Question 1

Why would a manufacturer of small hand tools use trade promotions to increase its sales?

Accepted Answer

There are basically five reasons why any

Question 2

Most salespeople are well-educated,well-trained professionals who add ________ for customers and maintain ________ customer relationships.

Accepted Answer

The answer of Most salespeople are well-educated,well-trained professionals who add...

Question 3

A member of the salesforce at Country Gear,a clothing manufacturer,is preparing for a first meeting with a potential wholesale customer and she is preparing herself by learning as much as she can about the wholesaler's organisation.She is in the ________ step of the personal selling process.

Accepted Answer

A) prospecting 
B) qualifying 
C) pre-approach 
D) approach 
E) handling objections 
A) prospecting 
B) qualifying 
C) pre-approach 
D) approach 
E) handling objections

Question 4

Which of the following promotion tools involves interpersonal interactions with customers and prospects to make sales and maintain customer relationships?

Accepted Answer

A) personal selling 
B) advertising 
C) E-commerce 
D) publicity 
E) public relations 
A) personal selling 
B) advertising 
C) E-commerce 
D) publicity 
E) public relations

Question 5

Helping the salesforce 'work smart' is the goal of ________.

Accepted Answer

A) sales supervision 
B) sales motivation 
C) sales compensation 
D) the organisational climate 
E) return on sales investment 
A) sales supervision 
B) sales motivation 
C) sales compensation 
D) the organisational climate 
E) return on sales investment

Question 6

The selling process consists of a number of steps.Which of the following is NOT one of the steps in the personal selling process?

Accepted Answer

A) prospecting 
B) qualifying leads 
C) presenting the offer 
D) overcoming objections 
E) compiling sales call reports 
A) prospecting 
B) qualifying leads 
C) presenting the offer 
D) overcoming objections 
E) compiling sales call reports

Question 7

Which of the following is NOT one of the four major target audiences of sales promotion tools?

Accepted Answer

A) final buyers 
B) retailers 
C) business customers 
D) members of the salesforce 
E) investors 
A) final buyers 
B) retailers 
C) business customers 
D) members of the salesforce 
E) investors

Question 8

Members of a company's ________ conduct business from their offices through the telephone,the internet or visits from customers.

Accepted Answer

A) outside salesforce 
B) inside salesforce 
C) complex salesforce 
D) customer salesforce 
E) product salesforce 
A) outside salesforce 
B) inside salesforce 
C) complex salesforce 
D) customer salesforce 
E) product salesforce

Question 9

The selling process consists of seven steps.When we distil those steps to basic,underlying goals,they all focus on the goals of ________ and ________.

Accepted Answer

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

Question 10

Of the major consumer promotion tools,which is the most effective for introducing a new product or creating excitement for an existing one?

Accepted Answer

A) coupons 
B) samples 
C) cash refunds 
D) advertising 
E) rebates 
A) coupons 
B) samples 
C) cash refunds 
D) advertising 
E) rebates

Question 11

According to the textbook,typical salespeople spend around ________ per cent of their time engaged in active face-to-face selling.

Accepted Answer

A) 10 
B) 20 
C) 25 
D) 30 
E) 80 
A) 10 
B) 20 
C) 25 
D) 30 
E) 80

Question 12

You want to collect information to evaluate your salesforce in the eastern states.Which of the following would you be LEAST likely to consider in doing so?

Accepted Answer

A) sales reports 
B) call reports 
C) expense reports 
D) profit performance in the territory 
E) personality trait assessments 
A) sales reports 
B) call reports 
C) expense reports 
D) profit performance in the territory 
E) personality trait assessments

Question 13

Sanitarium inserted Aussie Rules football cards into Weet-Bix cereal boxes.This is an example of a point-of-purchase promotion.

Accepted Answer

A) True 
 B)False

Question 14

Formal salesforce evaluation requires management to develop and communicate clear standards for judging performance and provide constructive feedback and motivation to perform well.

Accepted Answer

A) True 
 B)False

Question 15

How are the personal selling process and the management of customer relationships related?

