Question 1

What is personal selling?

Accepted Answer

Personal presentations by the ...

Question 2

Which of the following helps companies in setting sales force size?

Accepted Answer

A)   workload approach
B)   pull strategy
C)   push strategy
D)   top-down approach
E)   bottom-up approachF) B) and C)
G) A) and C)

Question 3

The first step in the selling process is preapproach-learning about an organization and its buyers.

Accepted Answer

A) True 
 B)False

Question 4

________ refer to sales promotion tools used to persuade resellers to carry a brand, give it shelf space, promote it in advertising, and push it to consumers.

Accepted Answer

A)   Point-of-purchase promotions
B)   Frequency marketing programs
C)   Trade promotions
D)   Events
E)   Coupons and insertsF) C) and E)
G) D) and E)

Question 5

The inside sales force consists of salespeople who conduct business from their offices via telephone, the Internet, or visits from buyers.

Accepted Answer

A) True 
 B)False

Question 6

________ is defined as analyzing, planning, implementing, and controlling sales force activities.

Accepted Answer

A)   Benchmarking
B)   Sales force management
C)   Business intelligence
D)   Sales force automation
E)   SamplingF) B) and D)
G) B) and C)

Question 7

Using teams of people from sales, marketing, engineering, finance, technical support, and even upper management to service large, complex accounts is known as complex selling.

Accepted Answer

A) True 
 B)False

Question 8

Johnson Business Solutions maintains one sales force for its copy machines and a separate sales force for its computer systems. Johnson Business Solutions utilizes a(n)  ________.

Accepted Answer

A)   product sales force structure
B)   customer sales force structure
C)   territorial sales force structure
D)   digital marketing system
E)   geographical operations systemF) A) and D)
G) B) and D)

Question 9

Which of the following is true with regard to prospecting?

Accepted Answer

A)   Salespersons meet and greet the buyer.
B)   Salespersons learn as much as possible about the organization.
C)   Salespersons identify qualified potential customers.
D)   Salespersons tell the "value story" to the buyer, showing how the company's offer solves the customer's problems.
E)   Salespersons ask for the order, review points of agreement, and offer to write up the order.F) B) and E)
G) A) and B)

Exam 16: Personal Selling and Sales Promotion

The inside sales force consists of salespeople who conduct business from their offices via telephone, the Internet, or visits from buyers.

Correct Answer
verified

Which of the following helps companies in setting sales force size?

Correct Answer
verified

Using teams of people from sales, marketing, engineering, finance, technical support, and even upper management to service large, complex accounts is known as complex selling.

Correct Answer
verified

Johnson Business Solutions maintains one sales force for its copy machines and a separate sales force for its computer systems. Johnson Business Solutions utilizes a(n) ________.

Correct Answer
verified

________ refer to sales promotion tools used to persuade resellers to carry a brand, give it shelf space, promote it in advertising, and push it to consumers.

Correct Answer
verified

The first step in the selling process is preapproach-learning about an organization and its buyers.

Correct Answer
verified

Which of the following is true with regard to prospecting?

Correct Answer
verified

________ is defined as analyzing, planning, implementing, and controlling sales force activities.

Correct Answer
verified

What is personal selling?

Correct Answer
verified
Personal presentations by the ...
View Answer

Exam 16: Personal Selling and Sales Promotion

The inside sales force consists of salespeople who conduct business from their offices via telephone, the Internet, or visits from buyers.

Correct AnswerverifiedShow Answer

Which of the following helps companies in setting sales force size?

Correct AnswerverifiedShow Answer

Using teams of people from sales, marketing, engineering, finance, technical support, and even upper management to service large, complex accounts is known as complex selling.

Correct AnswerverifiedShow Answer

Johnson Business Solutions maintains one sales force for its copy machines and a separate sales force for its computer systems. Johnson Business Solutions utilizes a(n) ________.

Correct AnswerverifiedShow Answer

________ refer to sales promotion tools used to persuade resellers to carry a brand, give it shelf space, promote it in advertising, and push it to consumers.

Correct AnswerverifiedShow Answer

The first step in the selling process is preapproach-learning about an organization and its buyers.

Correct AnswerverifiedShow Answer

Which of the following is true with regard to prospecting?

Correct AnswerverifiedShow Answer

________ is defined as analyzing, planning, implementing, and controlling sales force activities.

Correct AnswerverifiedShow Answer

What is personal selling?

Correct AnswerverifiedPersonal presentations by the ...View AnswerShow Answer

Correct Answer
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Correct Answer
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Correct Answer
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Correct Answer
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Correct Answer
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Correct Answer
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Correct Answer
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Correct Answer
verified

Correct Answer
verified
Personal presentations by the ...
View Answer