d. It should only be directed toward unqualified products or services. FALSE. Shoppers will purchase the next preferred alternative when the product or service is not available. It is less effective than other forms of promotion. A. Now customize the name of a clipboard to store your clips. d. The mode of communication for sales promotion is usually direct and personal. The role of personal selling is very consistent from company to company. False. To boost sales, Gustaves decided to give scratch-and-win coupons to all buyers, with a chance to win a three-day trip to the Carribean for the lucky buyer. It provides a detailed explanation or demonstration of the product. Generally speaking, "Price" is … a. Personal selling is less important in the B2B market. FALSE. A) stimulus B) motive C) culture D) perc... After concept testing, a firm would engage in which stage in developing and marketing a new product? B. Which of the following is an advantage of personal selling over advertising in the promotional mix: answer choices . C)Sales promotion is usually considered to be complementary. Which of the following statements is true of personal selling? It involves major inventory investments. True b. Also, personal selling measures marketing return on investment (ROI) better than most tools, and it can give insight into customers’ habits and their responses to a particular marketing campaign or product offer. Which of the following statements about personal selling is true? 2 You work for a small business and are deciding between personal selling and sales promotions. The need for pioneer personal selling, direct selling and billing efforts decrease. E)Sales promotion adds intangible immediate value to the brand. It is used to sell the product in larger audience in an economy. C. The term selling and marketing should be used interchangeably. objectives . A. Identifying potential target markets. Customer relationships for business products tend to be short-term and transactions-based. C. Salespeople represent the company to customers, … B)Pioneers are not required to use creative selling methods to get new customers. B) The memorized presentation always presents the features, advantages, and benefits that are important to the prospect. A. B) You purchase an 18-carat gold wristwatch on e-Bay. (3) Publicity may be perceived as unbiased because it is not from, or paid for by the firm. Which of the following statements is true of direct marketing? D. It does not need adequate preparation before selling a product. The focus of the persuader stage was to: a. understand customer needs and provide a product solution. which of the following statements pertaining to the stimulus-response form of personal selling is true a. After concept testing, a firm would engage in which stage in developing and marketing a new product? Solution for Which of the following statements regarding selling fixed assets for cash is NOT true? B)A salesperson selling new tires to tourists who are stranded in his community will most likely use relationship selling. a. True/False: Personal selling used to be more common. The process of selecting one or more market segments to enter is called ________. b. A)Pioneers are especially prevalent in the grocery industry. Designing sales force strategy and structure is a minor element of sales force management, and as such is an aspect that most companies should not spend much time considering. Also explore over 4 similar quizzes in this category. Services, Personal Selling: The Steps of the Selling Process, Working Scholars® Bringing Tuition-Free College to the Community. A) You watch an infomercial for the Magic Bullet and purchase one. A. 8. C.Salespeople represent the company to customers, but they do not represent customers to the company. A)Relationship selling primarily uses hard-sell tactics. True b. The frequency of purchases is greater in the B2B market. A. A. List and describe the five strategic steps of the Strategic Consultative Selling Model. It involves activities used to establish and promote a favorable opinion by the media. Answered Jan 19, 2017. The stimulus-response sales strategy cannot be used with a canned sales presentation. A. The role of personal selling would be minimal in a company that sells component parts to auto manufacturers. The salesperson only has to go through it once. The efforts of salespeople are not instrumental in keeping existing products on retailers' shelves. c. The cost per contact is much lesser than for mass forms of communication. A. Direct marketing refers selling of goods and services directly to customers through online orders, mail orders, telephonic selling, etc. asked May 24, 2016 in Business by SoCalGirl. All of the following describe a category of sales personnel in the field of manufacturing EXCEPT: a. sales engineer b. rack jobber * 42 c. field salesperson d. detail salesperson 21. B) Personal selling involves making personal requests to potential buyers to enter into short-term business relationships with firms. a. All other trademarks and copyrights are the property of their respective owners. A ________ is a need that is sufficiently pressing to direct a person to seek satisfaction. b. D. Salespeople have a direct impact on the successful operation of most businesses. B. Which of the following statements is true about on-demand marketing? c. The stimulus-response sales strategy must be conducted in person because of the necessity for visual aids. Which of the following is NOT a typical supply chain member? Which of the following statements about personal selling is true? Problem 12MCQ from Chapter 8: Which of the following statements about personal selling is ... Get solutions Which of the following statements describes a distinct advantage of the memorized sales presentation? Which of the following statements about personal selling is correct? C. A product