Question 1

Which of the following is least likely to be directly involved in making sales?

Accepted Answer

Support sales personnel are typically involved in providing assistance and information to the sales team rather than directly making sales themselves.

Question 2

The two groups of order takers in personal selling are:

Accepted Answer

Inside order takers and field order takers are the two groups of order takers in personal selling, based on their location or method of selling. Inside order takers work from a fixed location and respond to orders via phone, email, or online, while field order takers travel to meet customers in person and take orders on site. Other groups mentioned in the options have different roles and responsibilities in personal selling, such as missionary salespeople who promote a company's products or services, trade salespeople who sell to wholesalers or retailers, and technical salespeople who provide technical information or support to customers.

Question 3

A support salesperson who usually advises customers on product characteristics and application, system design, and installation procedures is a(n):

Accepted Answer

A technical salesperson specializes in providing detailed information about product characteristics, application, system design, and installation procedures, making them the most suitable choice for this role.

Question 4

A missionary salesperson is most likely employed by:

Accepted Answer

Missionary salespeople are typically employed by manufacturers to promote their products and build relationships with customers, rather than directly selling products.

Question 5

A sales representative of a soft drink company travels to various restaurants to determine how much syrup the customer needs for the coming period. This sales representative would be classified as a(n):

Accepted Answer

A field order taker is a salesperson who travels to customers to take orders, which matches the role of the sales representative visiting restaurants to determine syrup needs.

Question 6

Michelle works for a company that sells rotisseries for chicken and other foods. She answers phone calls from customers who see infomercials on TV and call to order the product. Michelle is considered a(n):

Accepted Answer

Michelle is taking orders over the phone, which means she is an inside order taker.

Question 7

Dylan is a sales person for Whole Foods. In his position, he is primarily responsible for seeking repeat sales. Dylan is most likely a(n):

Accepted Answer

An order taker is responsible for maintaining relationships with existing customers and securing repeat sales, which aligns with Dylan's role.

Question 8

Cheyenne, a sales person, should call to see if her customer's new hardwood floors were installed correctly:

Accepted Answer

The follow-up step is when a salesperson checks in with the customer to ensure satisfaction and address any issues, such as confirming the correct installation of hardwood floors.

Question 9

Assisting the producer's customers in selling to their own customers is the major purpose of a(n) .

Accepted Answer

A missionary salesperson's primary role is to promote the producer's products and assist customers in selling to their own customers, rather than directly closing sales.

Question 10

Maria Martinez works for a cosmetics manufacturer and is responsible for ensuring that retailers have adequate quantities of products when they need them. However, she is directing much of her effort toward helping the retailers promote the products. She would be characterized as belonging to:

Accepted Answer

Trade salespeople are responsible for helping retailers promote products and ensuring they have adequate stock, which aligns with Maria's responsibilities.

Question 11

Nick is a salesperson for a chemical company. His college degree is in engineering, with a minor in physical science. He was trained to advice customers on the unique characteristics of each product. Nick is most likely a(n):

Accepted Answer

Nick's background in engineering and physical science, along with his training to advise customers on product characteristics, suggests he is a technical salesperson, who typically provides specialized knowledge and support to customers.

Question 12

Hannah is a retail salesperson for a furniture store. She is most likely classified as:

Accepted Answer

The answer of Hannah is a retail salesperson for a...

Question 13

Order-getting activities are divided into two categories:

Accepted Answer

The two categories of order-getting activities are current-customer sales (selling to existing customers) and new-business sales (acquiring new customers). Missionary sales, technical sales, order takers, trade sales, current sales, support sales, inside order sales, and field order sales may all be strategies or types of sales, but they are not the two specific categories of order-getting activities mentioned in the question.

Question 14

Jim Zanders, a trained engineer, is a salesperson for a chemical manufacturer. He provides current customers with advice about a product's characteristics and applications. He is a(n):

Accepted Answer

The answer of Jim Zanders, a trained engineer, is a...

Question 15

The purpose of the stage in personal selling is to determine customers' problems and questions about using the product.

Accepted Answer

The follow-up stage in personal selling is crucial for determining customers' problems and questions about using the product, as it involves checking in with the customer after the sale to ensure satisfaction and address any issues or concerns they may have.

