(3) MyLab Ch 13

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Which of the following statements about personal selling is​ correct? A. Many customers are unable to distinguish the salesperson from the company. B. Personal selling is a fairly new profession. C. The role of personal selling is very consistent from company to company. D. Salespeople​ sell; they do not have a role in creating value for the customer. E. The sales force should work separately from other marketing functions.

A. Many customers are unable to distinguish the salesperson from the company.

_______ is the use of​ online, mobile, and social media to engage​ customers, build stronger customer​ relationships, and augment sales performance. A. Social selling B. Sales promotion C. Digital selling D. Technology selling E. ​New-age selling

A. Social selling

The sales force sells products by engaging customers and learning about their​ needs, presenting​ solutions, answering​ objections, negotiating prices and​ terms, closing​ sales, servicing​ accounts, and​ ________. A. maintaining account relationships B. maintaining manufacturing relationships C. meeting revenue goals D. maintaining vendor relationships E. handling customer service complaints

A. maintaining account relationships

Companies often divide sales responsibilities along three lines. These are a​ ________ sales force​ structure, which can also be combined. A. ​territorial, product, or customer B. ​territorial, customer, or client C. ​product, customer, or​ performance-based D. ​territorial, product, or global E. ​product, customer, or global

A. ​territorial, product, or customer

At which step of the selling process does the salesperson tell the​ "value story" to the​ buyer, showing how the​ company's offer solves the​ customer's problems? A. Handling objections B. Presentation C. Approach D. Preapproach E. Closing

B. Presentation

Which is an example of a consumer promotion​ tool? A. Allowances B. Sweepstakes C. Trade shows D. Conventions E. Push money

B. Sweepstakes

Whereas advertising offers reasons to buy a product or​ service, sales promotion offers reasons to​ ________. A. choose another salesperson B. buy now C. finance a purchase D. delay a purchase E. find another solution

B. buy now

During the presentation and demonstration step in the personal selling​ process, the salesperson needs to be prepared to​ _________. A. prospect clients B. handle objections C. approach the prospect D. close the sale E. follow up

B. handle objections

The people in a company who do the selling go by many names. Which is NOT one of these​ names? A. Sales engineers B. District managers C. Brand managers D. Agents E. Account executives

C. Brand managers

A​ salesperson's role as​ a(n) ________ demands creative​ selling, social​ selling, and relationship building. A. broker B. PR specialist C. order getter D. order taker E. sales manager

C. order getter

As products become more complex and as customers grow larger and more​ demanding, most companies now use​ ________ to service​ large, complex accounts. A. an inside sales force B. a field sales force C. team selling D. an outside sales force E. order takers

C. team selling

The typical personal selling process consists of seven specific steps. The steps in the selling process are​ ________-oriented. The aim is to help salespeople close a specific sale with a customer. A. revenue B. goal C. transaction D. relationship E. sales quota

C. transaction

Personal selling can be very effective in complex selling situations because it involves​ ________ interactions and engagement between salespeople and individual customers. A. informal B. competitive C. profitable D. interpersonal E. nonpersonal

D. interpersonal

After sales promotion campaign objectives are​ set, the next steps are​ ________, and then​ __________. A. selecting​ tools; deploying social media B. selecting the sales promotion​ tools; developing the sales promotion program C. selecting​ tools; setting a budget D. developing the sales promotion​ program; setting a budget E. selecting​ tools; developing and implementing the sales promotion program

E. selecting​ tools; developing and implementing the sales promotion program

After determining the type of promotion to​ use, marketers then must decide on the​ _______ and the​ ______. A. size of the​ incentive; consumer promotion B. amount of push​ money; type of free goods C. trade​ promotion; size of the incentive D. consumer​ promotion; trade promotion E. size of the​ incentive; conditions for participation

E. size of the​ incentive; conditions for participation

Which of the following identifies the six major sales force management steps in the correct​ order? A. Designing sales force strategy and​ structure, recruiting and selecting​ salespeople, training​ salespeople, compensating​ salespeople, supervising​ salespeople, and evaluating salespeople B. Designing sales force strategy and​ structure, recruiting and selecting​ salespeople, training​ salespeople, evaluating​ salespeople, compensating​ salespeople, and supervising salespeople C. Designing sales force strategy and​ structure, recruiting and selecting​ salespeople, training​ salespeople, supervising​ salespeople, evaluating​ salespeople, and compensating salespeople D. Evaluating​ salespeople, designing sales force strategy and​ structure, recruiting and selecting​ salespeople, training​ salespeople, compensating​ salespeople, and supervising salespeople

A. Designing sales force strategy and​ structure, recruiting and selecting​ salespeople, training​ salespeople, compensating​ salespeople, supervising​ salespeople, and evaluating salespeople

The performance difference between an average salesperson and a top salesperson can be substantial.​ Therefore, at the heart of any successful sales force operation is the​ _______ of good salespeople. A. evaluation B. recruitment and selection C. training D. compensation E. motivation

B. recruitment and selection

Closing a sale with a particular customer is a​ short-term ________​ orientation, but the selling process must also take a​ ________ orientation and look at the long term. A. ​company; relationship B. ​transactional; relationship C. ​transactional; profit D. ​profit; relationship E. ​relationship; transactional

B. ​transactional; relationship

During the​ ________ step, the salesperson learns what the prospect​ needs, who is involved in the​ buying, and what their characteristics and buying style are. A. closing B. approach C. presentation and demonstration D. preapproach E. prospecting and qualifying

D. preapproach

Personal selling involves a​ multiple-step process. The first step is​ _________ and the last step is​ __________. A. ​preapproach; handling objections B. ​approach; follow-up C. presentation and​ demonstration; closing D. prospecting and​ qualifying; follow-up E. ​approach; closing

D. prospecting and​ qualifying; follow-up

The​ fastest-growing sales trend is the explosion in​ ________, which is using digital platforms and sales tools in selling. A. online selling B. social media selling C. ​e-commerce D. social selling E. mobile selling

D. social selling

Which of the following are four the major types of sales promotion​ tools? A. ​Consumer, business,​ trade, and retail B. ​Customer, retail,​ wholesale, and sales force C. ​Customer, trade, sales​ force, and business D. ​Consumer, trade,​ business, and sales force E. ​Consumer, customer, potential​ customer, and trade

D. ​Consumer, trade,​ business, and sales force

Strong relationships with the salesperson will result in​ ________. A. increased revenue and repeat business B. increased revenue C. repeat business D. strong relationships with the​ company's products E. strong relationships with the company and its products

E. strong relationships with the company and its products

​___________ are promotional tools that can be used to attract consumers. A. ​Coupons, sales​ contests, samples, and price packs B. ​Coupons, rebates,​ off-list discounts, and price packs C. Trade​ shows, coupons,​ samples, and push money D. ​Rebates, coupons,​ samples, and push money E. ​Rebates, coupons, price​ packs, and samples

E. ​Rebates, coupons, price​ packs, and samples


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