with slow sales growth in a domestic market may experience faster growth in another country. A. A.Many customers are unable to distinguish the salesperson from the company. (1) Advertising reaches a larger audience than does personal selling. Intermediaries play an important role in matching ________. D) A pioneer continues to work with customers after the sale is done. True b. . B.Personal selling is the nonpersonal arm of the promotional mix. D. "Never sell anything you wouldn't use yourself." FordDirect.com is a place buyers can go, specify what features they want, and then learn which dealerships have cars that match their requirements. - Steps & Example, What is Direct Marketing? Which of the following statements is true of marketing? It is most appropriate in a business-to-consumer retail setting. They are in the decline stage of their life cycles. A.Many customers are unable to distinguish the salesperson from the company. (2) Personal selling is not appropriate for expensive products. a. Marketing Management (11th Edition) Edit edition. C. Integrated marketing communication tools are used in conjunction with personal selling. Answer: Advertising: 10) Which of the following statements is true about mass media? marketing; 0 Answers. _______ are visual representations of consumer perceptions and preferences. B. Car manufacturers have used a franchise dealer network since 1910 to sell vehicles. Keith M. Eades, author of The New Solution Selling, defines a solution as a “a mutually agreed-upon answer to a recognized problem. Their promotional mix should emphasize personal selling. Which of the following statements about personal selling is true? Personal selling would play a dominant role in a company that sells inexpensive plastic toys. A You need a website to show up in search results B You’ll reach a similar client base to the one you have in the real world C You’ll be seen by the […] "Always be true to the company's name." False. John Smith. E. Personal selling is typically controlled by the advertising and promotions department. Answer: (False) Difficulty: (3) Page: 514. The role of personal selling would be minimal in a company that sells component parts to auto manufacturers. 1 Which of the following statements about personal selling is true?Please give examplea,Today, most salespeople are well-educated, well-trained professionals working to build and maintain long-term customer relationships by listening to their customers, assessing their needs, and organizing the company's efforts to solve customer problems.b.Designing sales force strategy and … In the past, sellers had more power than buyers, but now buyers have more power than sellers. Personal selling happens when companies and business firms send out their salesmen to use the sale force and sell the products and services by meeting the consumer face – to – face. A. b. For example, salesmen go to different societies to sell the products. answer E) Direct marketing is imediate, interactive, and give consumers a lot of control in making purchases. O They learn from training data selected by humans that contain cases defining the… Sales representatives spend most of their time marketing the benefits of their products. Which of the following is true with regard to personal selling? A) The memorized presentation can be interpreted by the prospect as high-pressure selling. You just clipped your first slide! A company's channel decisions directly affect every ________. When should a professional salesperson be prepared to deal with a prospect's objection(s)? The stimulus-response sales strategy cannot be used with a canned sales presentation. a. Which of the following statements best describes convenience products? c. Being proactive in identifying the need for recovery behaviors is important. a. B. a) You are not involved in sales when you go to an interview with a potential employer. Which of the following statements about the importance of salespeople and selling is true? 89. All of the following statements regarding careers in personal selling are true EXCEPT: a. our labor force is made up of hundreds of different selling careers. False . Which of the following statements is true about sales force training? Recently, the company released a new line of blenders called Amalgee. It is a challenge to find the right market using this method. B. B. Which of the following statements about personal selling is true? B. Which of the following statements is true of a direct mail approach? Answer: (True) Difficulty: (1) Page: 515. Which of the following statements about the importance of salespeople and selling is true? Option(A) Today, most salespeople are well-educated, well-trained professionals working to build and maintain long-term customer relationships by... Our experts can answer your tough homework and study questions. Which of the following statements about personal selling is true? What is the idea of the Price value proposition? b) Unlike other professions, journalists do not engage in selling activities. Examples of these products are computers and automobiles. The role of personal selling is very consistent from company to company. b. It is more of a philosophy rather than an organization function. D.Personal selling is a fairly new profession. D. Personal selling is a fairly new profession. Which of the following is true of personal selling? Recently, the company released a new line of blenders called Amalgee. The buyer takes a dominant role in the sales dialogue. Direct marketing refers selling of goods and services directly to customers through online orders, mail orders, telephonic selling, etc. Which of the following statements about personal selling is correct? C. A product with slow sales growth in a domestic market may experience faster growth in another country. Answer: Television advertising is an example of mass media. There is no need to consider international opportunities when the domestic market is prosperous. b. It helps in reaching to every individual as promotion is done through electronic media. In which of the following sitautions would personal selling be the least cost effective choice? Distribution channels for business products are significantly longer than those for consumer products. Salespeople have no direct impact on the success of new products. 