Question 1

When personal selling efforts use telephone technology in a sales approach where the sales representative initiates the calls, it is known as _____ telemarketing.

Accepted Answer

A)   inbound
B)   proactive
C)   network
D)   outboundE) None of the above
F) A) and B)

Question 2

When making a presentation, sales professionals typically connect a buyer's needs to the benefits of the product.

Accepted Answer

A) True 
 B)False

Question 3

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

Accepted Answer

A) True 
 B)False  True

Question 4

Sales promotion techniques were originally intended:

Accepted Answer

A)   to promote the company's goodwill.
B)   as short-term incentives aimed at producing immediate buying responses.
C)   as international promotions designed to replace advertising.
D)   to build long-lasting customer relationships.E) A) and B)
F) C) and D)

Question 5

Which step of the personal selling process involves the initial contact with the prospective customer?

Accepted Answer

A)   Approach
B)   Prospecting and qualifying
C)   Demonstration
D)   PresentationE) B) and D)
F) A) and D)

Question 6

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

Accepted Answer

A) True 
 B)False

Question 7

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

Accepted Answer

A)   training
B)   interactive
C)   managerial
D)   technicalE) B) and D)
F) None of the above

Question 8

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.E) B) and C)
F) A) and B)

Question 9

_____ refers to the postsale activities employed by salespeople that determine whether an individual who made a recent purchase will become a repeat customer.

Accepted Answer

A)   sales maintenance
B)   post-closing
C)   dissonance reduction
D)   follow-upE) A) and D)
F) None of the above

Question 10

Lashaun is learning about personal selling and the situations when personal selling is recommended as part of a company's promotional mix elements. Which of the following is TRUE regarding personal selling?

Accepted Answer

A)   Personal selling works best when customers are clustered geographically.
B)   Advertising is recommended when the product is expensive.
C)   Advertising is recommended when the product is technically complex.
D)   Personal selling is recommended when a product is standardized.E) B) and C)
F) A) and C)

Question 11

Over-the-counter personal selling efforts are frequently supplemented with other promotions such as special sales events, new product introductions, and direct-mail appeals.

Accepted Answer

A) True 
 B)False

Question 12

Carlos is the VP Sales for a consumer electronics company and has recently been reviewing the territory assignments for sales representatives. There have been many shifts in the retail marketplace with several companies filing bankruptcy and closing stores. Carlos wants to ensure that they have sales representatives placed appropriately given these changes in the market. What management function best describes Carlos' activity?

Accepted Answer

A)   Organization
B)   Motivation
C)   Evaluation and control
D)   SupervisionE) All of the above
F) B) and D) A

Question 13

Which of the following can be classified as a creative approach to over-the-counter selling?

Accepted Answer

A)   Clothing retailer Lord and Taylor expanding the capabilities of the fitting rooms in its stores
B)   Gap stores providing virtual gift cards to customers
C)   Lord and Taylor promising its online customers product delivery in five business days
D)   Gap making its web portal highly efficient to save its customers search timeE) B) and C)
F) None of the above

Question 14

DaVon, a sales representative with Global Drone, a manufacturer of drones for the consumer market was meeting with representatives from Best Buy and demonstrating how easy the drones are to operate and maneuver. One of the Best Buy team members said, "These are easy to use but I'm concerned about the lightweight material and that they might be easily damaged." Based on this statement from the Best Buy team member, what stage in the selling process is DaVon now?

Accepted Answer

A)   Handling objections
B)   Closing
C)   Follow-up
D)   DemonstrationE) A) and D)
F) B) and C)

Question 15

Cleveland Solvents has field sales staff, a customer service department, and two individuals who manage the "tech hotline." These individuals not only answer technical questions from customers, they also identify customer needs and recommend products that can fill those needs. They have the ability to initiate and close sales on the spot. These individuals are essentially participating in:

Accepted Answer

A)   market analysis.
B)   inside selling.
C)   network marketing.
D)   outside sales.E) A) and C)
F) B) and C)

Question 16

Distinguish between inbound and outbound telemarketing.

