Question 1

Which of the following statements regarding the preapproach stage with respect to international selling is most accurate?

Accepted Answer

Customs play a significant role in international selling, as they dictate the appropriate protocol and approach when dealing with clients from different cultural backgrounds.

Question 2

Which of these statements regarding cold canvassing is most accurate?

Accepted Answer

The majority of U.S. consumers consider cold canvassing an intrusion on their privacy, as it involves unsolicited contact, which many find intrusive.

Question 3

A method of selling in which a salesperson makes a telephone call or a visit to a prospective customer without a referral is called

Accepted Answer

Cold calling refers to the practice of contacting potential customers without any prior relationship or referral, typically through phone calls or visits.

Question 4

At the ________ stage in the personal selling process, a salesperson gains a prospect's attention, stimulates interest, and builds the foundation for the sales presentation itself.

Accepted Answer

The approach stage is where the salesperson gains the prospect's attention, stimulates interest, and sets the stage for the sales presentation.

Question 5

Federal regulations contain provisions that allow consumers to avoid being called at any time for sales purposes through the ________ and impose fines for violations.

Accepted Answer

The "Do Not Call Registry" is a federal program that allows consumers to opt-out of receiving telemarketing calls, and violations can result in fines.

Question 6

In the ________ stage of the personal selling process, the first impression is critical.

Accepted Answer

The approach stage is where the salesperson makes the first contact with the potential customer, making the first impression crucial.

Question 7

In many societies outside the United States, considerable time is devoted to nonbusiness talk designed to establish a rapport between buyers and sellers. This occurs during the ________ stage of the personal selling process.

Accepted Answer

The approach stage in the personal selling process involves initial contact and establishing rapport, which often includes nonbusiness talk to build a relationship.

Question 8

Encyclopedia Britannica used to pay to have a business reply card bound into magazines adjacent to its advertisement. The ad asks people to return the card for more information on how its encyclopedias can help children do better in school. Encyclopedia Britannica was engaged in

Accepted Answer

Encyclopedia Britannica was engaged in prospecting, which involves identifying potential customers who may be interested in their products. By including a business reply card, they were attempting to gather information from interested individuals who could become future customers.

Question 9

Mark wanted to make some extra money, so he went door-to-door in his neighborhood asking residents if they had any small jobs that they could hire him to perform. Mark had no idea of whether anyone had work for him, so he picked the houses randomly and knocked on the doors to see if anyone was home and perhaps interested in his services. In terms of the personal selling process, Mark was engaged in

Accepted Answer

Cold canvassing involves approaching potential customers without any prior contact or knowledge of their needs, which is what Mark was doing by randomly knocking on doors.

Question 10

At which stage in the personal selling process would the salesperson obtain further information about the prospect and decide on the best method of contact?

Accepted Answer

The preapproach stage is where the salesperson gathers information about the prospect and decides on the best method of contact.

Question 11

Another name for cold calling is

Accepted Answer

Cold calling is also known as cold canvassing, which involves contacting potential customers who have not previously expressed interest in the offered products or services.

Question 12

Identifying the buying role of the prospect would be typically done at the ________ stage of the personal selling process.

Accepted Answer

Identifying the buying role of the prospect is typically done during the preapproach stage, where the salesperson gathers information about the prospect to tailor their approach effectively.

Question 13

During the ________ stage of personal selling, a salesperson would learn if her prospect liked to talk about sports before getting down to business or preferred not to waste time with idle chatter.

Accepted Answer

The preapproach stage involves gathering information about the prospect, including their preferences and personality, to tailor the sales approach effectively.

Question 14

What would most likely occur at the preapproach stage in a business selling situation?

Accepted Answer

The preapproach stage involves gathering information about the prospect, including their buying role, criteria, and receptivity to a presentation, to tailor the sales approach effectively.

Question 15

The preapproach stage of the personal selling process is especially important in

Accepted Answer

The preapproach stage of the personal selling process is especially important in international sales because it allows the salesperson to gather information about the customer's culture, business practices, and needs. This information can help the salesperson to develop a sales strategy that is tailored to the customer's specific needs.

Question 16

Russ Berry Co. is a company that makes gifts and collectibles. When its southeastern sales representative is driving through a community on her way to make a sales call, she looks for small independent florists and gift shops. When she finds a retailer she knows is not carrying Russ products, she stops and makes a sales call. The company's sales rep uses ________ to find its prospects.

Accepted Answer

Cold canvassing involves approaching potential customers without prior contact or appointment, which is what the sales representative is doing by stopping at shops unannounced.

Question 17

In the ________ stage of the personal selling process, the cultural setting is very important for international sales as it may dictate a length of time for establishing a rapport.

Accepted Answer

The approach stage involves initial contact with the prospect, where establishing rapport is crucial, especially in international sales where cultural differences can affect the interaction.

Question 18

In the personal selling process, a telemarketer for a life insurance firm who calls and asks the head of the household, "If you were to die tomorrow, would your family be cared for?" is engaged in

Accepted Answer

The answer of In the personal selling process, a telemarketer...

Question 19

During the prospecting stage of the personal selling process, some salespeople use websites, e-mail, and social networks, such as LinkedIn, to connect to individuals and companies that may be interested in their products or services, a practice known as ________ selling.

Accepted Answer

Social selling involves using social networks and online platforms to connect with potential customers and build relationships during the prospecting stage.

Question 20

Exchanging business cards in Asia must be done with respect, according to the customs and norms of the country or region. This protocol is considered important during which stage of the personal selling process?

Accepted Answer

Exchanging business cards with respect is an important part of the initial interaction and is typically done during the approach stage of the personal selling process.

Quiz 21: Implementing Interactive and Multi-Channel Marketing