FiltersDone

Question type

Essay

Multiple Choice

Short Answer

True False

Matching

Exam 17: Personal Selling and Sales Promotion

Show Answer

Share

---

All types

Filters

Study FlashcardsPractice ExamLearn

Question 91

True/False

Review LaterAdd Note

Review Later

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

Correct Answer

verified

Show Answer

Question 92

True/False

Review LaterAdd Note

Review Later

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

Show Answer

Question 93

True/False

Review LaterAdd Note

A bonus pack is an item given free or at a reduced cost with purchases of other products.

Match each item with the correct statement below. -_____ is a personal selling function of describing a product's major features and relating them to a customer's problems and needs.

First-line sales managers need very strong sales skills,while sales managers at higher organizational levels need more _____ skills.

Personal selling is likely to be the primary component of a firm's promotional mix when:

Which of the following is a part of the consultative selling process?

Draymond worked in the hospitality industry during college and had extensive experience in food service and dining centers.He obtained a sales position with Hormel and was attracted to the position because his job primarily involved promotion of Hormel's various products to restaurants,hospitals and other institutional buyers in cooperation with local distributors such as Sysco Foods.Draymond enjoys the opportunity to work as a team with his Sysco Foods sales representatives who often ask him to join them on their sales calls to customers.Draymond does not take orders from customers for Hormel products but works collaboratively with Sysco Foods whose representatives work directly with customers to identify and fulfill their needs for Hormel products.Draymond's position is best classified as _______ selling.​

A sweepstakes chooses winners from a group of people who have purchased the product.

Over-the-counter selling is a lower-cost alternative compared to telemarketing or online selling.

A customer-focused firm wants its sales representatives to:

Providing technical and operational assistance is a significant part of missionary selling.

Point-of-purchase advertising encourages retailers to improve on-site merchandising.

The follow-up step in the sales process allows the salesperson to psychologically reinforce the customer's original decision to buy.

Match each item with the correct statement below. -_____ refers to personal selling conducted in retail and some wholesale locations in which customers come to the seller's place of business.

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

Sampling produces a higher response rate compared to other forms of promotions.

Missionary selling is an indirect sales approach that focuses on promoting goodwill for the firm.

Over-the-counter selling usually requires the customer to take the initiative and travel to the seller's place of business.

Although research shows that most consumers dislike the practice of telemarketing and more than 220 million have signed up for the national Do Not Call Registry,organizations still use telemarketing because: