Question 1

Which of the following is a characteristic of an inside sales force?

Accepted Answer

A)   It receives administrative backup from outside sales forces.
B)   It travels to make sales calls on customers in the field.
C)   It conducts business from an office via telephone.
D)   It eliminates the need to have an outside sales force.
E)   It cannot sell or service accounts directly.F) B) and C)
G) D) and E)

Question 2

What are the four elements of salesperson compensation? Give an example to show how these elements motivate salespeople in different situations.

Accepted Answer

Compensation consists of four elements: ...

Question 3

Manufacturers relay customer concerns about company products and actions back inside to those who can handle them.

Accepted Answer

A) True 
 B)False

Question 4

In which of the following steps of the selling process does a salesperson seek out, clarify, and overcome any customer disapproval to buying?

Accepted Answer

A)   follow-up
B)   handling objections
C)   preapproach
D)   closing
E)   prospecting and qualifyingF) A) and C)
G) C) and D)

Question 5

Providing samples is the most inexpensive way to introduce a new product.

Accepted Answer

A) True 
 B)False

Question 6

are offers of a trial amount of a product.

Accepted Answer

A)   Price packs
B)   Samples
C)   Coupons
D)   Rebates
E)   Cash refundsF) D) and E)
G) B) and C)

Question 7

Which of the following is most likely true about a sales force in the field?

Accepted Answer

A)   They make most sales from their offices via media interactions.
B)   They are prohibited to sell or service accounts directly.
C)   They provide administrative backup for outside salespeople.
D)   They rely on telemarketing efforts to gain leads and clients.
E)   They build relationships with customers through face-to-face collaboration.F) A) and B)
G) B) and C)

Question 8

Explain how an inside sales force should provide support to an outside sales force.

Accepted Answer

A company may have an outside sales forc...

Question 9

What is sales promotion? What are the various factors that have contributed to the rapid growth of sales promotion in consumer markets?

Accepted Answer

Sales promotion consists of short-term i...

Question 10

The salesperson completes any details on delivery time, purchase terms, and other matters during the step of the selling process.

Accepted Answer

A)   presentation
B)   handling objections
C)   closing
D)   follow-up
E)   prospectingF) A) and E)
G) A) and C)

Question 11

The concept of lends even more importance to the salesperson's customer-relationship-building abilities.

Accepted Answer

A)   sales force territory
B)   sales force management
C)   salesperson-owned loyalty
D)   sales force structure
E)   sales promotionF) None of the above
G) B) and E)

Question 12

In the context of the selling process, what is closing? What are the various techniques a salesperson can use?

Accepted Answer

Closing is the step of the selling proce...

Question 13

What is the purpose of a sales manager using a time-and-duty analysis?

Accepted Answer

A)   forming sales teams
B)   compensating salespeople
C)   recruiting salespeople
D)   supervising salespeople
E)   prospecting customersF) All of the above
G) A) and E)

Question 14

Koffee, a brand of instant coffee, gives away a free coffee mug with its logo imprinted on it with every purchase of a 500g packet of its instant coffee powder. Which promotion tool is Koffee using?

Accepted Answer

A)   price packs
B)   coupons
C)   samples
D)   rebates
E)   advertising specialtiesF) A) and B)
G) B) and D)

Question 15

What is the last step in the selling process?

Accepted Answer

A)   follow-up
B)   handling objections
C)   closing
D)   presentation
E)   prospectingF) B) and C)
G) C) and D)

Question 16

List the various types of sales promotions. What are the objectives of each type?

Accepted Answer

The various types of sales promotions ar...

Question 17

A freestanding insert in the Sunday newspaper for a local restaurant that contains a $5 off coupon for any meal over $20 is an example of a promotion targeted at .

Accepted Answer

A)   government buyers
B)   final buyers
C)   retailers and wholesalers
D)   business customers
E)   salespeopleF) B) and C)
G) A) and E)

Question 18

Canadian Tire has issued Canadian Tire money since 1958. This highly successful program is an example of .

Accepted Answer

A)   samples
B)   point-of-purchase promotions
C)   premiums
D)   price packs
E)   couponsF) B) and D)
G) None of the above

Question 19

The salesperson should know how to meet and greet the buyer and get the relationship off to a good start in which step of the selling process?

Accepted Answer

A)   qualifying
B)   preapproach
C)   prospecting
D)   presentation
E)   approachF) A) and D)
G) B) and C)

Question 20

Sales promotion does not need to be coordinated with other promotion mix elements within the overall IMC
program.

Accepted Answer

A) True 
 B)False

Exam 13: Personal Selling and Sales Promotion

Canadian Tire has issued Canadian Tire money since 1958. This highly successful program is an example of .

Correct AnswerverifiedShow Answer

What is the purpose of a sales manager using a time-and-duty analysis?

Correct AnswerverifiedShow Answer

The salesperson should know how to meet and greet the buyer and get the relationship off to a good start in which step of the selling process?

Correct AnswerverifiedShow Answer

Sales promotion does not need to be coordinated with other promotion mix elements within the overall IMC program.

Correct AnswerverifiedShow Answer

A freestanding insert in the Sunday newspaper for a local restaurant that contains a $5 off coupon for any meal over $20 is an example of a promotion targeted at .

Correct AnswerverifiedShow Answer

are offers of a trial amount of a product.

Correct AnswerverifiedShow Answer

Which of the following is most likely true about a sales force in the field?

Correct AnswerverifiedShow Answer

In which of the following steps of the selling process does a salesperson seek out, clarify, and overcome any customer disapproval to buying?

Correct AnswerverifiedShow Answer

Manufacturers relay customer concerns about company products and actions back inside to those who can handle them.

Correct AnswerverifiedShow Answer

Koffee, a brand of instant coffee, gives away a free coffee mug with its logo imprinted on it with every purchase of a 500g packet of its instant coffee powder. Which promotion tool is Koffee using?

Correct AnswerverifiedShow Answer

What is the last step in the selling process?

Correct AnswerverifiedShow Answer

What is sales promotion? What are the various factors that have contributed to the rapid growth of sales promotion in consumer markets?

Correct AnswerverifiedSales promotion consists of short-term i...View AnswerShow Answer

Explain how an inside sales force should provide support to an outside sales force.

Correct AnswerverifiedA company may have an outside sales forc...View AnswerShow Answer

Which of the following is a characteristic of an inside sales force?

Correct AnswerverifiedShow Answer

What are the four elements of salesperson compensation? Give an example to show how these elements motivate salespeople in different situations.

Correct AnswerverifiedCompensation consists of four elements: ...View AnswerShow Answer

Providing samples is the most inexpensive way to introduce a new product.

Correct AnswerverifiedShow Answer

In the context of the selling process, what is closing? What are the various techniques a salesperson can use?

Correct AnswerverifiedClosing is the step of the selling proce...View AnswerShow Answer

The concept of lends even more importance to the salesperson's customer-relationship-building abilities.

Correct AnswerverifiedShow Answer

The salesperson completes any details on delivery time, purchase terms, and other matters during the step of the selling process.

Correct AnswerverifiedShow Answer

List the various types of sales promotions. What are the objectives of each type?

Correct AnswerverifiedThe various types of sales promotions ar...View AnswerShow Answer

Correct Answer
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Sales promotion consists of short-term i...
View Answer

Correct Answer
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A company may have an outside sales forc...
View Answer

Correct Answer
verified

Correct Answer
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Compensation consists of four elements: ...
View Answer

Correct Answer
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Correct Answer
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Closing is the step of the selling proce...
View Answer

Correct Answer
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Correct Answer
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Correct Answer
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The various types of sales promotions ar...
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