term incentive used to encourage the immediate purchase of a product or service.

What type of company would be likely to use a product sales force structure?

Which of the following would a company most likely use to determine sales force size?

Why does a firm's number of prospects always equal or exceed its number of qualified customers?

Today,most salespeople are well- educated,well- trained professionals who work to build and maintain long- term customer relationships.

The growth of product management has contributed to the increasing adoption of customer sales force structures.

are goods offered either free or at low cost as an incentive to buy a product.

How does mobile couponing benefit both consumers and marketers?

The sales force at Messimer Computing recently began telemarketing and Web selling.How will telemarketing and Web selling most likely benefit Messimer Computing?

Marketing: Creating and Capturing Customer Value

Company and Marketing Strategy: Partnering to Build Customer Relationships

Analyzing the Marketing Environment

Managing Marketing Information to Gain Customer Insights

Consumer Markets and Consumer Buyer Behavior

Business Markets and Business Buyer Behavior

Customer-Driven Marketing Strategy: Creating Value for Target Customers

Products, Services, and Brands: Building Customer Value

Developing New Products and Managing the Product Life Cycle

Pricing Strategies: Understanding and Capturing Customer Value

Additional Pricing Considerations

Marketing Channels: Delivering Customer Value

Retailing and Wholesaling

Communicating Customer Value

Advertising and Public Relations

Direct and Online Marketing: Building Direct Customer Relationships

Creating Competitive Advantage

The Global Marketplace

Sustainable Marketing: Social Responsibility and Ethics

Filters