Question 1

Which of the following statements is true about rebates?

Accepted Answer

Mail-in rebates can be effective in situations where consumers need an extra push to make a purchase, as the promise of getting some money back can be a deciding factor. However, the rebate process can be viewed as complicated by some customers, as it often involves filling out forms and waiting for a check in the mail. The use of rebates does not necessarily indicate that a product is a strong seller or that it will not degrade a product's image or desirability. Rebates are not typically used as a substitute for coupons, as they are a separate promotional tactic.

Question 2

A ___________ is an advertisement promoting a product and identifying the names of participating retailers that sell the product.

Accepted Answer

The answer of A ___________ is an advertisement promoting a...

Question 3

Which of the following is a reason why the use of sales promotion has increase dramatically?

Accepted Answer

Retailers are demanding greater promotional efforts from manufacturers to boost profits. This demand has led to an increase in the use of sales promotion as manufacturers need to meet the demands of retailers in order to maintain their sales volume.

Question 4

Vicky is hiring sales representatives for her insurance company. As she tries to attract and retain top-quality salespeople, which of the following is least likely to affect the decisions of potential hires?

Accepted Answer

The cost of the insurance plans being sold is unlikely to affect the decisions of potential hires, as they are primarily concerned with their own compensation and the quality of the products they are selling.

Question 5

Which of the following statements is true about personal selling?

Accepted Answer

Personal selling is the most precise of all promotional methods because it involves direct interaction with the customer, allowing the seller to tailor their message and presentation to meet the customer's specific needs and preferences. Additionally, personal selling allows for immediate feedback and the ability to address any concerns or objections the customer may have.

Question 6

Ron is a sales representative for Staples. He works in a business-to-business environment trying to sell office supply products to offices. He works to build long-term associations with his customers by regularly communicating with them. He spends a long time listening to their needs and provides support after the sale. Which type of selling is Ron engaged in?

Accepted Answer

The answer of Ron is a sales representative for Staples....

Question 7

Which of the following statements is true about sales promotion?

Accepted Answer

Sales promotion provides extra purchasing incentives that can increase sales.

Question 8

Which of the following statements is not true about recruiting and training a sales force?

Accepted Answer

There is no generally accepted set of traits for being an effective salesperson. Different companies may have different criteria for what makes a successful salesperson based on their industry, product, and target market.

Question 9

Which of the following statements is true about team selling?

Accepted Answer

Team selling is a collaborative selling approach where a team consisting of different specialists work together to win business. This approach is appropriate for expensive, complex, high-tech business products as it allows the team to utilize the strengths and expertise of all the members to provide a comprehensive solution to the customer. Therefore, option D is the correct answer. Options A, B, C, and E are incorrect as they do not accurately describe the nature of team selling.

Question 10

Which of the following statements is not true about the follow-up step of the personal selling process?

Accepted Answer

Salespeople should follow up with all customers, not just dissatisfied ones. Following up helps ensure customer satisfaction, creates loyalty and provides opportunities for additional sales.

Question 11

Ruby works as a salesperson and spends most of her time focusing on existing accounts, calling people to follow up on previous sales to see if they are interested in making an additional purchase. Ruby's job function is best described as

Accepted Answer

Ruby's primary focus is on existing accounts and following up with them, which falls under the category of current-customer sales.

Question 12

Which of the following statements is not true about training salespeople?

Accepted Answer

This statement is not true as training programs for new sales personnel can vary in length depending on the company and industry. Some training programs can be as short as a few days while others can last for several weeks or even months.

Question 13

Which of the following statements is true about salespeople?

Accepted Answer

Salespeople are often the knowledge experts for their firm as they have a deep understanding of the products and services they are selling. This expertise allows them to effectively communicate the benefits and features of the product to potential customers.

Question 14

After an increase in the usage of coupons during the economic downturn, the use of coupons has once again started to decrease. Aside from increased spending power, consumers indicate a primary reason for not using coupons is

Accepted Answer

The answer of After an increase in the usage of...

Question 15

In order to show consumers how well its blenders work and to stimulate sales, Vitamix often set up temporary booths in stores where they have someone uses the blender in a variety of ways. This is an example of

Accepted Answer

This is a demonstration where the company showcases the features and benefits of their product to potential customers in a store setting.

Question 16

Jordan is a sales manager for a wholesale auto parts company. To motivate his sales force to increase their sales to retailers, he has created a(n) _____ where he will give the salesperson with the most dollar sales in the next month a two-night stay at a nearby resort hotel.

Accepted Answer

Jordan has created a sales contest to motivate his sales force.

Question 17

A _____________ is a sum of money that a producer gives to a reseller for each unit the reseller buys after an initial promotional deal is over.

Accepted Answer

The answer of A _____________ is a sum of money...

Question 18

Jenny is making a sales presentation to a retailer that may be willing to carry her line of soaps. During the presentation, she will handle any objections as they are made. This is because when she anticipated and countered potential objections in prior presentations, she found that she

Accepted Answer

Anticipating and countering potential objections is a helpful strategy, but if you raise objections that the prospect would not have, it can come across as insincere and manipulative. By handling objections as they are made, Jenny can address specific concerns relevant to the potential client and demonstrate her product's benefits and features in a more authentic way.

Quiz 17: Personal Selling and Sales Promotion