Question 1

A 30- minute television advertising program marketing a single product is referred to as a(n) .

Accepted Answer

An infomercial is a long-format television commercial, typically 30 minutes, that markets a single product in detail.

Question 2

In which stage of the creative selling process would the salesperson say,"Will you be paying cash for this purchase?"

Accepted Answer

The "close" stage is where the salesperson attempts to finalize the sale, often by asking for the customer's decision or payment method.

Question 3

Southern Security makes safes for storing valuables.When Ed sold safes for the company,he sometimes told a prospect,"The model safe you are looking at is on sale this week.If you wait until next week to buy,you will spend $100 more." When Ed used this approach,he was using the close.

Accepted Answer

Ed was using the standing-room-only close, which creates urgency by suggesting that the opportunity to buy at the current price is limited and will soon expire.

Question 4

After salesperson Danny O'Reilly has made a sale,he asks his customer if she knows of anyone else who might also be interested in buying his products.Referrals such as these are one method used in .

Accepted Answer

Referrals are a method used in prospecting, which involves identifying potential customers who might be interested in a product or service.

Question 5

Which of the following is an example of a behavioral objective a sales manager might set for her sales force?

Accepted Answer

Behavioral objectives focus on specific actions or behaviors, such as the number of customer calls made per day, rather than outcomes like profit or sales increases.

Question 6

At the sales presentation for EFTPS (a type of software for making the payment of all federal taxes secure,easy,and fast),it would be most logical for which member of the sales staff to demonstrate how payments can be set up twelve months in advance and how easy it is to view payment history?

Accepted Answer

The technical specialist is most suited to demonstrate the software's features, such as setting up payments in advance and viewing payment history, due to their expertise in the technical aspects of the product.

Question 7

A young couple contacted a realtor about buying a new home.Now that the realtor has prospects,his next step should be to _.

Accepted Answer

The realtor should first qualify the couple to ensure they are financially capable and serious about purchasing a home before proceeding with other steps.

Question 8

Which of the following is a salesperson who works to develop long- term relationships with particular customers or to generate new sales?

Accepted Answer

The answer of Which of the following is a salesperson...

Question 9

In terms of the promotion mix,telemarketing is most closely related to which of the following?

Accepted Answer

Telemarketing involves direct interaction with potential customers, similar to personal selling, where sales representatives communicate directly to persuade customers to purchase products or services.

Question 10

state what the sales force is expected to accomplish and when.

Accepted Answer

Sales force objectives define what the sales force is expected to accomplish and often include specific targets and timelines.

Question 11

What should a salesperson do during the fifth step of the creative sales process?

Accepted Answer

The answer of What should a salesperson do during the...

Question 12

Which of the following refers to an m- commerce scam used by unscrupulous marketers?

Accepted Answer

The answer of Which of the following refers to an...

Question 13

Which of the following statements about relationship selling is true?

Accepted Answer

Relationship selling focuses on building long-term relationships with customers, aiming for mutually beneficial outcomes, rather than using hard-sell tactics or neglecting new customer acquisition.

Question 14

A salesperson's is often related to how well he or she meets a set quota.

Accepted Answer

Compensation for a salesperson is often tied to meeting or exceeding sales quotas, as it can include commissions or bonuses based on performance.

Question 15

A brochure sent through the mail offering a specific product or service at one point in time is an example of which of the following?

Accepted Answer

Direct mail involves sending promotional materials, such as brochures, directly to potential customers through the mail.

Question 16

For which of the following operations would telemarketing efforts likely be the most successful and the most profitable?

Accepted Answer

The answer of For which of the following operations would...

Question 17

Southern Security makes safes for storing valuables such as jewelry and family records.When Ed sold safes for the company,he had to be prepared with a response when a prospect said,"I have no room for a safe" or "My family heirlooms aren't valuable enough to put in a safe." In other words,Ed had to .

Accepted Answer

Ed had to anticipate objections, meaning he needed to be ready with responses to common concerns or objections that potential customers might have about purchasing a safe.

Question 18

Which of the following is the LEAST relevant characteristic that a salesperson should consider when qualifying a prospect?

Accepted Answer

Longevity in the market is less relevant compared to the other factors, which directly impact the prospect's ability to purchase and maintain a business relationship.

Question 19

The first step in the creative selling process is .

Accepted Answer

The first step in the creative selling process is to "prospect and qualify," which involves identifying potential customers and determining if they have the need, interest, and financial capability to purchase the product or service.

Question 20

In which step in of the sales process would the salesperson call to ensure customer satisfaction and repeat business?

Accepted Answer

The follow-up step is when the salesperson would call to ensure customer satisfaction and repeat business.

Quiz 14: Personal Selling,sales Management,and Direct Marketing