Personal selling tries to achieve three general goals: finding prospects, convincing prospects to buy, and A)monitoring new products being developed. B)being aware of competitors' sales activities. C)depending on one -sale customers. D)avoiding repeat sales. E)keeping customers satisfied.

Personal selling tries to achieve three general goals: finding prospects, convincing prospects to buy, and A)monitoring new products being developed. B)being aware of competitors' sales activities. C)depending on one  -sale customers.  D)avoiding repeat sales. E)keeping customers satisfied.
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E)keeping customers satisfied.
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Personal selling tries to achieve three general goals : finding prospects, convincing prospects to buy, and 1. monitoring new products being developed 2. being aware of competitors' sales activities 3. depending on one-sale customers 4. avoiding repeat sales 5. keeping customers satisfied

Description : Personal selling tries to achieve three general goals : finding prospects, convincing prospects to buy, and 1. monitoring new products being developed 2. being aware of competitors' sales activities 3. depending on one-sale customers 4. avoiding repeat sales 5. keeping customers satisfied

Last Answer : keeping customers satisfied

Advertising that encourages consumers to send in cards for additional information aids salespersons in achieving which goal of personal selling? A)Convincing prospects to buy B)Finding prospects C)Keeping customers satisfied D)Making the presentation E)Following up the sale

Description : Advertising that encourages consumers to send in cards for additional information aids salespersons in achieving which goal of personal selling? A)Convincing prospects to buy B)Finding prospects C)Keeping customers satisfied D)Making the presentation E)Following up the sale

Last Answer : B)Finding prospect

The marketing concept is a philosophy that states that an organisation should try to satisfy customers' needs and at the same time: A)increase market share. B)increase sales. C)achieve the organisation's goals. D)always produce high E)quality products.

Description : The marketing concept is a philosophy that states that an organisation should try to satisfy customers' needs and at the same time: A)increase market share. B)increase sales. C)achieve the organisation's goals. D)always produce high E)quality products.

Last Answer : C)achieve the organisation's goals.

If a company's customers are concentrated in a small geographic area and the company sells technical products, which promotion method will it most likely use? A)Advertising B)Publicity C)Personal selling D)Sales promotion

Description : If a company's customers are concentrated in a small geographic area and the company sells technical products, which promotion method will it most likely use? A)Advertising B)Publicity C)Personal selling D)Sales promotion

Last Answer : C)Personal selling

The use of the multiplier: A)allows a seller to increase prices without the buyers' being aware of it.> B)determines totals for groups of items that are priced similarly.> C)allows the seller to change prices without having to issue new price sheets. D)aids a supplier in keeping an accurate record of how many customers are purchasing a group of items.

Description : The use of the multiplier: A)allows a seller to increase prices without the buyers' being aware of it.> B)determines totals for groups of items that are priced similarly.> C)allows the seller to ... )aids a supplier in keeping an accurate record of how many customers are purchasing a group of items.

Last Answer : C)allows the seller to change prices without having to issue new price sheets.

If the aim of the promotion to introduce a new consumer product is to achieve high awareness levels, the firm will most likely make heavy use of _______ in the promotional mix. A)advertising. B)sales promotion. C)personal selling. D)publicity. E)public relations.

Description : If the aim of the promotion to introduce a new consumer product is to achieve high awareness levels, the firm will most likely make heavy use of _______ in the promotional mix. A)advertising. B)sales promotion. C)personal selling. D)publicity. E)public relations.

Last Answer : A)advertising.

