Question 1

Prospecting is critical to the success of organizations in maintaining or increasing

Accepted Answer

The prospecting activity is critical to the success of organizations in maintaining or increasing sales volume.

Question 2

The importance of the personal selling function depends partially on the nature of

Accepted Answer

The importance of the personal selling function depends partially on the nature of the product.

Question 3

Personal selling, unlike advertising or sales promotion, involves

Accepted Answer

Personal selling, unlike advertising or sales promotion, involves direct relationships between the seller and the prospect or customer.

Question 4

For many years, the traditional approach to selling emphasized the first-time sale of a product or service as the culmination of

Accepted Answer

For many years, the traditional approach to selling emphasized the first-time sale of a product or service as the culmination of the sales process.

Question 5

One of the main tasks of the salesperson providing after-sale service is

Accepted Answer

After-sale service: Whether the sale represents a first-time or repeat purchase, the salesperson needs to ensure that, among other things, delivery or installation of the product or service that meets or exceeds customer expectations.

Question 6

The prospecting process

Accepted Answer

The prospecting process usually involves two major activities that are undertaken on a continual, concurrent basis. First, prospects must be located.

Question 7

Which of the following observations concerning salespeople is incorrect?

Accepted Answer

Personal selling is an integral part of the marketing system, fulfilling some vital duties. First, the salesperson dispenses knowledge to buyers. Second, salespeople act as a source of marketing intelligence for management. And salespeople are in the best position to act as the intermediary through whom valuable information can be passed back and forth between product providers and buyers.

Question 8

Which of the following would often need significant amounts of personal selling?

Accepted Answer

Insurance is a complex and technical product that often needs significant amounts of personal selling.

Question 9

The process of locating potential customers is called

Accepted Answer

The process of locating potential customers is called prospecting.

Question 10

Which of the following is generally considered to be a salesperson's best source of prospects?

Accepted Answer

The best source of prospects is referrals from satisfied customers.

Question 11

The traditional approach to selling views the initial sale of a product or service as

Accepted Answer

The traditional approach to selling emphasized the first-time sale of a product or service as the culmination of the sales process.

Question 12

_____ is the first stage in the sales relationship building process.

Accepted Answer

The relationship-building process contains six sequential stages. These stages are (1) prospecting, (2) planning the sales call, (3) presentation, (4) responding to objections, (5) obtaining commitment/closing the sale, and (6) building a long-term relationship.

Question 13

Jonathon Blake sells a new calibrated filtering system used to virtually eliminate all types of hazardous gas emissions in chemical plants. He requires the customer to send at least three employees to a two-day training course on the appropriate use and maintenance of the filtering system. Which of the following elements of the promotion mix would be most likely used to sell this filtering system?

Accepted Answer

Goods that are new and different, technically complex, or expensive require more personal selling effort. The salesperson plays a key role in providing the consumer with information about such products to reduce the risks involved in purchase and use.

Question 14

All of the following are functions related to after-sales service except

Accepted Answer

Sale of additional or complementary items to repeat customers is a function of the persuasion objective of the salesforce.

Question 15

Personal selling provides the profit needed to get _____ to carry new products, increase their amount of goods purchased, and devote more effort in merchandising a product or brand.

Accepted Answer

Personal selling provides the push needed to get middlemen to carry new products, increase their amount of goods purchased, and devote more effort in merchandising a product or brand.

Question 16

_____ are in the best position to act as the intermediary, through whom valuable information can be passed back and forth between buyers and producers.

Accepted Answer

Salespeople are in the best position to act as the intermediary through whom valuable information can be passed back and forth between product providers and buyers.

Question 17

Behavioral scientists would most likely characterize _____ as a type of personal influence.

Accepted Answer

The behavioral scientist would most likely characterize personal selling as a type of personal influence.

Question 18

Genesis International has developed a new device for monitoring refrigerant leaks in supermarket refrigerated display cases. The devices are in compliance with recent environmental protection legislation. To find supermarkets and convenience stores interested in its new product, Genesis's sales department took out a full page in a trade publication called Grocery Equipment. The ad had a coupon which any interested store owner or manager could use to request further information. Genesis is using _____ for its prospecting.

Accepted Answer

When names and addresses of prospects are not available, as is usually the case when firms enter new markets or a new salesperson is hired, they can be generated by randomly calling on businesses or households or by employing mass appeals (through advertising). This process, called random lead generation.

Question 19

Which of the following is not an objective generally assigned to the sales force for the task of personal selling?

Accepted Answer

Objectives generally assigned to the personal selling function as part of the overall promotion mix are: information provision, persuasion, after-sale service.

Question 20

Generating leads by simply calling on businesses or households, or by employing mass appeals (through advertising) is known as

Accepted Answer

Leads can be generated by randomly calling on businesses or households or by employing mass appeals (through advertising). This process, called random lead generation.

Quiz 9: Personal Selling, Relationship Building, and Sales Management