Question 1

You sell commercial washing machines to buyers such as hotels and hospitals.At first,you calculate the washing requirements and identify the troubles faced by the buyers.Based on your evaluation,you create a need in the customers' mind to sell the products.You are in the _____ stage of personal selling evolution.

Accepted Answer

In this scenario, the salesperson is identifying the problems faced by the buyers and creating a need in their mind based on their evaluation. This indicates that they are in the problem-solver stage of personal selling evolution, as they are focused on finding solutions to the problems faced by the customers.

Question 2

Personal selling is commonly used for products such as life insurance.Identify the reason behind this practice.

Accepted Answer

D

Question 3

Which of the following types of products is most likely to be sold using personal selling?

Accepted Answer

Computers are typically considered high-involvement products that require a consultative sales approach. Personal selling allows sales representatives to explain technical specifications and answer any questions potential customers may have.

Question 4

Dyadic communication is defined as:

Accepted Answer

Dyadic communication refers to communication between two people or groups. It is a two-way process where each person has the opportunity to exchange information, feedback, and ideas with the other.

Question 5

Which of the following is an example of a direct marketing effort of a company?

Accepted Answer

The answer of Which of the following is an example...

Question 6

For which of the following products would personal selling play a dominant role?

Accepted Answer

Personal selling would play a dominant role in the sale of earthmoving equipment as it is a high-involvement product with a high price point and requires a personal demonstration of features and benefits. The other products mentioned (bars of soap, coloring books, boxed chocolate candy, and fresh flowers) would likely rely less on personal selling and more on other marketing tactics such as advertising, packaging design, and point-of-purchase displays.

Question 7

Personal selling is the most appropriate sales method when:

Accepted Answer

Personal selling is most appropriate when the final price is negotiated between buyer and seller, as it allows for personalized interaction and negotiation, which is crucial in such scenarios.

Question 8

You are the marketing manager of a company that produces complex industrial machinery.The features and performance of the product require demonstration.Identify the most prominent communication required for this product.

Accepted Answer

Personal selling would be the most effective communication method for a product that requires demonstration of its features and performance. A salesperson can directly interact with potential customers and showcase the product's capabilities, answer questions, and address any concerns. Other forms of communication such as mass communication or retail selling may not be as effective in demonstrating the product's features and performance. Shock advertising or direct advertising may not be appropriate for a complex industrial machinery product.

Question 9

Personal selling is typically under the control of the:

Accepted Answer

Personal selling is a part of the sales function and is typically under the control of the sales manager. The sales manager is responsible for setting sales goals, developing sales strategies, and managing the sales team. They are also responsible for hiring, training, and motivating sales staff to ensure that they meet or exceed their sales targets. Therefore, option A is the best choice.

Question 10

Which of the following statements about personal selling is true?

Accepted Answer

Integrated marketing communication tools are often used alongside personal selling to create a cohesive marketing strategy that effectively reaches and engages customers.

Question 11

Management should determine what the specific responsibilities of personal selling will be and what role it will assume relative to the other promotional mix elements.Which of the following questions could best guide the management in determining the roles?

Accepted Answer

The question that best guides management in determining the roles of personal selling is what specific information must be exchanged between the firm and potential customers. This question helps management to identify the types of salespeople needed, the messages that need to be communicated, and the appropriate channels for communication. Questions A, B, C, and D are irrelevant to determining the role of personal selling in the promotional mix.

Question 12

Personal selling refers to selling:

Accepted Answer

Personal selling is a form of communication where a salesperson interacts with potential customers face-to-face or through other channels such as video conferencing, phone calls, or instant messaging. The goal is to persuade a customer to make a purchase or take a certain action. Therefore, the answer is C - through a person-to-person communications process. It is not concerned with personalized products or low-value products, as the salesperson can sell any type of product, service or idea through personal selling. However, it does involve selling to individuals or organizations, so A and D can be eliminated. B is too narrow, as personal selling can involve various other techniques besides just selling to individuals.

Question 13

In personal selling,the communications sender is able to immediately receive and evaluate feedback from the receiver.This is referred to as _____ communication.

Accepted Answer

Dyadic communication involves immediate feedback between the sender and receiver in a face-to-face conversation. This is the type of communication that occurs in personal selling, as the salesperson can receive and evaluate feedback from the customer in real-time. Synergistic, adaptive, indirect, and consultative communication do not specifically refer to the immediate feedback aspect of personal selling communication.

Question 14

A sales force is a major part of an organization's integrated marketing communications mix when:

Accepted Answer

A sales force is necessary when channel intermediaries need product and service training to effectively sell the product. If the channel system is short and direct to the end-users or if product trial is unnecessary for purchase decisions, alternative promotional methods may be more effective. A sales force may not be necessary for low-risk purchase decisions or if the narrow margin of a purchase makes sales commissions unprofitable.

Question 15

Which of the following is the first stage of personal selling evolution?

Accepted Answer

The answer of Which of the following is the first...

Question 16

Salespeople who seek out potential buyers who are perceived to have a need for the service/product and the resources to buy are involved in the _____ stage of the evolution of selling process.

Accepted Answer

The prospecting stage involves identifying potential buyers who may have a need for the product/service and the resources to make a purchase. This involves seeking out new leads and cultivating relationships with them. Therefore, the best choice is E (prospector).

Question 17

You are the salesperson of a FMCG manufacturer.Your selling activities are limited to accepting orders for the supplier's available offering and conveying it to the buyer.You are likely to be in the _____ stage of personal selling.

Accepted Answer

The salesperson in this scenario is simply acting as a provider, accepting orders for available products and conveying it to the buyer. They are not actively persuading, prospecting, or solving problems for the buyer.

Question 18

Personal selling most notably differs from the other forms of promotional communication due to:

Accepted Answer

Personal selling allows for direct and immediate feedback because it involves face-to-face interaction between the salesperson and the customer, enabling real-time communication and adjustments.

Question 19

_____ allows for more specific tailoring of the message and more personal communications than do many of the other media.

Accepted Answer

Dyadic communication refers to a form of communication between two people, allowing for a more personalized and specific message. This type of communication can occur through various channels such as face-to-face conversations, phone calls or video chats, and allows for a more focused and individualized message. Other media such as informative advertising or classified advertising may reach a larger audience but do not offer the same level of personalization. Mobile marketing and internet communication can also be personalized but may not have the same level of individual attention as dyadic communication.

Question 20

In the _____ stage of personal selling evolution,selling involves an attempt to influence market members to buy the supplier's offerings.

Accepted Answer

At the persuader stage of personal selling evolution, the main goal is to influence potential customers to buy the supplier's products or services. This involves using persuasive techniques and tactics to convince the customer that the supplier's offerings are better than those of their competitors. This stage is characterized by a focus on sales transactions and is often associated with more traditional selling methods.

Quiz 20: Personal Selling Online