sell-chapter 1

Chapter 1—Overview of Personal Selling

MULTIPLE CHOICE

1. The part of marketing that relies heavily on interpersonal communication and interaction between buyers and sellers is called _____________
a.
Advertising
b.
Sales promotion if
c.
Direct marketing
d.
Consumer behavior
e.
Personal selling

ANS: E PTS: 1 DIF: Easy REF: p. 4
OBJ: 1

2. Kevin is a salesperson who relies heavily on trust building. The stylus selling is known as?
a.
Personal selling
b.
Mental states selling
c.
Trust-Based relationship selling
d.
Canned selling
e.
None of the above.

ANS: C PTS: 1 DIF: Easy REF: p. 4
OBJ: 1

3. Susan’s customers are always concerned about what they’re receiving in exchange for what they’re paying. In other words, they are concerned about _______________.
a.
Marketing
b.
Personal selling
c.
Customer value
d.
Marketing Communications
e.
Advertising

ANS: C PTS: 1 DIF: Medium REF: p. 4
OBJ: 2

4. The series of conversations between buyers and Sellers that take place over time in an attempt to build relationships is referred to as _____________.
a.
Personal selling
b.
Sales dialogue
c.
Sales presentation
d.
Sales communication
e.
Sales conversation

ANS: B PTS: 1 DIF: Hard REF: p. 5
OBJ: 2

5. The primary focus of transaction-focused selling is the ________________________.
a.
Salesperson and the selling organization
b.
Customer
c.
Product
d.
Communication process
e.
All of the above.

ANS: A PTS: 1 DIF: Medium REF: p. 6
OBJ: 2

6. The desired outcomes in trust-based relationship selling include which of the following?
a.
Closed sales
b.
Order volume
c.
Trust and mutual benefits/profits
d.
Profit in the short-term
e.
None of the above.

ANS: C PTS: 1 DIF: Medium REF: p. 6
OBJ: 2

7. Jennifer follows the trust-based relationship selling strategy when dealing with her customers. She can expect to be ________________ her customers’ decision-making processes.
a.
Isolated from
b.
Actively involved in
c.
Dissatisfied with
d.
Uncertain about
e.
None of the