Exam 13: Personal Selling and Sales Promotion

Cream Bay has come out with a new range of ice creams.To promote its new products,it has set up kiosks outside malls which offer free samples of the ice cream to the potential customers.Which of the following promotional tools has Cream Bay adopted?

Free

(Multiple Choice)

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Question 1

Correct Answer:

Verified

How does the inside sales force provide support to the outside sales force?

Free

(Essay)

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Question 2

Correct Answer:

Verified

Some inside salespeople provide support for the outside sales force,freeing them to spend more time selling to major accounts and finding new prospects.For example,technical sales support people provide technical information and answers to customers' questions.Sales assistants provide administrative backup for outside salespeople.They call ahead and confirm appointments,follow up on deliveries,and answer customers' questions when outside salespeople cannot be reached.Using such combinations of inside and outside salespeople can help serve important customers better.The inside rep provides daily access and support,whereas the outside rep provides face-to-face collaboration and relationship building.

Closing is the sales step in which a salesperson asks the customer for an order.

Free

(True/False)

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Question 3

Correct Answer:

Verified

True

Koffee,a brand of instant coffee,offers a free coffee mug with its logo imprinted on it with the purchase of every packet of its instant coffee powder.Which of the following promotional tools has Koffee used here?

(Multiple Choice)

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Question 4

Wafers,a potato chips manufacturer,offers a free toy figure inside every packet of the potato chips.This is an example of which of the following promotional tools?

(Multiple Choice)

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Question 5

Rebates are certificates that save buyers money when they purchase specified products.

(True/False)

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Question 6

Sales promotion measures do not incorporate the element of time as they only encourage consumers to buy the product.

(True/False)

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Question 7

Click-only companies have the largest number of salespeople.

(True/False)

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Question 8

What is the difference between consumer promotions and trade promotions? Explain the various tools used in trade promotions.

(Essay)

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Question 9

Howard Genks works as a sales representative in a company that produces all kinds of hospital supplies.Recently,a prospective buyer walked into the store and spoke of how he was starting a non-profit organization to provide free treatment to children with cancer and required all furnishings for the ward to be designed specially for children.Howard quickly showed the client the range of beds and other hospital requirements the store had which were designed specifically for children to use.They also had rounded edges and colors that would appeal to children.Which of the following steps of the sales process is Howard executing in this scenario?

(Multiple Choice)

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Question 10

Which of the following is the first step in the selling process?

(Multiple Choice)

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Question 11

When a company sells a wide variety of products to many types of customers located in one geographic area,it often employs a territorial sales force structure.

(True/False)

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Question 12

If a company sells only one product line to one industry with customers in many locations,it would use a territorial sales force structure.

(True/False)

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Question 13

After a persistent drop in its market share despite launching new products,Nordbeck Inc.decided to closely examine its working for any internal causes of this problem.For this purpose,Helen Nordbeck,the CEO of the company,called for a meeting with the department heads.During the meeting,the marketing and sales department managers began blaming each other for the dropping sales and then,Helen realized that both these departments worked independently without any collaboration.What are the actions Nordbeck Inc.should take to bring its marketing and sales functions close together?

(Essay)

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Question 14

Sheldon Parks works as a salesperson in a large company selling vending machines and beverages like coffee,tea,and hot chocolate.He recently met Rosa Thoms,a potential client who heads the administration department of a large MNC,and spoke to her at length to determine what kind of vending machine and beverages the company would need.Depending on the client's specifications,he provided a small team of employees with samples and obtained their feedback.Which of the following steps of the sales process is Sheldon executing in this scenario?

(Multiple Choice)

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Question 15

Which of the following is the last step in the selling process?

(Multiple Choice)

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Question 16

Which of the following statements is true of team selling?

(Multiple Choice)

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Question 17

Which of the following examples represents a product sales force structure?

(Multiple Choice)

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Question 18

Shopard publishes "FBerry" which is America's longest running fashion magazine from one central location in Los Angeles.This magazine is bought by millions of readers in the U.S.and Europe.Which type of sales force structure is Shopard most likely to use to sell its magazine?

(Essay)

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Question 19

Salespersons are typically order takers who are not allowed to engage in creative selling or relationship marketing.

(True/False)

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Question 20

Showing 1 - 20 of 101

Cream Bay has come out with a new range of ice creams.To promote its new products,it has set up kiosks outside malls which offer free samples of the ice cream to the potential customers.Which of the following promotional tools has Cream Bay adopted?

How does the inside sales force provide support to the outside sales force?

Closing is the sales step in which a salesperson asks the customer for an order.

Koffee,a brand of instant coffee,offers a free coffee mug with its logo imprinted on it with the purchase of every packet of its instant coffee powder.Which of the following promotional tools has Koffee used here?

Wafers,a potato chips manufacturer,offers a free toy figure inside every packet of the potato chips.This is an example of which of the following promotional tools?

Rebates are certificates that save buyers money when they purchase specified products.

Sales promotion measures do not incorporate the element of time as they only encourage consumers to buy the product.

Click-only companies have the largest number of salespeople.

What is the difference between consumer promotions and trade promotions? Explain the various tools used in trade promotions.

Which of the following is the first step in the selling process?

When a company sells a wide variety of products to many types of customers located in one geographic area,it often employs a territorial sales force structure.

If a company sells only one product line to one industry with customers in many locations,it would use a territorial sales force structure.

Which of the following is the last step in the selling process?

Which of the following statements is true of team selling?

Which of the following examples represents a product sales force structure?

Shopard publishes "FBerry" which is America's longest running fashion magazine from one central location in Los Angeles.This magazine is bought by millions of readers in the U.S.and Europe.Which type of sales force structure is Shopard most likely to use to sell its magazine?

Salespersons are typically order takers who are not allowed to engage in creative selling or relationship marketing.

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