MARK 3336 EXAM 4 PRACTICE QUESTIONS AND
VERIFIED ANSWERS
Which of the following refers to salespeople who conduct business from their offices via
telephone, online and social media interactions, or visits from prospective buyers? -
Answers - Inside sales force
Consumer promotion is a sales promotion tool used to __________. - Answers - boost
short-term customer buying and involvement or enhance long-term customer
relationships.
__________ is the sales step in which a salesperson meets the customer for the first
time. - Answers - Approach
Personal selling is best defined as ________. - Answers - presentations by the firm's
sales force for the purpose of engaging customers, making sales, and building customer
relationships
Preapproach is the sales step in which a salesperson __________. - Answers - learns
as much as possible about a prospective customer before making a sales call
Closing is the sales step in which a salesperson __________. - Answers - asks the
customer for an order
What is the name for the steps that salespeople follow when selling? - Answers - Selling
process
__________ is creating a brand-marketing event or serving as a sole or participating
sponsor of events created by others. - Answers - Event marketing
What happens in the presentation step of the personal selling process? - Answers - A
salesperson tells the "value story" to the buyer, showing how the company's offer solves
the customer's problems
Which of the following describes sales promotion? - Answers - Short-term incentives to
encourage the purchase or sales of a product or a service
Follow-up is the sales step in which a salesperson __________. - Answers - checks in
with the customer after the sale to ensure customer satisfaction and repeat business
__________ is the sales step in which a salesperson seeks out, clarifies, and
overcomes any customer objections to buying. - Answers - Handling objections
, Which of the following describes sales force management? - Answers - Involves
analyzing, planning, implementing, and controlling sales force activities
Which of the following assigns each salesperson to an exclusive geographic territory in
which that salesperson sells the company's full line? - Answers - Territorial sales force
structure
Team selling ________. - Answers - uses people from sales, marketing, engineering,
finance, technical support, and even upper management to service large, complex
accounts
__________ is a sales promotion tool used to persuade resellers to carry a brand, give
it shelf space, promote it in advertising, and push it to customers. - Answers - Trade
promotion
Customer sales force structure refers to a sales force organization ________. - Answers
- in which salespeople specialize in selling only to certain customers or industries
__________ is a sales promotion tool used to generate business leads, stimulate
purchases, reward customers, and motivate salespeople. - Answers - Business
promotion
Which of the following describes a salesperson? - Answers - An individual who
represents a company to customers by performing the activities of prospecting,
communicating, selling, servicing, information gathering, and relationship building
________ refers to a sales force organization in which salespeople specialize in selling
only a portion of the company's products or lines. - Answers - Product sales force
structure
Which of the following describes Internet fraud? - Answers - A broad category that
encompasses identity theft and financial scams
Which of the following presents brand content that engages consumers and creates
customer community around a brand? - Answers - A branded community website
Marketing messages, promotions, and other content delivered to on-the-go consumers
through mobile phones, smartphones, and tablets are known as __________. -
Answers - mobile marketing
Which of the following describes direct and digital marketing? - Answers - Engaging
directly with carefully targeted individual consumers and customer communities to both
obtain an immediate response and build lasting customer relationships
VERIFIED ANSWERS
Which of the following refers to salespeople who conduct business from their offices via
telephone, online and social media interactions, or visits from prospective buyers? -
Answers - Inside sales force
Consumer promotion is a sales promotion tool used to __________. - Answers - boost
short-term customer buying and involvement or enhance long-term customer
relationships.
__________ is the sales step in which a salesperson meets the customer for the first
time. - Answers - Approach
Personal selling is best defined as ________. - Answers - presentations by the firm's
sales force for the purpose of engaging customers, making sales, and building customer
relationships
Preapproach is the sales step in which a salesperson __________. - Answers - learns
as much as possible about a prospective customer before making a sales call
Closing is the sales step in which a salesperson __________. - Answers - asks the
customer for an order
What is the name for the steps that salespeople follow when selling? - Answers - Selling
process
__________ is creating a brand-marketing event or serving as a sole or participating
sponsor of events created by others. - Answers - Event marketing
What happens in the presentation step of the personal selling process? - Answers - A
salesperson tells the "value story" to the buyer, showing how the company's offer solves
the customer's problems
Which of the following describes sales promotion? - Answers - Short-term incentives to
encourage the purchase or sales of a product or a service
Follow-up is the sales step in which a salesperson __________. - Answers - checks in
with the customer after the sale to ensure customer satisfaction and repeat business
__________ is the sales step in which a salesperson seeks out, clarifies, and
overcomes any customer objections to buying. - Answers - Handling objections
, Which of the following describes sales force management? - Answers - Involves
analyzing, planning, implementing, and controlling sales force activities
Which of the following assigns each salesperson to an exclusive geographic territory in
which that salesperson sells the company's full line? - Answers - Territorial sales force
structure
Team selling ________. - Answers - uses people from sales, marketing, engineering,
finance, technical support, and even upper management to service large, complex
accounts
__________ is a sales promotion tool used to persuade resellers to carry a brand, give
it shelf space, promote it in advertising, and push it to customers. - Answers - Trade
promotion
Customer sales force structure refers to a sales force organization ________. - Answers
- in which salespeople specialize in selling only to certain customers or industries
__________ is a sales promotion tool used to generate business leads, stimulate
purchases, reward customers, and motivate salespeople. - Answers - Business
promotion
Which of the following describes a salesperson? - Answers - An individual who
represents a company to customers by performing the activities of prospecting,
communicating, selling, servicing, information gathering, and relationship building
________ refers to a sales force organization in which salespeople specialize in selling
only a portion of the company's products or lines. - Answers - Product sales force
structure
Which of the following describes Internet fraud? - Answers - A broad category that
encompasses identity theft and financial scams
Which of the following presents brand content that engages consumers and creates
customer community around a brand? - Answers - A branded community website
Marketing messages, promotions, and other content delivered to on-the-go consumers
through mobile phones, smartphones, and tablets are known as __________. -
Answers - mobile marketing
Which of the following describes direct and digital marketing? - Answers - Engaging
directly with carefully targeted individual consumers and customer communities to both
obtain an immediate response and build lasting customer relationships
