Name: ID: A 28. Which type of selling position generally deals with arranging di

Question

Name: ID: A 28. Which type of selling position generally deals with arranging displays, restocking items, writing up orders, and completing transactions? a. Sales engineer c. Order getter b. Missionary salesperson d. Order taker 29. Which of these selling positions is the most involved with generating customer leads. persiading customers, and closing sales? a. Order getter c. Missionary salesperson b. Order taker d. Service salesperson 30. What sales technique has been criticized for its inflexibility? a. The canned sales presentatione. Order getting b. The need-satisfaction approach d. Prospecting 31. Past customers are relied upon for referrals in a. pre-approach selling, c. approach selling. b. lead prospecting. d. blind prospecting. 32. A salesperson's earnings are most directly related to his or her performance in a plan. a. straight commission C. bonus compensation b, straight salary d. combination compensation 33. A major limitation to the use of sales promotion is that a. it may be tied to patronage. b. it may be oriented to middlemen and final customers. c. the marketing focus may be shifted away from the product. d. impulse purchases can be increased through in-store displays. 34. Sales promotion objectives are generally-oriented. a. image c. product b. demand d. reminder 35. Which type of sales promotion would be used in conjunction with relationship marketing? a. Frequent-shopper gifts C. Coupons b. Demonstrations d. Trade shows 36. A major difficulty with a firm's relying too heavily on a price-based strategy is that a. consumers may not perceive its products as distinctive. b. a large segment of the market may be price sensitive. c. it is easy for competitors to copy price-based strategies. d. it is almost certain to be involved in a major price war. In nonprice competition, sellers 1. seek to shift the demand curves of consumers. b. seek to shift their supply curves. c. move along a demand curve. d. reduce prices by being cost efficient. 37.

Explanation / Answer

28. D

29. A ( An order getter persuades a customer to make a purchase. He is a frontline salesperson, and is in a typical selling job)

30. A (company-prepared selling presentation. Sales representatives memorize and repeat it verbatim when making a sales presentation. This selling approach can be effective for inexperienced sales personnel, but it is inadequate for complex selling transactions.It does not help in customised products where consultative approach works perfectly)

31. C (Blind prospecting is similar to cold calling where you don't know your customers, neither these leads have been referred. Pre-Approach selling is knowing about the customer before the visit. Approach Selling is step by step proposition developed by a firm or a salesperson to win a favorable response from the prospects. Sales approach is what, in essence, distinguishes a professional from an amateur)

32. A

33. C (brand image might get affected due to sales promotion)

34. B (The objectives of a sales promotion is to increase consumer demand, stimulate market demand, to get potential buyers to heed a call to action, increase the size of purchases and improve product availability using media and non-media marketing communications)

35. A (Rather than trying to encourage a one-time sale, relationship marketing tries to foster customer loyalty by providing exemplary products and services.So, with customer loyalty, he will make repeat purchases. So, frequent shopper gift would be best sales promotion technique)

36. D (Due to price war, the margins will take a huge hit. Firms with fewer financial resources may even be put out of business.)

37. B (A firm would most likely use a non-price competition when a seller can make its product stand out from the competition by differentiating product quality, customer service, promotion, packaging, or other features. This way, seller can influence the demand curve from the customers. For example, certain items are created only in fixed quantity per year. These firms don't modify their volume due to customers needs. This lets them price their products with huge margins too)

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