Question 1

AirNetwork, a telecommunications company, sponsors a rock concert by a famous band in order to further its brand visibility. This is an example of a(n)________.

Accepted Answer

Sponsoring a rock concert by a famous band is an example of event marketing program, which involves promoting a brand through events such as concerts, sports events, exhibitions, etc.

Question 2

While handling buyer objections, salespeople should use a positive approach to turn logical or psychological objections into reasons for buying.

Accepted Answer

Salespeople should use a positive approach to overcome objections and turn them into reasons for buying rather than using a negative approach that can further discourage the buyer.

Question 3

________ are certificates that save buyers money while they purchase specified products.

Accepted Answer

Coupons are certificates that save buyers money while they purchase specified products. Price packs are promotional offers where products are offered at a reduced price or bundled for a lower total cost. Samples are free products given out to customers to try. Point-of-purchase promotions are promotions that take place at the point of sale, such as signage or displays. Premiums are items offered to customers for free or at a reduced cost as a reward for purchasing a product or service.

Question 4

A freestanding insert in the Sunday newspaper for a local restaurant that contains a $5 off coupon for any meal over $20 is an example of a promotion targeted at ________.

Accepted Answer

The $5 off coupon is targeted at final buyers, or individuals who will be purchasing meals at the restaurant.

Question 5

In which of the following promotion tools does a customer send a proof of purchase to a manufacturer, who then refunds part of the purchase price by mail?

Accepted Answer

This describes a rebate, where a customer sends proof of purchase to receive a partial refund from the manufacturer.

Question 6

________ are offers of a trial amount of a product.

Accepted Answer

Samples are specifically described as offers of a trial amount of a product. The other options (cash refunds, price packs, rebates, and coupons) may involve discounted or promotional pricing, but do not necessarily involve a trial amount of the product.

Question 7

A toothpaste manufacturer that bands two products together, selling two for the price of one, is using which type of consumer promotion tool to build short-term sales?

Accepted Answer

Price packs involve offering customers more for the same price, such as a buy-one-get-one promotion. In this case, the toothpaste manufacturer is offering two products for the price of one, which is a common price pack strategy used to increase short-term sales.

Question 8

What are the different ways of finding sales prospects?

Accepted Answer

The answer of What are the different ways of finding...

Question 9

Cold-calling is the best source of new prospects for a salesperson.

Accepted Answer

While cold-calling can be a source of new prospects, it is not necessarily the best source. Other sources such as referrals, networking, and lead generation techniques can also be effective for finding new prospects.

Question 10

Cracker Jack, an American brand snack of caramel-coated popcorn and peanuts, has been in existence since 1896. The brand became popularized due to its free prize inside every box. Which of the following promotion tools does this exemplify?

Accepted Answer

The free prize inside every box of Cracker Jack is an example of a premium promotion tool.

Question 11

Which of the following is a promotion tool used for trade promotions?

Accepted Answer

Allowances are a promotion tool specifically used in trade promotions, where manufacturers provide retailers with price reductions or financial incentives to stock up on a product, promote a new item, or encourage more prominent display placement.

Question 12

Sales promotion tools used to persuade resellers to carry a brand, give it shelf space, promote it in advertising, and push it to consumers are collectively called ________ promotions.

Accepted Answer

Trade promotions are specifically designed to target and influence resellers, encouraging them to carry and promote a particular brand. These promotions can include trade shows, discounts and allowances, cooperative advertising, and other tactics aimed at incentivizing resellers to allocate more shelf space, highlight specific products, or otherwise push a brand to consumers.

Question 13

Which of the following statements is true of consumer promotions?

Accepted Answer

Consumer promotions are marketing tactics aimed at increasing the demand for a product or service among end consumers. Samples, coupons, and refunds are common types of consumer promotions. Display allowances, on the other hand, are trade promotions aimed at encouraging resellers to stock and display products. Consumer promotions are typically used to increase sales, build brand awareness and loyalty, and drive customer engagement. While conventions and trade shows can be a part of a company's promotional mix, they are not typically considered traditional consumer promotions.

Question 14

What is value selling? Explain its importance and requirements.

Accepted Answer

The answer of What is value selling? Explain its importance...

Question 15

In the context of the selling process, what is closing? What are the various closing techniques a salesperson can use?

Accepted Answer

The answer of In the context of the selling process,...

Question 16

Global Insurance sells health and life insurance policies to Fortune 500 companies for its employees. The company's salespeople regularly contact decision makers to ensure that the necessary paperwork has been filed and that contracts are executed. Updates are also provided regularly about premium changes for health insurance. Which of the following steps of the selling process does this scenario depict?

Accepted Answer

This scenario depicts the follow-up step of the selling process, where salespeople regularly contact decision makers to ensure that paperwork has been filed and contracts are executed, and provide updates about premium changes for health insurance.

Question 17

What is the primary goal of trade promotions?

Accepted Answer

The primary goal of trade promotions is to persuade resellers to carry a brand. This is typically achieved through offering incentives, such as discounts or promotional items, to encourage resellers to stock and sell a particular product. While the other options may be secondary goals of trade promotions, the primary focus is on influencing resellers.

Question 18

Koffee, a brand of instant coffee, gives away a free coffee mug with its logo imprinted on it with every purchase of a 500g packet of its instant coffee powder. Which promotion tool is Koffee using?

Accepted Answer

Koffee is using advertising specialties as a promotion tool by giving away free coffee mugs with its logo imprinted on it.

Question 19

The manufacturer of Two-In-One, a combination shampoo and conditioner, shrink wraps a 4- ounce foil packet of a smoothing hair pomade to its combo product. Which of the following promotion tools is being used in this case?

Accepted Answer

The manufacturer is using samples as a promotion tool by including a 4-ounce foil packet of hair pomade with the combo product.

Question 20

Wisconsin Cheddar has introduced an aged jalapeno cheddar. Displays are set up at various retail cheese stores in the state and patrons are offered free samples as well as $2 off coupons. Which promotion tool is Wisconsin Cheddar most likely using?

Accepted Answer

Wisconsin Cheddar is most likely using point-of-purchase promotions by setting up displays at various retail cheese stores and offering free samples and coupons.

Quiz 13: Personal Selling and Sales Promotion

AirNetwork, a telecommunications company, sponsors a rock concert by a famous band in order to further its brand visibility. This is an example of a(n) ________.