Marketing Chpt 17 Selling

Selling is part of the promotion element of the marketing mix.

• true
• false

Personal selling is most successful when communicating with a large group of people. 

• true
• false

It is appropriate for a salesperson to offer a product that the customer did not originally intend to buy if it is the best match with customer needs. 

• true
• false

An advertisement can provide more information than can be included in a sales presentation. 

• true
• false

An effective salesperson often meets with the customer several times before making the sale. 

• true
• false

A salesperson should inform the company when it is evident that the marketing mix does not satisfy customer needs. 

• true
• false

Successful salespeople have the qualities of good managers. 

• true
• false

Which of these indicates the need for personal selling? 

• products that appeal to large numbers of people 
• products purchased frequently with limited need for decision making 
• customers who expect personal attention and help with decision making 
• all are correct

Which of these is not one of the areas of personal sales management? 

• self-management
• customer management
• information management
• all are a part of personal sales management

Which of these is both an advantage and disadvantage of personal selling? 

• cost per customer
• time
• control
• flexibility