Question 1

Joy has learned that listening to customers, learning about their needs, and communicating with them over a prolonged period of time is key toward making large business sales. Joy is most likely using

Accepted Answer

Joy is using relationship selling, which emphasizes building and maintaining strong customer relationships by listening to their needs and communicating with them over a long period of time. This approach is often used in making large business sales where the sales cycle is longer and requires ongoing communication and relationship-building with the customer.

Question 2

Alex 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

A sales contest is a specific incentive program designed to motivate the sales team to achieve a certain goal or objective, typically by offering prizes or rewards to top performers. In this case, Alex has created a sales contest by offering a two-night stay at a nearby resort hotel to the salesperson with the most dollar sales in the next month.

Question 3

Doug is a sales representative for Staples. He works in a B2B 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 lot of time listening to their needs and provides support after the sale. Which type of selling is Doug engaged in?

Accepted Answer

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

Question 4

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

Accepted Answer

The statement that salespeople should only follow up with dissatisfied customers is not true. Follow-up is important with all customers, not just those who have had issues with the product or service. It helps the salesperson to strengthen the relationship, identify future needs, and create loyalty.

Question 5

Which of the following is true about sales promotion?

Accepted Answer

Sales promotion includes all promotional activities other than personal selling, advertising, and public relations. It is typically used to complement other promotional efforts and can include tactics such as coupons, discounts, contests, and samples. It is not typically used as a replacement for advertising or personal selling, and its expense can vary depending on the specific tactics used. Additionally, the target audience for sales promotion can vary depending on the marketing goals and strategy in place.

Question 6

Bianca 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. Bianca's job function is best described as

Accepted Answer

Bianca's job function is focused on existing accounts, which falls under the category of current-customer sales. Missionary sales usually involve educating potential customers about a new product or service. Order taking involves simply receiving and processing customer orders. New-business sales involves finding and acquiring new customers. Trade sales involve selling to distributors or retailers rather than end consumers.

Question 7

Lydia is an engineer at Boeing. She has been asked to participate in part of a presentation to government representatives in convincing them to buy Boeing's new aerospace product. Lydia's job is to provide technical information and possibly explain the product's benefits. However, she will not be in charge of the presentation. Lydia is most likely engaging in

Accepted Answer

Lydia's participation in the presentation as an engineer providing technical information suggests that she is part of a team selling effort, where different individuals with different skills and knowledge work together to convince the client to buy the product.

Question 8

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

Accepted Answer

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

Question 9

Hank is a sales manager at IBM. He is analyzing sales reports and interviewing key personnel in his department to find out what traits and activities his most successful salespeople share in common. He also wants to determine some of the traits that unsuccessful salespeople have had so he knows what to avoid. Hank plans to use this to develop a set of requirements for future salespeople, as well as to be aware of potential weaknesses that could lead to failure. Hank is most likely performing these activities because he is

Accepted Answer

Hank is analyzing the traits and activities of successful and unsuccessful salespeople to develop a set of requirements for future salespeople and to be aware of potential weaknesses that could lead to failure. This is a clear indication that Hank is performing recruitment and selection activities for his sales department.

Question 10

Lexi is a salesperson in the sales division of Hewlett-Packard. Today Lexi is focused on researching a list of potential sales leads. Lexi wants to look at these sales leads and determine how likely they are to buy from the company, the type of products they will likely need, and whether they have a sales history with the firm. Lexi also wants to determine who the key decisions makers are in the buying decision-making process at these sales leads so she can identify who will have the most influence. In the process of her research, Lexi makes extensive use of the firm's CRM system to forecast sales and manage leads. Lexi is most likely at which stage of the personal selling process?

Accepted Answer

Lexi is in the Preapproach stage, where she is researching potential clients to understand their likelihood to buy, their needs, sales history, and identifying key decision-makers before making contact.

Question 11

If used on an ongoing basis, _____________ can reduce the price for customers who would buy at the regular price and may also cheapen a product's image.

Accepted Answer

Cents-off offers, if used continuously, can reduce the price for regular customers and create an impression of a cheaper product, which may not be desirable for some brands. Rebates and money refunds are one-time offers, while premiums and consumer sweepstakes are promotional tactics that do not involve price reduction.

Question 12

Anh 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

By anticipating objections and raising them before the potential client has even brought them up, Anh may come across as argumentative or insincere. Additionally, she may be addressing objections that the prospect wouldn't have had in the first place. By waiting for objections to arise naturally and then handling them, Anh is showing that she is truly listening to the prospect's concerns and is able to address them directly.