Concerned about the impact on her firm's promotional messages, Karen Dickson of Magnum PLC., seeks an approach with immediate feedback. She is most likely to achieve this through. A)television advertising B)newspaper advertising C)publicity D)personal selling E)sales promotion

Description : Concerned about the impact on her firm's promotional messages, Karen Dickson of Magnum PLC., seeks an approach with immediate feedback. She is most likely to achieve this through. A)television advertising B)newspaper advertising C)publicity D)personal selling E)sales promotion

Last Answer : D)personal selling

Henry hears one of his senior salespeople spreading rumours about the drinking problems experienced by a competitor's sales representative. When they get out to the car, Henry asks the perpetrator how she would feel if such information was being spread about her personal life.Henry's response is most consistent with which one of the following moral philosophies? A)Ethical formalism B)Relativism C)Humanitarianism D)Opportunism E)Conscious rationalism

Description : Henry hears one of his senior salespeople spreading rumours about the drinking problems experienced by a competitor's sales representative. When they get out to the car, Henry asks ... moral philosophies? A)Ethical formalism B)Relativism C)Humanitarianism D)Opportunism E)Conscious rationalism

Last Answer : A)Ethical formalism

Before contacting acceptable prospects, a salesperson for an industrial cleaning equipment company analyzes information about the prospects' product needs, feelings about brands, and personal characteristics. This process is called A)prospecting. B)preparing. C)approaching the customer. D)sales training. E)sales planning.

Description : Before contacting acceptable prospects, a salesperson for an industrial cleaning equipment company analyzes information about the prospects' product needs, feelings about brands, and personal characteristics. This ... . B)preparing. C)approaching the customer. D)sales training. E)sales planning.

Last Answer : B)preparing.

The primary advantage of automatic vending as a form of retailing is that: A)it provides continuous service to customers. B)it eliminates the need for sales personnel. C)vending machines require little maintenance. D)it offers a low cost, personal method of selling.

Description : The primary advantage of automatic vending as a form of retailing is that: A)it provides continuous service to customers. B)it eliminates the need for sales personnel. C)vending machines require little maintenance. D)it offers a low cost, personal method of selling.

Last Answer : B)it eliminates the need for sales personnel.

Director of marketing Helen Simms tells her new marketing assistant that like most industrial firms, Juniper Joists relies heavily on personal selling to promote its products. When asked what is next in importance, Helen replies A)trade shows. B)print media. C)broadcast media. D)publicity. E)sales displays.

Description : Director of marketing Helen Simms tells her new marketing assistant that like most industrial firms, Juniper Joists relies heavily on personal selling to promote its products. When asked what is next in importance ... A)trade shows. B)print media. C)broadcast media. D)publicity. E)sales displays.

Last Answer : A)trade shows.

Competitors prices and the marketing mix variables that competitors emphasise partly determine: A)the selection of a pricing policy. B)the timing of the introduction of new products. C)whether to use a pioneer or psychological pricing policy. D)how important price will be to customers.

Description : Competitors prices and the marketing mix variables that competitors emphasise partly determine: A)the selection of a pricing policy. B)the timing of the introduction of new products. C)whether to use a pioneer or psychological pricing policy. D)how important price will be to customers.

Last Answer : D)how important price will be to customers.

A firm that wants to put more senior management personnel into the field to get closer to customers and to enable the company to respond more quickly and efficiently to competitors would probably organise its marketing unit on the basis of A)functions. B)regions. C)customer types. D)markets. E)products.

Description : A firm that wants to put more senior management personnel into the field to get closer to customers and to enable the company to respond more quickly and efficiently to competitors would probably organise its ... on the basis of A)functions. B)regions. C)customer types. D)markets. E)products.

Last Answer : B)regions.

People in the marketing department are having difficulty estimating the level of effort needed to achieve advertising goals. This problem is characteristic of the __________ approach to advertising appropriation. A)reliable -appropriation B)match -competition C)arbitrary D)objective -and -task E)percent -of-sales

Description : People in the marketing department are having difficulty estimating the level of effort needed to achieve advertising goals. This problem is characteristic of the __________ approach to advertising appropriation. A) ... B)match -competition C)arbitrary D)objective -and -task E)percent -of-sales

Last Answer : D)objective -and -task

Which ingredient in the promotion mix will business to business marketers rely on most heavily compared with marketers of consumer products? A)Sales promotion B)Publicity C)Packaging D)Personal selling E)Advertising

Description : Which ingredient in the promotion mix will business to business marketers rely on most heavily compared with marketers of consumer products? A)Sales promotion B)Publicity C)Packaging D)Personal selling E)Advertising

