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Exam 14: Many to Many: Trade Promotion, direct Marketing, and Personal Selling

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Question 41

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Sales management is responsible for supplying prospect leads to the sales force so salespeople can focus on qualifying prospects.

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verified

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Question 42

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An office supply store that pays a discounted price when it orders more than twelve metal filing cabinets is receiving a(n) ________.

A) merchandising allowance
B) promotional product
C) case allowance
D) co-op promotion
E) incentive program

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Question 43

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During the presentation step of the selling process,the salesperson explains the value proposition and product benefits to the customer.

A producer of beverages and snack foods wants to market its products to the 14-to-22-year-old demographic,providing incentives to respond instantly to time-sensitive offers.Which of the following forms of direct marketing would this producer most likely choose?

The most effective sales presentations involve the customer asking questions and the salesperson presenting a formal presentation.

A young couple contacted a realtor about buying a new home.Now that the realtor has prospects,his next step should be to ________.

Which of the following is the most logical reason that many organizations rely heavily on personal selling?

You want to collect information to evaluate your sales force in the New England states.Which of the following would you be LEAST likely to consider in doing so?

A new trend in promotions is the use of technology to replace personal selling.

Because customers almost always have objections during the presentation or closing step of the selling process,all salespeople should anticipate and be prepared to respond to objections.

Southern Security makes safes for storing valuables.When Ed sold safes for the company,he sometimes told a prospect,"The model safe you are looking at is on sale this week.If you wait until next week to buy,you will spend $100 more." When Ed used this approach,he was using the ________ close.

Southern Security makes safes for storing valuables such as jewelry and family records.When Ed sold safes for the company,he had to be prepared with a response when a prospect said,"I have no room for a safe" or "My family heirlooms aren't valuable enough to put in a safe." In other words,Ed had to ________.

In which type of sales job is an employee LEAST likely to focus on relationship selling?

What are the steps in finding and training an adequate sales force? Which step is most important?

A collection of products offered for sale in book form,usually consisting of product descriptions accompanied by photos of the items,is a ________.

Prospecting and cold-calling are interchangeable terms.

What type of software do salespeople use to track all aspects of customer interaction?

During which stage of the creative selling process would a salesperson most likely try to learn about a customer's prior purchases and personal interests?

In which step of the selling process are salespeople most likely to take advantage of multimedia technologies to support their verbal message?

According to an axiom in marketing,the more ________ the product,the more heavily firms tend to rely on personal selling to promote it.