Question 1

When Estée Lauder offers a free gift with a $15 purchase of its product from a retail outlet, it is specifically using what type of promotional technique?
A) Bribe.
B) Consumer sales promotion technique.
C) Consumer product promotion technique.
D) Trade sales promotion method.
E) Bait-and-switch method.

Accepted Answer

Estée Lauder is using a consumer sales promotion technique by offering a free gift with a minimum purchase amount. This is designed to incentivize consumers to make a purchase and increase sales for the company.

Question 2

Dan has an educational background in computer engineering.He works for IBM by assisting major customers with understanding how to install, use, and troubleshoot their networked computer systems.Dan would be best classified as a(n) _____.
A) trade salesperson
B) technical salesperson
C) order taker
D) design engineer
E) missionary salesperson

Accepted Answer

Dan's educational background in computer engineering and his role in assisting customers with installation, use, and troubleshooting of their networked computer systems indicate that he is a technical salesperson.

Question 3

Vicky works as a salesperson for Lands' End.Her duties consist of taking customer orders over the telephone and ensuring that the information is properly entered so that customers will receive the products they need.Vicky is a(n) _____.
A) order getter
B) missionary salesperson
C) prospector
D) outside order taker
E) inside order taker

Accepted Answer

Vicky's duties involve taking customer orders over the telephone, which indicates that she is an inside order taker.

Question 4

The sales force for Stanley Tool Corp.has been instructed to offer a 10 percent discount to its retailers on all units ordered in excess of the previous month's order amount.The offer will be extended to Stanley's independent retailers, applicable to several small hardware lines.The objective of this type of sales promotion is to:
A) build up reseller inventories.
B) increase traffic in retail stores.
C) improve shelf space and displays.
D) reinforce advertising.
E) encourage trial purchases of a new product.

Accepted Answer

The objective of offering a discount to retailers on units ordered in excess of the previous month's order amount is to build up reseller inventories. This means that the promotion is intended to help retailers carry more inventory of Stanley's products, which in turn can lead to increased sales for Stanley Tool Corp.

Question 5

When has Natalie, an industrial supplies salesperson, completed her job with a particular client?
A) When she overcomes the objections of the client.
B) When she closes a sale with the client.
C) Never, as long as she maintains a working relationship with the client.
D) When she follows up with the client to ensure that a correct and timely delivery was made.
E) When she thanks the client for the business and asks for other prospects.

Accepted Answer

As an industrial supplies salesperson, Natalie's job with a particular client is never really completed as long as she maintains an ongoing working relationship with the client. While closing a sale or overcoming objections may be important milestones in the sales process, the ultimate goal is to establish a long-term business relationship with the client. Following up with the client to ensure correct and timely delivery, thanking the client for their business, and asking for other prospects are all important steps in maintaining this relationship.

Question 6

After Jeremy has made his sales presentation and answered the prospect's objections, he says, "When would you like to take delivery of the copier?" This is called a _____.
A) trial closing
B) follow-up
C) slick seller
D) clincher
E) negotiation for delivery terms

Accepted Answer

This is an example of a trial closing. A trial closing is a question designed to gauge the prospect's interest in buying and move the sales process forward. It's a non-threatening question that doesn't require a commitment from the prospect, but it can give the salesperson an idea of where the prospect stands and what objections they still need to overcome.

Question 7

General Mills is planning a sales promotion to stimulate wholesalers and retailers to carry a new line of cake mixes and to market the mixes aggressively.What type of sales promotion should General Mills use?
A) Consumer sales
B) Pull
C) Push
D) Trade sales
E) Product sales

Accepted Answer

General Mills should use trade sales promotion to encourage wholesalers and retailers to carry their new line of cake mixes and market them aggressively. This can be achieved by offering trade discounts, point of purchase displays, free samples, and cooperative advertising.

Question 8

The personal-selling process includes all of the following except:
A) prospecting.
B) approaching the prospect.
C) answering objections.
D) providing a product sample.
E) making the presentation.

Accepted Answer

The personal-selling process typically includes prospecting (finding potential customers), approaching the prospect, making the presentation, answering objections, and closing the sale. Providing a product sample could be part of the presentation or follow-up, but it is not a necessary step in the process.

