Question 1

Ads can act as visual aids by adding impact to the presentation and reinforcing the selling points.

Accepted Answer

This statement is true because ads can help to capture the audience's attention and emphasize key messages in the presentation, making them more memorable and persuasive. They can also provide illustrations, statistics or examples to support the selling points, making them more credible and compelling.

Question 2

The ability of a sales representative to take care of company property is a quantitative measure used to evaluate sales forces.

Accepted Answer

The ability to take care of company property is a qualitative measure, as it involves subjective judgment rather than numerical data.

Question 3

In the personal-selling process, the prospecting step involves looking for leads and checking them.

Accepted Answer

The prospecting step in the personal-selling process is indeed focused on looking for leads and checking them, making option A the correct answer.

Question 4

Announcing company activities through social media is a web-related task for lead-generation.

Accepted Answer

This statement is true as it mentions how marketers are using web-related activities such as social media to announce company activities for lead generation and social media growth.

Question 5

Personal selling plays a dominant role in businesses that produce low-priced consumer durable goods.

Accepted Answer

The statement is incorrect. Personal selling plays a dominant role in businesses that produce high-priced consumer durable goods, not low-priced ones. In contrast, personal selling is often minimized in firms that produce low-priced consumer nondurable goods.

Question 6

During the persuader stage, the firm's selling involves defining the buyer's problems and their solutions through active buyer-seller collaboration.

Accepted Answer

The statement in the question is incorrect. It is in the procreator stage that selling involves defining the buyer's problems and their solutions through active buyer-seller collaboration, not the persuader stage. In the persuader stage, the focus is on persuading the market members to buy the supplier's offerings.

Question 7

According to Hoffberg and Corcoran, when salespeople engage in fire starting, they are engaging customers and driving them to commit to a solution.

Accepted Answer

The statement is a direct restatement of the original statement, therefore it is true.

Question 8

The settings in which personal selling is used are typically more distracting than those in which nonpersonal mass media are used.

Accepted Answer

The statement is false. The first sentence implies that personal selling is used in distracting settings, but the second sentence contradicts this by stating that the setting for personal selling (even with a group of salespeople or decision makers present) is less distracting than nonpersonal mass media.

Question 9

Supplementing personal selling efforts with phone calls compels the sales force to spend less time selling.

Accepted Answer

Supplementing personal selling with phone calls can enhance sales efforts by reaching more customers and providing additional touchpoints, potentially increasing selling time rather than reducing it.

Question 10

Since the Internet takes away business from channel members, most marketing managers find the Internet to be more of a disadvantage to their efforts than an advantage.

Accepted Answer

The statement in the question is incorrect. Most marketing managers have found the Internet to be more of an advantage than a disadvantage to their selling efforts.

Question 11

Personal selling is typically controlled by the advertising department.

Accepted Answer

Personal selling is typically a part of the sales department's responsibilities and is under the control of the sales manager or director, not the advertising and promotions department.

Question 12

When the marketing objective is to establish a relationship, advertising is a more appropriate tool than personal selling.

Accepted Answer

Advertising is more suitable for reaching a broad audience, while personal selling is more effective for building individual relationships and personalized interactions.

Question 13

Walk-in salespeople are typically respected and well received by customers.

Accepted Answer

The first statement is false and the second statement is true. Walk-in salespeople without appointments and agendas may be seen as intrusive by customers, while salespeople with appointments and specific purposes are generally respected and well received.

Question 14

When the cost per sales call for a firm continues to climb, the firm may find mass communications a more cost-effective alternative.

Accepted Answer

The statement in the question is true - as the cost per sales call increases, it may make more sense for a firm to use mass communications (like advertising, social media, email marketing, etc.) to reach a larger audience at a lower cost per contact.

Question 15

When the final price is to be negotiated between the buyer and the seller, personal selling is effective.

Accepted Answer

Personal selling involves direct communication between a salesperson and a potential buyer. This type of selling is effective when it comes to negotiating the final price because the salesperson can address any concerns or objections the buyer might have and highlight the unique value proposition of the product or service. This allows for a more personalized and interactive sales process that is conducive to negotiation and reaching a mutually beneficial agreement.

Question 16

When a sales person is evaluated on the criterion of program implementation, the number of shelf or counter displays he or she uses can be used as a measure for evaluation.

Accepted Answer

The statement is true. These measures can be used to evaluate a salesperson's program implementation.

Question 17

While trade sales promotions are designed to support the reseller, flip charts and specialty ads are designed to assist the sales staff.

Accepted Answer

The statement accurately describes the purpose of trade sales promotions and other promotional tools designed to assist the sales staff.

Question 18

When the number and dispersion of customers does not allow for acceptable advertising economies, the sales force is likely to be a major part of the integrated marketing communications (IMC) mix.

Accepted Answer

When advertising is not feasible due to customer dispersion and numbers, the sales force becomes an important part of the IMC mix.

Question 19

Unlike advertising, personal selling does not provide the sender with the opportunity to determine the impact of the message.

Accepted Answer

Personal selling allows for immediate feedback and interaction, enabling the sender to assess the impact of the message directly through the buyer's responses and reactions.

Question 20

According to customers, a salesperson is considered energetic when he has a positive attitude, enthusiasm, affability, consistency, and flexibility.

Accepted Answer

The statement is true, as it is mentioned in the first sentence.

Quiz 22: Personal Selling Online