Description : The type of salesperson that usually requires training in physical science or engineering is the A)trade salesperson. B)missionary salesperson. C)technical salesperson. D)order taker. E)order getter.
Last Answer : C)technical salesperson.
Description : Mary King's job is to call on GP's and explain how patients can benefit from new prescription drugs her firm develops. Mary is: A)a technical salesperson B)a missionary salesperson C)an order taker D)an order getter E)a trade salesperson
Last Answer : B)a missionary salesperson
Description : A sales representative for Coca -Cola travels to various shops and restaurants to determine how much syrup the customer needs for the coming period. The sales representative would be classified ... )Order getter B)Inside order taker C)Field order taker D)Missionary salesperson E)Trade salesperson
Last Answer : C)Field order taker
Description : Marsha Hemlock, a trained engineer, is a salesperson for a chemical manufacturer. She provides current customers with advice about a product's characteristics and applications. She is a A)missionary salesperson. B)trade salesperson. C)field order taker. D)inside order taker. E)technical salesperson.
Last Answer : E)technical salesperson.
Description : Gwen works for a cosmetics manufacturer and is responsible for ensuring that resellers have adequate quantities of products when and where they need them. She is also devoting much of her time towards ... B)an advisory salesperson C)a field order taker D)an order getter E)a trade salesperson
Last Answer : E)a trade salesperson
Description : Which of the following is least likely to be directly involved in actually making sales? A)Order taker B)Current -customer salesperson C)Order getter D)Field order taker E)Support personnel
Last Answer : E)Support personnel
Description : The type of sales person that usually required training in physical science or engineering is the 1. trade salesperson 2. missionary salesperson 3. technical salesperson 4. order take 5. order getting
Last Answer : technical salesperson
Description : Which of the following is least likely to be directly involved in actually making sales ? 1. order taker 2. current-customer salesperson 3. order getter 4. fixed order taker 5. support personnel
Last Answer : support personnel
Description : The two groups of order takers are A)current customer salespersons and new -business salespersons. B)missionary salespersons and trade salespersons. C)inside order takers and field order takers. D)trade salespersons and technical salespersons. E)advisory order takers and support order takers.
Last Answer : E)advisory order takers and support order takers.
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.
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
Description : The primary purpose of a broker is to A)take title to a producer's goods before selling them to retailers or consumers. B)sell directly to the final consumer. C)supply products in ... permanent, trusting relationships with buyers. D)sell directly to producers. E)bring buyers and sellers together.
Last Answer : E)bring buyers and sellers together.
Description : A common practice in evaluating a salesperson is for sales management to compare the salesperson's performance with the performance of other salespersons operating under similar selling conditions or to ... force. C)the amount of new business generated. D)current performance with past performance.
Last Answer : D)current performance with past performance.
Description : ___________ provide a convenient and effective method of selling small items to customers in remote areas that other wholesalers might find unprofitable to serve. A)Mail -order wholesalers B)Specialty -line wholesalers C)Cash -and -carry wholesalers D)Truck wholesalers E)Desk jobbers
Last Answer : A)Mail -order wholesalers
Description : Rapid Parcel Service is a transportation company that producers use to forward freight to customers. This example illustrates wholesaling functions performed by: A)sales offices B)sales branches C)public warehouses D)facilitating agencies E)warehousing agencies
Last Answer : D)facilitating agencies
Description : The major characteristic of own label brands is that A)only retailers initiate and own the brand. B)manufacturers are not identified on the product. C)producers become involved with the marketing mix. D)producers are identified on the product.
Last Answer : B)manufacturers are not identified on the product
Description : Sandra, a new salesperson for Brenham Foods calls in an order for twice the amount of merchandise that Corner Market requested because she knows that it will increase her sales and will not ... in ethical decision making. A)opportunity B)exposure C)significant others D)peers E)external rewards
Last Answer : A)opportunity
Description : Historically, Knox PLC sold industrial clamps directly to firms using these items in their production process. Knox's Chairman believes that it may be time to start using an industrial distributor because ... D)carry a more complete line of Knox clamps. E)market the products to Knox specifications.
Last Answer : A)provide Knox with market information.
Description : A channel of distribution is a group of individuals and organisations that A)directs the flow of products from producers to customers. B)links producers to other marketing intermediaries. C)takes title to products and resells them. D)manages transportation and warehousing functions.
Last Answer : A)directs the flow of products from producers to customers.
Description : A marketer of industrial cleaning equipment is creating a marketing mix to satisfy potential customers. As a business to business marketer which of the following is LEAST likely to be ... -quality products C)Technical advice about the product D)Credit extension E)Extensive television advertising
Last Answer : E)Extensive television advertising
Description : Albert notices a new hospital being built as he is making his sales rounds. He returns to his office to see who will be responsible for this site, as he is allowed to call only on banks in his ... is a member is organised by A)function. B)salesperson. C)customer type. D)speciality. E)production.
Last Answer : C)customer type.
Description : Few supermarkets would try to replace a national brand of baby food with their own brand. Assuming that this is true, we have a good example of channel leadership by A)wholesalers. B)producers. C)retailers. D)agents. E)brokers.
Last Answer : B)producers.
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
Description : 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.
Last Answer : E)keeping customers satisfied.