Question 9

Ryan Witz sells vacuum cleaners door-to-door.After showing Mrs.Davis several models and demonstrations, Ryan can tell she is hesitant but interested.Which trial closing is Ryan likely to use to ensure a sale?
A) "Here's my card.Give me a call if you would like to place an order."
B) "Will you be placing an order, Mrs.Davis?"
C) "Do you want the standard model, or the one with the special options package?"
D) "Shall I give you a week to consider the offer?"
E) "I'll put you down for the deluxe model.Is that your natural hair color?"

Accepted Answer

C) "Do you want the standard model, or the one with the special options package?" is a trial close that assumes a sale and only asks for the type of product the customer prefers, which can help move hesitant buyers towards making a decision.

Question 10

As John walked down the aisle of a supermarket one Saturday, he encountered a lady at the end handing out bite-sized portions of a new brand of sausage.This lady is trying to accomplish what?
A) Neutralize competitive promotional efforts.
B) Stabilize irregular sales patterns.
C) Reinforce advertising.
D) Encourage trial purchases of the product.
E) Draw new customers.

Accepted Answer

The lady is trying to encourage trial purchases of the product by handing out bite-sized portions.

Question 11

Dave Jones's responsibilities at Ford include educating customers, building goodwill for the firm, and providing follow-up service.Dave is a _____.
A) missionary salesperson
B) trade salesperson
C) technical salesperson
D) sales support person
E) creative order taker

Accepted Answer

The answer of Dave Jones's responsibilities at Ford include educating...

Question 12

Turner's Garage, an automotive repair shop, sends out a direct-mail offer for a complete tune-up for first-time customers at a greatly reduced price.Which sales promotion objective is Turner's Garage trying to accomplish?
A) Neutralizing competitive promotional offers.
B) Increasing reseller inventories.
C) Boosting sales to current customers.
D) Steadying irregular sales patterns.
E) Drawing new customers.

Accepted Answer

Turner's Garage is trying to draw in new customers with the direct-mail offer for a complete tune-up at a reduced price.

Question 13

Merck & Co., Inc., a pharmaceutical manufacturer, wishes to promote its products to retail pharmacists, physicians, and hospitals.Merck should recruit _____.
A) order getters
B) order takers
C) outside salespersons
D) advisory salespersons
E) missionary salespersons

Accepted Answer

Merck & Co., Inc. need salespersons who can promote its products to retail pharmacists, physicians, and hospitals. Missionary salespersons have extensive knowledge about the products and can effectively convince pharmacists, physicians, and hospitals to use their products. They focus on educating and creating awareness about the new products and their benefits, thus promoting sales indirectly.

Question 14

When a retail store such as Sears offers a one-day promotion for an extra 15 percent off to customers holding a charge account with them, it is attempting to:
A) draw new customers.
B) invigorate the sales of a mature brand.
C) steady irregular sales patterns.
D) boost sales to current customers.
E) neutralize competitive promotional efforts.

Accepted Answer

The promotion is specifically targeted towards customers who already have a charge account with Sears. This indicates that the store is attempting to boost sales to its current customers by incentivizing them to make purchases with the extra discount.

Question 15

In a typical day working for Coors Brewing, Alan will deliver beer, restock shelves, clear out old beer, take orders for the next day's delivery, and set up promotional displays.Alan is both a ____ and an ____.
A) missionary salesperson; order getter
B) trade salesperson; order taker
C) technical salesperson; order getter
D) trade salesperson; order getter
E) missionary salesperson; order taker

Accepted Answer

Alan's role involves delivering beer, restocking shelves, clearing out old beer, taking orders for the next day's delivery, and setting up promotional displays. These tasks align with the responsibilities of a trade salesperson, who supports retail activities, and an order-taker, who processes customer orders without actively seeking new sales opportunities.

Question 16

____ is essential to the selling process because it leaves a good impression and eases the way toward future sales.
A) Answering objections
B) Making the presentation
C) Closing the sale
D) Prospecting
E) Following up

Accepted Answer

Following up is essential to the selling process because it keeps the conversation going and shows that the salesperson cares about the customer's needs. It also provides an opportunity to address any concerns or questions that may have arisen after the initial interaction. A strong follow-up can lead to future sales and a positive relationship with the customer.

Question 17

If the Early Bird Dry Cleaners displays a sign in the window of its store that says it will take any competitor's coupons, it is trying to:
A) neutralize competitive promotional efforts.
B) stabilize irregular sales patterns.
C) reinforce advertising.
D) encourage trial purchases of the product.
E) draw new customers.

