Marketing Chapter 16 Quiz
When the only goal of personal selling is to close a sale, a company is using a(n) __________ approach. A.value selling B.customer solution C.relationship D.transaction-oriented E.hard-sell
D.transaction-oriented
Sales reports, call reports, and expense reports are all used in the process of __________ salespeople. A.motivating B.supervising C.training D.selecting E.evaluating
E.evaluating
Which of the following is an objective for business promotions? A.Generating business leads B.Getting retailers to buy ahead C.Getting more support for the sales force D.Getting more shelf space from retailers E.Urging short-term customer buying
A.Generating business leads
One study found that the best salespersons have four traits in common: intrinsic motivation, a disciplined work style, the ability to close a sale, and the ability to build relationships with customers. Knowing this would be most useful at which stage of sales force management? A.Recruiting and selecting salespeople B.Compensating salespeople C.Evaluating salespeople D.Setting sales force size E.Training salespeople
A.Recruiting and selecting salespeople
Which of the following is true about the sales force of a company? A.Salespeople represent customers to the company and manage the buyer-seller relationship. B.The sales force oversees the auditing process and recovers money from defaulting customers. C.Salespeople represent workers' interests to upper management. D.The sales force is responsible for product development and product strategy. E.The primary responsibility of a sales force is to formulate operational strategies.
A.Salespeople represent customers to the company and manage the buyer-seller relationship.
The concept of salesperson-owned loyalty means that __________. A.customers become loyal to salespeople as well as the companies they represent B.customers make a clear distinction between the company and the salesperson C.salespersons are no longer loyal to their companies D.companies must earn the loyalty of their salespersons E.salespersons are only loyal if they are well compensated for their efforts
A.customers become loyal to salespeople as well as the companies they represent
Sales promotions are targeted toward members of the sales force, business customers, retailers, wholesalers, and ________. A.final buyers B.suppliers C.manufacturers D.upstream companies E.employees
A.final buyers
Delta Faucet partnered with Warrior Dash, which sponsored several 5k mud run races around the country over the summer. At each event, Delta built a huge custom shower station, complete with 184 Delta showerheads, where mud-soaked competitors could meet and wash off after the race. This is an example of which type of promotion? A.Samples B.Event marketing C.Trade show D.Point-of-purchase promotions E.Contests, sweepstakes, and games
B.Event marketing
Which of the following is an objective for trade promotions? A.Boosting consumer brand involvement B.Getting retailers to carry new items and more inventory C.Motivating salespeople D.Urging short-term customer buying E.Generating business leads
B.Getting retailers to carry new items and more inventory
Which of the following would NOT be a consideration for decision making in designing the full sales promotion program? A.How to promote the promotion B.How to set it apart from other promotion mix elements C.Conditions for participation D.The length of the promotion E.The size of the promotion
B.How to set it apart from other promotion mix elements
________ consists of short-term incentives to encourage the purchase of a product or service. A.Value selling B.Sales promotion C.Benchmarking D.Advertising E.Conditional sale
B.Sales promotion
Which of the following statements is true regarding salespeople? A.Salespeople do not play a role in solving customer problems. B.The best salespeople are the ones who work closely with customers for mutual gain. C.Most salespeople lack common sense and social skills. D.Salespeople are not well educated. E.Salespeople must be fast talkers.
B.The best salespeople are the ones who work closely with customers for mutual gain.
Helping salespeople to open double quote"work smartclose double quote" by doing the right things in the right ways is the goal of __________, whereas getting them to work hard is the goal of __________. A.selection; compensation B.supervision; motivation C.recruitment; training D.motivation; supervision E.training; motivation
B.supervision; motivation
Which of the following tools can be used as both consumer and trade promotions? A.Coupons, contests, and premiums B.Push money, off-list discounts, and allowances C.Contests, premiums, and displays D.Premiums, displays, and allowances E.Contests, premiums, and push money
C.Contests, premiums, and displays
________ refer to sales promotion tools used to persuade resellers to carry a brand, give it shelf space, promote it in advertising, and push it to consumers. A.Events B.Coupons and inserts C.Trade promotions D.Frequency marketing programs E.Point-of-purchase promotions
C.Trade promotions
One consumer promotion tool is __________, which are goods offered free or at a low cost as an incentive to buy a product. A.coupons B.rebates C.premiums D.point-of-purchase promotions E.advertising specialties
C.premiums
Procter & Gamble organizes its sales reps into teams, and each team is assigned to a major account (such as Safeway or Walmart). Which type of sales force structure is P&G using in this example? A.Simple B.Complex C.Territorial D.Customer E.Product
D.Customer
Which of the following statements about personal selling is correct? A.Personal selling is a fairly new profession. B.The role of personal selling is very consistent from company to company. C.Salespeople represent the company to customers, but they do not represent customers to the company. D.Many customers are unable to distinguish the salesperson from the company. E.Personal selling is the nonpersonal arm of the promotional mix.
D.Many customers are unable to distinguish the salesperson from the company.
Many manufacturers have to pay retailers to get shelf space. This is an example of which type of promotion? A.A premium B.Specialty advertising C.An allowance D.Push money E.A POP promotion
D.Push money
Which of the following factors has most likely contributed to the rapid growth of sales promotion, particularly in consumer markets? A.rising hostility toward large firms B.increasing popularity of e-procurement C.declining interest in quality D.declining advertising efficiency E.increasing number of international firms
D.declining advertising efficiency
What are the four elements of a compensation plan for salespeople? A.A fixed amount, a variable amount, expenses, and commission B.A fixed amount, a variable amount, stock ownership, and fringe benefits C.A fixed amount, a variable amount, salary, and commission D.A fixed amount, a variable amount, expenses, and salary E.A fixed amount, a variable amount, expenses, and fringe benefits
E.A fixed amount, a variable amount, expenses, and fringe benefits
What is the focus of the selling process? A.Creating sales reports B.Managing expense accounts C.Building long-term relationships with customers D.Maintaining existing accounts E.Getting new customers
E.Getting new customers
__________ identifies qualified potential customers and is the first step of the personal selling process. A.Closing B.Preapproach C.Follow-up D.Approach E.Prospecting
E.Prospecting
Some companies still treat sales and marketing as separate functions. One effect this can have is to __________. A.improve the relationships between the two departments B.allow marketing to be more in touch with customers C.improve coordination between the two departments D.improve the company's performance E.damage customer relationships
E.damage customer relationships
After the presentation and demonstration step in the sales process, a salesperson should next be prepared to __________. A.prospect the customer B.follow-up with the customer C.immediately close the sale D.approach qualified customers E.handle objections
E.handle objections
