Question 1

Explain the difference between coupons and rebates using suitable examples.

Accepted Answer

Coupons are certificates that save buyer

Question 2

What are business promotions? Explain any two major business promotion tools and their benefits.

Accepted Answer

Business promotions are sales promotion

Question 3

Sheldon Parks works as a salesperson in a large company that sells vending machines and beverages like coffee,tea,and hot chocolate.He meets Rosa Thoms,a potential client who heads the administration department of a large MNC,and speaks to her at length to determine the kind of vending machine and beverages her company would need.After understanding the specifications,he provides her team of employees with samples to obtain their feedback.At which step of the selling process is Sheldon in the above scenario?

Accepted Answer

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

Question 4

Sales managers use sales reports,personal observations,and customer surveys to assess the performance of sales force members.

Accepted Answer

A) True 
 B)False

Question 5

Koffee,a brand of instant coffee,gives away a free coffee mug with its logo imprinted on it with every purchase of a 500g packet of its instant coffee powder.Which promotion tool is Koffee using?

Accepted Answer

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

Question 6

How have social media tools most likely affected personal selling?

Accepted Answer

A)  reducing the use of person-to-person selling efforts 
B)  increasing the costs of selling products and services 
C)  changing the basic fundamentals of interpersonal selling 
D)  increasing the number of product reports given to customers 
E)  slowing the sales force response rate to customers' problems 
A)  reducing the use of person-to-person selling efforts 
B)  increasing the costs of selling products and services 
C)  changing the basic fundamentals of interpersonal selling 
D)  increasing the number of product reports given to customers 
E)  slowing the sales force response rate to customers' problems

Question 7

Weekly or monthly work plans used by management to get information about salespeople are referred to as ________.

Accepted Answer

A)  sales quotas 
B)  ROI plans 
C)  call objectives 
D)  sales reports 
E)  call plans 
A)  sales quotas 
B)  ROI plans 
C)  call objectives 
D)  sales reports 
E)  call plans

Question 8

Fruity Loop,a leading manufacturer of fruit-juices,introduces a new range of potato chips.To promote this new product,it offers a packet of potato chips free with every bottle of Fruity Loop juice.Which of the following promotion tools is Fruity Loop using in this case?

Accepted Answer

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

Question 9

Providing samples is the most inexpensive way to introduce a new product.

Accepted Answer

A) True 
 B)False

Question 10

In the context of the selling process,what is closing? What are the various closing techniques a salesperson can use?

Accepted Answer

Closing is the step of the selling proce

Question 11

The difference between an inside sales force and an outside sales force is that an outside sales force ________.

Accepted Answer

A)  acquires more decision-maker contacts each day 
B)  consists mostly of telemarketers and Internet sellers 
C)  conducts business from headquarters via telephone 
D)  spends less money to reach and support customers 
E)  travels frequently to call on customers in the field 
A)  acquires more decision-maker contacts each day 
B)  consists mostly of telemarketers and Internet sellers 
C)  conducts business from headquarters via telephone 
D)  spends less money to reach and support customers 
E)  travels frequently to call on customers in the field

Question 12

Sales promotions targeted toward final buyers are called consumer promotions.

Accepted Answer

A) True 
 B)False

Question 13

How do companies use the workload approach to set sales-force size?

Accepted Answer

Sales forces may range in size from only

Question 14

Sales-force automation systems enable salespeople to profile prospects,forecast sales,and prepare expense reports.

Accepted Answer

A) True 
 B)False

Question 15

A ________ sales-force structure combines several types of sales force organizations.

Accepted Answer

A)  market 
B)  simple 
C)  product 
D)  territorial 
E)  complex 
A)  market 
B)  simple 
C)  product 
D)  territorial 
E)  complex

Question 16

Lemony Inc.sells its popular bottled lemonade-the company's only product-in various geographic locations through tie-ups and agreements with retailers.Each location is represented by two salespersons,one of whom serves current customers while the other finds new ones.Which of the following sales-force structures has most likely been combined to form the complex sales-force structure at Lemony Inc.?

Accepted Answer

A)  market and territorial 
B)  market and customer 
C)  product and territorial 
D)  market and product 
E)  geographical and product 
A)  market and territorial 
B)  market and customer 
C)  product and territorial 
D)  market and product 
E)  geographical and product

Question 17

Which of the following is most likely true of a sales force?

