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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
c.Direct marketing
d.Consumer behavior
e.Personal selling
ANS:EPTS:1DIF:EasyREF:p. 4
OBJ:1
2.Natalie is a college graduate seeking a job that will allow here to interact with customers individually. She is looking for a job in _______________.
a.Advertising
b.Sales promotion
c.Direct marketing
d.Personal selling
e.Management
ANS:DPTS:1DIF:EasyREF:p. 4
OBJ:1
3.Kevin is a salesperson who relies heavily on trust building. This style of 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:CPTS:1DIF:EasyREF:p. 4
OBJ:1
4.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:CPTS:1DIF:MediumREF:p. 4
OBJ:2
5.Customers perceptions of what they get for what they have to give up is referred to as Customer __________
a.Benefits
b.Cost
c.Behavior
d.Engagement
e.None of the above are correct ANS:EPTS:1DIF:MediumREF:p. 4
OBJ:2
6.The most important part of marketing communications for most business firms is:
a.Personal selling.
b.Advertising.
c.Public relations.
d.Sales promotions.
e.Publicity.
ANS:APTS:1DIF:MediumREF:p. 4
OBJ:4
7.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:APTS:1DIF:MediumREF:p. 5
OBJ:2
8.The desired outcomes in trust-based relationship selling include which of the following?
a.Closed sales
b.Order volume c.Trust, mutual benefits, and enhanced profits
d.Profit in the short-term
e.None of the above.
ANS:CPTS:1DIF:MediumREF:p. 5
OBJ:2
9.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 above are correct.
ANS:BPTS:1DIF:HardREF:p. 5
OBJ:2KEY:contributions of salespeople
10.Which of the following is most accurate with respect to post sale follow-up?
a.Transaction-focused selling includes substantial follow-up.
b.Transaction-focus selling includes little to no follow-up.
c.Trust-based relationship selling involves substantial follow-up.
d.Trust-based relationship selling it involves little to no follow-up.
e.Both B and C are correct.
ANS:EPTS:1DIF:MediumREF:p. 5
OBJ:2KEY:revenue
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