TEST BANK
Principles of Marketing
01/12/23 1
, Principles of Marketing
Chapter 15
Test Bank Questions
The Promoti on Mix: Personal Selling and Sales Promoti on
Multiple Choice Questions
1. _______ is the one-on-one interaction between a company representative and the buyer.
A. Sales promotion
B. Personal selling*
C. Professional selling
D. Public relations
Solution: B. Personal selling is the interaction that takes between a sales representative
(salesperson) and the prospective buyer.
Section 15.1 LO1 Easy 1-2 minutes
2. Under what circumstances should personal selling be a part of a company’s overall
promotion mix?
A. If the product requires a repeated purchase
B. If the product has a lifetime warranty
C. If the product is complex*
D. If the product is intangible
Solution: C. Products that are complex, expensive, and require education related to use are best
suited for personal selling as a promotion mix tool.
Section 15.1 LO2 Easy 1-2 minutes
3. Elayne connects with customers by taking the time to fully understand their wants and
needs before providing the precise solution they need. It means not selling the entire
program that her company markets, but only elements of the program that align with the
wants and needs of the client. This type of selling is known as _______.
A. value selling
B. integrity selling
C. customer-based selling
D. relationship selling*
Solution: D. Relationship selling is a method of personal selling used to better understand the
needs and wants of the buyer. If the product is relatively high in price and has some
customizable attributes, the salesperson will strive to become a trusted advisor to the
customer.
Section 15.1 LO2 Moderate 2-3 minutes
01/12/23 2
Principles of Marketing
01/12/23 1
, Principles of Marketing
Chapter 15
Test Bank Questions
The Promoti on Mix: Personal Selling and Sales Promoti on
Multiple Choice Questions
1. _______ is the one-on-one interaction between a company representative and the buyer.
A. Sales promotion
B. Personal selling*
C. Professional selling
D. Public relations
Solution: B. Personal selling is the interaction that takes between a sales representative
(salesperson) and the prospective buyer.
Section 15.1 LO1 Easy 1-2 minutes
2. Under what circumstances should personal selling be a part of a company’s overall
promotion mix?
A. If the product requires a repeated purchase
B. If the product has a lifetime warranty
C. If the product is complex*
D. If the product is intangible
Solution: C. Products that are complex, expensive, and require education related to use are best
suited for personal selling as a promotion mix tool.
Section 15.1 LO2 Easy 1-2 minutes
3. Elayne connects with customers by taking the time to fully understand their wants and
needs before providing the precise solution they need. It means not selling the entire
program that her company markets, but only elements of the program that align with the
wants and needs of the client. This type of selling is known as _______.
A. value selling
B. integrity selling
C. customer-based selling
D. relationship selling*
Solution: D. Relationship selling is a method of personal selling used to better understand the
needs and wants of the buyer. If the product is relatively high in price and has some
customizable attributes, the salesperson will strive to become a trusted advisor to the
customer.
Section 15.1 LO2 Moderate 2-3 minutes
01/12/23 2
