Question 1

One of five principal goals for the presentation is NOT ____________________.

Accepted Answer

A)   Get the customer's attention
B)   Educate the customer
C)   Nurture the customer's desire and conviction to purchase.
D)   Agree on a price
E)   Build product interestF) C) and D)
G) None of the above

Question 2

___________________ is one of the three distinct advantages of personal selling.

Accepted Answer

A)   Large variety of media
B)   Immediate feedback
C)   Short term impact
D)   Consistent message
E)   Elimination of noiseF) B) and D)
G) C) and E) B

Question 3

Salespeople consistently report that price is the most common customer apprehension.

Accepted Answer

A) True 
 B)False

Question 4

______________ have been caught being paid by companies to endorse their products.

Accepted Answer

A)   Bloggers
B)   Consumers
C)   Advertisers
D)   Catalogs
E)   celebritiesF) None of the above
G) A) and B) A

Question 5

What are the differences between intrinsic and extrinsic rewards?

Accepted Answer

Extrinsic rewards are those controlled a...

Question 6

_______________ is not a critical selling skill.

Accepted Answer

A)   persistence
B)   Spontaneous planning
C)   Listening
D)   Follow up
E)   Time managementF) A) and B)
G) B) and D)

Question 7

Facts are important, but customers, whether they are consumers or other businesses, do not buy features.

Accepted Answer

A) True 
 B)False

Question 8

____________________ is/are essential tools in an integrated marketing strategy.

Accepted Answer

A)   advertising
B)   sales promotion
C)   public relations
D)   personal selling
E)   All of the aboveF) B) and E)
G) B) and D)

Question 9

_____________ is an example of a nontechnology communication selling activity.

Accepted Answer

A)   Developing effective communication skills
B)   Email
C)   Webpage content
D)   Database management
E)   Voicemail messagesF) A) and E)
G) C) and D)

Question 10

The Internet has established a powerful new communication channel known as _______________.

Accepted Answer

A)   Media plan
B)   Market space
C)   Sales collateral
D)   Catalog
E)   List of prospectsF) A) and B)
G) A) and C)

Question 11

Antivirus software from Norton, McAfee, as well as Windows enables users to block Interstitials.

Accepted Answer

A) True 
 B)False

Question 12

What is the equation to calculate sales force size?

Accepted Answer

The number of salespeople the company wi...

Question 13

The number of salespeople the company will need for direct selling activities is determined by dividing the _____________ by the number of hours available per salesperson.

Accepted Answer

total number of hour...

Question 14

Discuss three of the seven key success factors in personal selling.

Accepted Answer

● Listening.Many people have the impress...

Question 15

______________________ is a characteristic of a great sales presentation.

Accepted Answer

A)   Explains the value proposition
B)   Maximize change conflict
C)   Developing win lose solutions
D)   Focus on technology
E)   Emphasize features over benefitsF) B) and E)
G) D) and E)

Question 16

Banner ads are small boxes containing graphics and text and have a hyperlink embedded in them.

Accepted Answer

A) True 
 B)False

Question 17

Understanding the value drivers helps to avoid __________________________________.

Accepted Answer

A)   Noise
B)   price wars with competitors
C)   clutter
D)   long term relationship with customers
E)   All of the aboveF) A) and B)
G) C) and D)

Question 18

What are the five factors for determining sales person performance?

Accepted Answer

(1)Role perceptions, (2)aptitude, (3)skill level, (4)motivation, and (5)personal, organizational, and environment factors.

Question 19

Bloggers are a highly reputable source of determining an unbiased value of the product.

Accepted Answer

A) True 
 B)False

Question 20

Payment based on short-term results, usually a salesperson's dollar or unit sales volume is ________________.

Accepted Answer

A)   salary
B)   benefits
C)   intrinsic rewards
D)   commission
E)   incentive payF) A) and D)
G) B) and E)

Exam 18: Integrated Marketing Communication: Selling, Direct, and Interactive Marketing

One of five principal goals for the presentation is NOT ____________________.

Correct AnswerverifiedShow Answer

___________________ is one of the three distinct advantages of personal selling.

Correct AnswerverifiedB

Salespeople consistently report that price is the most common customer apprehension.

Correct AnswerverifiedShow Answer

______________ have been caught being paid by companies to endorse their products.

Correct AnswerverifiedA

What are the differences between intrinsic and extrinsic rewards?

Correct AnswerverifiedExtrinsic rewards are those controlled a...View AnswerShow Answer

_______________ is not a critical selling skill.

Correct AnswerverifiedShow Answer

Facts are important, but customers, whether they are consumers or other businesses, do not buy features.

Correct AnswerverifiedShow Answer

____________________ is/are essential tools in an integrated marketing strategy.

Correct AnswerverifiedShow Answer

_____________ is an example of a nontechnology communication selling activity.

Correct AnswerverifiedShow Answer

The Internet has established a powerful new communication channel known as _______________.

Correct AnswerverifiedShow Answer

Antivirus software from Norton, McAfee, as well as Windows enables users to block Interstitials.

Correct AnswerverifiedShow Answer

What is the equation to calculate sales force size?

Correct AnswerverifiedThe number of salespeople the company wi...View AnswerShow Answer

The number of salespeople the company will need for direct selling activities is determined by dividing the _____________ by the number of hours available per salesperson.

Correct Answerverifiedtotal number of hour...View AnswerShow Answer

Discuss three of the seven key success factors in personal selling.

Correct Answerverified● Listening.Many people have the impress...View AnswerShow Answer

______________________ is a characteristic of a great sales presentation.

Correct AnswerverifiedShow Answer

Banner ads are small boxes containing graphics and text and have a hyperlink embedded in them.

Correct AnswerverifiedShow Answer

Understanding the value drivers helps to avoid __________________________________.

Correct AnswerverifiedShow Answer

What are the five factors for determining sales person performance?

Correct Answerverified(1)Role perceptions, (2)aptitude, (3)skill level, (4)motivation, and (5)personal, organizational, and environment factors.

Bloggers are a highly reputable source of determining an unbiased value of the product.

Correct AnswerverifiedShow Answer

Payment based on short-term results, usually a salesperson's dollar or unit sales volume is ________________.

Correct AnswerverifiedShow Answer

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Extrinsic rewards are those controlled a...
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The number of salespeople the company wi...
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total number of hour...
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● Listening.Many people have the impress...
View Answer

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(1)Role perceptions, (2)aptitude, (3)skill level, (4)motivation, and (5)personal, organizational, and environment factors.

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