Accepted Answer

The selling process should be understood

Question 16

The 'prospecting' step in the selling process includes identifying and ________ the prospects.

Accepted Answer

A) calling on 
B) qualifying 
C) preselling 
D) making an appointment with 
E) approaching 
A) calling on 
B) qualifying 
C) preselling 
D) making an appointment with 
E) approaching

Question 17

'Prospecting' is the step in the selling process in which the salesperson ________.

Accepted Answer

A) meets the customer for the first time 
B) learns as much as possible about a prospective customer before making a sales call 
C) identifies qualified potential customers 
D) tells the product's 'value story' to the customer 
E) clarifies and overcomes customer objections to buying 
A) meets the customer for the first time 
B) learns as much as possible about a prospective customer before making a sales call 
C) identifies qualified potential customers 
D) tells the product's 'value story' to the customer 
E) clarifies and overcomes customer objections to buying

Question 18

A ________ presents customers with something such as a bingo number or missing letter on each purchase occasion and which may or may not help the customer to win a prize.

Accepted Answer

A) contest 
B) sweepstake 
C) game 
D) price pack 
E) None of the above. 
A) contest 
B) sweepstake 
C) game 
D) price pack 
E) None of the above.

Question 19

Which of the following statements best describes the distinction between a 'contest' and a 'sweepstake'?

Accepted Answer

A) In a contest every entry has an equal opportunity of winning;in a sweepstake the odds of winning are very remote. 
B) A contest is a game of skill;a sweepstake is a game of chance. 
C) A panel of judges evaluates the entries in a contest;no judging occurs in sweepstakes. 
D) Consumers love contests more than sweepstakes. 
E) There is no real difference between these two forms of sales promotion. 
A) In a contest every entry has an equal opportunity of winning;in a sweepstake the odds of winning are very remote. 
B) A contest is a game of skill;a sweepstake is a game of chance. 
C) A panel of judges evaluates the entries in a contest;no judging occurs in sweepstakes. 
D) Consumers love contests more than sweepstakes. 
E) There is no real difference between these two forms of sales promotion.

Question 20

The qualities that buyers dislike most in salespeople include all EXCEPT which of the following?

Accepted Answer

A) being pushy 
B) being deceitful 
C) being reliant on technology 
D) being unprepared 
E) being disorganised 
A) being pushy 
B) being deceitful 
C) being reliant on technology 
D) being unprepared 
E) being disorganised

Why would a manufacturer of small hand tools use trade promotions to increase its sales?

Most salespeople are well-educated,well-trained professionals who add for customers and maintain customer relationships.

A member of the salesforce at Country Gear,a clothing manufacturer,is preparing for a first meeting with a potential wholesale customer and she is preparing herself by learning as much as she can about the wholesaler's organisation.She is in the ________ step of the personal selling process.

Which of the following promotion tools involves interpersonal interactions with customers and prospects to make sales and maintain customer relationships?

Helping the salesforce 'work smart' is the goal of ________.

The selling process consists of a number of steps.Which of the following is NOT one of the steps in the personal selling process?

Which of the following is NOT one of the four major target audiences of sales promotion tools?

Members of a company's ________ conduct business from their offices through the telephone,the internet or visits from customers.

The selling process consists of seven steps.When we distil those steps to basic,underlying goals,they all focus on the goals of and .

Of the major consumer promotion tools,which is the most effective for introducing a new product or creating excitement for an existing one?

According to the textbook,typical salespeople spend around ________ per cent of their time engaged in active face-to-face selling.

You want to collect information to evaluate your salesforce in the eastern states.Which of the following would you be LEAST likely to consider in doing so?

Sanitarium inserted Aussie Rules football cards into Weet-Bix cereal boxes.This is an example of a point-of-purchase promotion.

Formal salesforce evaluation requires management to develop and communicate clear standards for judging performance and provide constructive feedback and motivation to perform well.

How are the personal selling process and the management of customer relationships related?

The 'prospecting' step in the selling process includes identifying and ________ the prospects.

