Question 2 Personal selling is likely to be the primary component of a firm’s pr

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Question 2

Personal selling is likely to be the primary component of a firm’s promotional mix when:

the price of the products is relatively low.

the firm markets to a large number of customers in various locations.

the transactions frequently involve trade-ins.

the firm markets inexpensive products that require no special handling.

2 points

Question 3

Which of the following is the most important reason for manufacturers to use sales promotion?

To appeal to marketing intermediaries than final consumers

To overcome poor brand images and product deficiencies

To create awareness of their products among consumers

To offer extra incentives to customers to buy products

2 points

Question 4

The top marketing manager of your company has asked you to make recommendations about your sales representatives who make up the sales force for your business-to-business auto parts customers. These territories are geographically structured and the goal is to move away from territory-based sales to customer-oriented sales; as a result, these sales reps may be reassigned.

Based on this project request, what element of the sales force management process will you focus on?

compensating salespeople

recruiting and selecting salespeople

evaluating and controlling personnel

establishing expectancy

organizing the sales force

2 points

Question 5

Which of the following functions poses a great challenge to sales managers?

Supervision

Training

Organization

Recruitment and selection

2 points

Question 6

What are the typical first and last steps in the personal selling process?

approach; follow-up

prospecting; closing the sale

presentation; follow-up

approach; closing the sale

prospecting; follow-up

2 points

Question 7

When visiting one of his major accounts, Matt is accompanied by finance and product specialists. These specialists are able to answer specific questions so that a customer can make a purchase decision. This is an example of _____.

team selling

missionary selling

cross-selling

transaction selling

2 points

Question 8

Which of the following financial incentives is designed to give retailers discounts on goods?

Rebate

Commission

Buying allowance

Promotional allowance

2 points

Question 9

A _____ is a specially packaged item that gives the purchaser a larger quantity at regular price.

sample

bonus pack

rebate

premium

2 points

Question 10

Bits Inc., a manufacturer of server processors, sends out its trained salespeople to inform prospective and existing customers about its latest range of processors and provide demonstrations. The promotional effort adopted by this company is an example of:

push-cash selling.

field selling.

networking.

over-the-counter selling.

1.

the price of the products is relatively low.

2.

the firm markets to a large number of customers in various locations.

3.

the transactions frequently involve trade-ins.

4.

the firm markets inexpensive products that require no special handling.

Explanation / Answer

2. Personal selling is likely to be the primary component of a firm’s promotional mix when: the firm markets inexpensive products that require no special handling

3. The most important reason for manufacturers to use sales promotion : To create awareness of their products among consumers

4. Element of the sales force management process will focus on = 3. evaluating and controlling personnel

5. Functions poses a great challenge to sales managers = Recruitment and selection

6. First= Prospecting

Second = Approach

Third = Assessment

Forth = Presentation

Fifth = close

Sixth = follow up

The typical first and last steps in the personal selling process = 5. Prospecting, follow up

7. When visiting one of his major accounts, Matt is accompanied by finance and product specialists. These specialists are able to answer specific questions so that a customer can make a purchase decision. This is an example of 3. cross selling

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