Question 1

The most common evaluation method of a sales promotion program is to compare sales before,during,and after a promotion.

Accepted Answer

A) True 
 B)False

Question 2

Sweepstakes give consumers a chance to win something,such as cash,trips,or goods,by luck or through extra effort.

Accepted Answer

A) True 
 B)False

Question 3

Why is it beneficial for a firm to coordinate its marketing and sales efforts? What actions can a company take to bring its marketing and sales functions closer together?

Accepted Answer

The sales force and other marketing func

Question 4

Sales promotion tools used to persuade resellers to carry a brand,give it shelf space,promote it in advertising,and push it to consumers are collectively called ________ promotions.

Accepted Answer

A)  consumer 
B)  point-of-purchase 
C)  sales-force 
D)  trade 
E)  business 
A)  consumer 
B)  point-of-purchase 
C)  sales-force 
D)  trade 
E)  business

Question 5

In which step of the selling process does a salesperson learn as much as possible about a prospective customer before making a sales call?

Accepted Answer

A)  approach 
B)  follow-up 
C)  demonstration 
D)  handling objections 
E)  preapproach 
A)  approach 
B)  follow-up 
C)  demonstration 
D)  handling objections 
E)  preapproach

Question 6

In which of the following structures does a company organize its sales force along client or industry lines?

Accepted Answer

A)  demographic sales-force structure 
B)  service sales-force structure 
C)  market sales-force structure 
D)  territorial sales-force structure 
E)  product sales-force structure 
A)  demographic sales-force structure 
B)  service sales-force structure 
C)  market sales-force structure 
D)  territorial sales-force structure 
E)  product sales-force structure

Question 7

The primary objective of trade promotions is to motivate salespeople.

Accepted Answer

A) True 
 B)False

Question 8

Loretta Inc.,a U.S.-based watch manufacturer,sells its products in France,China,Russia,and India.To manage sales,Loretta appoints a number of sales representatives to each location.Sales representatives report to area managers,and area managers coordinate sales in their respective areas before reporting to regional managers.Loretta has most likely adopted a ________ sales-force structure.

Accepted Answer

A)  customer 
B)  product 
C)  complex 
D)  distributor 
E)  territorial 
A)  customer 
B)  product 
C)  complex 
D)  distributor 
E)  territorial

Question 9

What is value selling? Explain its importance and requirements.

Accepted Answer

Value selling is the process of demonstr

Question 10

Which of the following statements is most likely true of team selling?

Accepted Answer

A)  It is used most often when the group of target customers is small and homogeneous. 
B)  It consists of experts from a single area of the selling firm such as marketing or finance. 
C)  It can unearth problems and provide solutions that no individual salesperson could. 
D)  It is most often implemented when products are simple and distribution costs are low. 
E)  It simplifies the process of evaluating the individual contributions of sales team members. 
A)  It is used most often when the group of target customers is small and homogeneous. 
B)  It consists of experts from a single area of the selling firm such as marketing or finance. 
C)  It can unearth problems and provide solutions that no individual salesperson could. 
D)  It is most often implemented when products are simple and distribution costs are low. 
E)  It simplifies the process of evaluating the individual contributions of sales team members.

Question 11

Which of the following is a characteristic of an inside sales force?

Accepted Answer

A)  It travels to make sales calls on customers in the field. 
B)  It receives administrative backup from outside sales forces. 
C)  It cannot sell or service accounts directly. 
D)  It eliminates the need to have an outside sales force. 
E)  It conducts business from an office via telephone. 
A)  It travels to make sales calls on customers in the field. 
B)  It receives administrative backup from outside sales forces. 
C)  It cannot sell or service accounts directly. 
D)  It eliminates the need to have an outside sales force. 
E)  It conducts business from an office via telephone.

Question 12

Millie Foods,producers of baby food,offers a monetary sum to retailers who agree to feature its new products on their shelves for a considerable time period.In this case,the promotion tool used by the company is referred to as a(n)________.

Accepted Answer

A)  price pack 
B)  rebate 
C)  sample 
D)  allowance 
E)  discount 
A)  price pack 
B)  rebate 
C)  sample 
D)  allowance 
E)  discount

Question 13

Online and other e-learning approaches increase the costs of training salespeople.

Accepted Answer

A) True 
 B)False

Question 14

What is the last step in the selling process?

Accepted Answer

A)  follow-up 
B)  closing 
C)  handling objections 
D)  presentation 
E)  prospecting 
A)  follow-up 
B)  closing 
C)  handling objections 
D)  presentation 
E)  prospecting

Question 15

Which of the following is most likely true about salespeople in a field sales force?

Accepted Answer

A)  They build relationships with customers by traveling to see them. 
B)  They make most sales from their offices via media interactions. 
C)  They provide administrative backup for outside salespeople. 
D)  They rely on telemarketing efforts to gain leads and clients. 
E)  They are prohibited to sell or service accounts directly. 
A)  They build relationships with customers by traveling to see them. 
B)  They make most sales from their offices via media interactions. 
C)  They provide administrative backup for outside salespeople. 
D)  They rely on telemarketing efforts to gain leads and clients. 
E)  They are prohibited to sell or service accounts directly.

Question 16

In which step of the selling process does a salesperson or company identify qualified potential customers?

