FiltersDone

Question type

Essay

Multiple Choice

Short Answer

True False

Matching

Exam 18: Sales Promotion and Personal Selling

Show Answer

Share

---

All types

Filters

Study FlashcardsPractice ExamLearn

Question 61

Multiple Choice

Review LaterAdd Note

Review Later

Which of the following statements best describes the relative amount of time spent in the selling process by different types of salespeople?

A) A consultative salesperson would spend a lot of time generating leads.
B) A traditional salesperson would spend a lot of time following up the sale.
C) A relationship salesperson would spend a lot of time qualifying leads.
D) A consultative salesperson would spend a lot of time closing the sale.

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

Correct Answer

verified

Show Answer

Question 62

Multiple Choice

Review LaterAdd Note

Review Later

In which of the following cases is personal selling more important than advertising and sales promotion?

A) The products being sold are standardized.
B) There are many customers for the product being sold.
C) The product being sold has a low value.
D) The products being sold are technically complex.

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

Correct Answer

verified

Show Answer

Question 63

Multiple Choice

Review LaterAdd Note

What is the term for marketing communication activities in which a short-term incentive is offered to induce the purchase of a particular good or service?

In relationship selling, salespeople focus more time on generating leads than on qualifying leads.

Personal selling offers several advantages over other forms of promotion. List four of these advantages.

Tony is a salesperson for Allied Pets, a company that sells veterinarian supplies. He has a prospect who is showing interest in learning more about his company's products, so now he must qualify this sales lead. What will Tony do?

Which of the following would NOT be a target for a trade sales promotion offered by Rubbermaid, a manufacturer of storage and organization products?

Often the task of lead qualification is handled by a telemarketing group or a sales support person. This frees the sales representative from this time-consuming task. What does the task involve?

"You have to be odd to be number one."-Dr. Seuss

Tate sells coffee machines to offices. He is trying to conclude the sale of a large coffee machine at the headquarters of a large management consulting company. He finally offers free delivery and eight coffee grinders at half price if the consulting firm representative agrees to purchase eight systems from Tate-one for each of its regional offices. What is Tate's closing technique called?

In traditional selling, what is more time spent on than in relationship selling?

Which of the following is NOT an example of a trade sales promotion?

Lopez is the largest Hispanic-owned meat processor in the United States. To assist retailers in marketing its products, Lopez provides point-of-sale materials and offers special introductory discounts to retailers. What does Lopez use?

During the month of July 2006, any child who got a McDonald's Happy Meal also received a toy inspired by Disney's Pirates of the Caribbean: Dead Man's Chest. The toy is an example of a premium.

What do the seven steps of the selling process closely follow?

Which of the following statements does NOT characterize the traditional personal selling approach?

Salesperson Tami Hravian's products are liked by her clients. These clients give Hravian names of others who may also like her products. Hravian is using cold calling to generate leads.

Which of the following is most likely to generate sales leads?

What are cobranded credit cards used in conjunction with?

Scenario 18-3 Successful selling of complex products such as computer software requires excellent salespeople. Lack of quality service in the marketplace led Alan Hall, head of a small computer networking company, to open Technology Advancement Corporation in 1988. Today, Technology Advancement is a national field marketer with several divisions. The bulk of its business involves training and educating salespeople on the features, benefits, competitors, and market potential of Technology Advancement's clients' products. To date, Technology Advancement has focused on computer software and hardware makers and has launched most of the marquee names in the industry: Novell, Lotus Development, IBM, Microsoft, Apple Computer, Hewlett-Packard, Motorola, Intel, and Xerox, as well as smaller firms. Here's how the Technology Advancement client relationship works for training. A marketer hires the company to promote its product or to launch a new product, and Technology Advancement assigns a team exclusively to that client. The team gathers, usually at a ski resort, and the client comes in for the training. The training starts with explaining how to use direct communication with a prospective purchaser and how it fits the company strategy and differs from sales promotion. Latest developments in the selling process are explained with special emphasis on networking, follow-up strategies, and post-purchase customer service. Many computer giants have reported that this type of training program has significantly improved their business. -Refer to the scenario. Which of the following statements does NOT describe an advantage personal selling can provide the computer companies?