In the personal selling process, a telemarketer who calls...

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Test 3 Section 1(Question)-1

1 .   In the personal selling process , a telemarketer who calls and asks the head of the household , “ If you were to die tomorrow , would your family be cared for ? ” is engaged in :
a. stimulus - response selling .
b. closing the sale .
c. prospecting .
d. order taking .
e . creating a preapproach .
3 .   During the _____ stage of personal selling , a salesperson would learn if her prospect liked to talk about sports before getting down to business or preferred to waste no time with idle chatter .
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4 .   As a salesperson asks questions about a prospect 's office operations , the prospect asks , " What I really want is quality bond paper at the lowest price I can get . " The salesperson stops asking questions and pulls out a comparative price list that shows her company 's paper is the lowest priced on the market . The salesperson has engaged in :
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5 .   Which of the following statements should the salesperson use to postpone a prospect 's objection ?
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6 .   At which stage of the personal selling process would a salesperson obtain a purchase commitment from the prospect ?
a. approach
b. presentation
c. close
d. follow - up
e. sale
Answer:  c )   Close
7 .   At which stage in the personal selling process would the salesperson ensure the customer is satisfied with the product ?
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8 .   An insurance company is considering using independent sales agents who would receive 7 percent sales commission on sales or its own insurance salespeople who would receive 5 percent commission , salaries , and benefits . Additionally , with a company sales force , sales administration costs would be incurred for a total fixed cost of $ 650,000 per year . At what level of sales would independent salespeople be less costly ?
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9 .   Diamond Line is a distributor of everything a florist needs to create a beautiful arrangement except the flowers . It sells to 10,000 flower and gift shops and 3,000 supermarkets nationwide . Each florist is called on four times a month , and each supermarket is called on twice a month . A sales call to a florist takes one hour , and a sales call to a supermarket takes two hours of selling time . An average salesperson spends 1,000 hours per year making sales calls . Calculate the number of salespeople Diamond Line needs to cover its account base .
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10 .   When Joshua was hired to work for Bush Refrigeration Company he was told , " The sales training program is 18 weeks , and we 'll pay you $ 750 per week during that time . " While in training , the company used a _____ to compensate Joshua for his time and effort .
a. sales response compensation plan
b. combination compensation plan
c. straight salary compensation plan
d . straight commission compensation plan
e . sales function compensation plan
11 .   Quantitative assessments of sales performance may be based on input-related objectives set forth in the sales plan , such as those involving :
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12 .   Intermediaries performing a transactional function in distribution are engaged in buying , selling , and :
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13 .   Intermediaries perform facilitating function activities , which assist producers in making goods and services more attractive to buyers . These activities include :
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14 .   A ( n ) _ _ ___ exists when producers and ultimate consumers deal directly with each other .
a. strategic channel alliance
b. direct channel
c. marketing channel
d. indirect channel
e. dual distribution channel
Answer:  B.   direct channel
15 .   _____ is an arrangement whereby a firm reaches different buyers by employing two or more different types of channels for the same basic product .
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16 .   A new company produces paint and other home decorating products . It s goal is to choose the best marketing channel arrangement that would give it the most control and the least amount of conflict . Which marketing channel arrangement should this company choose ?
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17 .   The combination of successive stages of production and distribution under a single ownership is called a ( n ) :
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18 .   When a producer owns an intermediary at the next level down in the marketing channel , it is called :
a. forward integration .
b. backward integration .
c. vertical channel .
d. horizontal channel .
e. horizontal integration .
Answer:  A.   forward integration .
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Foundations of Business
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Chapter 11 / Exercise 024
Foundations of Business
Hughes/Pride
Expert Verified
Name: Student ID: Section: MARKETING MANAGEMENT-TEST 3(April 28) 1. In the personal selling process, a telemarketer who calls and asks the head of the household, “If you were to die tomorrow, would your family be cared for?” is engaged in: a. stimulus-response selling. b. closing the sale. c. prospecting. d. order taking. e. creating a preapproach.
2 A(n) _____ is an individual or organization that wants a product, can afford to buy it, and is the decision maker:
3. During the _____ stage of personal selling, a salesperson would learn if her prospect liked to talk about sports before getting down to business or preferred to waste no time with idle chatter.
4. As a salesperson asks questions about a prospect's office operations, the prospect asks, "What I really want is quality bond paper at the lowest price I can get." The salesperson stops asking questions and pulls out a comparative price list that shows her company's paper is the lowest priced on the market. The salesperson has engaged in:
5. Which of the following statements should the salesperson use to postpone a prospect's objection? a. "I think I might be able to explain that better to you after showing you this diagram." b. "Yes, you're right, it is lighter, but that is done intentionally to make your work easier." c. "That's true. It does have a shorter shelf life, but that hasn't really been a problem. is so popular it never gets to stay on the shelf that long anyway." d. “Where did you hear that? Your source must have erroneous information.” e. "As I was saying, . . . " It
We have textbook solutions for you!
The document you are viewing contains questions related to this textbook.
Foundations of Business
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Chapter 11 / Exercise 024
Foundations of Business
Hughes/Pride
Expert Verified
6. At which stage of the personal selling process would a salesperson obtain a purchase commitment from the prospect?
7. At which stage in the personal selling process would the salesperson ensure the customer is satisfied with the product?
8. An insurance company is considering using independent sales agents who would receive 7 percent sales commission on sales or its own insurance salespeople who would receive 5 percent commission, salaries, and benefits. Additionally, with a company sales force, sales administration costs would be incurred for a total fixed cost of $650,000 per year. At what level of sales would independent salespeople be less costly?

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