Question 1

Which of the following statements is TRUE regarding sales promotion?

Accepted Answer

A)   Retailers and manufacturers use sales promotions to encourage consumers to buy their product.
B)   Only retail outlets utilize sales promotion activities to entice customers to purchase their product.
C)   Today, sales promotions are only utilized to achieve short-term goals.
D)   Sales promotions can help a firm overcome a negative brand image.

Question 2

What are the typical first and last steps in the personal selling process? ​

Accepted Answer

A)   Prospecting; closing the sale
B)   Approach; closing the sale
C)   Prospecting; follow-up
D)   Approach; follow-up
E)   Presentation; follow-up

Question 3

The effectiveness of a salesperson is measured entirely on the basis of the sales volume and profitability.

Accepted Answer

A) True 
 B)False

Question 4

The first step in the sales process is to:

Accepted Answer

A)   determine the potential customers.
B)   identify the prospective customers.
C)   advertise the product.
D)   approach the potential customer.

Question 5

Firms that market similar products throughout large areas often organize their sales forces:

Accepted Answer

A)   geographically.
B)   on a product basis.
C)   by types of customers.
D)   by specific accounts.

Question 6

​You sell a leading brand of speedboat. Many visitors to your showroom are enthusiastic young adults who would love to own your product but cannot afford it. When dealing with them, you must pay particular attention to which step in the sales process?

Accepted Answer

A)   ​Prospecting
B)   ​Qualifying
C)   ​Approach
D)   ​Presentation
E)   ​Demonstration

Question 7

Kelly is a dentist who knows that her patients are more likely to take home pens inscribed with her name and phone number instead of an ordinary business card. The inscribed pens distributed by Kelly for her practice represent specialty advertising.

Accepted Answer

A) True 
 B)False

Question 8

Crystal often watches HGTV and enjoys several shows including Fixer Upper, Property Brothers, and Design on a Dime. Recently, while watching one of her favorite shows, she saw an advertisement for the HGTV show house and visited the HGTV website to register for a chance to win the brand new home which included all furniture and appliances. HGTV is using _______ as a sales promotion tool.

Accepted Answer

A)   contests and sweepstakes
B)   coupons
C)   rebate
D)   specialty advertising

Question 9

Brad is a sales representative for a Kettle Chips and is preparing for a Super Bowl promotional campaign. He's contacting each of his grocery and convenience accounts with an opportunity to install an end-of-aisle display with graphics of the Super Bowl teams and a display of several varieties of chips. This is known as _____, a type of trade-oriented promotion.

Accepted Answer

A)   point-of-purchase advertising
B)   trade allowances
C)   dealer incentive
D)   specialty advertising

Question 10

Jeff is the owner of Bayou Adventure in southeast Louisiana and sells a variety of fishing equipment for salt and fresh water fishing. Recently, Mike met with Jeff to discuss a new lightweight rod and reel that his company had developed. Jeff and Mike took a kayak and went out on the Lacomb Bayou to test the rod and reel. What stage of the sales process does this represent?

Accepted Answer

A)   Demonstration
B)   Presentation
C)   Approach
D)   Closing

Question 11

An approach is a salesperson's initial contact with the customer.

Accepted Answer

A) True 
 B)False

Question 12

_____ refers to a personal selling approach in which customers comes to the seller's place of business to buy products largely on their own initiative.

Accepted Answer

A)   Order processing
B)   Outbound telemarketing
C)   Over-the-counter selling
D)   Relationship selling

Question 13

Brandi recently began a new position as VP Sales for Otis Elevators, a large firm selling new equipment elevators for new construction, replacement elevators for existing buildings, and service contracts to maintain elevators. Otis Elevators sales representatives typically work closely with construction engineers and electrical contractors on new construction projects to determine the best placement and type of elevator to install to ensure efficient and safe operation. Which factor favoring the use of personal selling relates to this activity?

Accepted Answer

A)   Technically complex
B)   Long marketing channel
C)   Relatively high price
D)   Few customers

Question 14

Companies should create and enforce corporate cultures that reduce the opportunity for sales representatives to engage in unethical behavior.

Accepted Answer

A) True 
 B)False

Question 15

Closing, in which the salesperson asks the customer for a buying commitment, is the last step in the sales process.

Accepted Answer

A) True 
 B)False

Question 16

Which of the following is true of personal selling?

Accepted Answer

A)   It is less time-consuming compared to other types of promotions.
B)   It is an ineffective promotional strategy for firms that market to relatively few potential customers.
C)   It accounts for a small share of the marketing budget in a firm.
D)   It is interpersonal and basic to any enterprise.

Question 17

In the sales process, a person who not only needs a product, but has the resources and authority to purchase it, is a(n) :

Accepted Answer

A)   existing customer.
B)   innovator.
C)   potential customer.
D)   interested customer.