Last Answer : D)Personal selling

___________ is communication in news story form about an organisation, its products, or both, that is transmitted through a mass medium at no charge. A)Advertising B)Publicity C)Public relations D)Sales promotion E)Personal selling

Description : ___________ is communication in news story form about an organisation, its products, or both, that is transmitted through a mass medium at no charge. A)Advertising B)Publicity C)Public relations D)Sales promotion E)Personal selling

Last Answer : B)Publicity

Marketing activities conducted by individuals and organisations to achieve some goal other than ordinary business goals such as profit is: A)nonbusiness marketing. B)organisational marketing. C)individual marketing. D)enterprise marketing.

Description : Marketing activities conducted by individuals and organisations to achieve some goal other than ordinary business goals such as profit is: A)nonbusiness marketing. B)organisational marketing. C)individual marketing. D)enterprise marketing.

Last Answer : A)nonbusiness marketing.

A paid form of nonpersonal communication about an organisation and/or its products that is transmitted to a target audience through a mass medium is: A)advertising. B)publicity. C)sales promotion. D)personal selling.

Description : A paid form of nonpersonal communication about an organisation and/or its products that is transmitted to a target audience through a mass medium is: A)advertising. B)publicity. C)sales promotion. D)personal selling.

Last Answer : A)advertising.

Proctor and Gamble periodically sends out coupons and free samples of products. This illustrates P & G's use of which one of the following elements of the promotion mix? A)Advertising B)Personal selling C)Sales promotion D)Publicity

Description : Proctor and Gamble periodically sends out coupons and free samples of products. This illustrates P & G's use of which one of the following elements of the promotion mix? A)Advertising B)Personal selling C)Sales promotion D)Publicity

Last Answer : C)Sales promotion

Communication through a news story regarding an organisation and/or its products that is transmitted through a mass medium at no charge is A)advertising. B)sales promotion. C)personal selling. D)publicity.

Description : Communication through a news story regarding an organisation and/or its products that is transmitted through a mass medium at no charge is A)advertising. B)sales promotion. C)personal selling. D)publicity.

Last Answer : D)publicity.

Cross Selling means ? 1. Identifying customer needs 2. matching the products to customer needs 3. convincing the customers of product benefits 4. responding to questions and objections of customers 5. all of these

Description : Cross Selling means ? 1. Identifying customer needs 2. matching the products to customer needs 3. convincing the customers of product benefits 4. responding to questions and objections of customers 5. all of these

Last Answer : all of these

Cross selling means 1. Identifying customer needs 2. matching the products to customer needs 3. convincing the customers of product benefits 4. responding to questions and objections of customers 5. none of these

Description : Cross selling means 1. Identifying customer needs 2. matching the products to customer needs 3. convincing the customers of product benefits 4. responding to questions and objections of customers 5. none of these

Last Answer : none of these

A product is a price leader when: A)it is sold at the highest possible price. B)an increase in price leads to increased revenue C)it sometimes is sold at less than cost in the hope that sales of other products will increase. D)its price leads the industry and competitors follow with similar prices.

Description : A product is a price leader when: A)it is sold at the highest possible price. B)an increase in price leads to increased revenue C)it sometimes is sold at less than cost in the hope that sales of other products will increase. D)its price leads the industry and competitors follow with similar prices.

Last Answer : C)it sometimes is sold at less than cost in the hope that sales of other products will increase. D)its price leads the industry and competitors follow with similar prices.

The step or stage of the personal selling process in which the salesperson attempts to make a favorable impression, gather information about the customer's needs and objectives, and build rapport with the prospective customer is called A)prospecting. B)preapproach. C)approach. D)making the presentation. E)overcoming objections.

Description : The step or stage of the personal selling process in which the salesperson attempts to make a favorable impression, gather information about the customer's needs and objectives, and build rapport ... called A)prospecting. B)preapproach. C)approach. D)making the presentation. E)overcoming objections.

Last Answer : C)approach.

