Marketing Principles: Personal Selling and Sales Promotion

8833 Words Nov 22nd, 2014 36 Pages
Principles of Marketing, 14e (Kotler)
Chapter 16 Personal Selling and Sales Promotion

1) Which of the following elements of the promotion mix involves making personal connections with customers for the purpose of making sales?
A) personal selling
B) advertising
C) e-commerce
D) publicity
E) public relations
Answer: A
Diff: 1 Page Ref: 464
Skill: Concept
Objective: 16-1

2) A ________ is an individual acting on behalf of a company who performs one or more of the following activities: prospecting, communicating, servicing, and information gathering.
A) press agent
B) media planner
C) marketing director
D) salesperson
E) publicist
Answer: D
Diff: 1 Page Ref: 465
Skill: Concept
Objective: 16-1

3) ________ involves
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A) outside sales force
B) inside sales force
C) complex sales force
D) customer sales force
E) product sales force
Answer: B
Diff: 1 Page Ref: 470
Skill: Concept
Objective: 16-2

14) To reduce time demands on their outside sales forces, many companies have increased the size of their inside sales forces, which include technical support people, sales assistants, and ________.
A) retail supervisors
B) sales managers
C) telemarketers
D) accountants
E) programmers
Answer: C
Diff: 1 Page Ref: 470
Skill: Concept
Objective: 16-2

15) A sales assistant working for an outside sales force will most likely have all of the following duties EXCEPT ________.
A) answering customer's questions when a salesperson is unavailable
B) providing administrative backup
C) confirming appointments
D) following up on deliveries
E) determining price points
Answer: E
Diff: 2 Page Ref: 470
Skill: Concept
Objective: 16-2

16) The growing trend of using a group of people from sales, marketing, engineering, finance, technical support, and even upper management to service large, complex accounts is known as ________ selling.
A) department
B) multiple
C) team
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