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Exam 14: Personal Selling and Sales Management

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Question 21

Multiple Choice

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Which of the following is NOT one of the changes in the broad business environment that have created a significant new environment for personal selling.

A) increased sophistication of marketing planning
B) sales force automation (SFA)
C) legal challenges to high pressure selling
D) All of the above are changes that have created a new environment.

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

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Question 22

True/False

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Becky, a salesperson for Mega brands is holding a training session for her client's customers so they know how to operate the X-500 she has sold them. This is an example of the follow-up stage of the personal selling process.

A) True
B) False

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Question 23

Multiple Choice

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______________ is designed to reach a group of customers, rather then an individual customer, with information about the firm's products or services.

Which of the following is NOT one of the roles of personal selling?

Overall,____________________________ involves knowing the firm's capabilities in all areas of the marketing mix, competitors' strengths and weaknesses, effects of the external environment, and customer choice criteria.

Which of the following is NOT one of the types of personal selling?

A corporate buyer fills out a mail-in coupon, providing her name, address, and phone number. The buyer has just helped the selling firm with which activities in the personal selling process?

One role of personal selling is to get consumers to buy things they may not need but can be induced to want.

Jack is presenting to a potential client. He has a polished, rehearsed sales pitch that covers all important sales points. However, when the potential client asks a question focused on his specific situation Jack essentially brushes off the buyer's question and continues his presentation. Jack is using a(n) ____________________________presentation.

The vice-president of Marketing for Mega brands is assessing the strengths and weakness of the sales force and corporate support for the selling effort. He is engaged in the external situation analysis.

Promotional materials-samples, catalogs, product brochures are considered an advertising expense and are not a part of the personal selling budget.

______________ selling is the type of selling where customers rely heavily on the salesperson for technical information, advice, and service.

A(n) ______________ will identify all the tasks to be performed by salespeople.

A detail salesperson performs relatively routine selling tasks such as working with retailers to place reorders for basic product.

Which of the following is not one of the decisions that must be made about training?

A sophisticated and informed approach to the presentation that relies on the marketing concept is the______________ presentation.

The first stage of the personal selling process is prospecting.

For many organizations personal selling is the most important element of the promotion mix. Discuss the factors that would lead an organization to emphasize personal selling. When is personal selling useful to an organization and when is it less useful?

Research shows that______________of the time do salespeople ask for the sale.

Jane asks Jim if he is happy with his insurance agent. Jim answers that he is and offers to introduce Jane to his agent. Jim has just helped his agent with which activity in the personal selling process?