Question 16

Daphne King of Cleborn Pharmaceuticals tells a sales management class at the state university that her job is to call on doctors and explain the benefits of new prescription drugs that her firm develops. Daphne would call herself a(n):

Accepted Answer

Daphne's role as a salesperson who calls on doctors to explain the benefits of new prescription drugs and create awareness about them falls under the category of a "missionary salesperson." Their job is to promote and create awareness about the product rather than directly selling it.

Question 17

Creative selling, which requires that salespeople recognize a potential buyer's needs and then provide the prospect with the necessary information, is performed by:

Accepted Answer

Creative selling requires salespeople to actively identify a potential buyer's needs and provide them with the necessary information to make a purchase, which is typically done by order getters or those who actively seek out new business. Order takers simply service existing customers, while missionary, trade, and technical salespeople focus on educating and promoting products rather than identifying and addressing specific buyer needs.

Question 18

Jana works for Hormel Foods and she frequently sets up special displays and distributes samples of Hormel products to customers in supermarkets. Jana would best be classified as a(n):

Accepted Answer

The answer of Jana works for Hormel Foods and she...

Question 19

Doug travels around to various established customers to see what new office supplies they need. His customers have come to depend on him to check their supplies. Doug is a(n):

Accepted Answer

The answer of Doug travels around to various established customers...

Question 20

Yolanda's job is to find new customers for her company's telecommunication services. She encourages existing customers to add more services and finds customers who are completely new to the company. Yolanda would best be classified as a(n):

Accepted Answer

Yolanda is actively seeking out new customers and encouraging existing ones to purchase additional services, which aligns with the role of an order getter. Order getters are responsible for generating new sales and expanding the company's customer base.

Quiz 17: Personal Selling and Sales Promotion

Which of the following is least likely to be directly involved in making sales?

The two groups of order takers in personal selling are:

A support salesperson who usually advises customers on product characteristics and application, system design, and installation procedures is a(n) :

A missionary salesperson is most likely employed by:

A sales representative of a soft drink company travels to various restaurants to determine how much syrup the customer needs for the coming period. This sales representative would be classified as a(n) :

Michelle works for a company that sells rotisseries for chicken and other foods. She answers phone calls from customers who see infomercials on TV and call to order the product. Michelle is considered a(n) :

Dylan is a sales person for Whole Foods. In his position, he is primarily responsible for seeking repeat sales. Dylan is most likely a(n) :

Cheyenne, a sales person, should call to see if her customer's new hardwood floors were installed correctly:

Assisting the producer's customers in selling to their own customers is the major purpose of a(n) .

Maria Martinez works for a cosmetics manufacturer and is responsible for ensuring that retailers have adequate quantities of products when they need them. However, she is directing much of her effort toward helping the retailers promote the products. She would be characterized as belonging to:

Nick is a salesperson for a chemical company. His college degree is in engineering, with a minor in physical science. He was trained to advice customers on the unique characteristics of each product. Nick is most likely a(n) :

Hannah is a retail salesperson for a furniture store. She is most likely classified as:

Order-getting activities are divided into two categories:

Jim Zanders, a trained engineer, is a salesperson for a chemical manufacturer. He provides current customers with advice about a product's characteristics and applications. He is a(n) :

The purpose of the stage in personal selling is to determine customers' problems and questions about using the product.

Daphne King of Cleborn Pharmaceuticals tells a sales management class at the state university that her job is to call on doctors and explain the benefits of new prescription drugs that her firm develops. Daphne would call herself a(n) :

Creative selling, which requires that salespeople recognize a potential buyer's needs and then provide the prospect with the necessary information, is performed by:

Jana works for Hormel Foods and she frequently sets up special displays and distributes samples of Hormel products to customers in supermarkets. Jana would best be classified as a(n) :

Doug travels around to various established customers to see what new office supplies they need. His customers have come to depend on him to check their supplies. Doug is a(n) :

Yolanda's job is to find new customers for her company's telecommunication services. She encourages existing customers to add more services and finds customers who are completely new to the company. Yolanda would best be classified as a(n) :