Marketing Chapter 16 Quiz

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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


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