Question 13

Myra is attending a Mary Kay free facial event her friend Angie is putting on. After the free facial, Myra agrees to buy some of the products she likes. Before she makes her payment, Angie gives her a form. The form says that if Myra writes down the names and numbers of five friends that Angie can call, she will receive 10% off her next Mary Kay purchase. At which stage is Angie in the personal selling process regarding the form she is asking Myra to fill out?

Accepted Answer

Angie is in the Prospecting stage of the personal selling process when she asks Myra to provide the names and numbers of friends. Prospecting involves identifying potential new customers, and by obtaining contacts from Myra, Angie is looking to expand her customer base.

Question 14

Monsanto just came out with a new genetically modified seed that it believes will increase crop yields. The seed has been modified to withstand drought, and it kills insects that frequently feed on it. This is important especially because insects have begun developing a tolerance for many of Monsanto's genetically modified seeds already out on the market. Because these seeds are new to the market, Monsanto wants to engage in a major integrated marketing communications campaign. It knows that it will have to convince farmers about the advantages of its new seeds and invites some of its major customers to its laboratory to see how the seeds are created. The scientists inform the farmers during the visit about how the seeds will increase their crop yields. This is most likely an example of

Accepted Answer

The scenario describes a visit from Monsanto's scientists to invite major customers to their laboratory and inform them about the advantages of their new genetically modified seeds. This is a clear example of personal selling. The goal is to build relationships and communicate the benefits of the product directly to potential buyers, which is a basic feature of personal selling.

Question 15

As sales manager Jerry is trying to find a way to determine optimal sales force size. He knows that one way is determining how many sales calls per year are necessary for the organization to serve customers effectively and then dividing this total by the average number of sales calls a salesperson makes annually. The other method is based on ________________, in which additional salespeople are added to the sales force until the cost of an additional salesperson equals the additional sales generated by that person.

Accepted Answer

The method mentioned in the question that involves adding salespeople until the cost of an additional salesperson equals the additional sales generated is known as marginal analysis. This is a common method used to determine the optimal sales force size. The other options mentioned in the question (commission plans, dealer loaders, economic forecasting, and sales divisibility) are not directly related to determining optimal sales force size.

Question 16

Which of the following statements is true about rebates?

Accepted Answer

Mail-in rebates are most effective in situations where consumers require a reason to purchase an item. This is because they provide a discount after the purchase has been made, which can be a motivating factor for consumers who are on the fence about buying a particular product. However, customers often view the rebate process as complicated and there is no guarantee that products associated with rebates will be strong sellers. Rebates can also potentially degrade a product's image if the rebate process is too cumbersome or if customers have a negative experience with redeeming the rebate. Rebates are not typically used as a substitute for coupons, as they are a separate promotional tactic.

Question 17

Raine will sometimes take orders from customers, but her primary job is to assist retailers with restocking shelves, setting up displays, providing in-store demonstrates, and giving out free samples. Raine is most like a

Accepted Answer

Raine's job involves working with retailers to help them sell products, which is the focus of a trade salesperson. The other options (missionary, technical, inside, and consultative) do not fit as well with the description of her role.

Question 18

Michelle 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 expense of the insurance plans being sold is unlikely to affect the decisions of potential hires, as sales representatives typically do not set the prices of the products they sell. The other options are more relevant to attracting and retaining top-quality salespeople. The availability of on-site instruction can help new representatives quickly learn the ins and outs of the products they'll be selling, while a mix of salary, commission, and bonuses can provide a strong incentive to perform well. Additionally, the ability to work from home can be a desirable perk for many employees, especially given the ongoing COVID-19 pandemic. Finally, whether the insurance products meet customer needs is obviously a critical consideration, as representatives will struggle to sell products that aren't relevant or appealing to potential customers.

Question 19

_____________ 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

A buy-back allowance is a sum of money given to a reseller for each unit they buy after an initial promotional deal is over, encouraging them to restock the product.

Question 20

Colin wants to adopt a model for his new candle line. He decides to use personal selling to market the new line. Although he realizes that personal selling is the most expensive form of promotion, he also realizes that it is the most ​

Accepted Answer

The answer of Colin wants to adopt a model for...

Quiz 17: Personal Selling and Sales Promotion