Integrated Marketing Communications: Personal Selling and Direct Marketing

6684 WordsMar 13, 201327 Pages
CHAPTER 14 INTEGRATED MARKETING COMMUNICATIONS: PERSONAL SELLING AND DIRECT MARKETING MULTIPLE CHOICE QUESTIONS 1. __________________ is quoted as saying that “everyone lives by selling something.” a. Bill Gates b. Robert Louis Stevenson c. Arthur Miller d. Henry Ford Answer: (b) Difficulty: (2) Page: 513 2. All of the following were characterizations of salespeople brought about by Arthur Miller’s Death of Salesman and Meredith Wilson’s The Music Man EXCEPT: a. loners. b. cigar-smoking. c. backslapping. d. conservative Bible-thumpers. Answer: (d) Difficulty: (1) Page: 513 3. Modern salespeople build __________________ by listening to…show more content…
a. territorial sales force b. product sales force c. customer sales force d. hybrid sales force Answer: (c) Difficulty: (1) Page: 516 18. Which of the following sales force designs is designed around customers in different industries, serving regular customers versus finding new ones, and for major accounts versus regular accounts? a. territorial sales force b. product sales force c. customer sales force d. hybrid sales force Answer: (c) Difficulty: (1) Page: 516 19. In determining sales force size, when a company groups accounts into different size classes and then determines the number of salespeople needed to call on them the desired number of times, it is called the: a. key-size approach. b. workload approach. c. product-need approach. d. call-service approach. Answer: (b) Difficulty: (3) Page: 517 20. Jeff Newman calls on about fifteen clients per day. He visits them in their offices and demonstrates his product line by carrying samples. If servicing is needed, Jeff contacts the home office for assistance. What would be the best description of the type of sales force that Jeff belongs to? a. customer sales force b. inside sales force c. missionary sales force d. outside or field sales force Answer: (d) Difficulty: (2) Page: 517 21.
Open Document