Deck 17: Personal Selling and Sales Promotion

Question 1

Inside sales reps support field representatives in building strong customer relationships.

Answer 1

True

Question 2

Personal selling is a less important component in the promotional mix when individual orders account for large amounts of revenue.

Answer 2

False

Question 3

Personal selling is more costly and time consuming compared to other types of promotion.

Answer 3

True

Question 4

To create strong,long-lasting relationships with customers,salespeople must demonstrate high ethical standards and communicate honestly at all times.

Question 5

Over-the-counter selling usually requires the customer to take the initiative and travel to the seller's place of business.

Question 6

A salesperson assigned to answer the telephone and take orders or answer customers' questions is involved in outbound telemarketing.

Question 7

Network marketing is a form of field selling in customers' homes.

Question 8

Over-the-counter selling is a lower-cost alternative compared to telemarketing or online selling.

Question 9

Personal selling is an important component of the promotional mix for a firm that markets to relatively few potential customers.

Question 10

A customer shopping at Sports Authority for new running gear is assisted by a salesperson in the shoe department.This is an example of inside selling.

Question 11

A hotel provides a toll-free number to its customers which they can use to obtain information and make reservations.This is an example of inbound telemarketing.

Question 12

Online sellers can quickly communicate the benefits and features of their products to customers through consultative selling.

Question 13

Field selling is more expensive than other selling options and often requires considerable technical expertise.

Question 14

A Frito-Lay driver who covers a geographic route of grocery stores taking orders,restocking shelves,and removing products past the expiration date is classified as a field salesperson.

Question 15

Over-the-counter personal selling efforts are frequently supplemented with other promotions such as special sales events,new product introductions,and direct-mail appeals.

Question 16

Relationship selling involves regular contacts between sales representatives and customers over an extended period.

Question 17

Listening to customers and using problem-solving skills to meet customer needs is called advisory selling.

Question 18

Existing customers of a firm whose business problems require complex solutions are likely to be best served by telemarketers in the firm.

Question 19

If a product or service being sold requires relatively little special handling,marketers typically emphasize personal selling in their promotional mix.

Question 20

A firm that has an existing relationship with a customer is allowed to call that customer even if the customer has signed up for the national Do Not Call Registry.

Question 21

Team selling is usually a temporary arrangement intended to serve the customer from the initial contact through the initial sale.

Question 22

To be identified as a qualified prospect,a customer must have both the resources and the authority to make purchase decisions.

Question 23

Providing technical and operational assistance is a significant part of missionary selling.

Question 24

Direct mail and advertising campaigns are effective in identifying prospective customers.

Question 25

Consultative selling involves offering multiple goods or services to the same customer.

Question 26

Cross-selling services and products to existing customers is less expensive than trying to find new customers for the same services.

Question 27

A firm must define its product in terms of what it can do for a customer before beginning its prospecting effort.

Question 28

Taking steps to determine that a potential customer has the need,financial capability,and authority to make a purchase is called canvassing.

Question 29

Creative selling can generate buzz for a product.

Question 30

Missionary selling is an indirect sales approach that focuses on promoting goodwill for the firm.

Question 31

The steps in a sales process follow the AIDA (attention,interest,desire,action)concept.

Question 32

An effective salesperson uses order-processing techniques to expand an existing business relationship.

Question 33

Creative selling mainly deals with maintaining existing business with customers.

Question 34

Most of today's salespeople are limited to performing tasks in a single category.

Question 35

Salespeople involved order-processing tasks persuade their wholesale or retail customers to carry more complete inventories of their firm's merchandise.

Question 36

Order processing becomes the primary task in situations in which needs are readily identified and are acknowledged by the customer.

Question 37

An approach is a salesperson's initial contact with the customer.

Question 38

Salespeople involved in creative selling use well-planned strategies to seek new customers by proposing innovative solutions to customer's needs.

Question 39

Team selling offers a distinct competitive advantage in sales situations that call for detailed knowledge of new,complex,or rapidly changing technologies.

