Test Bank for a textbook is a collection of all the questions and answers that can be used when making an exam. It may contain multiple choice questions, true and false questions, matching questions, short answer questions and even essay questions. Test Banks are broken down chapter by chapter and provide corresponding answers for each question. All test banks are in digital format and can be used on all digital devices.
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sample
ch01
Student: ___________________________________________________________________________
1. In the opening profile, Lauren Bearden states, "building trust is the key to earning the right to act as a consultant to clients, which brings value and differentiates a salesperson among the competition." True False
2. In the opening profile, Lauren Bearden admits to having committed, "word vomit" in her first sales role playing exercise. She explains word vomit is the practice of getting customers to memorize too many key phrases from her sales presentation. True False
3. Integrated marketing communications focuses on coordinating video with radio advertising. True False
4. Six Sigma selling programs are designed to reduce and eliminate errors in the selling system. True False
5. A firm's products move from the manufacturer to the final user through a series of institutions called a production network. True False
6. Normally, missionary salespeople and local distributor salespeople for the same firm are intensively competitive with each other as each strives to take business away from the other. True False
7. As a missionary salesperson, Joshua represents a large drug manufacturer and calls on physicians to explain the benefits to them of prescribing his firm's products for their patients. True False
8. Selling capital goods to manufacturers is much easier than selling concert tickets for top name musical groups to consumers. True False
9. After almost a century of research, scholars have finally identified a definitive profile of the personality characteristics of the ideal salesperson. True False
10. European customers place more emphasis on the rapport developed with a salesperson, whereas U.S. firms look more at the size and reputation of the salesperson's company. True False
11. As a field salesperson, Sheila schedules her sales calls, decides when she will do her paperwork, and, for the most part, controls her own time, and operates much like an independent entrepreneur. True False
12. Because Pam sells oil-drilling equipment for Oil Field Technologies, and Harold is a salesperson at Dillard's department store, Harold will most likely earn more per year than Pam. True False
13. In the opening profile, Lauren Bearden states that ___________________ is/are the key to earning the right to act as a consultant to her clients. A. visibility B. accessibility C. superior products D. building trust E. price
14. Because more and more customers are demanding 24/7 service, selling firms need: A. to schedule sales people's work hours in 24 hour blocks. B. to be available 24 hours a day, seven days a week. C. more salespeople. D. greater integrated marketing communications. E. all of these
15. The text defines personal selling as a business activity involving a person-to-person communication process during which a seller: A. promotes the success of their products to gain the sale. B. focuses on the short-term profit of the seller and the long-term value to the customer. C. uncovers and satisfies the needs of a buyer to the mutual long-term benefit of both parties. D. uses economic adaptive learning to address the macro financial needs of the customer. E. sacrifices the satisfaction needs of employers and employees to create value for the customer.
16. Personal selling includes all of the following EXCEPT: A. credit analysis. B. building relationships with customers. C. offering information. D. helping customers identify problems. E. after-the-sale service.
17. Ryan is trying to dispel the myth the role of sales people is to "sell refrigerators to Eskimos." He tells his salespeople that they need to be a customer-centric organization that helps customers: A. identify problems. B. find information to about potential solutions. C. by providing after-the-sale service. D. by making the customer the center of their efforts. E. all of these
18. Valerie's goal as a sales rep is to add ______, which is the total benefit that her company's products and services provide to the buyer. A. creativity B. relationships C. mission-driven maximization D. value E. go-to-market success
19. Which of the following statements most describes someone engaged in personal selling? A.
The governor directs the state's legislature to enact a law that provides more legal protection for abused children. B. Jackson's parents loan him $1,000 to repair his car. C. A mother removes her children for misbehaving at the restaurant. D. Vivian interviews for a job she really wants. E. Your professor gives you a choice of essay or multiple choice questions.
