Question 1

____ 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 2

Jake is a sales representative for General Mills. Each week he uploads his plans for visiting clients out in the field to a routing and scheduling decisions system. Eric knows that one of the primary goals of routing and scheduling decisions in personal selling is to

Accepted Answer

A)   determine the sequence in which customers will be called on.
B)   use existing transportation facilities.
C)   minimize non-selling time.
D)   determine duration of sales calls.
E)   provide salespeople with an opportunity to plan their own routes and schedules.

Question 3

Sales promotion activities are always supplementary to personal selling and advertising.

Accepted Answer

A) True 
 B)False

Question 4

Which of the following statements is true about salespeople?

Accepted Answer

A)   They are often the knowledge experts for their firm.
B)   They should always focus on the sale and not the relationship.
C)   They should start selling as soon as they meet a new prospect.
D)   They do not need to be experts on the benefits of their products.
E)   They should not waste time focusing on competitors' actions.

Question 5

Any marketing tactic used to stimulate wholesalers and retailers to carry a producer's products and market those products more aggressively is a

Accepted Answer

A)   trade sales promotion method.
B)   point-of-purchase material.
C)   consumer sales promotion method.
D)   merchandise allowance.
E)   dealer loader.

Question 6

To equalize the workload, a sales manager divides a geographic market into sales territories of equal size according to land area.

Accepted Answer

A) True 
 B)False

Question 7

Paid personal communication that attempts to inform and persuade customers to purchase products in an exchange situation is called

Accepted Answer

A)   advertising.
B)   sales promotion.
C)   personal selling.
D)   target marketing.
E)   public relations.

Question 8

Scenario 18.1 Use the following to answer the questions.
Jafrum, Inc. is a wholesale supplier of motorcycle accessories, clothing, and tools to various motorcycle retail stores around the country. Jafrum does not manufacture these items, but sells them to other retailers and also sells its merchandise through its website. Sean Thompson is one of the salespeople for Jafrum, and is responsible for obtaining new customers, increasing sales to current customers, and visiting the retail stores throughout the country. Recently, he has been given the sales objective from Jafrum's management to increase sales dollars by 15% in the coming year by adding new customers. Sean's current compensation is based on a $1,000 per month draw, plus 5% of all sales over $100,000. His salary last year totaled $42,000. Management has given Sean the choice of going to a compensation plan where he will earn 15% of all sales, but no draw.
Refer to Scenario 18.1. Sean is developing his list of potential new retail customers by accessing the yellow pages online. Here he finds the contact information for every motorcycle store in the 48 contiguous states, and eliminates those who currently are his customers. Sean is involved in which step of the personal selling process?

Accepted Answer

A)   Prospecting
B)   Preapproach
C)   Overcoming objections
D)   Closing
E)   Following up

Question 9

The purpose of the ____ stage in personal selling is to determine customers' problems and questions about using the product.

Accepted Answer

A)   prospecting
B)   approach
C)   overcoming-objections
D)   follow-up
E)   closing

Question 10

At one time, Wheaties offered two free golf balls with the purchase of a twin pack of Wheaties cereal featuring Tiger Woods. This is an example of a

Accepted Answer

A)   consumer prize.
B)   rebate.
C)   premium.
D)   free sample.
E)   free merchandise.

Question 11

During the personal selling process, a salesperson, if possible, should handle objections when

Accepted Answer

A)   they arise.
B)   the salesperson begins the trial close.
C)   the sales presentation is approximately half completed.
D)   the customer appears to be unhappy or agitated.
E)   the salesperson begins the sales presentation.

Question 12

After an increase in the usage of coupons during the economic downturn, the use of coupons has once again started to decrease. Aside from increased spending power, consumers indicate a primary reason for not using coupons is

Accepted Answer

A)   consumers do not like carrying coupons to the store.
B)   consumers forget to use them.
C)   the discount offered by using coupons is not large enough.
D)   there is a lack of coupons for what consumers want to buy.
E)   consumers do not mind paying full price for products.

Question 13

Heinz uses various techniques such as coupons, free samples, and consumer contests to encourage consumers to try its products. All of these marketing activities are considered

Accepted Answer

A)   trade sales promotion methods.
B)   consumer incentives.
C)   consumer sweepstakes.
D)   buying allowances.
E)   consumer sales promotion methods.

Question 14

When Levi's agrees to pay JCPenney for providing television advertising and Sunday newspaper sales fliers emphasizing Levi's jeans, Levi's is offering

Accepted Answer

A)   premium money.
B)   cooperative advertising.
C)   a dealer loader.
D)   a buying allowance.
E)   a merchandise allowance.

Question 15

Which of the following involves building mutually beneficial long-term associations with a business customer through 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 16

Identify and discuss some of the key objectives in using sales promotion.

Accepted Answer

Marketers often use sales promotion to f...

Question 17

___________ is an advertisement promoting a product and identifying the names of participating retailers that sell the product.

Accepted Answer

A)   A cooperative advertisement
B)   Push money
C)   A dealer loader
D)   Premium money
E)   A dealer listing

Question 18

Francis has learned that listening to customers, learning about their needs, and communicating with them over a prolonged period of time is key toward making large business sales. Francis is most likely using

Accepted Answer

A)   team selling.
B)   relationship selling.
C)   customer lifetime value.
D)   supportive selling.
E)   customer knowledge management.

