Test Bank for Advertising and
Promotion An Integrated Marketing
Communications Perspective 12th
Edition By George Belch, Michael
Belch (All Chapters 1-22, 100%
Original Verified, A+ Grade)
All Chapters Arranged Reverse: 22-1
This is The Only Original and
Complete Test Bank for 12th Edition,
All Other Files in the Market are
Fake/Old/Wrong Edition.
,Chapter 22 PERSONAL SELLING (ONLINE ONLY)
Student name:__________
1) According to Marketo CMO Sanjay Dholakia, marketing is becoming the de facto owner of
A) sales.
B) advertising.
C) customer contact.
D) customer journey.
E) online sales.
2) Which type of goods is best suited for personal selling?
A) low-priced goods
B) non-durable goods
C) high-priced non-durable goods
D) high-priced durable goods
3) When the final price is to be negotiated between the buyer and the seller, personal selling is
effective.
⊚ true
⊚ false
4) When the number and dispersion of customers does not allow for acceptable advertising
economies, the sales force is likely to be a major part of the integrated marketing
communications (IMC) mix.
⊚ true
⊚ false
5) When salespeople are educating themselves more about their customers’ businesses and
regularly assessing these businesses and their customers to achieve a position of
knowledgeable authority, they are engaging in
A) surveying.
B) mapmaking.
C) guiding.
D) fire starting.
Version 1 1
,Chapter 22 PERSONAL SELLING (ONLINE ONLY)
6) According to Hoffberg and Corcoran, when salespeople engage in ________, they are
engaging customers and driving them to commit to a solution.
A) surveying
B) mapmaking
C) guiding
D) fire starting
7) Which of the following expresses the key difference between relationship marketing and
CRM?
A) Relationship Marketing = tool, CRM = concept
B) Relationship Marketing = concept, CRM = tool
C) Relationship Marketing = practice, CRM = concept
D) Relationship Marketing = concept, CRM = salesperson
8) Unlike advertising, personal selling does not provide the sender with the opportunity to
determine the impact of the message.
⊚ true
⊚ false
9) Which of the following is an advantage of personal selling?
A) better messaging
B) lower cost
C) better reach
D) fewer distractions
10) Customers consider a salesperson energetic when he or she displays a positive attitude,
enthusiasm, affability, and
A) a neutral affect.
B) firm mindedness.
C) consistency.
D) company loyalty.
Version 1 2
, Chapter 22 PERSONAL SELLING (ONLINE ONLY)
11) Which of the following is a disadvantage of personal selling?
A) tailored messaging
B) higher cost
C) two-way interaction
D) source of information
12) When the cost per sales call for a firm continues to climb, the firm may find mass
communications a more cost-effective alternative.
⊚ true
⊚ false
13) Personal selling is most likely used in which stage of the response hierarchy?
A) planning
B) creating awareness
C) creating interest
D) stimulating trial
14) Which of the following tools is an example of combining personal selling with sales
promotion?
A) promotional pens
B) downloadable coupons
C) direct mail
D) QR codes
15) Supplementing personal selling efforts with phone calls allows the sales force to spend less
time selling.
⊚ true
⊚ false
Version 1 3
Promotion An Integrated Marketing
Communications Perspective 12th
Edition By George Belch, Michael
Belch (All Chapters 1-22, 100%
Original Verified, A+ Grade)
All Chapters Arranged Reverse: 22-1
This is The Only Original and
Complete Test Bank for 12th Edition,
All Other Files in the Market are
Fake/Old/Wrong Edition.
,Chapter 22 PERSONAL SELLING (ONLINE ONLY)
Student name:__________
1) According to Marketo CMO Sanjay Dholakia, marketing is becoming the de facto owner of
A) sales.
B) advertising.
C) customer contact.
D) customer journey.
E) online sales.
2) Which type of goods is best suited for personal selling?
A) low-priced goods
B) non-durable goods
C) high-priced non-durable goods
D) high-priced durable goods
3) When the final price is to be negotiated between the buyer and the seller, personal selling is
effective.
⊚ true
⊚ false
4) When the number and dispersion of customers does not allow for acceptable advertising
economies, the sales force is likely to be a major part of the integrated marketing
communications (IMC) mix.
⊚ true
⊚ false
5) When salespeople are educating themselves more about their customers’ businesses and
regularly assessing these businesses and their customers to achieve a position of
knowledgeable authority, they are engaging in
A) surveying.
B) mapmaking.
C) guiding.
D) fire starting.
Version 1 1
,Chapter 22 PERSONAL SELLING (ONLINE ONLY)
6) According to Hoffberg and Corcoran, when salespeople engage in ________, they are
engaging customers and driving them to commit to a solution.
A) surveying
B) mapmaking
C) guiding
D) fire starting
7) Which of the following expresses the key difference between relationship marketing and
CRM?
A) Relationship Marketing = tool, CRM = concept
B) Relationship Marketing = concept, CRM = tool
C) Relationship Marketing = practice, CRM = concept
D) Relationship Marketing = concept, CRM = salesperson
8) Unlike advertising, personal selling does not provide the sender with the opportunity to
determine the impact of the message.
⊚ true
⊚ false
9) Which of the following is an advantage of personal selling?
A) better messaging
B) lower cost
C) better reach
D) fewer distractions
10) Customers consider a salesperson energetic when he or she displays a positive attitude,
enthusiasm, affability, and
A) a neutral affect.
B) firm mindedness.
C) consistency.
D) company loyalty.
Version 1 2
, Chapter 22 PERSONAL SELLING (ONLINE ONLY)
11) Which of the following is a disadvantage of personal selling?
A) tailored messaging
B) higher cost
C) two-way interaction
D) source of information
12) When the cost per sales call for a firm continues to climb, the firm may find mass
communications a more cost-effective alternative.
⊚ true
⊚ false
13) Personal selling is most likely used in which stage of the response hierarchy?
A) planning
B) creating awareness
C) creating interest
D) stimulating trial
14) Which of the following tools is an example of combining personal selling with sales
promotion?
A) promotional pens
B) downloadable coupons
C) direct mail
D) QR codes
15) Supplementing personal selling efforts with phone calls allows the sales force to spend less
time selling.
⊚ true
⊚ false
Version 1 3
