143. Locating prospects, educating customers, and building goodwill are functions performed by support personnel.
a. True
b. False
144. The missionary salesperson’s primary purpose is to sell to the producer’s customers.
a. True
b. False
145. Some support personnel, such as trade salespeople, may perform order-taking functions in addition to support
functions.
a. True
b. False
Chapter 17 – Personal Selling and Sales Promotion
146. The focus of personal selling is shifting from selling a specific product to building long-term relationships with
customers by finding solutions to their needs, problems, and challenges.
a. True
b. False
147. Team selling involves building mutually beneficial long-term associations with a customer through regular
communications over prolonged periods of time.
a. True
b. False
148. Relationship selling is used especially in consumer marketing.
a. True
b. False
Chapter 17 – Personal Selling and Sales Promotion
149. Selection of the right type and proportion of salespeople is important because it is a one-time decision that affects
the company’s ability to generate sales and profits.
a. True
b. False
150. Among others, management recruits from within the firm or from recommendations of individuals by current
employees.
a. True
b. False
151. Sporadic recruiting is more desirable than continuous recruiting because of the expense involved in the process.
a. True
b. False
Chapter 17 – Personal Selling and Sales Promotion
152. Regardless of one’s experience, firms always put new employees through a training program geared for their
specific firm.
a. True
b. False
153. Training programs designed for experienced company salespeople generally are oriented toward product
information.
a. True
b. False
154. A straight commission compensation program ensures that selling costs will be predictable.
a. True
b. False
Chapter 17 – Personal Selling and Sales Promotion
155. Effective sales force motivation is achieved through an organized set of activities performed continuously by the
company’s sales management.
a. True
b. False
156. The aim of a motivational program is to create a working environment in which sales personnel can achieve their
goals.
a. True
b. False
157. To equalize the workload, a sales manager divides a geographic market into sales territories of equal size according
to land area.
a. True
b. False
Chapter 17 – Personal Selling and Sales Promotion
158. Maximization of selling time and minimization of nonselling time are the major goals of routing and scheduling
decisions.
a. True
b. False
159. Salespeople should know the sales objectives of the firm in order to know what they are expected to accomplish.
a. True
b. False
160. Generally, a salesperson’s performance is judged by comparing it with predetermined standards rather than by
comparing it with the performance of other salespeople.
a. True
b. False
Chapter 17 – Personal Selling and Sales Promotion
161. The factors used to evaluate a salesperson’s performance are based on the sales objectives set by the sales
manager for that salesperson.
a. True
b. False
162. A salesperson’s performance is often compared with the performance of other salespeople operating under similar
conditions.
a. True
b. False
163. Sales promotion activities include personal selling and advertising.
a. True
b. False
Chapter 17 – Personal Selling and Sales Promotion
164. Decisions regarding sales promotion do not affect advertising decisions.
a. True
b. False
165. Generally, sales promotion attempts to influence consumers to purchase products but is not normally aimed at
resellers.
a. True
b. False
166. Sales promotion may facilitate personal selling.
a. True
b. False
Chapter 17 – Personal Selling and Sales Promotion
167. Sales promotion activities are generally used in conjunction with other promotional efforts.
a. True
b. False
168. Sales promotion objectives should be consistent with the organization’s overall objectives and its marketing
objectives.
a. True
b. False
169. A marketer’s selection of sales promotion techniques is influenced by the state of the competitive environment.
a. True
b. False
Chapter 17 – Personal Selling and Sales Promotion
170. One objective of consumer sales promotion techniques is to encourage patronage for a specific retail store.
a. True
b. False
171. Many consumers redeem coupons only for products they normally buy.
a. True
b. False
172. Demonstrations in retail stores are not used widely because they are expensive.
a. True
b. False
Chapter 17 – Personal Selling and Sales Promotion
173. The use of sampling is declining.
a. True
b. False
174. Consumer contests and sweepstakes are used to promote established products and tend to generate similar levels
of consumer response.
a. True
b. False
175. Generally, consumer sweepstakes are more popular than consumer contests.
a. True
b. False
Chapter 17 – Personal Selling and Sales Promotion
176. Buying allowances are effective promotional techniques because they result in profits for resellers.
a. True
b. False
177. Merchandise allowances are generally used in conjunction with high-volume, low-profit items.
a. True
b. False
178. Cooperative advertising refers to advertisements promoting a product and identifying participating retailers that sell
the product.
a. True
b. False
Chapter 17 – Personal Selling and Sales Promotion