2025 Updated CH15 TEST BANK
Assessment Questions & Verified Correct answers
(A+ Guarantee)
When is personal selling likely to be the primary component of a firm's promotional mix?
a. when the firm markets inexpensive products that require no special handling
b. when the transactions frequently involve trade-ins
c. when the price of the products is relatively low
d. when the firm markets to a large number of customers in various locations - correct
answer✔✔b. when the transactions frequently involve trade-ins
How can personal selling be broadly defined?
a. as selling consumer products
b. as a promotional presentation conducted person-to-person with the buyer
c. as personalized advertising
d. as the use of various promotional material sent directly to the prospective buyer - correct
answer✔✔b. as a promotional presentation conducted person-to-person with the buyer
Which example would likely have personal selling as the dominant promotional element?
a. toothpaste to consumers
b. beer to a foreign populations
c. truck tires to General Motors
d. convenience goods in general - correct answer✔✔c. truck tires to General Motors
A university recently purchased a new supercomputer. Why was personal selling NOT likely
involved in the purchase?
a. It is an expensive product.
b. It is a technically complex product.
,c. It needs a long distribution channel.
d. It requires complicated installation. - correct answer✔✔c. It needs a long distribution channel.
A cosmetics manufacturer decides to educate its customers about its new product during
commercial breaks in a popular TV reality show. What form of marketing is this an example of?
a. personal selling
b. network marketing
c. publicity
d. advertising - correct answer✔✔d. advertising
What is likely to be a primary component of a firm's promotional mix when consumers are
geographically concentrated?
a. advertising
b. publicity
c. public relations
d. personal selling - correct answer✔✔d. personal selling
has the role of a sales representative in the promotion process been changed to from that of
persuader?
a. consultant and problem solver
b. process designer
c. technician and expert on product repair
d. close friend and confidant - correct answer✔✔a. consultant and problem solver
What does a customer-focused firm want its sales representatives to do?
a. work on a commission-based incentive plan because it is a more motivating form of
compensation
b. form long-lasting relationships with buyers by providing high levels of customer service
, c. become an expert in computer technologies
d. maximize the number of new customer contacts per month - correct answer✔✔b. form long-
lasting relationships with buyers by providing high levels of customer service
What is the personal-selling approach that finds a customer coming to the seller's location and
buying desired items largely on his own initiative?
a. order processing
b. site selling
c. over-the-counter selling
d. relationship selling - correct answer✔✔c. over-the-counter selling
Which of the following can be classified as a creative approach to over-the-counter selling?
a. clothing retailer Lululemon expanding the capabilities of the fitting rooms in its stores
b. Lululemon stores providing virtual gift cards to customers
c. Lululemon promising its online customers product delivery in five business days
d. Lululemon making its Web portal highly efficient to save its customers search time - correct
answer✔✔a. clothing retailer Lululemon expanding the capabilities of the fitting rooms in its
stores
What is the most expensive sales method overall?
a. over-the-counter sales because of the high overhead in retail operations
b. telemarketing because of the technology costs
c. telemarketing because of the high rejection rate from customers who avoid telemarketers
d. field selling, largely because of the travel costs of sales personnel - correct answer✔✔d. field
selling, largely because of the travel costs of sales personnel
When products require creative efforts on the part of the salesperson, such as extensive
explanation and interaction, what is the best sales method?
a. field selling
Assessment Questions & Verified Correct answers
(A+ Guarantee)
When is personal selling likely to be the primary component of a firm's promotional mix?
a. when the firm markets inexpensive products that require no special handling
b. when the transactions frequently involve trade-ins
c. when the price of the products is relatively low
d. when the firm markets to a large number of customers in various locations - correct
answer✔✔b. when the transactions frequently involve trade-ins
How can personal selling be broadly defined?
a. as selling consumer products
b. as a promotional presentation conducted person-to-person with the buyer
c. as personalized advertising
d. as the use of various promotional material sent directly to the prospective buyer - correct
answer✔✔b. as a promotional presentation conducted person-to-person with the buyer
Which example would likely have personal selling as the dominant promotional element?
a. toothpaste to consumers
b. beer to a foreign populations
c. truck tires to General Motors
d. convenience goods in general - correct answer✔✔c. truck tires to General Motors
A university recently purchased a new supercomputer. Why was personal selling NOT likely
involved in the purchase?
a. It is an expensive product.
b. It is a technically complex product.
,c. It needs a long distribution channel.
d. It requires complicated installation. - correct answer✔✔c. It needs a long distribution channel.
A cosmetics manufacturer decides to educate its customers about its new product during
commercial breaks in a popular TV reality show. What form of marketing is this an example of?
a. personal selling
b. network marketing
c. publicity
d. advertising - correct answer✔✔d. advertising
What is likely to be a primary component of a firm's promotional mix when consumers are
geographically concentrated?
a. advertising
b. publicity
c. public relations
d. personal selling - correct answer✔✔d. personal selling
has the role of a sales representative in the promotion process been changed to from that of
persuader?
a. consultant and problem solver
b. process designer
c. technician and expert on product repair
d. close friend and confidant - correct answer✔✔a. consultant and problem solver
What does a customer-focused firm want its sales representatives to do?
a. work on a commission-based incentive plan because it is a more motivating form of
compensation
b. form long-lasting relationships with buyers by providing high levels of customer service
, c. become an expert in computer technologies
d. maximize the number of new customer contacts per month - correct answer✔✔b. form long-
lasting relationships with buyers by providing high levels of customer service
What is the personal-selling approach that finds a customer coming to the seller's location and
buying desired items largely on his own initiative?
a. order processing
b. site selling
c. over-the-counter selling
d. relationship selling - correct answer✔✔c. over-the-counter selling
Which of the following can be classified as a creative approach to over-the-counter selling?
a. clothing retailer Lululemon expanding the capabilities of the fitting rooms in its stores
b. Lululemon stores providing virtual gift cards to customers
c. Lululemon promising its online customers product delivery in five business days
d. Lululemon making its Web portal highly efficient to save its customers search time - correct
answer✔✔a. clothing retailer Lululemon expanding the capabilities of the fitting rooms in its
stores
What is the most expensive sales method overall?
a. over-the-counter sales because of the high overhead in retail operations
b. telemarketing because of the technology costs
c. telemarketing because of the high rejection rate from customers who avoid telemarketers
d. field selling, largely because of the travel costs of sales personnel - correct answer✔✔d. field
selling, largely because of the travel costs of sales personnel
When products require creative efforts on the part of the salesperson, such as extensive
explanation and interaction, what is the best sales method?
a. field selling