Legal and General Insurance uses "the umbrella" to communicate protection to its customers. This illustrates the company's attempt to help customers understand the service by: A)emphasising tangible cues in promoting the service. B)personal selling of the service. C)utilising publicity techniques to enhance the service. D)distributing the service directly through television.

Description : Legal and General Insurance uses "the umbrella" to communicate protection to its customers. This illustrates the company's attempt to help customers understand the service by: A) ... utilising publicity techniques to enhance the service. D)distributing the service directly through television.

Last Answer : A)emphasising tangible cues in promoting the service.

The channel that includes both a manufacturers' agent and an industrial distributor may be appropriate under which of the following circumstances? A)When the firm wants specialised personnel to follow up the work of the sales force B)When the marketer wishes to enter a new geographic market but does not wish to expand the existing sales force C)When only one or two channels of distribution are available for products D)When the sales force is large and the marketer is thinking of cutting it down E)When customers are highly concentrated in one geographic area

Description : The channel that includes both a manufacturers' agent and an industrial distributor may be appropriate under which of the following circumstances? A)When the firm wants specialised personnel to follow ... is thinking of cutting it down E)When customers are highly concentrated in one geographic area

Last Answer : B)When the marketer wishes to enter a new geographic market but does not wish to expand the existing sales force

Marketing management is ________. A. Managing the marketing process B. Monitoring the profitability of the company’s products and services C. Selecting target markets D. Developing marketing strategies to move the company forward E. The art and science of choosing target markets and getting, keeping, and growing customers through creating, delivering, and communicating superior customer value

Description : Marketing management is ________. A. Managing the marketing process B. Monitoring the profitability of the company's products and services C. Selecting target markets D. Developing ... , keeping, and growing customers through creating, delivering, and communicating superior customer value

Last Answer : E. The art and science of choosing target markets and getting, keeping, and growing customers through creating, delivering, and communicating superior customer value

11) The only service that both rack jobbers and cash -and -carry wholesalers perform is A)personal sales calls on customers. B)providing credit to customers. C)delivering merchandise to customers. D)providing advice to customers. E)physical possession of merchandise.

Description : 11) The only service that both rack jobbers and cash -and -carry wholesalers perform is A)personal sales calls on customers. B)providing credit to customers. C)delivering merchandise to customers. D)providing advice to customers. E)physical possession of merchandise.

Last Answer : E)physical possession of merchandise.

Firms that truly adopt the marketing concept develop a distinct organisational culture based on a shared set of beliefs that make __________ the pivotal point of the firm's decisions about strategy and operations. A)beating competitors B)increasing market share C)customers' needs D)marketing implementation E)marketing control

Description : Firms that truly adopt the marketing concept develop a distinct organisational culture based on a shared set of beliefs that make __________ the pivotal point of the firm's decisions ... beating competitors B)increasing market share C)customers' needs D)marketing implementation E)marketing control

Last Answer : C)customers' needs

Delta Airlines runs a series of television commercials that show its personnel going out of their way to help customers. An important secondary audience for these ads is: A)the Civil Aviation Authority. B)competitors. C)customers. D)Delta employees. E)all air travellers

Description : Delta Airlines runs a series of television commercials that show its personnel going out of their way to help customers. An important secondary audience for these ads is: A)the Civil Aviation Authority. B)competitors. C)customers. D)Delta employees. E)all air travellers

Last Answer : D)Delta employees.

Delta Airlines runs a series of television commercials that show its personnel going out of their way to help customers. An important secondary audience for these ads is: A)the Civil Aviation Authority. B)competitors. C)customers. D)Delta employees. E)all air travelers.

Description : Delta Airlines runs a series of television commercials that show its personnel going out of their way to help customers. An important secondary audience for these ads is: A)the Civil Aviation Authority. B)competitors. C)customers. D)Delta employees. E)all air travelers.

Last Answer : D)Delta employees

Based on the work by the Boston Consulting Group, products with a dominant share of the market and good prospects for growth are A)dogs. B)cash cows. C)stars. D)problem children. E)pigs.