Question 18

A Frito-Lay driver who covers a geographic route of grocery stores taking orders, restocking shelves, and removing products past the expiration date is classified as a field salesperson.

Accepted Answer

A) True 
 B)False

Question 19

Which of the following functions poses a great challenge to sales managers?

Accepted Answer

A)   Training
B)   Recruitment and selection
C)   Supervision
D)   Organization

Question 20

In the _____ stage of the sales process, a salesperson describes a product's features and relates them to the customer's needs.

Accepted Answer

A)   approach
B)   recall
C)   closure
D)   presentation

Exam 18: Personal Selling and Sales Promotion

Correct Answer
verified

The first step in the sales process is to:

Correct Answer
verified

An approach is a salesperson's initial contact with the customer.

Correct Answer
verified

A Frito-Lay driver who covers a geographic route of grocery stores taking orders, restocking shelves, and removing products past the expiration date is classified as a field salesperson.

Correct Answer
verified

Which of the following is true of personal selling?

Correct Answer
verified

Closing, in which the salesperson asks the customer for a buying commitment, is the last step in the sales process.

Correct Answer
verified

Kelly is a dentist who knows that her patients are more likely to take home pens inscribed with her name and phone number instead of an ordinary business card. The inscribed pens distributed by Kelly for her practice represent specialty advertising.

Correct Answer
verified

Which of the following statements is TRUE regarding sales promotion?

Correct Answer
verified

In the sales process, a person who not only needs a product, but has the resources and authority to purchase it, is a(n) :

Correct Answer
verified

Correct Answer
verified

You sell a leading brand of speedboat. Many visitors to your showroom are enthusiastic young adults who would love to own your product but cannot afford it. When dealing with them, you must pay particular attention to which step in the sales process?

Correct Answer
verified

The effectiveness of a salesperson is measured entirely on the basis of the sales volume and profitability.

Correct Answer
verified

Which of the following functions poses a great challenge to sales managers?

Correct Answer
verified

In the _____ stage of the sales process, a salesperson describes a product's features and relates them to the customer's needs.

Correct Answer
verified

_____ refers to a personal selling approach in which customers comes to the seller's place of business to buy products largely on their own initiative.

Correct Answer
verified

Correct Answer
verified

What are the typical first and last steps in the personal selling process?

Correct Answer
verified

Correct Answer
verified

Companies should create and enforce corporate cultures that reduce the opportunity for sales representatives to engage in unethical behavior.

Correct Answer
verified

Firms that market similar products throughout large areas often organize their sales forces:

Correct Answer
verified

Exam 18: Personal Selling and Sales Promotion

Correct AnswerverifiedShow Answer

The first step in the sales process is to:

Correct AnswerverifiedShow Answer

An approach is a salesperson's initial contact with the customer.

Correct AnswerverifiedShow Answer

A Frito-Lay driver who covers a geographic route of grocery stores taking orders, restocking shelves, and removing products past the expiration date is classified as a field salesperson.

Correct AnswerverifiedShow Answer

Which of the following is true of personal selling?

Correct AnswerverifiedShow Answer

Closing, in which the salesperson asks the customer for a buying commitment, is the last step in the sales process.

Correct AnswerverifiedShow Answer

Kelly is a dentist who knows that her patients are more likely to take home pens inscribed with her name and phone number instead of an ordinary business card. The inscribed pens distributed by Kelly for her practice represent specialty advertising.

Correct AnswerverifiedShow Answer

Which of the following statements is TRUE regarding sales promotion?

Correct AnswerverifiedShow Answer

In the sales process, a person who not only needs a product, but has the resources and authority to purchase it, is a(n) :

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

​You sell a leading brand of speedboat. Many visitors to your showroom are enthusiastic young adults who would love to own your product but cannot afford it. When dealing with them, you must pay particular attention to which step in the sales process?

Correct AnswerverifiedShow Answer

The effectiveness of a salesperson is measured entirely on the basis of the sales volume and profitability.

Correct AnswerverifiedShow Answer

Which of the following functions poses a great challenge to sales managers?

Correct AnswerverifiedShow Answer

In the _____ stage of the sales process, a salesperson describes a product's features and relates them to the customer's needs.

Correct AnswerverifiedShow Answer

_____ refers to a personal selling approach in which customers comes to the seller's place of business to buy products largely on their own initiative.

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

What are the typical first and last steps in the personal selling process? ​

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

Companies should create and enforce corporate cultures that reduce the opportunity for sales representatives to engage in unethical behavior.

Correct AnswerverifiedShow Answer

Firms that market similar products throughout large areas often organize their sales forces:

Correct AnswerverifiedShow Answer

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

You sell a leading brand of speedboat. Many visitors to your showroom are enthusiastic young adults who would love to own your product but cannot afford it. When dealing with them, you must pay particular attention to which step in the sales process?

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

What are the typical first and last steps in the personal selling process?

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified