Question 1

Which of the following is the common term used to represent the online presentations that include a variety of purposes from conducting job training for employees to making presentations and providing in-depth product information to existing and potential customers?

Accepted Answer

Webinars are the online presentations that are commonly used for conducting job training, making presentations, and providing product information to customers. Social networking, portals, podcasting, and virtual-conferencing are other online communication methods but are not necessarily used for these specific purposes.

Question 2

Personal selling is a more appropriate tool than advertising when the objective is to:

Accepted Answer

Personal selling is a more effective tool to ask for a sale because it involves direct communication and interaction with the potential customer. In advertising, the message is broadcasted to a general audience without the opportunity for immediate feedback or personalized persuasion. Therefore, when the objective is to close a sale, personal selling is the better choice.

Question 3

Which of the following quantitative measures could be used to evaluate the selling expenses of salespeople?

Accepted Answer

Average cost per sales call can be used to evaluate the selling expenses of salespeople as it measures how much it costs to make a sales call, providing insight into the efficiency and effectiveness of the sales team. Unit sales volume and dollar sales volume only measure the quantity of sales, while gross margin and net profit are metrics that assess overall profitability and are not specific to sales expenses.

Question 4

An organization wants to screen the leads and qualify potential buyers before the salespeople call on them.Which of the following actions is best suited to achieve this goal?

Accepted Answer

Using direct marketing techniques such as telemarketing allows for the screening of leads before salespeople call on them. This method allows for efficient and targeted lead qualification.

Question 5

Quantitative measures used to evaluate sales personnel include:

Accepted Answer

Selling expenses per call is a quantitative measure that can assess the effectiveness and efficiency of sales personnel. It involves calculating the total expenses incurred during a sales call, such as travel costs, and dividing it by the number of sales calls made. This measure allows companies to evaluate sales personnel based on their ability to maximize sales results while minimizing costs.

Other choices are not solely quantitative measures for evaluating sales personnel. Product knowledge, attainment of communications objectives, customer feedback, and marketing intelligence involve subjective assessments that may not provide objective and measurable outcomes.

Question 6

Which of the following is a major advantage of using advertising to assist personal selling?

Accepted Answer

The answer of Which of the following is a major...

Question 7

Identify a situation where personal selling is more likely to be used than the other methods of sales communication.

Accepted Answer

Personal selling is more likely to be used when the salesperson has to stimulate a trial to make the prospect buy. This method involves a face-to-face interaction between the salesperson and the potential customer, allowing the salesperson to address any doubts or concerns the customer may have and persuade them to make a purchase.

Question 8

Identify the evaluating criteria that considers aspects such as the use and dissemination of promotional brochures and correspondence with new and existing customers.

Accepted Answer

Follow-up activities involve the use and dissemination of promotional materials and maintaining correspondence with customers, ensuring ongoing engagement and communication.

Question 9

Research has shown combining advertising with personal selling results in:

Accepted Answer

Combining advertising with personal selling improves reach by utilizing both mass communication and personalized interaction, thereby expanding the audience and enhancing the effectiveness of the sales strategy.

Question 10

A sales manager evaluates the salespeople on the basis of the number of accounts to whom presentations were made and the number of trial offers accepted.Which of the following criteria is used here by the sales manager to evaluate the salespeople?

Accepted Answer

The sales manager is evaluating the salespeople based on their achievement of communication objectives, which include making presentations to accounts and getting trial offers accepted. Choice A, C, D, and E are not relevant to the evaluation criteria stated in the question.

Question 11

The ability of the sales force to feed back information regarding competitive programs and customer reactions contributes to the promotional program by fulfilling which evaluative criterion?

Accepted Answer

Providing market intelligence refers to the ability of the sales force to gather and report information regarding the market, competitors, and customers. This feedback helps in evaluating the effectiveness of the promotional program and making necessary adjustments.

Question 12

Organizations use telemarketing to support personal selling.Telemarketing is an example of _____ marketing.

Accepted Answer

Telemarketing is an example of direct marketing, which involves communicating directly with customers through various channels such as phone, email, mail, or social media to promote a product or service. It is an effective way to support personal selling efforts by generating leads, identifying customer needs, and providing information about the product or service.

Question 13

Qualitative measures used to evaluate sales personnel include:

Accepted Answer

Qualitative measures focus on non-numeric, subjective aspects of performance, such as report preparation and timely submission, which assess the quality of work rather than quantitative metrics like sales numbers or expenses.

Question 14

Identify the qualitative measure that is used to evaluate sales-related activities of the sales force.

Accepted Answer

Customer relations is a qualitative measure that evaluates how well the sales force builds and maintains relationships with customers, which is crucial for long-term sales success.

Question 15

Communicating with buyers more often creates goodwill,improving customer satisfaction and loyalty.By doing this the telemarketing staff provides a _____ dimension.

Accepted Answer

Communicating with buyers more often creates goodwill and improves customer satisfaction and loyalty, which is an essential function of public relations. Telemarketing staff can engage in public relations activities by keeping customers informed about new products, services, and features, addressing customer complaints, and updating customers about promotions and sales.

Question 16

Which of the following qualitative measures is used to evaluate selling skills of the sales force?

Accepted Answer

The answer of Which of the following qualitative measures is...

Question 17

When a new product is being introduced,and the seller needs to reach as many people in the target market as quickly and as cost effectively as possible,personal selling combined with _____ is likely to be most effective.

Accepted Answer

Advertising is the most effective method to quickly and cost-effectively reach a large number of people in the target market. Personal selling can be combined with advertisements to provide additional information to potential customers, but it may not reach as many people as advertising alone. Public relations efforts and missionary selling are not the best options for reaching a large target market quickly. Direct marketing and sales promotion can be effective, but may not reach as many people cost-effectively as advertising.

Question 18

An ad in a dental trade magazine for a new product to sterilize equipment asks anyone interested in more information about the product to request an information pamphlet.These names and addresses of those dentists who made the request for more information are then given to the product manufacturer's salespeople.This is an example of how _____ activities can be combined with personal selling.

Accepted Answer

This scenario is an example of direct marketing, where the manufacturer is directly reaching out to potential customers with promotional materials (in this case, an information pamphlet) and then following up with personal selling efforts. The manufacturer is using the information obtained from the pamphlet requests to target potential customers for their salespeople to contact.

Question 19

By servicing an account and by cooperating and empathizing with clients,salespeople are engaging in _____ activities on behalf of their firm.

Accepted Answer

By cooperating and empathizing with clients, salespeople are engaging in public relational activities on behalf of their firm.

Question 20

Many companies have started using telemarketing to supplement personal selling.What is the major reason for this?

Accepted Answer

The major reason for using telemarketing as a supplement to personal selling is to reduce the overall selling costs. Telemarketing allows companies to reach a larger audience at a lower cost than personal selling.

Quiz 20: Personal Selling Online