Description : Based on the work by the Boston Consulting Group, products with a dominant share of the market and good prospects for growth are A)dogs. B)cash cows. C)stars. D)problem children. E)pigs.

Last Answer : C)stars.

The Boston Consulting Group classifies products that have a dominant market share but low prospects for growth and that generate more cash than is required to maintain market share as A)dogs. B)cash cows. C)stars. D)cash contributors. E)problem children.

Description : The Boston Consulting Group classifies products that have a dominant market share but low prospects for growth and that generate more cash than is required to maintain market share as A)dogs. B)cash cows. C)stars. D)cash contributors. E)problem children.

Last Answer : B)cash cows.

Marketing planning is a continuous process because A)marketing activities must parallel those of competitors. B)the time frame of plans must co -ordinate with the time frame of marketing controls. C)to have effective control, new control processes must be introduced. D)plans must be changed as forces in the marketing environment change. E)marketing managers tend to develop marketing myopia and focus on short -term plans.

Description : Marketing planning is a continuous process because A)marketing activities must parallel those of competitors. B)the time frame of plans must co -ordinate with the time frame of marketing controls. C ... change. E)marketing managers tend to develop marketing myopia and focus on short -term plans.

Last Answer : E)marketing managers tend to develop marketing myopia and focus on short -term plans.

As part of a class project, Sue Anderson interviews Gordon Jones, Director of Marketing for Kenner Industries. When asked about Kenner's promotional strategy, Gordon responds that like most industrial firms his organisation places the greatest emphasis on: A)advertising. B)publicity. C)personal selling. D)sales promotion. E)public relations.

Description : As part of a class project, Sue Anderson interviews Gordon Jones, Director of Marketing for Kenner Industries. When asked about Kenner's promotional strategy, Gordon responds that like most industrial firms ... : A)advertising. B)publicity. C)personal selling. D)sales promotion. E)public relations.

Last Answer : C)personal selling.

In its introduction of Stainmaster Carpets, Dupont used a pull policy. This approach necessitated heavy expenditure for which one of the following promotional mix elements? A)Advertising B)Publicity C)Personal selling D)Distribution E)Sales promotion

Description : In its introduction of Stainmaster Carpets, Dupont used a pull policy. This approach necessitated heavy expenditure for which one of the following promotional mix elements? A)Advertising B)Publicity C)Personal selling D)Distribution E)Sales promotion

Last Answer : A)Advertising

Competitions, free samples, and rebates are examples of A)advertising. B)sales promotion techniques. C)publicity. D)personal selling techniques. E)advertising.

Description : Competitions, free samples, and rebates are examples of A)advertising. B)sales promotion techniques. C)publicity. D)personal selling techniques. E)advertising.

Last Answer : B)sales promotion techniques.

A consumer contest is an example of A)personal selling. B)sales promotion. C)advertising. D)indirect selling. E)public relations.

Description : A consumer contest is an example of A)personal selling. B)sales promotion. C)advertising. D)indirect selling. E)public relations.

Last Answer : B)sales promotion.

Kinesic communication is an element in which type of promotional method? A)Advertising B)Public relations C)Personal selling D)Packaging E)Sales promotion

Description : Kinesic communication is an element in which type of promotional method? A)Advertising B)Public relations C)Personal selling D)Packaging E)Sales promotion

Last Answer : C)Personal selling

Slow feedback, high costs, and difficulty in measuring effects on sales are disadvantages of which promotion mix ingredient? A)Advertising B)Public relations C)Sales management D)Sales promotion E)Personal selling

Description : Slow feedback, high costs, and difficulty in measuring effects on sales are disadvantages of which promotion mix ingredient? A)Advertising B)Public relations C)Sales management D)Sales promotion E)Personal selling

Last Answer : A)Advertising

Walton Food Products decided to use agents to reach industrial accounts several years ago. Logically, this decision was based on which one of the following? A)Steady demand for the firm's products B)Walton's desire to stay close to its customers C)Walton's desire to reduce selling costs D)The willingness of agents to provide market information

