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Multiple Choice Quiz
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1
According to the integrated marketing approach to promotion, personal selling should be viewed as:
A)the most important element in the sales promotional mix.
B)a substitute for the advertising element in the promotional mix.
C)a promotional surrogate activity used to increase efficiency.
D)a partner with the other elements of the promotional mix.
E)a substitute for expending more time and effort on new product development.
2
Personal selling uses _____ techniques while other forms of promotional communications do not.
A)synergistic
B)adaptive
C)dyadic
D)indirect
E)consultative
3
The sales force is a major party of the integrated marketing communications (IMC) mix, when:
A)advertising media do not provide effective links with target markets.
B)final price is set prior to the sales presentation.
C)the channel system is relatively long and in indirectly linked to the end user.
D)the product being sold is a consumer packaged good.
E)the products must be pulled through the channel.
4
What type of market exists when the salesperson is in the procreator stage of personal selling evolution?
A)Segmented
B)Participative
C)Dyadic
D)Coactive
E)Sellers
5
In which type of industry would you be most likely to find missionary sales reps?
A)Retail services like banking
B)Industries that operate in pure competition
C)Industries where the manufacturer sells online
D)Professional services like dentistry
E)Industries where the manufacturer uses a distributor
6
To avoid channel conflict, marketers who want to have an online presence are advised to use the Web site as a lead generator. In other words, the site will:
A)handle sales objections.
B)qualify prospects.
C)determine what type of sales presentation should be used.
D)replace the first step in the personal selling process.
E)act as a trial close.
7
After Humphrey purchased a new digital camera for his vacation, the retail sales clerk asked if he would also like to buy digital cards on which he could store the pictures until he was back at his computer again. The sales clerk has just engaged in:
A)a multilevel close.
B)cross selling.
C)a qualified sale.
D)missionary selling.
E)order taking.
8
Which of the following is a major advantage of using personal selling?
A)Consistent messages
B)Reduced conflicts
C)Lack of distraction
D)Extensive reach
E)Better compliance to ethics
9
The telemarketing department is used to screen leads. What is the importance of such a screening?
A)It helps the organization qualify the prospects.
B)It helps the organization create brand loyalty.
C)It makes sure that the marketing communication is not distorted.
D)Some of the leads could belong to a different territory.
E)Such a screening would enable the salesperson to take appointments with clients.
10
The number of sales calls made, selling expenses, and percentage of goods returned are all examples of _____ measures of a salesperson's performance.
A)synergistic
B)qualitative
C)operational
D)dyadic
E)quantitative





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