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MKT300-2
Chapt 18 quiz
| Question | Answer |
|---|---|
| _____ structures for sales force are gaining popularity in today's competitive selling environment for companies that emphasize relationship selling. | Industry- or market-based |
| All of the following statements characterize the traditional personal selling approach EXCEPT: | Traditional personal selling takes a team approach to the account |
| Jel Sert Company makes convenient, durable, and eye-catching packaging. Its salesperson is demonstrating to a manufacturer of sports drinks how Jel Sert’s packaging would serve as a silent salesperson for its products. The salesperson is conducting a _____. | sales presentation |
| The goal of sales promotion (regardless of what form it takes) is usually: | immediate purchase |
| Typical performance measures for salespeople include sales volume, contribution to profit, calls per order and sales or profits per call. | true |
| General Motors is offering the sales force at Kings Chevrolet a $100 reward for each Chevy Volt sold in the next 30 days. What type of trade sales promotion is the $100? | push money |
| The seven steps of the selling process closely follow the: | AIDA concept |
| Sales promotion offers an incentive to buy. | true |
| Christy recently began selling Arbonne skin care products on a part-time basis. She began by telling all her friends and relatives about the product. Then she called old friends from her college days and reached out to the friends of her friends. This technique for generating leads is called: | networking |
| Jayson typically negotiates the price with prospective customers because he knows price is the most effective negotiating tool when closing a sale. | false |
| Which of the following is NOT a characteristic of a good salesperson? | Risk-averse |
| One of the major advantages to using point-of-purchase promotion is: | the fact it has a captive audience |
| Meta Singh is expected to sell two surgical laser systems each month. This sales objective is an example of a quota. | true |
| Point-of-purchase promotions work best for: | impulse buys |
| Coupons, premiums, contests, free samples, and frequent buyer programs are examples of: | consumer sales promotion |
| All of the following are typical sales force performance measures EXCEPT: | size of the sales force |
| Refer to College Entertainers. When some of the entertainers visit campuses, they give free T-shirts to people who came to see them perform. These T-shirts are examples of: | premiums |
| All of the following are responsibilities and decisions for a sales manager EXCEPT: | developing the product design |
| Refer to Digital Cookware. If Digital Cookware offered the sales associates at a chain of cooking stores a bonus for each digital skillet they sold, it would be an example of: | push money |
| Which type of consumer sales promotion rewards loyal consumers for making multiple purchases of a particular good or service? | A frequent buyer program |
Created by:
pfrizzel