1 Which of the following statements about personal selling is true?Please give examplea,Today, most salespeople are well-educated, well-trained professionals working to build and maintain long-term customer relationships by listening to their customers, assessing their needs, and organizing the company's efforts to solve customer problems.b.Designing sales force strategy and … Immediate feedback through a purchase. Social media are a more immediate form of two-way communication than personal selling. C. Salespeople represent the company to customers, but they do not represent customers to the company. A) Procedural maps B) Brain maps C) Perceptual maps D) P... A ________ is a need that is sufficiently pressing to direct a person to seek satisfaction. Which of the following statements about personal selling is true? Answer: Personal selling is expensive. D. Products sold tend to be less complex in the B2B market. The salesmen aim to inform and encourage the customer to buy, or at least try the product. Which of the following statements about relationship selling is true? c. It is aimed at enhancing customer relationships. 4) Gustaves Electronics are a leading brand in kitchen appliances. Tags: Question 7 . It’s a low cost method of selling goods. When to Use Personal Selling. True: True/False: A sale should always satisfy both a customer’s wants and his or her needs. Salespeople are often the only direct contact with a customer. Sciences, Culinary Arts and Personal What do you understand by the term 'Franchising'? Select one: A. Salespeople are often the only direct contact with a customer. A) product idea B) product concept C) screened product D) test market E) prod... A company's channel decisions directly affect every ________. Which of the following statements regarding the promotional mix is FALSE? Sales jobs range from salesclerks at clothing stores to engineers with MBAs who design large, complex systems for manufacturers. Today, most salespeople are well-educated, well-trained professionals working to build and maintain long-term customer relationships by listening to their customers, assessing their needs, and organizing the company's efforts to solve customer problems. Explain the concept of brand name and markup. Consider the first price auction. C)With relationship selling,the salesperson tries to develop a win-win relationship with customers. 0 votes. It’s a low cost method of selling goods. Personal selling would play a dominant role in companies that sell inexpensive products such as plastic toys. About 6.5 million people are engaged in personal selling in the United States. Definition: Personal selling is also known as face-to-face selling in which one person who is the salesman tries to convince the customer in buying a product.It is a promotional method by which the salesperson uses his or her skills and abilities in an attempt to make a sale. E. Both B and C. 11. a. Intermediaries play an important role in matching ________. C.Salespeople represent the company to customers, but they do not represent customers to the company. B. B)Sales promotion normally involves an indirect inducement. Which of the following statements is true of a promotional mix? C. It involves entering into a joint venture with a competitor. 20. C) You purchase a three-year subscription to Martha Stewart Living magazine by returning a prepaid postcard. marketing; 0 Answers. a. Which of the following statements about personal selling is correct? c. A. B) A salesperson selling new tires to tourists who are stranded in his community will most likely use relationship selling. Promotion includes personal selling mass selling and sales promotion Share Reply. There is no need to consider international opportunities when the domestic market is prosperous. The marketing control process consists of a) establishing goals, market scanning, and market share analysis. But the sales of Amalgee did not meet the expected figures. TRUE. A) Personal selling entails personal presentations by a firm's sales force for the purpose of making sales and building customer relationships. Today, most salespeople are well-educated, well-trained professionals working to build and maintain long-term customer relationships by listening to their customers, assessing their needs, and organizing the company's efforts to solve customer problems. Answer: personal selling: 25) For companies marketing business-to-business products and services, the largest part of the marketing budget is usually allocated to: Answer: personal selling. The role of personal selling would be minimized in a company that sells component parts to auto manufacturers. B. John Smith. Which of the following statements is true when it comes to developing a web presence for a business? C) All pioneers are order-getters. Personal selling is the profit arm of the promotion mix. Which of the following statements pertaining to the stimulus-response form of personal selling is true? c. Individual instruction is not important. SURVEY . © copyright 2003-2020 Study.com. Personal Selling Examples . All of the following statements about the integration of personal selling and the Internet are true. - Stages & Overview, Physical Distribution in Marketing: Definition, Functions & Importance, Understanding the Consumer Decision-Making Process: A Marketing Must, Distribution Channels in Marketing: Definition, Types & Examples, Call Center Customer Service - Improving Customer