Question 1

As a promotional strategy, using coupons strives to achieve all of the following except

Accepted Answer

A)   show how a product is used.
B)   increase sales volume quickly.
C)   introduce new package sizes.
D)   prompt trial usage of a new product.
E)   attract repeat users.

Question 2

Sales force objectives are generally established for

Accepted Answer

A)   the organization as a whole only.
B)   the total sales force and for each salesperson.
C)   just each salesperson but not the whole sales force.
D)   for each department or division of the company.
E)   long-term but not short-term salespeople.

Question 3

Which of the following is not true when making the sales presentation?

Accepted Answer

A)   The salesperson should focus on anticipating questions and answering them before they're asked.
B)   The salesperson must spark interest in the product.
C)   The salesperson should not only talk but also listen to the customer.
D)   The salesperson should involve the customer by having him or her hold, touch, or use the product.
E)   A salesperson should not sound like he or she is just reading a script (i.e., he or she should be flexible and respond to the customers' comments) .

Question 4

Explain how a salesperson's performance can be evaluated.

Accepted Answer

Salespeople are often judged along sever...

Question 5

Tim has just finished compiling a list of potential customers and evaluating their ability, willingness, and authority to buy. He knows his next step in the personal selling process is to

Accepted Answer

A)   approach.
B)   preapproach.
C)   make the presentation.
D)   prospect.
E)   overcome objections.

Question 6

The use of sampling is declining.

Accepted Answer

A) True 
 B)False

Question 7

Olivia is the manager of Human Resources for Zappos.com. She is currently reviewing the sales force compensation method used at Zappos.com to determine if there is a better way to manage compensation. Olivia knows that the ____ method is easy to administer, yields more predictable selling expenses, and provides sales managers with a large degree of control over salespeople.

Accepted Answer

A)   Straight commission
B)   Salary plus bonus
C)   Salary and commission
D)   Straight commission and combination
E)   Straight salary

Question 8

A major disadvantage of personal selling is that it

Accepted Answer

A)   is not remembered as well by consumers as advertising messages are.
B)   cannot easily adjust the message to satisfy a customer's information needs.
C)   is very expensive per contact.
D)   does not provide immediate feedback.
E)   is not compatible with other promotional activities.

Question 9

Identify and discuss the general steps in the personal selling process.

Accepted Answer

Personal selling process consists of sev...

Question 10

A salesperson's performance is often compared with the performance of other salespeople operating under similar conditions.

Accepted Answer

A) True 
 B)False

Question 11

The step of the personal selling process in which a salesperson contacts a potential customer is called

Accepted Answer

A)   making the presentation.
B)   cold calling.
C)   the preapproach.
D)   the approach.
E)   prospecting.

Question 12

Closing the sale is not a part of the sales presentation in which hidden objections are discovered.

Accepted Answer

A) True 
 B)False

Question 13

How has the expenditure of promotional dollars on advertising, consumer sales promotion methods, and trade sales promotion methods changed in recent years?

Accepted Answer

The use of sales promotion has increased...

Question 14

Jamba Juice offers its customers a stamp card that allows them to receive a free smoothie after they have filled an entire card. This is an example of a

Accepted Answer

A)   free sample.
B)   rebate.
C)   frequent-user incentive.
D)   premium.
E)   consumer contest.

Question 15

Which of the following statements is true about sales promotion?

Accepted Answer

A)   Can increase sales by providing extra purchasing incentives.
B)   It encompasses personal selling.
C)   Sales promotion has increased dramatically, primarily at the expense of personal selling.
D)   Product characteristics are not relevant when deciding on sales promotions.
E)   It encompasses public relations.

Question 16

You are the head of sales training for a major financial services firm in New York City. You are conducting a sales training class for a group of new sales trainees. You are a strong believer in using a structured approach to personal selling.
Based on this information, which of the following personal selling process steps are you going to tell the trainees to perform first?

Accepted Answer

A)   Develop a database of potential customers.
B)   Develop an engaging sales presentation.
C)   Practice closing the sale.
D)   Develop a prospect follow-up checklist.
E)   Analyze information about potential customers' needs.

Question 17

When a manufacturer rewards retailers based on the number of pieces moved through their scanners, this sales promotion method is known as a

Accepted Answer

A)   merchandise allowance.
B)   count-and-recount allowance.
C)   buy-back allowance.
D)   scan-back allowance.
E)   scan-count allowance.

Question 18

The preapproach is the first step in the personal selling process.

Accepted Answer

A) True 
 B)False

Question 19

The best advice for recruiting and selecting salespeople for one's organization would be

Accepted Answer

A)   follow a clear set of generally accepted job characteristics when determining an applicant's qualifications.
B)   keep the expensive stages near the beginning of the recruiting process.
C)   find out how long the applicant plans to stay with the company.
D)   make recruitment a continuous activity aimed at seeking out the best applicants.
E)   recruit primarily from educational institutions.