Accepted Answer

The answer of If the Early Bird Dry Cleaners displays...

Question 18

Kaitlyn demonstrates how her company's new professional stain remover works.This demonstration is part of the ____ step of the personal-selling process.
A) prospecting
B) answering objections
C) closing the sale
D) making the presentation
E) approaching the prospect

Accepted Answer

Kaitlyn's demonstration of how the professional stain remover works is part of making the presentation, which is the fourth step in the personal-selling process. During this step, the salesperson presents the product or service to the prospect and highlights its features and benefits.

Question 19

Tyler is searching through his company's files of its customers to choose ones that would most likely be interested in the new product line his company has developed.Which stage of the personal-selling process is this?
A) Making the presentation
B) Approaching the prospect
C) Prospecting
D) Following up
E) Closing the sale

Accepted Answer

Tyler is in the prospecting stage of the personal-selling process by searching through his company's files to identify potential customers for the new product line.

Question 20

When Fashion Fair Cosmetics offers marketing assistance to resellers that buy its products, it is engaging in what type of promotion technique?
A) Bribery.
B) Consumer sales promotion technique.
C) Consumer product promotion technique.
D) Trade sales promotion method.
E) Bait-and-switch method.

Accepted Answer

Fashion Fair Cosmetics is offering marketing assistance to resellers who buy its products, which means that it is using a trade sales promotion method. This technique is used to incentivize resellers or retailers to carry and sell the company's products by offering them marketing support, discounts, or other incentives.

Quiz 13: Distributing and Promoting Products

When Estée Lauder offers a free gift with a $15 purchase of its product from a retail outlet, it is specifically using what type of promotional technique?

Dan has an educational background in computer engineering.He works for IBM by assisting major customers with understanding how to install, use, and troubleshoot their networked computer systems.Dan would be best classified as a(n) _____.

Vicky works as a salesperson for Lands' End.Her duties consist of taking customer orders over the telephone and ensuring that the information is properly entered so that customers will receive the products they need.Vicky is a(n) _____.

When has Natalie, an industrial supplies salesperson, completed her job with a particular client?

After Jeremy has made his sales presentation and answered the prospect's objections, he says, "When would you like to take delivery of the copier?" This is called a _____.

General Mills is planning a sales promotion to stimulate wholesalers and retailers to carry a new line of cake mixes and to market the mixes aggressively.What type of sales promotion should General Mills use?

The personal-selling process includes all of the following except:

Ryan Witz sells vacuum cleaners door-to-door.After showing Mrs.Davis several models and demonstrations, Ryan can tell she is hesitant but interested.Which trial closing is Ryan likely to use to ensure a sale?

As John walked down the aisle of a supermarket one Saturday, he encountered a lady at the end handing out bite-sized portions of a new brand of sausage.This lady is trying to accomplish what?

Dave Jones's responsibilities at Ford include educating customers, building goodwill for the firm, and providing follow-up service.Dave is a _____.

Turner's Garage, an automotive repair shop, sends out a direct-mail offer for a complete tune-up for first-time customers at a greatly reduced price.Which sales promotion objective is Turner's Garage trying to accomplish?

Merck & Co., Inc., a pharmaceutical manufacturer, wishes to promote its products to retail pharmacists, physicians, and hospitals.Merck should recruit _____.

When a retail store such as Sears offers a one-day promotion for an extra 15 percent off to customers holding a charge account with them, it is attempting to:

In a typical day working for Coors Brewing, Alan will deliver beer, restock shelves, clear out old beer, take orders for the next day's delivery, and set up promotional displays.Alan is both a and an .

____ is essential to the selling process because it leaves a good impression and eases the way toward future sales.

If the Early Bird Dry Cleaners displays a sign in the window of its store that says it will take any competitor's coupons, it is trying to:

Kaitlyn demonstrates how her company's new professional stain remover works.This demonstration is part of the ____ step of the personal-selling process.

Tyler is searching through his company's files of its customers to choose ones that would most likely be interested in the new product line his company has developed.Which stage of the personal-selling process is this?

When Fashion Fair Cosmetics offers marketing assistance to resellers that buy its products, it is engaging in what type of promotion technique?