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Exam 15: Personal Selling and Sales Promotion

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Question 41

Multiple Choice

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Sales promotions can MOST effectively overcome which of the following?

A) bland brand images
B) limited training for the salespeople
C) product deficiencies
D) waning interest in mature products

E) A) and B)
F) A) and C)

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Question 42

Multiple Choice

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After determining that a prospective customer is a good candidate to actually make a purchase, the salesperson will want to gather as much information about the customer as possible.What is this step in the sales process known as?

A) presales research
B) preliminary planning
C) precall planning
D) background checking

E) All of the above
F) A) and D)

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Question 43

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Who holds the overall direction and control of the personal-selling effort?

What has the role of a sales representative in the promotion process been changed to from that of persuader?

What is a growing trend among firms using a customer-oriented organizational structure of the sales function?

Successful relationship selling is based on keeping prices low.

Technology has streamlined order processing, resulting in cost and time savings, improved accuracy, and increased customer satisfaction.

Listening and using problem-solving skills to meet customer needs is called advisory selling.

Over-the-counter personal-selling efforts are frequently supplemented with other promotions, such as special sales events, new product introductions, and direct-mail appeals.

Network marketing is a type of field selling that takes place in customers' homes.

What is a sales promotion? Explain how a sales promotion can supplement other promotional activities.

What are telemarketers involved in when they combine field selling with a strong customer orientation using both inbound and outbound communications?

Refunds and rebates are designed to offer customers the opportunity to compete for cash and prizes.

The recently introduced Do Not Call Registry will make it easier for outbound telemarketers to reach consumers.

Part of a plan to create an ethical sales environment should include promoting ethical awareness during training programs, sales meetings, and sales calls.

Distinguish between inbound and outbound telemarketing.

Precall planning involves making unsolicited sales calls on randomly selected prospects.

What concept explains that motivation depends on the expectations people have of their ability to perform a job, and how performance relates to attaining rewards they desire?

Offering technical and operational assistance has become a significant part of missionary selling.

Which of the following statements BEST describes the three types of basic sales tasks?