Accepted Answer

A)  demonstration 
B)  preapproach 
C)  prospecting 
D)  approach 
E)  presentation 
A)  demonstration 
B)  preapproach 
C)  prospecting 
D)  approach 
E)  presentation

Question 17

In which step of the selling process does a salesperson set call objectives?

Accepted Answer

A)  preapproach 
B)  approach 
C)  presentation 
D)  qualifying 
E)  prospecting 
A)  preapproach 
B)  approach 
C)  presentation 
D)  qualifying 
E)  prospecting

Question 18

Sales promotions constitute the interpersonal arm of the promotional mix.

Accepted Answer

A) True 
 B)False

Question 19

Which consumer promotion tool involves selling two products for the price of one?

Accepted Answer

A)  price packs 
B)  coupons 
C)  rebates 
D)  advertising specialties 
E)  samples 
A)  price packs 
B)  coupons 
C)  rebates 
D)  advertising specialties 
E)  samples

Question 20

While handling buyer objections,salespeople should use a positive approach to turn logical or psychological objections into reasons for buying.

Accepted Answer

A) True 
 B)False

The most common evaluation method of a sales promotion program is to compare sales before,during,and after a promotion.

Sweepstakes give consumers a chance to win something,such as cash,trips,or goods,by luck or through extra effort.

Why is it beneficial for a firm to coordinate its marketing and sales efforts? What actions can a company take to bring its marketing and sales functions closer together?

Sales promotion tools used to persuade resellers to carry a brand,give it shelf space,promote it in advertising,and push it to consumers are collectively called ________ promotions.

In which step of the selling process does a salesperson learn as much as possible about a prospective customer before making a sales call?

In which of the following structures does a company organize its sales force along client or industry lines?

The primary objective of trade promotions is to motivate salespeople.

What is value selling? Explain its importance and requirements.

Which of the following statements is most likely true of team selling?

Which of the following is a characteristic of an inside sales force?

Millie Foods,producers of baby food,offers a monetary sum to retailers who agree to feature its new products on their shelves for a considerable time period.In this case,the promotion tool used by the company is referred to as a(n)________.

Online and other e-learning approaches increase the costs of training salespeople.

What is the last step in the selling process?

Which of the following is most likely true about salespeople in a field sales force?

In which step of the selling process does a salesperson or company identify qualified potential customers?

In which step of the selling process does a salesperson set call objectives?

Sales promotions constitute the interpersonal arm of the promotional mix.

Which consumer promotion tool involves selling two products for the price of one?

While handling buyer objections,salespeople should use a positive approach to turn logical or psychological objections into reasons for buying.

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

Understanding Consumer and Business Buyer Behavior

Customer-Driven Marketing Strategy: Creating Value for Target Customers

Products,Services,and Brands: Building Customer Value

New Product Development and Product Life Cycle Strategies

Pricing: Understanding and Capturing Customer Value

Marketing Channels: Delivering Customer Value

Retailing and Wholesaling

Engaging Consumers and Communicating Customer Value: Advertising and Public Relations

Direct, Online, Social Media, and Mobile Marketing

The Global Marketplace

Social Responsibility and Ethics

Filters

Exam 13: Personal Selling and Sales Promotion

The most common evaluation method of a sales promotion program is to compare sales before,during,and after a promotion.

Sweepstakes give consumers a chance to win something,such as cash,trips,or goods,by luck or through extra effort.

Why is it beneficial for a firm to coordinate its marketing and sales efforts? What actions can a company take to bring its marketing and sales functions closer together?

Sales promotion tools used to persuade resellers to carry a brand,give it shelf space,promote it in advertising,and push it to consumers are collectively called ________ promotions.

In which step of the selling process does a salesperson learn as much as possible about a prospective customer before making a sales call?

In which of the following structures does a company organize its sales force along client or industry lines?

The primary objective of trade promotions is to motivate salespeople.

What is value selling? Explain its importance and requirements.

Which of the following statements is most likely true of team selling?

Which of the following is a characteristic of an inside sales force?

Millie Foods,producers of baby food,offers a monetary sum to retailers who agree to feature its new products on their shelves for a considerable time period.In this case,the promotion tool used by the company is referred to as a(n)________.

Online and other e-learning approaches increase the costs of training salespeople.

What is the last step in the selling process?

Which of the following is most likely true about salespeople in a field sales force?

In which step of the selling process does a salesperson or company identify qualified potential customers?

In which step of the selling process does a salesperson set call objectives?

Sales promotions constitute the interpersonal arm of the promotional mix.

Which consumer promotion tool involves selling two products for the price of one?

While handling buyer objections,salespeople should use a positive approach to turn logical or psychological objections into reasons for buying.

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

Understanding Consumer and Business Buyer Behavior

Customer-Driven Marketing Strategy: Creating Value for Target Customers

Products,Services,and Brands: Building Customer Value

New Product Development and Product Life Cycle Strategies

Pricing: Understanding and Capturing Customer Value

Marketing Channels: Delivering Customer Value

Retailing and Wholesaling

Engaging Consumers and Communicating Customer Value: Advertising and Public Relations

Direct, Online, Social Media, and Mobile Marketing

The Global Marketplace

Social Responsibility and Ethics

Filters