Accepted Answer

A)  The performance difference between an average salesperson and a top salesperson is generally substantial. 
B)  The cost of replacing a salesperson is usually low because minimal training is necessary. 
C)  A sales force with many new people is typically more productive than one whose members have been around for a long time. 
D)  Individuals within a sales force generally perform at the same level of efficiency. 
E)  On-site sales training is more efficient and less costly than e-learning programs. 
A)  The performance difference between an average salesperson and a top salesperson is generally substantial. 
B)  The cost of replacing a salesperson is usually low because minimal training is necessary. 
C)  A sales force with many new people is typically more productive than one whose members have been around for a long time. 
D)  Individuals within a sales force generally perform at the same level of efficiency. 
E)  On-site sales training is more efficient and less costly than e-learning programs.

Question 18

Which term refers to the fixed amount in a salesperson's compensation?

Accepted Answer

A)  bonus 
B)  commission 
C)  salary 
D)  incentive 
E)  profit-sharing plan 
A)  bonus 
B)  commission 
C)  salary 
D)  incentive 
E)  profit-sharing plan

Question 19

AirNetwork,a telecommunications company,sponsors a rock concert by a famous band in order to further its brand visibility.This is an example of a(n)________.

Accepted Answer

A)  event marketing program 
B)  premium 
C)  point-of-purchase promotion 
D)  trade promotion 
E)  price pack 
A)  event marketing program 
B)  premium 
C)  point-of-purchase promotion 
D)  trade promotion 
E)  price pack

Question 20

Conventions,trade shows,and sales contests are types of ________.

Accepted Answer

A)  point-of-purchase promotions 
B)  trade promotions 
C)  advertising specialties 
D)  business promotions 
E)  premiums 
A)  point-of-purchase promotions 
B)  trade promotions 
C)  advertising specialties 
D)  business promotions 
E)  premiums

Explain the difference between coupons and rebates using suitable examples.

What are business promotions? Explain any two major business promotion tools and their benefits.

Sales managers use sales reports,personal observations,and customer surveys to assess the performance of sales force members.

Koffee,a brand of instant coffee,gives away a free coffee mug with its logo imprinted on it with every purchase of a 500g packet of its instant coffee powder.Which promotion tool is Koffee using?

How have social media tools most likely affected personal selling?

Weekly or monthly work plans used by management to get information about salespeople are referred to as ________.

Fruity Loop,a leading manufacturer of fruit-juices,introduces a new range of potato chips.To promote this new product,it offers a packet of potato chips free with every bottle of Fruity Loop juice.Which of the following promotion tools is Fruity Loop using in this case?

Providing samples is the most inexpensive way to introduce a new product.

In the context of the selling process,what is closing? What are the various closing techniques a salesperson can use?

The difference between an inside sales force and an outside sales force is that an outside sales force ________.

Sales promotions targeted toward final buyers are called consumer promotions.

How do companies use the workload approach to set sales-force size?

Sales-force automation systems enable salespeople to profile prospects,forecast sales,and prepare expense reports.

A ________ sales-force structure combines several types of sales force organizations.

Which of the following is most likely true of a sales force?

Which term refers to the fixed amount in a salesperson's compensation?

AirNetwork,a telecommunications company,sponsors a rock concert by a famous band in order to further its brand visibility.This is an example of a(n)________.

Conventions,trade shows,and sales contests are types of ________.

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

Explain the difference between coupons and rebates using suitable examples.

What are business promotions? Explain any two major business promotion tools and their benefits.

Sales managers use sales reports,personal observations,and customer surveys to assess the performance of sales force members.

Koffee,a brand of instant coffee,gives away a free coffee mug with its logo imprinted on it with every purchase of a 500g packet of its instant coffee powder.Which promotion tool is Koffee using?

How have social media tools most likely affected personal selling?

Weekly or monthly work plans used by management to get information about salespeople are referred to as ________.

Fruity Loop,a leading manufacturer of fruit-juices,introduces a new range of potato chips.To promote this new product,it offers a packet of potato chips free with every bottle of Fruity Loop juice.Which of the following promotion tools is Fruity Loop using in this case?

Providing samples is the most inexpensive way to introduce a new product.

In the context of the selling process,what is closing? What are the various closing techniques a salesperson can use?

The difference between an inside sales force and an outside sales force is that an outside sales force ________.

Sales promotions targeted toward final buyers are called consumer promotions.

How do companies use the workload approach to set sales-force size?

Sales-force automation systems enable salespeople to profile prospects,forecast sales,and prepare expense reports.

A ________ sales-force structure combines several types of sales force organizations.

Which of the following is most likely true of a sales force?

Which term refers to the fixed amount in a salesperson's compensation?

AirNetwork,a telecommunications company,sponsors a rock concert by a famous band in order to further its brand visibility.This is an example of a(n)________.

Conventions,trade shows,and sales contests are types of ________.

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