Question 1

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

Accepted Answer

Following up is crucial to building relationships with customers and gaining their trust, which ultimately leads to future sales. By checking in on the customer after a sale, the salesperson shows that they care about the customer's satisfaction and are committed to providing good service. This can lead to repeat business and referrals, both of which are valuable to sales success.

Question 2

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

Accepted Answer

Merck needs missionary salespersons who can educate and inform the retail pharmacists, physicians, and hospitals about the benefits of their pharmaceutical products. Missionary salespersons typically provide information and knowledge about the products rather than trying to make immediate sales.

Question 3

Tyler'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 Tyler's Garage trying to accomplish?

Accepted Answer

Tyler's Garage is trying to draw new customers by offering a reduced price for a complete tune-up.

Question 4

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

Accepted Answer

Trade sales promotion method is a promotion technique used to persuade wholesalers and retailers to carry a particular product and to promote it more effectively. In this case, Fashion Fair Cosmetics is offering marketing assistance to resellers, which falls under the trade sales promotion method.

Question 5

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

Accepted Answer

By offering a one-day promotion for an extra 15 percent off to customers holding a charge account with them, Macy's is attempting to boost sales to current customers. This is a strategy to encourage existing customers to shop more, and to increase the amount they spend at the store. This can help to increase revenue and profitability without having to invest heavily in attracting new customers.

Question 6

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

Accepted Answer

As an industrial supplies salesperson, Karen's job with a particular client is never truly completed as long as she maintains a working relationship with the client. Even after closing a sale or overcoming objections, ongoing communication and follow-up with the client is necessary to ensure customer satisfaction, promote repeat business, and potentially identify new sales opportunities. Therefore, option C is the best answer.

Question 7

After Adam 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 _____.

Accepted Answer

This is a trial closing, which is a technique used to gauge a prospect's interest and see if they are ready to move forward with the sale. Adam is attempting to wrap up the sale by asking when the prospect would like to take delivery of the copier.

Question 8

Xi 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?

Accepted Answer

This is the prospecting stage, where the salesperson is identifying potential customers who might be interested in the product or service being offered.

Question 9

Chris 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.Chris would be best classified as a(n)_____.

Accepted Answer

Chris's educational background in computer engineering and his role in assisting customers with installing, using, and troubleshooting networked computer systems suggests that he is a technical salesperson. Trade salespeople usually focus on selling products to retailers or distributors, order takers simply process orders without providing additional support, design engineers create and develop products rather than sell them, and a missionary salesperson would focus on promoting the benefits and value of a product or service to potential customers.

Question 10

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

Accepted Answer

Steven's responsibilities suggest that he is not directly involved in making sales but rather in supporting the sales process by providing after-sales support and promoting customer satisfaction. Therefore, he can be classified as a sales support person.

Question 11

The sales force for Ramon 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 Ramon's independent retailers,applicable to several small hardware lines.The objective of this type of sales promotion is to:

Accepted Answer

The objective of offering a 10 percent discount to retailers on all units ordered in excess of the previous month's order amount is to build up reseller inventories. This incentive encourages retailers to purchase more from Ramon Tool Corp and maintain higher inventory levels, which can lead to increased sales for the company.

Question 12

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:

Accepted Answer

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

Question 13

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

Accepted Answer

Making the presentation is the step of the personal-selling process where the salesperson showcases the product or service and demonstrates how it works. Therefore, Hope demonstrating how her company's stain remover works is part of making the presentation.

Question 14

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

Accepted Answer

A trial close is used to gauge the customer's interest and readiness to make a purchase. Option C presents a choice between two options, assuming the sale, which can help move the customer towards making a decision.

Question 15

A return of part of the purchase price to the consumer is known as a _____.

Accepted Answer

A rebate is a return of part of the purchase price to the consumer. A premium is an extra item or service offered for free or at a reduced price. A sample is a small portion of a product given to the consumer to try before purchasing. A point-of-purchase coupon is a discount offered at the time of purchase. A discount is a reduction in the price of a product or service. Therefore, the best choice is B, rebate.

Question 16

As Randy 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?

Accepted Answer

The lady is handing out bite-sized portions of a new brand of sausage in order to encourage trial purchases of the product.

Question 17

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?

Accepted Answer

The answer of General Mills is planning a sales promotion...

Question 18

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

Accepted Answer

The answer of In a typical day working for Coors...

Question 19

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?

Accepted Answer

Estée Lauder is using a consumer sales promotion technique by offering a free gift with a purchase, which is designed to incentivize consumers to make a purchase and increase sales.

Question 20

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

Accepted Answer

Providing product samples is a common tactic used in personal selling to give the prospect a hands-on experience with the product. Therefore, the personal-selling process includes this step, making D the incorrect answer.

Quiz 13: Distributing and Promoting Products