'Prospecting' is the step in the selling process in which the salesperson ________.

A ________ presents customers with something such as a bingo number or missing letter on each purchase occasion and which may or may not help the customer to win a prize.

Which of the following statements best describes the distinction between a 'contest' and a 'sweepstake'?

The qualities that buyers dislike most in salespeople include all EXCEPT which of the following?

Marketing: Creating and Capturing Customer Value

Company and Marketing Strategy: Partnering to Build Customer Engagement, value and Relationships

The Marketplace and Customers: Analysing the Environment

Marketing Analytics: Gaining Customer Insights

Buyer Behaviour: Understanding Consumer and Business Buyers

Customer-Driven Marketing Strategy: Creating Value for Target Customers

Products, services and Brands: Offering Customer Value

New Products: Developing and Managing Innovation

Pricing: Capturing Customer Value

Placement: Customer Value Fulfilment

Communicating Customer Value: Advertising and Public Relations

Direct and Digital Marketing: Interactivity and Fulfilment

Sustainable Marketing: Social Responsibility, ethics and Legal Compliance

Filters

Exam 12: Personal Selling and Sales Promotion: Creating Value in Relationships

Why would a manufacturer of small hand tools use trade promotions to increase its sales?

Most salespeople are well-educated,well-trained professionals who add ________ for customers and maintain ________ customer relationships.

A member of the salesforce at Country Gear,a clothing manufacturer,is preparing for a first meeting with a potential wholesale customer and she is preparing herself by learning as much as she can about the wholesaler's organisation.She is in the ________ step of the personal selling process.

Which of the following promotion tools involves interpersonal interactions with customers and prospects to make sales and maintain customer relationships?

Helping the salesforce 'work smart' is the goal of ________.

The selling process consists of a number of steps.Which of the following is NOT one of the steps in the personal selling process?

Which of the following is NOT one of the four major target audiences of sales promotion tools?

Members of a company's ________ conduct business from their offices through the telephone,the internet or visits from customers.

The selling process consists of seven steps.When we distil those steps to basic,underlying goals,they all focus on the goals of ________ and ________.

Of the major consumer promotion tools,which is the most effective for introducing a new product or creating excitement for an existing one?

According to the textbook,typical salespeople spend around ________ per cent of their time engaged in active face-to-face selling.

You want to collect information to evaluate your salesforce in the eastern states.Which of the following would you be LEAST likely to consider in doing so?

Sanitarium inserted Aussie Rules football cards into Weet-Bix cereal boxes.This is an example of a point-of-purchase promotion.

Formal salesforce evaluation requires management to develop and communicate clear standards for judging performance and provide constructive feedback and motivation to perform well.

How are the personal selling process and the management of customer relationships related?

The 'prospecting' step in the selling process includes identifying and ________ the prospects.

'Prospecting' is the step in the selling process in which the salesperson ________.

A ________ presents customers with something such as a bingo number or missing letter on each purchase occasion and which may or may not help the customer to win a prize.

Which of the following statements best describes the distinction between a 'contest' and a 'sweepstake'?

The qualities that buyers dislike most in salespeople include all EXCEPT which of the following?

Marketing: Creating and Capturing Customer Value

Company and Marketing Strategy: Partnering to Build Customer Engagement, value and Relationships

The Marketplace and Customers: Analysing the Environment

Marketing Analytics: Gaining Customer Insights

Buyer Behaviour: Understanding Consumer and Business Buyers

Customer-Driven Marketing Strategy: Creating Value for Target Customers

Products, services and Brands: Offering Customer Value

New Products: Developing and Managing Innovation

Pricing: Capturing Customer Value

Placement: Customer Value Fulfilment

Communicating Customer Value: Advertising and Public Relations

Direct and Digital Marketing: Interactivity and Fulfilment

Sustainable Marketing: Social Responsibility, ethics and Legal Compliance

Filters

Most salespeople are well-educated,well-trained professionals who add for customers and maintain customer relationships.

The selling process consists of seven steps.When we distil those steps to basic,underlying goals,they all focus on the goals of and .