Question 19

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 20

Cents-off offers are likely to be used for products in the growth stage.

Accepted Answer

A) True 
 B)False

Exam 18: Personal Selling and Sales Promotion

Which of the following involves building mutually beneficial long-term associations with a business customer through regular communications over prolonged periods of time?

Correct Answer
verified

Correct Answer
verified

Any marketing tactic used to stimulate wholesalers and retailers to carry a producer's products and market those products more aggressively is a

Correct Answer
verified

Francis has learned that listening to customers, learning about their needs, and communicating with them over a prolonged period of time is key toward making large business sales. Francis is most likely using

Correct Answer
verified

When Levi's agrees to pay JCPenney for providing television advertising and Sunday newspaper sales fliers emphasizing Levi's jeans, Levi's is offering

Correct Answer
verified

During the personal selling process, a salesperson, if possible, should handle objections when

Correct Answer
verified

Sales promotion activities are always supplementary to personal selling and advertising.

Correct Answer
verified

To equalize the workload, a sales manager divides a geographic market into sales territories of equal size according to land area.

Correct Answer
verified

Jake is a sales representative for General Mills. Each week he uploads his plans for visiting clients out in the field to a routing and scheduling decisions system. Eric knows that one of the primary goals of routing and scheduling decisions in personal selling is to

Correct Answer
verified

At one time, Wheaties offered two free golf balls with the purchase of a twin pack of Wheaties cereal featuring Tiger Woods. This is an example of a

Correct Answer
verified

Which of the following statements is true about salespeople?

Correct Answer
verified

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 Answer
verified

The purpose of the ____ stage in personal selling is to determine customers' problems and questions about using the product.

Correct Answer
verified

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

Correct Answer
verified

___________ is an advertisement promoting a product and identifying the names of participating retailers that sell the product.

Correct Answer
verified

Cents-off offers are likely to be used for products in the growth stage.

Correct Answer
verified

Identify and discuss some of the key objectives in using sales promotion.

Correct Answer
verified
Marketers often use sales promotion to f...
View Answer

Heinz uses various techniques such as coupons, free samples, and consumer contests to encourage consumers to try its products. All of these marketing activities are considered

Correct Answer
verified

After an increase in the usage of coupons during the economic downturn, the use of coupons has once again started to decrease. Aside from increased spending power, consumers indicate a primary reason for not using coupons is

Correct Answer
verified

Paid personal communication that attempts to inform and persuade customers to purchase products in an exchange situation is called

Correct Answer
verified

Exam 18: Personal Selling and Sales Promotion

Which of the following involves building mutually beneficial long-term associations with a business customer through regular communications over prolonged periods of time?

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

Any marketing tactic used to stimulate wholesalers and retailers to carry a producer's products and market those products more aggressively is a

Correct AnswerverifiedShow Answer

Francis has learned that listening to customers, learning about their needs, and communicating with them over a prolonged period of time is key toward making large business sales. Francis is most likely using

Correct AnswerverifiedShow Answer

When Levi's agrees to pay JCPenney for providing television advertising and Sunday newspaper sales fliers emphasizing Levi's jeans, Levi's is offering

Correct AnswerverifiedShow Answer

During the personal selling process, a salesperson, if possible, should handle objections when

Correct AnswerverifiedShow Answer

Sales promotion activities are always supplementary to personal selling and advertising.

Correct AnswerverifiedShow Answer

To equalize the workload, a sales manager divides a geographic market into sales territories of equal size according to land area.

Correct AnswerverifiedShow Answer

Jake is a sales representative for General Mills. Each week he uploads his plans for visiting clients out in the field to a routing and scheduling decisions system. Eric knows that one of the primary goals of routing and scheduling decisions in personal selling is to

Correct AnswerverifiedShow Answer

At one time, Wheaties offered two free golf balls with the purchase of a twin pack of Wheaties cereal featuring Tiger Woods. This is an example of a

Correct AnswerverifiedShow Answer

Which of the following statements is true about salespeople?

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

The purpose of the ____ stage in personal selling is to determine customers' problems and questions about using the product.

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

___________ is an advertisement promoting a product and identifying the names of participating retailers that sell the product.

Correct AnswerverifiedShow Answer

Cents-off offers are likely to be used for products in the growth stage.

Correct AnswerverifiedShow Answer

Identify and discuss some of the key objectives in using sales promotion.

Correct AnswerverifiedMarketers often use sales promotion to f...View AnswerShow Answer

Heinz uses various techniques such as coupons, free samples, and consumer contests to encourage consumers to try its products. All of these marketing activities are considered

Correct AnswerverifiedShow Answer

After an increase in the usage of coupons during the economic downturn, the use of coupons has once again started to decrease. Aside from increased spending power, consumers indicate a primary reason for not using coupons is

Correct AnswerverifiedShow Answer

Paid personal communication that attempts to inform and persuade customers to purchase products in an exchange situation is called

Correct AnswerverifiedShow Answer

Correct Answer
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Correct Answer
verified

Correct Answer
verified

Correct Answer
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Correct Answer
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Correct Answer
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Correct Answer
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Correct Answer
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Correct Answer
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Correct Answer
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Correct Answer
verified

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 Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified
Marketers often use sales promotion to f...
View Answer

Correct Answer
verified

Correct Answer
verified

Correct Answer
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