Description : When Fred Middleton asks the Cannon salesperson how much a desktop bond copier is going for these days, the salesperson looks in his price book and quotes Fred the firm's published price for the unit. ... , Cannon is using which type of pricing? A)Open bid B)Sealed bid C)Administered D)Negotiated
Last Answer : C)Administered
Description : "Mrs. Brown, you would agree that this is the most attractive car interior in this price range, wouldn't you?" Cliff Davis, salesperson at Ford Motors, was using __________ when he made this statement. A)a referral B)an objective C)a bandwagon approach D)a follow -up E)a trial close
Last Answer : E)a trial close
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.
Description : Alison asks ten of her friends over to her home to learn about exciting new cosmetic products. A salesperson from Angel Products makes a presentation and takes the women's orders. This is an ... party plan. B)telemarketing. C)a warehouse club. D)direct marketing. E)direct -response marketing.
Last Answer : A)a party plan.
Description : What type of discount is given to a purchaser for performing activities such as transporting, storing, and selling? A)Quantity discount B)Cash discount C)Geographic discount D)Service discount E)Trade discount
Last Answer : E)Trade discount
Description : The way in which the product is delivered to meet the customer’s need refers to: - A. New product concepts B. Selling C. Advertising D. Place or distribution decisions
Last Answer : D. Place or distribution decisions
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
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.
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.
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
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.
Description : Of the following media, which one is used LEAST frequently by business to business marketers? A)Direct mail B)Trade publications C)Personal selling D)Television E)Trade journals
Last Answer : D)Television
Description : A major reason why a substantial amount of publicity material is rejected by media personnel is that the material is: A)too long and technical. B)written at too high a reading level for ... )submitted by organisations that the media do not trust. D)not persuasive enough. E)insufficiently newsworthy.
Last Answer : E)insufficiently newsworthy.
Description : Promotion strategy in which producers promotes goods to final customers by using sales force is classified as A. rational selling strategy B. push strategy C. pull strategy D. moral selling strategy
Last Answer : B. push strategy
Description : The wheel of retailing hypothesis suggests that: A)retailers tend to provide more limited services to customers as the business ages. B)new retailers enter the market with low prices, low profit margins ... decreases. D)a retail firm must grow to compete with other retail firms on an equal basis.
Last Answer : B)new retailers enter the market with low prices, low profit margins and low status but eventually trade up.
Description : In the retail trade customer thresholds refer to the number of customers: A)required to make a profit. B)a store can hold comfortably at any one time C)a store can take for health and safety reasons.
Last Answer : A)required to make a profit.
Description : Location is extremely important to a retailer because: A)suppliers charge more to service stores in certain trading areas. B)a desirable location appeals to consumers' emotions and encourages them ... which the store must draw its customers. E)convenient location is an essential customer service.
Last Answer : D)location determines the trading area from which the store must draw its customers.
Description : Following a hurricane, a tremendous demand for gas-powered generators occurs. Gotts Hardware holds a large stock of these items and it faces major ethical decisions with regard to the ------ issue. A) product B) advertising C) personal selling D) publicity E) pricing
Last Answer : E) pricing
Description : The major functions of SHS Wholesale include all of the following EXCEPT A)selling to the final consumer. B)warehousing, shipping, and product handling. C)financing and budgeting. D)marketing research and information systems. E)inventory control and data processing.
Last Answer : A)selling to the final consumer.
Description : A major problem with complex pricing structures is that they A)fail to generate the level of revenues needed by an organisation. B)confuse customers and lead to customer dissatisfaction. C) ... to regulation by governmental agencies. D)are almost always viewed as being deceptive by customers.
Last Answer : B)confuse customers and lead to customer dissatisfaction.
Description : A major problem with using style modification is that: A)customers have difficulty recognising that a change has been made B)such changes do not yield long-lasting appeal C)customers may perceive such modifications as less attractive D)they are almost always very costly
Last Answer : C)customers may perceive such modifications as less attractive
Description : A major benefit of using event sponsorship is that it A)enhances personal selling efforts. B)provides an excellent back-drop for advertisements. C)can provide large amounts of free media coverage. D)effectively neutralises the negative effects of unfavourable public relations.
Last Answer : C)can provide large amounts of free media coverage.
Description : A marketing plan A)is characteristic of production -oriented firms and other mass producers. B)provides a framework for implementing and controlling marketing activities. C)always increases the marketing ... are short -term in orientation. E)restricts the marketing manager's future options.s.
Last Answer : B)provides a framework for implementing and controlling marketing activities
Description : Of the following functions, which set is MOST likely to be passed on to wholesalers by producers? A)Transportation, packaging, and financing B)Product development, advertising, and ... D)Financing, transportation, and branding E)Market information, transportation, warehousing, and financing
Last Answer : E)Market information, transportation, warehousing, and financing
Description : 7) The marketing channel of producer to retailer to consumer is MOST likely to be used by producers of which of the following products? A)Chewing gum B)Tobacco C)Cars D)Hardware E)Cream crackers
Last Answer : C)Cars
Description : A(n) __________ is an independent business that sells complementary products of several producers in assigned territories and is compensated through commissions. A)industrial distributor B)production agent C)wholesaler D)manufacturers' agent E)producer
Last Answer : D)manufacturers' agent