Question 2

Personal selling is likely to be the primary component of a firms promotional mix when:

	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.

2 points

Question 3

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

	1.	To appeal to marketing intermediaries than final consumers
	2.	To overcome poor brand images and product deficiencies
	3.	To create awareness of their products among consumers
	4.	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?

	1.	compensating salespeople
	2.	recruiting and selecting salespeople
	3.	evaluating and controlling personnel
	4.	establishing expectancy
	5.	organizing the sales force

2 points

Question 5

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

	1.	Supervision
	2.	Training
	3.	Organization
	4.	Recruitment and selection

2 points

Question 6

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

	1.	approach; follow-up
	2.	prospecting; closing the sale
	3.	presentation; follow-up
	4.	approach; closing the sale
	5.	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 _____.

	1.	team selling
	2.	missionary selling
	3.	cross-selling
	4.	transaction selling

2 points

Question 8

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

	1.	Rebate
	2.	Commission
	3.	Buying allowance
	4.	Promotional allowance

2 points

Question 9

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

	1.	sample
	2.	bonus pack
	3.	rebate
	4.	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:

	1.	push-cash selling.
	2.	field selling.
	3.	networking.
	4.	over-the-counter selling.