20. In "What I wish salespeople who call on me knew" U.S. Navy procurement officer N.C. McCahill wishes salespeople would not: A. drop by to just say hello. B. ask how their bid compares to other bids that have been submitted. C. try to buy me lunch. D. tell me how bad the competition is. E. all of the above
21. Gwen is considering how to sell her new product. She is considering Internet sales, hiring sales reps, using a manufacturer's rep, and several other options. Gwen is considering her: A. multi-channel mission. B. go-to-market strategies. C. customer-centric circle. D. lifetime marketing value. E. emotional versus intellectual challenge.
22. Sandra has decided to hire her own sales force as the sole method of marketing her products. She has decided to use a ______________________ strategy. A. public relations B. customer value C. sales-force intensive D. missionary E. all of these
23. The primary vehicle for providing unpaid personal communications to customers is: A. publicity. B. print advertising. C. word of mouth. D. broadcast advertising. E. the salesperson.
24. One of the advantages of personal selling is it is the most _____ method used to communicate with customers. A. creditable B. controlled C. desirable D. defensive E. flexible
25. The reason information supplied through publicity is usually considered to be more credible than information supplied by a salesperson is: A. salespeople are considered unethical. B. the information is communicated by sources perceived to be independent. C. information communicated by salespeople can be changed to fit the situation. D. publicity costs more than personal selling. E. organizations have more control over when information is disseminated through publicity.
26. Even though personal selling is the most expensive method of communication on a per person reached basis, businesses continue to use personal selling because of advantages in: A. flexibility and control. B. cost. C. credibility. D. efficiency. E. referral.
27. To promote their products, Valerie's firm has always depended solely on advertising in the local newspaper and occasional direct mail programs. Valerie suggests using integrated marketing communications because: A. no single communication vehicle is free of weaknesses. B. all organizations are doing so. C. a sustainable competitive advantage can only be derived from alternative advertising. D. it will lengthen their channels of distribution. E. it will serve as a competitive intelligence tool.
28. Advance Machine Company makes industrial-strength floor cleaning equipment. In support of its sales force, it ran ads in trade journals aimed at supermarkets, entertainment venues, educational institutions, and other places that have a lot of foot traffic. It created an Internet website for customers to come and look at what type of products it sold. It set up a toll free number for clients to call and created a direct marketing piece that offered discounts and rebates on orders. Advance Machine Company used: A. dyadic communication to reach its potential customers. B. feedback to qualify leads. C. integrated marketing communications. D. a decentralized promotions organization. E. any means possible to circumvent its sales force.
29. Integrated marketing communications is a program to coordinate all of the following marketing efforts EXCEPT: A. personal selling. B. advertising. C. sales promotion. D. word-of-mouth. E. production.
30. When Disney Company releases a new movie, they usually advertise on television, give out sales promotion items at fast-food restaurants, create a website for the film, hold special showings of the movie, and encourage people to talk about the movie. This coordination of all these efforts is called: A. generative marketing. B. tactical marketing. C. integrated marketing communications. D. the marketing concept. E. relationship marketing.
31. From a buyer's perspective, value in a purchase decision equals: A. the cost of goods sold - the marketing margin. B. the relative price + the absolute cost. C. the marginal difference between asset price and cost of sales. D. the benefits received - (the selling price + time and effort to purchase). E. distribution benefits received - production costs.
32. Which of the following statements about how salespeople spend their time each week is true? A.
Salespeople typically spend the least amount of time in an average week traveling and sitting in waiting areas. B. Most of the selling done by salespeople today is done over the telephone. C. Salespeople spend less than 2 hours per week on administrative tasks. D . Salespeople spend more time performing administrative tasks, waiting and/or traveling, making service calls, and selling over the phone than in face-to-face selling. E. None of these statements about how salespeople spend their time each week is true.
33. Alexandra has just returned from a sales training program focusing on eliminating errors in the selling process through attention to details and effective communication. Alexandra has just received ________________ training. A. 24/7 B. Six Sigma C. missionary sales D. Go-To-Market E. CRM
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