Sales & Promotions Mid-Term Review

Which of the following is an example of a person selling a commodity?

• Sue buying a candy bar from a vending machine

• Joe competing with Sam in the Olympics

• Fred offering to help clean Toni's yard for a couch

• Joan exchanging presents with Doris

Which of the following is an example of personal selling?

• receiving and reading a catalog of home decorations

• a supplier working with a warehouse to process an order for a new shipment of T-shirts

• Reading reviews on game systems online to consider as buying

• a store clerk showing a customer where the spices are in a grocery store

Chris shows several backpacks to a potential customer at the store. The customer chooses one backpack to purchase, which he does at the cash register. What common selling activity best describes the activity at the cash register?

• closing

• prospecting

• building rapport

• researching

Mike's team at the store have been working with customers. Tina asks customers what kinds of apples they like. Phyllis chats with the customers about how her love of apples came from working on a farm. Anthony scans and bags purchases. Ray interacts with customers who may have been dissatisfied with prior purchases. In this scenario, which employee is conducting the common selling activity of researching?

• Tina

• Phyllis

• Anthony

• Ray

How are Sales Professionals different from other employees of a business?

• Salespeople create budgets

• Salespeople make hiring decisions.

• Salespeople drive customer service.

• Salespeople are customer-facing.

What is a sales force?

• an expected number of sales for a given period of time

• a team of professional salespersons within a company

• a tactic to win the trust and confidence of customers

• head of a team of professional salespersons

What function of sales professionals has the greatest impact on the economy?

• generating revenue

• proposing strategies

• hiring employees

• creating businesses

"Cold calling" is a difficult selling activity. Why?

• There is less potential revenue.

• It requires greater company investment.

• It requires more face-to-face contact.

• There is a higher rate of rejection.

John is requiring each sales person in his sales force to generate $300,000 in revenue per quarter. In this scenario, what type of goal has John established?

• sales commission

• extrinsic compensation

• sales quota

• job autonomy

What is an expense that outside sales professionals are concerned with that other employees are not?

• Travel

• Benefits

• Training

• Office supplies