Question 1

Sales management is responsible for supplying prospect leads to the sales force so salespeople can focus on qualifying prospects.

Accepted Answer

Sales management oversees the sales process and strategy, including training, motivating, and guiding the salesforce, but generating or supplying prospect leads is often a collaborative effort involving marketing and sales departments. Salespeople also play a role in identifying and qualifying their own leads.

Question 2

Personal selling is crucial in business-to-business marketing,especially when the deal involves intense price negotiations.

Accepted Answer

Personal selling allows for personalized communication and relationship-building with the buyer, which can be particularly important when negotiating prices and terms in a B2B sale. It also allows for the seller to address any concerns or objections the buyer may have more effectively.

Question 3

Direct-response TV (DRTV)includes short commercials of less than two minutes,thirty-minute or longer infomercials,and home shopping networks such as QVC and HSN.

Accepted Answer

Direct-response TV (DRTV) does include short commercials of less than two minutes, thirty-minute or longer infomercials, and home shopping networks such as QVC and HSN.

Question 4

Push money is used to encourage consumers to buy more of a particular product during a specified time period.

Accepted Answer

Push money is a sales incentive given to retailers or salespeople to encourage them to promote and sell a particular product, not directly to consumers.

Question 5

The final stage of the creative selling process is the close.

Accepted Answer

The final stage of the creative selling process is often considered to be the follow-up, not the close. The close is where the sale is confirmed, but the follow-up is crucial for ensuring customer satisfaction and laying the groundwork for future sales.

Question 6

Mobile phones are more prevalent in the United States than in any other country.

Accepted Answer

According to a report by Pew Research Center, the United States is not the country with the highest prevalence of mobile phone ownership. Countries like South Korea, Israel, and Australia have higher rates of mobile phone ownership.

Question 7

Consumers are able to opt-out of receiving telemarketing solicitations and mail-order catalogs.

Accepted Answer

According to laws like the National Do Not Call Registry and the Mail and Telephone Order Merchandise Rule, consumers are able to opt-out of receiving telemarketing solicitations and mail-order catalogs.

Question 8

Discount promotions are deals that reduce the cost of the product to the retailer or help defray advertising expenses.

Accepted Answer

Discount promotions are meant to reduce the cost of the product to the retailer or to help cover the advertising expenses, making it more affordable or attractive to consumers.

Question 9

Direct sellers bypass channel intermediaries and sell directly from manufacturers to consumers.

Accepted Answer

Direct sellers, also known as direct-to-consumer sellers, eliminate intermediaries such as wholesalers, retailers, and agents and sell their products or services directly to consumers. This allows for a more personalized shopping experience and often lower prices for consumers.

Question 10

Telemarketing is more profitable for consumer markets than for business markets.

Accepted Answer

Telemarketing tends to be more effective for business-to-business (B2B) marketing, as it allows for direct contact and personalized communication with decision-makers in organizations. Consumer markets, on the other hand, can be more easily reached through other channels such as social media, email marketing, and targeted advertising.

Question 11

During the presentation step of the selling process,the salesperson explains the value proposition and product benefits to the customer.

Accepted Answer

During the presentation step, the salesperson typically provides information about the product and its benefits as part of the value proposition.

Question 12

A missionary salesperson stimulates demand for a product and is therefore a major part of the close of the sale.

Accepted Answer

The answer of A missionary salesperson stimulates demand for a...

Question 13

A merchandising allowance is a discount to a wholesaler or retailer based on the order volume of a product.

Accepted Answer

The answer of A merchandising allowance is a discount to...

Question 14

As a result of the federal government's Do Not Call Registry,telemarketing is now rarely used.

Accepted Answer

While the Do Not Call Registry has reduced telemarketing calls, it is still a common practice for some companies. Additionally, some exemptions exist for political and charitable organizations, as well as businesses with established relationships with customers.

Question 15

Today's professional salesperson is more likely to practice relationship selling than transactional selling.

Accepted Answer

Relationship selling focuses on building and maintaining long-term relationships with customers, while transactional selling focuses on making one-time sales transactions. In today's market, there is a greater emphasis on building trust and understanding the customer's needs, making relationship selling more effective.

Question 16

A straight draw compensation plan ties an individual's compensation directly to his sales performance.

Accepted Answer

The answer of A straight draw compensation plan ties an...

Question 17

A new trend in promotions is the use of technology to replace personal selling.

Accepted Answer

The answer of A new trend in promotions is the...

Question 18

Because customers almost always have objections during the presentation or closing step of the selling process,all salespeople should anticipate and be prepared to respond to objections.

Accepted Answer

Anticipating and addressing customer objections is a crucial part of successful selling. By being prepared to respond to objections, salespeople can overcome customer concerns and increase the likelihood of closing the sale.

Question 19

Few companies provide sales training beyond a few weeks or months for new members of the sales force.

Accepted Answer

Many companies invest in ongoing sales training for their salesforce, recognizing that continuous learning and development are crucial for adapting to market changes and improving sales techniques over time.

Question 20

On a cost per contact basis,personal selling is much more expensive than national advertising.

Accepted Answer

Personal selling involves direct interaction with potential customers, requiring more time and resources than national advertising which reaches a larger audience at a lower cost per contact.

Quiz 14: Many to Many: Trade Promotion, direct Marketing, and Personal Selling