Question 40

Team selling creates relationships between companies rather than between individuals.

Question 41

The follow-up step in the sales process allows the salesperson to psychologically reinforce the customer's original decision to buy.

Question 42

A salary is a payment tied directly to the sales or profits that a salesperson generates.

Question 43

An important advantage of personal selling is that it gives the customer the opportunity to try a product before making a purchase.

Question 44

A sales talk that presents a product or service in terms that are meaningful to the buyer is referred to as a "features-benefits" presentation.

Question 45

A straight salary plan for sales representatives gives management more control over how sales personnel allocate their efforts.

Question 46

Sales quotas are specified sales or profit targets that salespeople are expected to achieve.

Question 47

A straight salary plan could reduce the incentive to find new markets and land new accounts.

Question 48

Firms engage in precall planning to understand the needs and preferences of the customer before making a presentation.

Question 49

The first presentation being made to a potential customer is likely to be more detailed than that used for an existing customer.

Question 50

Closing,in which the salesperson asks the customer for a buying commitment,is the last step in the sales process.

Question 51

Business firms that market highly technical and complex products will have a specialized sales force for each major category of the firm's products.

Question 52

A sales quota is often tied to the compensation system.

Question 53

Precall planning involves making unsolicited sales calls on randomly selected prospects.

Question 54

An assessment center is a testing approach used by sales managers to measure a candidate's skills,knowledge,and ability.

Question 55

The follow-up step in the sales process often determines whether an individual who has made a recent purchase will become a repeat customer.

Question 56

Girl Scouts selling cookies door-to-door exemplify cold-call selling.

Question 57

The concept of span of control refers to the number of sales representatives who report to first-level sales managers.

Question 58

The effectiveness of a salesperson is measured entirely on the basis of the sales volume and profitability.

Question 59

In a cold calling situation,the approach and presentation often take place at the same time.

Question 60

Recruiting and selecting successful salespeople are among the greatest challenges faced by a sales manager.

Question 61

A salesperson should be judged on the basis of potential ability rather than the actual sales performance.

Question 62

Coupons are the most widely used forms of consumer-oriented sales promotion.

Question 63

Point-of-purchase advertising encourages retailers to improve on-site merchandising.

Question 64

Kelly is a dentist who knows that her patients are more likely to take home pens inscribed with her name and phone number instead of an ordinary business card.The inscribed pens distributed by Kelly for her practice represent specialty advertising.

Question 65

Due to intense competition in the market,present-day sales promotion techniques mainly focus on providing short-term incentives to customers in order to obtain a purchase.

Question 66

A bonus pack is an item given free or at a reduced cost with purchases of other products.

Question 67

Manufacturers pay a handling fee to retailers to help consumers redeem coupons at their outlets.

Question 68

A sweepstakes chooses winners from a group of people who have purchased the product.

Question 69

In creating an ethical environment,employees prefer a complete list of "do's and don'ts" over an open environment where they can approach management with ethics questions.

Question 70

Instituting a companywide code of ethics helps guide salespeople to ethical behavior in personal selling.

Question 71

Sales promotions encourage immediate action as they impose limited time frames.

Question 72

Sampling produces a higher response rate compared to other forms of promotions.

Question 73

A national grocery store runs an advertisement offering "buy one get one free" on packages of Thomas' English muffins to consumers.This is an example of a trade promotion.

Question 74

Firms spend more on consumer-oriented sales promotions than on trade promotions.

Question 75

Personal selling and advertising are part of the marketing activities involved in a sales promotion.

Question 76

Advertising specialties help reinforce previous or future advertising and sales messages.

Question 77

Sales promotions often lead to sales and profit growth in the long run.

Question 78

Trade shows provide an effective opportunity to introduce a new product and to generate sales leads.

Question 79

An expensive gift could be interpreted as a bribe if given in anticipation of doing business with a buyer or company.

Question 80

Push money refers to cash incentives paid by manufacturers to wholesalers to stock new products.