Question 20

If a manager tries to form territories with equal sales potential, the territories will usually be unequal in geographic size; this will cause the salespeople with larger territories to

Accepted Answer

A)   develop larger income potentials.
B)   have to work longer and harder to generate a certain sales volume.
C)   work about the same amount, since potential is the same.
D)   have much larger sales than those salespeople with smaller territories.
E)   be limited to a smaller income potential.

Exam 17: Personal Selling and Sales Promotion

Correct Answer
verified

If a manager tries to form territories with equal sales potential, the territories will usually be unequal in geographic size; this will cause the salespeople with larger territories to

Correct Answer
verified

A salesperson's performance is often compared with the performance of other salespeople operating under similar conditions.

Correct Answer
verified

Closing the sale is not a part of the sales presentation in which hidden objections are discovered.

Correct Answer
verified

Tim has just finished compiling a list of potential customers and evaluating their ability, willingness, and authority to buy. He knows his next step in the personal selling process is to

Correct Answer
verified

Correct Answer
verified

Jamba Juice offers its customers a stamp card that allows them to receive a free smoothie after they have filled an entire card. This is an example of a

Correct Answer
verified

The step of the personal selling process in which a salesperson contacts a potential customer is called

Correct Answer
verified

The preapproach is the first step in the personal selling process.

Correct Answer
verified

The use of sampling is declining.

Correct Answer
verified

Sales force objectives are generally established for

Correct Answer
verified

Identify and discuss the general steps in the personal selling process.

Correct Answer
verified
Personal selling process consists of sev...
View Answer

When a manufacturer rewards retailers based on the number of pieces moved through their scanners, this sales promotion method is known as a

Correct Answer
verified

The best advice for recruiting and selecting salespeople for one's organization would be

Correct Answer
verified

Which of the following is not true when making the sales presentation?

Correct Answer
verified

Explain how a salesperson's performance can be evaluated.

Correct Answer
verified
Salespeople are often judged along sever...
View Answer

A major disadvantage of personal selling is that it

Correct Answer
verified

As a promotional strategy, using coupons strives to achieve all of the following except

Correct Answer
verified

Which of the following statements is true about sales promotion?

Correct Answer
verified

How has the expenditure of promotional dollars on advertising, consumer sales promotion methods, and trade sales promotion methods changed in recent years?

Correct Answer
verified
The use of sales promotion has increased...
View Answer

Exam 17: Personal Selling and Sales Promotion

Correct AnswerverifiedShow Answer

If a manager tries to form territories with equal sales potential, the territories will usually be unequal in geographic size; this will cause the salespeople with larger territories to

Correct AnswerverifiedShow Answer

A salesperson's performance is often compared with the performance of other salespeople operating under similar conditions.

Correct AnswerverifiedShow Answer

Closing the sale is not a part of the sales presentation in which hidden objections are discovered.

Correct AnswerverifiedShow Answer

Tim has just finished compiling a list of potential customers and evaluating their ability, willingness, and authority to buy. He knows his next step in the personal selling process is to

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

Jamba Juice offers its customers a stamp card that allows them to receive a free smoothie after they have filled an entire card. This is an example of a

Correct AnswerverifiedShow Answer

The step of the personal selling process in which a salesperson contacts a potential customer is called

Correct AnswerverifiedShow Answer

The preapproach is the first step in the personal selling process.

Correct AnswerverifiedShow Answer

The use of sampling is declining.

Correct AnswerverifiedShow Answer

Sales force objectives are generally established for

Correct AnswerverifiedShow Answer

Identify and discuss the general steps in the personal selling process.

Correct AnswerverifiedPersonal selling process consists of sev...View AnswerShow Answer

When a manufacturer rewards retailers based on the number of pieces moved through their scanners, this sales promotion method is known as a

Correct AnswerverifiedShow Answer

The best advice for recruiting and selecting salespeople for one's organization would be

Correct AnswerverifiedShow Answer

Which of the following is not true when making the sales presentation?

Correct AnswerverifiedShow Answer

Explain how a salesperson's performance can be evaluated.

Correct AnswerverifiedSalespeople are often judged along sever...View AnswerShow Answer

A major disadvantage of personal selling is that it

Correct AnswerverifiedShow Answer

As a promotional strategy, using coupons strives to achieve all of the following except

Correct AnswerverifiedShow Answer

Which of the following statements is true about sales promotion?

Correct AnswerverifiedShow Answer

How has the expenditure of promotional dollars on advertising, consumer sales promotion methods, and trade sales promotion methods changed in recent years?

Correct AnswerverifiedThe use of sales promotion has increased...View AnswerShow Answer

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Personal selling process consists of sev...
View Answer

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verified
Salespeople are often judged along sever...
View Answer

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Correct Answer
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The use of sales promotion has increased...
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