Question 1: What are some ethical concerns raised by direct-response methods?
Harvesting trees, telephone solicitations, door-to-door sales, and junk e-mail
Telephone solicitations, privacy issues, texting solicitations, and junk e-mail
Harvesting trees, privacy issues, door-to-door sales, and junk e-mail
Harvesting trees, telephone solicitations, junk e-mail, and privacy issues
Question 2: The task method for budgeting marketing expenses:
means that a company budgets roughly what competitors budget for each item.
budgets last year's marketing expense ratio timesforecasted sales.
might result in very different marketing expenses from year to year.
is based on internal politics.
Question 3: Which of the following statements BEST describes good salespeople?
Good salespeople are born with inherent selling traits and need little training.
All salespeople need training in order to be good at sales.
Good salespeople learn best with interactive Web training programs.
Good salespeople should get acquainted with the firm's best customers immediately upon hire.
Question 4: DimitriKojak works for a producer of industrial elevators. He knows all the technical details of the many different ways they are used by business customers. He makes presentations to new prospects and eventually gets a share of their business. Dimitri is:
a member of the firm's major accounts sales force.
a missionary salesperson.
a customer service rep.
a producer's order getter.
Question 5: Which of the following statements BEST describes advertising?
Advertising tries to attract attention to the firm and its offerings without having to pay media costs.
Advertising is any unpaid form of non-personal presentation of ideas, goods, or services.
Advertising must be paid for, while another form of mass selling-publicity-is free.
Advertising is the main form of personal selling which includes the use of traditional media as well as new media.
Question 6: Hannah Spiritway works for a cable TV company in a large city. She handles telephone calls from customers who are having problems with their cable service. Hannah is:
a sales promotion specialist.
a customer service rep.
an order taker.
an order getter.
Question 7: In customer-initiated interactive communication:
the message channel has no impact.
noise is no longer a factor.
the source initiates the communication.
interactive technology plays a big role.
Question 8: New hardware and software available to salespeople:
change the basic sales tasks that must be performed, but do not change how well the tasks are done.
involve no costs to the firm except the purchase of the hardware and software.
do not provide any new ways to meet customer needs.
may provide a real competitive advantage to a firm if they are used properly.
Question 9: A job description for a sales person provides:
basis for pay, general tasks and generic guidelines.
general tasks, basic expectations, and generic guidelines.
basis for pay, generic guidelines, general tasks
basis for pay, clear guidelines, and specific tasks.
Question 10: Jeffrey O'Donnell works for a producer of dairy products and knows all about these products. He is responsible for only two very large chain customers. Other sales reps, like Jeffrey, call on other large chains for this producer. They regularly call on the central offices of these big retail chains and encourage them to buy the company's full line. Jeffrey is:
a missionary salesperson.
a member of his company's major accounts sales force.
a retail order taker.
a manufacturers' agent.