Sales and Personal Selling

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Multiple Choice

1. is typically designed to "Pull" merchandise through the channel whereas ________ is designed to answer customer questions and to persuade buyers to sign purchase orders.

a. sales promotion, advertising
b. price, personal selling
c. advertising, sales promotion
d. personal selling, sales promotion
e. advertising, personal selling

2. An advantage of personal selling is not:

a. two way communication.
b. reaching a massive number of people quickly.
c. detailed explanation.
d. direction towards qualified prospects.
e. all are advantages of personal selling

3. Compared to other promotional tools, the most important advantage(s) of person selling is in:

a. locating prospects.
b. gaining customer commitment
c. creating customer value.
d. both b and c above.
e. all of the above.

4. Personal selling has many advantages over the other promotional tools. For instance, personal selling:

a. is perceived by the customer as offering less biased product information. b. is far less expensive than the other promotion tools.
c. can adapt the communications message to the needs of the individual customer. d. involves highly effective one-way communication.
e. all of the above.

5. The most effective way to close a sale and to get the customer's signature on the order form is generally through:

a. advertising.
b. personal selling.
c. public relations.
d. sales promotion.
e. both a and b of the above.

6. "The planning, organizing, leading, and control of personal contact programs designed to achieve the sales and profit objectives of the firm" is a definition of:

a. sales management.
b. personal selling.
c. sales support.
d. the relationship selling model.
e. none of the above.

7. In general, which is more effective in "closing" the sale?

a. advertising
b. personal selling
c. selling promotion
d. a, b, and c are equally effective

8. Which is not an important...
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