Marketing Chapter 13
At which step in the personal selling process does a salesperson meet the customer for the first time? A.Presentation B.Preapproach C.Prospecting D.Approach E.Qualifying
D
One consumer promotion tool is _______, which are goods offered free or at a low cost as an incentive to buy a product. A.point-of-purchase promotions B.advertising specialties C.rebates D.premiums E. coupons
D
After the presentation and demonstration step in the sales process, a salesperson should next be prepared to _______. A.handle objections B.prospect the customer C.approach qualified customers D.immediately close the sale E.follow up with the customer
A
The seven-step selling process takes a(n) __________ approach to selling. In other words, its aim is to help salespeople close a specific sale with a customer. A.transaction-oriented B.value-oriented C.customer-oriented D.relationship-oriented E.profit-oriented
A
What is the final step in the seven-step personal selling process? A.Follow-up B.Prospecting C.Presentation D.Closing E.Qualifying
A
Which of the following are common trade promotion tools? A.Discounts, free goods, allowances and free advertising specialty items B.Rebates, discounts, free goods, and allowances C.Discounts, free goods, allowances and price packs D.Discounts, free goods, coupons and rebates E.Rebates, samples, coupons and price packs
A
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 the nonpersonal arm of the promotional mix. C.Salespeople represent the company to customers, but they do not represent customers to the company. D.Personal selling is a fairly new profession. E.The role of personal selling is very consistent from company to company.
A
GE Healthcare employs different sales forces for diagnostic imaging, life sciences, and integrated IT products and services. GE Healthcare has adopted a(n) ______ sales force structure. A.market B.product C.territorial D.complex E.customer
B
Justin, Inc., a U.S.-based watch manufacturer, sells its products in China, Russia, France, and India. To manage sales, Justin appoints a number of sales representatives to each location. Justin has adopted a ________ sales force structure. A.complex B.territorial C.market D.product E.customer
B
What is the first decision made in sales force management? A.Training salespeople. B.Designing sales force strategy and structure. C.Compensating salespeople. D.Recruiting and selecting salespeople. E.Evaluating salespeople.
B
Which of the following statements about coordinating marketing and sales is correct? A.Coordination between marketing and sales is not necessary because companies today see them as the same function. B.Coordinating marketing and sales can be improved by increasing communication between the two groups. C.The sales force only needs to coordinate its efforts with marketing planners. D.Coordinating marketing and sales has little effect on customer relations. E.Marketing and sales do not require coordination.
B
Which of the following statements about sales promotions is correct? A.The use of sales promotions has declined in recent years. B.The growing use of sales promotion has resulted in promotion clutter. C.Sales promotions offer long-term incentives to buy a product. D.Sales promotions are only offered to consumers. E.Companies that use sales promotions usually do not use any other promotional mix tools.
B
It's time for the Super Bowl, and the end-of-the-aisle displays at the supermarket feature chips, dips, and soft drinks. What type of sales promotion tool is this? A.Sponsorship B.Point-of-purchase C.Allowance D.Sample E.Premium
B
________ promotions are used to generate business leads, stimulate purchases, reward customers, and motivate salespeople. A.Sales force B.Business C.Consumer D.Clutter E.Trade
B
After recruiting and selecting salespeople, what is the next major step in sales force management? A.Designing sales force strategy and structure B.Compensating salespeople C.Training salespeople D.Supervising salespeople E.Evaluating salespeople
C
Which of the following statements is true regarding salespeople? A.Salespeople do not play a role in solving customer problems. B.Salespeople are not well educated. C.The best salespeople are the ones who work closely with customers for mutual gain. D.Salespeople must be fast talkers. E.Most salespeople lack common sense and social skills.
C
What are the four elements of a compensation plan for salespeople? A.A fixed amount, a variable amount, stock ownership, and fringe benefits B.A fixed amount, a variable amount, salary and commission C.A fixed amount, a variable amount, expenses, and commission D.A fixed amount, a variable amount, expenses, and fringe benefits E.A fixed amount, a variable amount, expenses and salary
D
Which consumer promotion tool is like coupons except that the price reduction occurs after the purchase rather than at the retail outlet? A.Samples B.Digital coupons C.Premiums D.Rebates E.Contests
D
Which of the following are objectives of trade promotions? A.Urging short-term customer buying and gaining customer loyalty B.Generating business leads, stimulating purchases, rewarding customers, and motivating salespeople C.Boosting consumer brand involvement and short-term buying D.Getting retailers to carry new items and more inventory, buy ahead, or promote the company's products and give them more shelf space E.Getting more sales force support for current or new products and getting salespeople to sign up new accounts
D
Which of the following occurs during the presentation step in the personal selling process? A.The salesperson attempts to "razzle dazzle" the buyer. B.The salesperson closes the deal. C.The salesperson meets the buyer for the first time. D.The salesperson tells the buyer a value story. E.The salesperson handles objections.
D
Helping salespeople to "work smart" by doing the right things in the right ways is the goal of which area of sales force management? A.compensation plans B.training programs C.recruitment D.motivation E.supervision
E
In complex selling situations, personal selling can be more effective than advertising because it is ______________. A.only used for face to face customer interactions B.designed to reach large groups of consumers C.less engaging than advertising D.nonpersonal E.interpersonal
E
Most companies today want their salespeople to _______, which means demonstrating and delivering superior customer value and capturing a return on that value that is fair for both the customer and the company. A.close sales B.use a transaction-oriented sales approach C.capture short-term business D.cut prices to make the sale E.practice value selling
E
To set its sales force size, a company can first group accounts into different classes according to size, account status, or other factors related to the amount of effort required to maintain the account. It then determines the number of salespeople needed to call on each class of accounts the desired number of times. This is called the ______ approach. A.inside B.field C.complex D.workforce E.workload
E
What is the fastest growing sales trend today? A.Outside sales B.Eliminating expense reports C.Telemarketing D.Team selling E.Social selling
E