Description : Walton Food Products decided to use agents to reach industrial accounts several years ago. Logically, this decision was based on which one of the following? A)Steady demand for the firm's ... C)Walton's desire to reduce selling costs D)The willingness of agents to provide market information

Last Answer : C)Walton's desire to reduce selling costs

An attribute of a product that is desired by customers in a target market and which competing products cannot match is termed ____________ A)a strength B)a differential advantage C)a selling point D)a benefit

Description : An attribute of a product that is desired by customers in a target market and which competing products cannot match is termed ____________ A)a strength B)a differential advantage C)a selling point D)a benefit

Last Answer : B)a differential advantage

If a manager tries to form territories with equal sales potential, the territories will usually be unequal in geographic size; this will cause the salespersons with larger territories to A)develop larger income potentials. B)have to work longer and harder to generate a certain sales volume. C)work about the same amount, since potential is the same. D)have much larger sales than those salespeople with smaller territories.

Description : If a manager tries to form territories with equal sales potential, the territories will usually be unequal in geographic size; this will cause the salespersons with larger territories to A)develop ... potential is the same. D)have much larger sales than those salespeople with smaller territories.

Last Answer : B)have to work longer and harder to generate a certain sales volume.

In which section of the marketing plan would you find detailed information about the marketing environment, market trends, customers and competitors? A)marketing analysis B)marketing strategies C)product/market background D)situation analysis

Description : In which section of the marketing plan would you find detailed information about the marketing environment, market trends, customers and competitors? A)marketing analysis B)marketing strategies C)product/market background D)situation analysis

Last Answer : A)marketing analysis

Products that have a relatively low market share and low prospects for growth are considered by the Boston Consulting Group to be A)dogs. B)cash cows. C)stars. D)cash contributors.

Description : Products that have a relatively low market share and low prospects for growth are considered by the Boston Consulting Group to be A)dogs. B)cash cows. C)stars. D)cash contributors.

Last Answer : A)dogs.

Air-Vac Cleaning systems rents a stand in a shopping centre. Passers by are asked to register for a draw for a free ventilation evaluation. This contest is part of Air -Vac's: A)sales promotion efforts. B)advertising campaign. C)personal selling programme. D)corporate publicity

Description : Air-Vac Cleaning systems rents a stand in a shopping centre. Passers by are asked to register for a draw for a free ventilation evaluation. This contest is part of Air -Vac's: A)sales promotion efforts. B)advertising campaign. C)personal selling programme. D)corporate publicity

Last Answer : A)sales promotion efforts

Which one of the promotion elements is probably the most powerful for services? A)Publicity B)Advertising C)Personal selling D)Sales promotion

Description : Which one of the promotion elements is probably the most powerful for services? A)Publicity B)Advertising C)Personal selling D)Sales promotion

Last Answer : C)Personal selling

Sales promotion is best defined as a(n) A)activity and/or material used as a direct inducement to resellers, salespersons, or consumers. B)advertising and publicity campaign. C)cyclical activity aimed at producing short -run effects on sales. D)activity and/or material used in personal selling.

Description : Sales promotion is best defined as a(n) A)activity and/or material used as a direct inducement to resellers, salespersons, or consumers. B)advertising and publicity campaign. C)cyclical activity aimed at producing short -run effects on sales. D)activity and/or material used in personal selling.

Last Answer : A)activity and/or material used as a direct inducement to resellers, salespersons, or consumers.

An activity and/or material that offers added value or incentive to resellers, salespersons, or consumers is: A)advertising. B)personal selling. C)publicity. D)sales promotion.

Description : An activity and/or material that offers added value or incentive to resellers, salespersons, or consumers is: A)advertising. B)personal selling. C)publicity. D)sales promotion.

Last Answer : D)sales promotion.

Which promotion mix ingredient costs considerably more than advertising to reach one person but can provide more immediate feedback? A)Publicity B)Sales promotion C)Personal selling D)Public relations

Description : Which promotion mix ingredient costs considerably more than advertising to reach one person but can provide more immediate feedback? A)Publicity B)Sales promotion C)Personal selling D)Public relations

Last Answer : C)Personal selling