Question 1

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 2

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

Accepted Answer

Personal selling requires a salesperson to interact with each potential customer individually, making it more expensive on a cost-per-contact basis compared to national advertising that can reach a large audience with one ad placement.

Question 3

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

Accepted Answer

Direct sellers sell directly from manufacturers to consumers without the involvement of any channel intermediaries.

Question 4

Pfizer pharmaceutical representatives call on physicians to influence them to prescribe the latest Pfizer medications over competing products. However, no sale is made until doctors call prescriptions into pharmacies that then place orders through their drug wholesalers. What type of sales position do these Pfizer pharmaceutical representatives hold, and what are their job responsibilities?

Accepted Answer

The answer of Pfizer pharmaceutical representatives call on physicians to...

Question 5

As the salesperson entered the prospect's office, the salesperson extended his hand and said, "Your old college roommate Tiara Johns suggested I call on you." This action occurred in which stage of the creative selling process?

Accepted Answer

The action described occurs in the "approach" stage of the creative selling process, where the salesperson makes the first contact with the potential customer, often by introducing themselves and mentioning a referral or common connection to establish rapport.

Question 6

Identify the seven steps in the creative selling process. What may be the most difficult step for most salespeople?

Accepted Answer

The answer of Identify the seven steps in the creative...

Question 7

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

It is true that customers almost always have objections during the presentation or closing step of the selling process, and that salespeople should anticipate and be prepared to respond to these objections.

Question 8

Why does a firm's number of prospects always equal or exceed its number of qualified customers?

Accepted Answer

The answer of Why does a firm's number of prospects...

Question 9

A young couple contacted a realtor about buying a new home. Now that the realtor has prospects, his next step should be to ________.

Accepted Answer

The realtor's next step should be to qualify them, meaning to determine if they are serious about buying a home, their budget, preferences, and other important factors. This will help the realtor narrow down the list of potential homes to show the couple and save time for both parties. Handling objections, preparing an approach, making a sales presentation, and closing the sale can only come after the realtor has qualified the couple and has a better understanding of their needs and wants.

Question 10

A major manufacturer of automobile tires sells its products at its dealership retail stores. After a tire is sold, the customer can return to any manufacturers' retail store and the tire can be rotated on the car at no expense to the customer. Should a repair to the tire be needed, the customer will receive a discount from the list price bill as a form of a warranty received at the time of purchase of the tire. Identify and explain the selling approach being implemented by this manufacturer.

Accepted Answer

The answer of A major manufacturer of automobile tires sells...

Question 11

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

Accepted Answer

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

Question 12

Personal selling is more important when a firm engages in a pull strategy.

Accepted Answer

Personal selling is more important when a firm engages in a push strategy, as the focus is on convincing intermediaries (distributors, wholesalers, etc.) to carry and promote the product. In a pull strategy, the focus is on creating consumer demand through advertising and promotion, and personal selling may play a smaller role.

Question 13

Explain the follow-up step of the creative selling process. Why is it so important to the selling process?

Accepted Answer

The answer of Explain the follow-up step of the creative...

Question 14

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

Accepted Answer

Personal selling allows for face-to-face interactions and relationship-building between the seller and buyer, which can be crucial in building trust and sealing the deal in price negotiations. This is especially important in B2B marketing where deals may involve large amounts of money and long-term business partnerships.

Question 15

A salesperson who telecommutes rather than travel to a home office and clients' offices is working from a virtual office.

Accepted Answer

This statement is true. A virtual office allows a salesperson to work remotely using technology to communicate with colleagues and clients.

Question 16

Southern Security makes safes for storing valuables. When Ed sold safes for the company, he sometimes told a prospect, "The model safe you are looking at is on sale this week. If you wait until next week to buy, you will spend $100 more." When Ed used this approach, he was using the ________ close.

Accepted Answer

The "standing-room-only" close is a sales technique where the salesperson indicates that the product is in limited supply or that the price will soon increase, creating a sense of urgency for the buyer to make a purchase decision quickly. In this scenario, Ed is suggesting that the price of the safe will go up if the prospect waits, which fits the description of a standing-room-only close.

Question 17

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

Accepted Answer

Relationship selling focuses on building long-term connections with customers and prioritizing their needs, while transactional selling is based on completing individual transactions quickly. In today's competitive market, relationship selling has become a more effective approach to gaining customer loyalty and driving repeat business.

Question 18

Southern Security makes safes for storing valuables such as jewelry and family records. When Ed sold safes for the company, he had to be prepared with a response when a prospect said, "I have no room for a safe" or "My family heirlooms aren't valuable enough to put in a safe." In other words, Ed had to ________.

Accepted Answer

Ed had to anticipate objections from potential customers and have a response ready to address their concerns about not having enough space for a safe or not having valuable enough items to store in one. This is a common sales technique known as objection handling.

Question 19

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 in a non-retail environment, such as through parties and demonstrations. This is exactly what the Tupperware representative in this scenario is doing.

Question 20

Using transactional selling, a selling team consisting of company personnel from various managerial levels each call on their counterpart in the customer organization.

Accepted Answer

Transactional selling focuses on quick, one-time sales rather than building long-term relationships, and it typically does not involve a team of company personnel from various managerial levels each calling on their counterparts in the customer organization.

Quiz 14: Promotion II: Social Media Marketing and Other Communication Tools