Question 1

A firm must define its product in terms of what it can do for a customer before beginning its prospecting effort.

Accepted Answer

A) True 
 B)False

Question 2

Zedz Technicals,a provider of game programming,directed its highly skilled and technically sound salespeople to visit its customers without prior appointment and makes a sales pitch on the spot.Which of the following techniques was used by the sales team?

Accepted Answer

A)   Creative selling
B)   Inbound telemarketing
C)   Cold calling
D)   Missionary selling

Question 3

A(n) _____ is a salesperson's initial contact with the prospective customer.

Accepted Answer

A)  span of control
B)  field selling
C)  inside selling
D)  order processing
E)  virtual sales teamF) team sellingG) approachH) creative sellingI) presentationJ) sales promotionK) premiumL) couponM) network marketingN) cold callingO) expectancy theoryP) over-the-counter sellingQ) missionary sellingR) relationship sellingS) peddlersT) consultative selling

Question 4

The most expensive sales method overall is:

Accepted Answer

A)   over-the-counter sales, largely because of the high overhead in retail operations.
B)   inbound telemarketing because of the technology costs.
C)   outbound telemarketing because of the high rejection rate from customers who avoid telemarketers.
D)   field selling, largely because of the travel costs of sales personnel.

Question 5

Selling by phone,mail,and electronic commerce is known as _____.

Accepted Answer

A)  span of control
B)  field selling
C)  inside selling
D)  order processing
E)  virtual sales teamF) team sellingG) approachH) creative sellingI) presentationJ) sales promotionK) premiumL) couponM) network marketingN) cold callingO) expectancy theoryP) over-the-counter sellingQ) missionary sellingR) relationship sellingS) peddlersT) consultative selling

Question 6

Creative selling can generate buzz for a product.

Accepted Answer

A) True 
 B)False

Question 7

Prior to making the approach to a potential customer,the salesperson should:

Accepted Answer

A)   outline objections and effective responses.
B)   break down product features and benefits by category.
C)   understand the way in which the industry operates.
D)   collect and analyze information about the potential customer.

Question 8

A salary is a payment tied directly to the sales or profits that a salesperson generates.

Accepted Answer

A) True 
 B)False

Question 9

Personal selling is a less important component in the promotional mix when individual orders account for large amounts of revenue.

Accepted Answer

A) True 
 B)False

Question 10

What do buyers expect from professional salespeople?

Accepted Answer

Buyers prefer to do business with salesp...

Question 11

To create strong,long-lasting relationships with customers,salespeople must demonstrate high ethical standards and communicate honestly at all times.

Accepted Answer

A) True 
 B)False

Question 12

A salesperson should be judged on the basis of potential ability rather than the actual sales performance.

Accepted Answer

A) True 
 B)False

Question 13

Which of the following is true of missionary selling?

Accepted Answer

A)   It is mainly used to persuade wholesalers and retailers to carry complete inventories of the firm's merchandise.
B)   It is used by salespeople to offer low value sales incentives to their customers for superior performance.
C)   It is mostly used by nonprofit-making organizations for educating people about their cause.
D)   It is a form of direct marketing.

Question 14

Inside sales reps support field representatives in building strong customer relationships.

Accepted Answer

A) True 
 B)False

Question 15

The number of sales representatives who report to a first-level sales manager is referred to as:

Accepted Answer

A)   span of control.
B)   locus of control.
C)   sphere of influence.
D)   hierarchy.

Question 16

One important advantage of personal selling over most advertising is:

Accepted Answer

A)   the cost factor; personal selling is much cheaper.
B)   the ability to actually demonstrate the good or service.
C)   the minimal dependence on technology.
D)   the low requirement for skilled salespeople.

Question 17

To be identified as a qualified prospect,a customer must have both the resources and the authority to make purchase decisions.

Accepted Answer

A) True 
 B)False

Question 18

Salespeople involved order-processing tasks persuade their wholesale or retail customers to carry more complete inventories of their firm's merchandise.

Accepted Answer

A) True 
 B)False

Question 19

Advertising specialties help reinforce previous or future advertising and sales messages.

Accepted Answer

A) True 
 B)False

Question 20

A _____ is a payment tied directly to the sales or profits a salesperson achieves.

Accepted Answer

A)   fixed pay
B)   commission
C)   salary
D)   periodic payment

Exam 17: Personal Selling and Sales Promotion

Creative selling can generate buzz for a product.

Correct AnswerverifiedShow Answer

Inside sales reps support field representatives in building strong customer relationships.

Correct AnswerverifiedShow Answer

To create strong,long-lasting relationships with customers,salespeople must demonstrate high ethical standards and communicate honestly at all times.

Correct AnswerverifiedShow Answer

What do buyers expect from professional salespeople?

Correct AnswerverifiedBuyers prefer to do business with salesp...View AnswerShow Answer

A _____ is a payment tied directly to the sales or profits a salesperson achieves.

Correct AnswerverifiedShow Answer

One important advantage of personal selling over most advertising is:

Correct AnswerverifiedShow Answer

Which of the following is true of missionary selling?

Correct AnswerverifiedShow Answer

To be identified as a qualified prospect,a customer must have both the resources and the authority to make purchase decisions.

Correct AnswerverifiedShow Answer

A salary is a payment tied directly to the sales or profits that a salesperson generates.

Correct AnswerverifiedShow Answer

Zedz Technicals,a provider of game programming,directed its highly skilled and technically sound salespeople to visit its customers without prior appointment and makes a sales pitch on the spot.Which of the following techniques was used by the sales team?

Correct AnswerverifiedShow Answer

Selling by phone,mail,and electronic commerce is known as _____.

Correct AnswerverifiedShow Answer

A(n) _____ is a salesperson's initial contact with the prospective customer.

Correct AnswerverifiedShow Answer

A firm must define its product in terms of what it can do for a customer before beginning its prospecting effort.

Correct AnswerverifiedShow Answer

Prior to making the approach to a potential customer,the salesperson should:

Correct AnswerverifiedShow Answer

The most expensive sales method overall is:

Correct AnswerverifiedShow Answer

The number of sales representatives who report to a first-level sales manager is referred to as:

Correct AnswerverifiedShow Answer

A salesperson should be judged on the basis of potential ability rather than the actual sales performance.

Correct AnswerverifiedShow Answer

Advertising specialties help reinforce previous or future advertising and sales messages.

Correct AnswerverifiedShow Answer

Personal selling is a less important component in the promotional mix when individual orders account for large amounts of revenue.

Correct AnswerverifiedShow Answer

Salespeople involved order-processing tasks persuade their wholesale or retail customers to carry more complete inventories of their firm's merchandise.

Correct AnswerverifiedShow Answer

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Buyers prefer to do business with salesp...
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