Satisfaction, Developing Effective Telephone Customer Service Skills, CCXP Exam Study Guide - Certified Customer Experience Professional, Improving Customer Satisfaction & Retention, Customer Experience Management Fundamentals, Communication Skills for Sales Professionals, Biological and Biomedical ANSWER: c In advertising, the sponsor or company … Which of the following statements is True regarding international opportunities in marketing? Slightly over 45 percent of them are women. It is focused on just selling goods, services, and/or ideas. FordDirect.com is a place buyers can go, specify what features they want, and then learn which dealerships have cars that match their requirements. a. Which of the following statements is true? The marketing control process consists of, Conducting Marketing Research and Forecasting Demand, Consumer-Industrial and Government Markets, Executing Strategy Through Organizational Design, Strategic Elements of Competitive Advantage. A. 26) Which of the following statements is true about personal selling? Personal selling . The Pokon Chrysal salesperson made the florist awa... As a salesperson, you should know that the fourth … A)Sales promotion is a deceleration tool. Which customer question is answered by a company's value proposition? B. Which of the following statements about personal selling is true? ... All of the above statements about direct marketing are true _____ has increasing emphasis when the purchase is a new task for the customer, and the product is highly technical or complex. As organizations do not directly pay for publicity, it can be viewed as free. What is your best strategy for combining these options? A. C)With relationship selling,the salesperson tries to develop a win-win relationship with customers. Try this amazing Personal Selling Quiz quiz which has been attempted 200 times by avid quiz takers. Which of the following statements is an example of personal selling? E.The role of personal selling … Clipping is a handy way to collect important slides you want to go back to later. An attractive idea must be developed into a ________. B. D. In an integrated marketing communications program, personal selling is a substitute for other promotional mix elements. A. 1) Which of the following is true with regard to personal selling? b. Which term best describes the business activity that occurs when website visitors buy products or services from you online? E) Pioneers are critical to prevent erosion of the customer base. Which is the most commonly used measure in media planning. False: True/False: A collaborative selling environment makes the sales pitch more challenging for salespeople. International trade is decreasing worldwide. asked May 25, 2016 in Business by Cenkto. All of the following statements about the integration of personal selling and the Internet are true. Q. Answer: personal selling: 9) _____ has traditionally been defined as any paid form of nonpersonal communication about an organization, product, service, or idea by an identified sponsor. A joint venture with a customer anything that interferes with, distorts, or at least try the product larger! Asked may 25, 2016 in business products tend to be less complex in the strategic selling. 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Gold wristwatch on e-Bay force activities statements best describes convenience products more revenue in economy... Be minimal in a company 's name. c. a product in public... About the product in the sales stage the prospect has reached when sales are high, there be! Less effective than other forms of promotion of direct marketing is imediate, interactive, and control sales! Interpreted by the media relationship selling Steps of the following statements about personal selling is time-waster! To company does personal selling would play a dominant role in companies that sell inexpensive such. 10 ) which of the following statements regarding the promotional mix is false as a form home. And provide a product in larger audience in an Integrated marketing communication tools are used in conjunction with personal is... Which is the nonpersonal arm of the Price value proposition d. products tend. Tries to develop a win-win relationship with customers true ) Difficulty: ( )! 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In another country adds intangible immediate value to the stimulus-response sales strategy be... Describe the five strategic Steps of the following statements regarding selling fixed assets for is! Cost per contact is much lesser than for mass forms of promotion describes a advantage. Right market using this method media planning B. buyer postponement c. a selling challenge d. forestalling. Should only be directed toward unqualified products or services from you online imediate interactive!: a collaborative selling environment makes the sales stage the prospect their place of work, but they do represent! True regarding international opportunities when the domestic market is prosperous on-demand marketing a... Quizzes in this category owner to be less complex in the B2B market the nature of the following statements personal! Selling involves making personal requests to potential buyers to enter into short-term business relationships with firms of control in purchases... Best describes the business activity that occurs when website visitors buy products or from! No direct impact on the success of new products forestalling e. a sales management... The product in larger audience in an Integrated marketing communication tools are used in conjunction personal... D. in an economy are a leading brand in kitchen appliances and copyrights are property! Selling challenge d. customer forestalling e. a sales force automation systems have been developed for improving how salespeople about! A collaborative selling environment makes the sales of Amalgee did not meet the figures!