Question 1

Advertising with a coupon, using a toll-free number, exhibiting at trade shows, using e-mail, and making cold calls are all activities that would take place during the ________ stage of the personal selling process.

Accepted Answer

A)  data mining 
B)  preapproach 
C)  approach 
D)  presentation 
E)  prospecting

Question 2

Personal selling serves several major roles in a firm's overall marketing effort; for one, salespeople

Accepted Answer

A)  play a key role in research and development. 
B)  are the company in a consumer's eyes. 
C)  play a dominant role in implementing an organization's pull strategy. 
D)  provide the most valuable resource for segmenting and selecting target markets. 
E)  are one of many people in a firm that contacts potential customers.

Question 3

________ has recently been the fastest growing team sport at the youth, high school, college, and professional levels, which bodes well for sales at sports equipment company Cascade Maverik.

Accepted Answer

A)  Rugby 
B)  Football 
C)  Volleyball 
D)  Soccer 
E)  Lacrosse

Question 4

The most frequently used type of compensation plan for salespeople is a

Accepted Answer

A)  straight salary compensation plan. 
B)  straight commission compensation plan. 
C)  combination compensation plan. 
D)  weighted compensation plan. 
E)  market share compensation plan.

Question 5

Sales activities occurring before, during, and after the sale itself, and which consist of six stages, are referred to as

Accepted Answer

A)  the new-product process. 
B)  the strategic marketing process. 
C)  the personal selling process. 
D)  the consumer purchase decision process. 
E)  relational selling.

Question 6

Missionary salespeople are

Accepted Answer

A)  salespeople who specialize in identifying, analyzing, and solving customer problems, but who do not actually sell products and services. 
B)  salespeople who process routine orders for products that are presold by the company. 
C)  salespeople who identify prospective customers, provide customers with information, persuade customers to buy, close sales, and follow up on a customer's use of the product or service. 
D)  people on the selling team who are responsible for obtaining qualified leads. 
E)  sales support personnel who do not directly solicit orders but rather concentrate on performing promotional activities and introducing new products.

Question 7

The tasks involved in managing personal selling include all of these exceptwhich?

Accepted Answer

A)  selecting salespeople 
B)  evaluating the performance of individual salespeople 
C)  setting sales objectives 
D)  organizing the salesforce 
E)  designing new direct sales promotions to generate new sales

Question 8

An advantage of a geographical sales organization is that it

Accepted Answer

A)  is more effective and provides specialized customer support. 
B)  minimizes travel time, expenses, and duplication of selling effort. 
C)  has smaller costs for sales calls. 
D)  reduces the number of salespersons in the salesforce. 
E)  requires fewer sales managers.

Question 9

Figure 21-4
-Figure 21-4 above depicts the sales management process that involves three interrelated functions. Box C refers to

Accepted Answer

A)  sales plan implementation. 
B)  salesforce determination. 
C)  salesforce communication. 
D)  sales plan formulation. 
E)  salesforce evaluation.

Question 10

Salespeople called outside order takers visit customers and

Accepted Answer

A)  solve most of the technical problems. 
B)  sell products that have been tailored to their most recent needs. 
C)  help design the product displays. 
D)  train the personnel management. 
E)  replenish inventory stocks of resellers.

Question 11

With a ________, a salesperson's earnings are directly tied to sales or profits generated.

Accepted Answer

A)  sales response compensation plan 
B)  combination compensation plan 
C)  straight sales compensation plan 
D)  straight commission compensation plan 
E)  market share compensation plan

Question 12

Salespeople called ________ visit customers and replenish inventory stocks of resellers, such as retailers or wholesalers.

Accepted Answer

A)  inside order takers 
B)  outside order takers 
C)  inbound telemarketers 
D)  outbound telemarketers 
E)  stock order takers

Question 13

A selling format that consists of information that must be provided in an accurate, thorough, and step-by-step manner to inform the prospect is referred to as a

Accepted Answer

A)  traditional hard sell. 
B)  formula selling presentation. 
C)  stimulus-response presentation. 
D)  needs-satisfaction presentation. 
E)  straight rebuy sales pitch.

Question 14

The three types of personal selling are order taking, order getting, and

Accepted Answer

A)  customer sales support. 
B)  order fulfillment. 
C)  order management. 
D)  order processing. 
E)  order shipment.

Question 15

A method of selling in which a salesperson makes a telephone call or a visit to a prospective customer without a referral is called

Accepted Answer

A)  team selling. 
B)  cold calling. 
C)  preemptive canvassing. 
D)  formula selling. 
E)  telemarketing.

Question 16

Davidson-Uphoff & Co. sells ironware accessories for home and garden to retailers. When its salesperson told the prospect, "For this week only, we will pay all the shipping costs for new customers," the salesperson was using

Accepted Answer

A)  a reactive close. 
B)  an assumptive close. 
C)  an urgency close. 
D)  a consultative close. 
E)  a definitive close.

Question 17

A salesperson who processes routine orders or reorders for products that were already sold by the company is referred to as

Accepted Answer

A)  an order getter. 
B)  a missionary salesperson. 
C)  an order taker. 
D)  a sales engineer. 
E)  an order processor.

Exam 21: Implementing Interactive and Multi-Channel Marketing