Accepted Answer

Outbound telemarketing involves sales personnel who rely on the telephone to contact potential buyers, reducing the substantial costs of personal visits to customers' homes or businesses. The sales personnel try to conclude the sale over the phone.
Inbound telemarketing typically involves a toll-free number that customers can call to obtain information, make reservations, and purchase goods and services. When a customer calls a toll-free number, the caller can be identified and routed to representatives with whom he/she has done business before, creating a human touch. This form of selling provides maximum convenience for customers who initiate the process.

Question 17

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

Accepted Answer

A) True 
 B)False

Question 18

What is a follow-up? Why is follow-up an important step in the sales process?

Accepted Answer

The postsale activities, which often det...

Question 19

Which of the following statements is accurate about sales promotion? ​

Accepted Answer

A)   ​Sales promotion can increase sales by providing extra purchasing incentives.
B)   ​Sales promotion encompasses personal selling.
C)   ​Sales promotion has increased dramatically, primarily at the expense of personal selling.
D)   ​Product characteristics are not relevant when deciding on sales promotions.
E)   ​Sales promotion encompasses public relations.F) A) and D)
G) None of the above

Question 20

Effective sales persons must be able to focus on their customer's needs and create solutions to meet those needs.

Accepted Answer

A) True 
 B)False

Exam 18: Personal Selling and Sales Promotion

When personal selling efforts use telephone technology in a sales approach where the sales representative initiates the calls, it is known as _____ telemarketing.

Correct Answer
verified

When making a presentation, sales professionals typically connect a buyer's needs to the benefits of the product.

Correct Answer
verified

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

Correct Answer
verified
True

Sales promotion techniques were originally intended:

Correct Answer
verified

Which step of the personal selling process involves the initial contact with the prospective customer?

Correct Answer
verified

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

Correct Answer
verified

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

Correct Answer
verified

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

Correct Answer
verified

_____ refers to the postsale activities employed by salespeople that determine whether an individual who made a recent purchase will become a repeat customer.

Correct Answer
verified

Lashaun is learning about personal selling and the situations when personal selling is recommended as part of a company's promotional mix elements. Which of the following is TRUE regarding personal selling?

Correct Answer
verified

Over-the-counter personal selling efforts are frequently supplemented with other promotions such as special sales events, new product introductions, and direct-mail appeals.

Correct Answer
verified

Correct Answer
verified
A

Which of the following can be classified as a creative approach to over-the-counter selling?

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Distinguish between inbound and outbound telemarketing.

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

Correct Answer
verified

What is a follow-up? Why is follow-up an important step in the sales process?

Correct Answer
verified
The postsale activities, which often det...
View Answer

Which of the following statements is accurate about sales promotion?

Correct Answer
verified

Effective sales persons must be able to focus on their customer's needs and create solutions to meet those needs.

Correct Answer
verified

Exam 18: Personal Selling and Sales Promotion

When personal selling efforts use telephone technology in a sales approach where the sales representative initiates the calls, it is known as _____ telemarketing.

Correct AnswerverifiedShow Answer

When making a presentation, sales professionals typically connect a buyer's needs to the benefits of the product.

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedTrue

Sales promotion techniques were originally intended:

Correct AnswerverifiedShow Answer

Which step of the personal selling process involves the initial contact with the prospective customer?

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

_____ refers to the postsale activities employed by salespeople that determine whether an individual who made a recent purchase will become a repeat customer.

Correct AnswerverifiedShow Answer

Lashaun is learning about personal selling and the situations when personal selling is recommended as part of a company's promotional mix elements. Which of the following is TRUE regarding personal selling?

Correct AnswerverifiedShow Answer

Over-the-counter personal selling efforts are frequently supplemented with other promotions such as special sales events, new product introductions, and direct-mail appeals.

Correct AnswerverifiedShow Answer

Correct AnswerverifiedA

Which of the following can be classified as a creative approach to over-the-counter selling?

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

Distinguish between inbound and outbound telemarketing.

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

Correct AnswerverifiedShow Answer

What is a follow-up? Why is follow-up an important step in the sales process?

Correct AnswerverifiedThe postsale activities, which often det...View AnswerShow Answer

Which of the following statements is accurate about sales promotion? ​

Correct AnswerverifiedShow Answer

Effective sales persons must be able to focus on their customer's needs and create solutions to meet those needs.

Correct AnswerverifiedShow Answer

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True

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A

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The postsale activities, which often det...
View Answer

Which of the following statements is accurate about sales promotion?

Correct Answer
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Correct Answer
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