Question 1

Ryan Amerson leads his company's clients through the installation procedure of their new industrial equipment. He also helps answer their questions about product characteristics and system design both before and after their purchases. Ryan is a

Accepted Answer

A)  trade salesperson.
B)  missionary salesperson.
C)  technical salesperson.
D)  systems engineer.
E)  field order taker.

Question 2

An arrangement in which a manufacturer pays a certain amount of a retailer's media costs for advertising that manufacturer's products is

Accepted Answer

A)  a buy-back allowance.
B)  a merchandise allowance.
C)  premium money.
D)  push money.
E)  cooperative advertising.

Question 3

The factors used to evaluate a salesperson's performance are based on the sales objectives set by the sales manager for that salesperson.

Accepted Answer

A) True 
 B)False

Question 4

A person who primarily seeks repeat sales is called a(n)

Accepted Answer

A)  current customer order getter.
B)  order recorder.
C)  order taker.
D)  follow-up salesperson.
E)  missionary salesperson.

Question 5

Merchandise allowances are generally used in conjunction with high-volume, low-profit items.

Accepted Answer

A) True 
 B)False

Question 6

Which of the following is particularly appropriate for pricey high-tech business products, such as jet aircraft and medical equipment?

Accepted Answer

A)  Team selling
B)  Relationship selling
C)  Trade selling
D)  Technical selling
E)  Missionary selling

Question 7

One of the best ways to overcome a prospect's objections is to anticipate them and to deal with them before the prospect has an opportunity to mention them.

Accepted Answer

A) True 
 B)False

Question 8

The difference between consumer sales promotion methods and trade sales promotion methods is

Accepted Answer

A)  with consumer sales promotion, marketers try to persuade retailers to carry their products.
B)  with trade sales promotion, marketers focus on trading with consumers.
C)  consumer and trade sales promotions aim at retailers, but only trade sales promotions aim at wholesalers.
D)  consumer sales promotions focus on getting consumers to buy their products, whereas trade sales promotions focus on getting wholesalers and retailers to buy.
E)  trade sales promotions attempt to persuade people to buy at particular stores, whereas consumer sales promotions focus on persuading people to buy particular products.

Question 9

Relationship selling is used especially in consumer marketing.

Accepted Answer

A) True 
 B)False

Question 10

____ are offers of cash to customers who purchase a specific product, and ____ are offers of cash to customers who purchase a specific quantity of a specific product.

Accepted Answer

A)  Rebates; reimbursements
B)  Cents-off; refunds
C)  Rebates; premiums
D)  Buy-back allowances; money refunds
E)  Rebates; money refunds

Question 11

Which of the following involves building mutually beneficial long-term associations with a customer¾usually a business customer¾through regular communications over prolonged periods of time.

Accepted Answer

A)  CRM selling
B)  Missionary selling
C)  Exclusive selling
D)  Team selling
E)  Relationship selling

Question 12

Because salespeople are an expense to the company, yet they are the ones who generate revenues for the company, management must strive to achieve optimality in the size of its sales force.

Accepted Answer

A) True 
 B)False

Question 13

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 14

All of the following are key areas of sales force management except

Accepted Answer

A)  compensating salespeople.
B)  coordinating sales promotion efforts.
C)  recruiting salespeople.
D)  training sales personnel.
E)  motivating sales personnel.

Question 15

In designing sales territories, a sales manager considers several major factors. The territories must be constructed so that sales potential can be measured; the shape of the territories should facilitate salespeople's activities to provide the best possible coverage of customers; and

Accepted Answer

A)  territories should be designed to minimize selling costs.
B)  all territories should be of similar size.
C)  the territorial pattern should consist of concentric circles.
D)  the density of potential customers should be minimized.
E)  the distribution of customers should be relatively equal.

Question 16

When a salesperson asks the customer to buy the product several times throughout the sales presentation in an effort to uncover hidden objections, it is called

Accepted Answer

A)  order taking.
B)  new-business selling.
C)  trial closing.
D)  order getting.
E)  overcoming objections.

Question 17

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 18

A salesperson should not attempt to close a transaction until he or she has finished the entire presentation.

Accepted Answer

A) True 
 B)False

Question 19

The primary goals of personal selling are finding prospects, convincing prospects to buy, and keeping customers satisfied.

Accepted Answer

A) True 
 B)False

Question 20

List three major types of sales force compensation methods. What are the advantages and disadvantages of each?

Accepted Answer

The answer of List three major types of sales force...

Exam 18: Personal Selling and Sales Promotion

The primary goals of personal selling are finding prospects, convincing prospects to buy, and keeping customers satisfied.

Correct AnswerverifiedShow Answer

The factors used to evaluate a salesperson's performance are based on the sales objectives set by the sales manager for that salesperson.

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

An arrangement in which a manufacturer pays a certain amount of a retailer's media costs for advertising that manufacturer's products is

Correct AnswerverifiedShow Answer

In designing sales territories, a sales manager considers several major factors. The territories must be constructed so that sales potential can be measured; the shape of the territories should facilitate salespeople's activities to provide the best possible coverage of customers; and

Correct AnswerverifiedShow Answer

Relationship selling is used especially in consumer marketing.

Correct AnswerverifiedShow Answer

Which of the following is particularly appropriate for pricey high-tech business products, such as jet aircraft and medical equipment?

Correct AnswerverifiedShow Answer

A salesperson should not attempt to close a transaction until he or she has finished the entire presentation.

Correct AnswerverifiedShow Answer

Because salespeople are an expense to the company, yet they are the ones who generate revenues for the company, management must strive to achieve optimality in the size of its sales force.

Correct AnswerverifiedShow Answer

The difference between consumer sales promotion methods and trade sales promotion methods is

Correct AnswerverifiedShow Answer

When a salesperson asks the customer to buy the product several times throughout the sales presentation in an effort to uncover hidden objections, it is called

Correct AnswerverifiedShow Answer

Ryan Amerson leads his company's clients through the installation procedure of their new industrial equipment. He also helps answer their questions about product characteristics and system design both before and after their purchases. Ryan is a

Correct AnswerverifiedShow Answer

One of the best ways to overcome a prospect's objections is to anticipate them and to deal with them before the prospect has an opportunity to mention them.

Correct AnswerverifiedShow Answer

Which of the following involves building mutually beneficial long-term associations with a customer¾usually a business customer¾through regular communications over prolonged periods of time.

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

A person who primarily seeks repeat sales is called a(n)

Correct AnswerverifiedShow Answer

____ are offers of cash to customers who purchase a specific product, and ____ are offers of cash to customers who purchase a specific quantity of a specific product.

Correct AnswerverifiedShow Answer

List three major types of sales force compensation methods. What are the advantages and disadvantages of each?

Correct AnswerverifiedShow Answer

Merchandise allowances are generally used in conjunction with high-volume, low-profit items.

Correct AnswerverifiedShow Answer

All of the following are key areas of sales force management except

Correct AnswerverifiedShow Answer

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are offers of cash to customers who purchase a specific product, and are offers of cash to customers who purchase a specific quantity of a specific product.

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