Question 1

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

Accepted Answer

Personal selling allows for direct communication and relationship-building between the seller and buyer, which can be especially important in B2B sales where pricing and terms may be heavily negotiated. Personal selling can also allow for customization and tailoring of solutions to meet the specific needs of the buyer, leading to a higher likelihood of successful sales and repeat business.

Question 2

Which of the following is a sales technique that focuses on making an immediate sale with little or no attempt to develop a relationship with the customer?

Accepted Answer

Transactional selling focuses solely on making a sale and does not prioritize building a relationship with the customer. It is a one-time event and not a long-term strategy.

Question 3

A(n)________ promotes the firm and tries to stimulate demand for a product but does not actually complete a sale.

Accepted Answer

A missionary salesperson's primary goal is to promote the firm and create awareness and demand for the product, but not to actually complete a sale. They serve as an information source and help customers understand the benefits of the product. An order taker is responsible for completing a sale with customers who have already made the decision to purchase, while an order getter focuses on finding new customers and closing deals. Relationship and new-business managers have broader responsibilities beyond just promoting and selling a particular product.

Question 4

________,which uses a data network to carry voice calls,is frequently used for communication between salespeople and customers.

Accepted Answer

Voice-over Internet Protocol (VoIP) uses a data network to carry voice calls, allowing for more efficient and cost-effective communication between salespeople and customers.

Question 5

PeopleSoft is an enterprise application software that businesses can use to create more efficient relationships with suppliers,customers,and employees.To sell the entire software package,the company uses ________,which includes a technical specialist,an accounting expert,a human resources expert,and a sales representative.

Accepted Answer

The described approach of using a team consisting of technical, accounting, human resources experts, and a sales representative is an example of team selling, where a group of individuals with different expertise work together to sell a product or service.

Question 6

In which of the following situations would personal selling be the LEAST cost-effective choice?

Accepted Answer

Personal selling is typically most effective when selling high-priced or complex products, such as luxury cars or computer systems. Convenience products, such as those sold in supermarkets, typically have lower profit margins and do not require extensive sales efforts, making personal selling less cost-effective in this scenario.

Question 7

A representative for Tupperware who is implementing a party plan,demonstrating and selling products at a social gathering of friends,is using direct selling.

Accepted Answer

Direct selling is the selling of products directly to consumers at a non-retail location, often through a party plan. The Tupperware representative is implementing a party plan and demonstrating and selling products directly to friends at a social gathering, making it a form of direct selling.

Question 8

Factors that increase a firm's emphasis on ________ include purchases that are "new tasks" for a customer and transactions that require negotiation.

Accepted Answer

Personal selling is a form of marketing that involves direct communication between a salesperson and a buyer. Personal selling is particularly effective for purchases that are "new tasks" for a customer and transactions that require negotiation.

Question 9

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

Accepted Answer

Personal selling involves one-on-one interactions with potential customers, which requires time and resources from the salesperson. This means that on a cost per contact basis, personal selling is typically more expensive than national advertising, which can reach a larger audience with less individual effort.

Question 10

Of the following,which sales job requires the LEAST creative selling?

Accepted Answer

An order taker simply takes orders from customers and does not require creative selling techniques. The other options all involve some degree of persuasion, negotiation, and creativity in selling.

Question 11

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

Accepted Answer

Direct sellers sell their products directly to consumers without involving any middlemen, such as wholesalers or retailers.

Question 12

A group of people from a range of departments tasked with developing products and programs that satisfy the customer's needs is referred to as a ________ team.

Accepted Answer

A cross-functional team is composed of members from different departments or areas of expertise within a company, working together to achieve a common goal. In this case, the goal is to develop products and programs that satisfy the customer's needs, which requires input from multiple departments such as marketing, engineering, and customer service. A cross-functional team can bring diverse perspectives and skills to the table and help ensure that the end product or program meets the needs of the customer.

Question 13

What type of software do salespeople use to track all aspects of customer interaction?

Accepted Answer

Salespeople use CRM (customer relationship management) software to track all aspects of customer interaction, including contact information, sales history, communication history, and notes from meetings and conversations with customers. This type of software helps salespeople to manage their pipelines, prioritize leads, and provide better customer support.

Question 14

Compare and contrast partner relationship management (PRM)and customer relationship management (CRM).

Accepted Answer

The answer of Compare and contrast partner relationship management (PRM)and...

Question 15

The makers of a new type of soap that can be used to both wash and wax your car with only one application have determined that personal selling would not be best for this product.Explain why this is or isn't a good marketing communication decision.

Accepted Answer

The answer of The makers of a new type of...

Question 16

Explain and compare the concepts of telemarketing and direct selling.Why might a consumer be more likely to buy Tupperware at a home party than the same product from a telemarketer?

Accepted Answer

The answer of Explain and compare the concepts of telemarketing...

Question 17

Voice-over internet protocol (VoIP)systems enable salespeople to ________.

Accepted Answer

VoIP systems allow salespeople to make and receive phone calls from anywhere, just as though they were in the office.

Question 18

Which of the following is a salesperson who works to develop long-term relationships with particular customers and may hold the title of "account manager"?

Accepted Answer

An account manager is a type of salesperson who builds and maintains long-term relationships with specific customers. They are responsible for increasing sales and revenue from these accounts through upselling and cross-selling. This type of salesperson is often referred to as an "order getter" because their focus is on generating new business from existing accounts.

Question 19

What type of software links information between selling and buying firms?

Accepted Answer

PRM (partner relationship management) software links information between selling and buying firms. It is designed to facilitate communication and collaboration between businesses that partner together in order to streamline processes, improve efficiency, and maximize profitability.

Question 20

What is the relationship between personal selling and the marketing push strategy?

Accepted Answer

The answer of What is the relationship between personal selling...

Quiz 14: Promotion II: Social Media, directdatabase Marketing, personal Selling, and Public Relations