Chapter 22 – Personal Selling (online)
1. (p. 4) Personal selling is typically under the control of the:
2. (p. 4) Personal selling refers to selling:
Chapter 22 – Personal Selling (online)
3. (p. 4) Which of the following statements about personal selling is true?
Chapter 22 – Personal Selling (online)
4. (p. 4) For which of the following products would personal selling play a dominant role?
5. (p. 4) Which of the following is an example of a direct marketing effort of a company?
Chapter 22 – Personal Selling (online)
6. (p. 5) Personal selling most notably differs from the other forms of promotional
communication due to:
7. (p. 5) _____ allows for more specific tailoring of the message and more personal
communications than do many of the other media.
Chapter 22 – Personal Selling (online)
8. (p. 5) In personal selling, the communications sender is able to immediately receive and
evaluate feedback from the receiver. This is referred to as _____ communication.
9. (p. 5) Dyadic communication is defined as:
Chapter 22 – Personal Selling (online)
10. (p. 5) Management should determine what the specific responsibilities of personal selling
will be and what role it will assume relative to the other promotional mix elements. Which of
the following questions could best guide the management in determining the roles?
11. (p. 6) Which of the following types of products is most likely to be sold using personal
selling?
Chapter 22 – Personal Selling (online)
12. (p. 6) Personal selling is the most appropriate sales method when:
13. (p. 6) Personal selling is commonly used for products such as life insurance. Identify the
reason behind this practice.
Chapter 22 – Personal Selling (online)
14. (p. 6) A sales force is a major part of an organization’s integrated marketing
communications mix when:
15. (p. 6) Which of the following is the first stage of personal selling evolution?
Chapter 22 – Personal Selling (online)
16. (p. 6) You are the marketing manager of a company that produces complex industrial
machinery. The features and performance of the product require demonstration. Identify the
most prominent communication required for this product.
17. (p. 6) You are the salesperson of a FMCG manufacturer. Your selling activities are limited
to accepting orders for the supplier’s available offering and conveying it to the buyer. You are
likely to be in the _____ stage of personal selling.
Chapter 22 – Personal Selling (online)
18. (p. 6) In the _____ stage of personal selling evolution, selling involves an attempt to
influence market members to buy the supplier’s offerings.
19. (p. 6) Salespeople who seek out potential buyers who are perceived to have a need for the
service/product and the resources to buy are involved in the _____ stage of the evolution of
selling process.
Chapter 22 – Personal Selling (online)
20. (p. 6-7) You sell commercial washing machines to buyers such as hotels and hospitals. At
first, you calculate the washing requirements and identify the troubles faced by the buyers.
Based on your evaluation, you create a need in the customers’ mind to sell the products. You
are in the _____ stage of personal selling evolution.
21. (p. 7) You operate in a segmented market. You face differentiated and growing competition.
You are in the _____ stage of personal selling evolution.
Chapter 22 – Personal Selling (online)
22. (p. 7) In the provider stage, salespeople accept orders and delivers to buyer. Identify the type
of market that exists in this stage.
23. (p. 7) Which of the following stages in the evolution of personal selling is likely to be
associated with a participative market?
Chapter 22 – Personal Selling (online)
24. (p. 7) Which of the following statements on the likely nature and intensity of competition
during the persuader stage of personal selling evolution is true?
25. (p. 7) Your firm operates in a market that is characterized by focused competition. The
market is also growing in terms of breadth and service offerings. Identify the stage of personal
selling evolution at which your firm operates.
Chapter 22 – Personal Selling (online)
26. (p. 7) What type of market prevails during the procreator stage in the evolution of selling?
27. (p. 7) When a firm’s customer needs are mutually defined and matched with a tailored
offering, the firm is in which evolution stage of the selling process?
Chapter 22 – Personal Selling (online)
28. (p. 7) A monopolistic market is most likely associated with the _____ stage in the evolution
of selling.
29. (p. 7) Which of the following types of salespeople would function in the problem solver
stage of the evolution of selling?
Chapter 22 – Personal Selling (online)
30. (p. 7) Which of the following statements about the stages in the evolution of selling is true?
31. (p. 7) Several new roles are performed by salespeople today. The _____ role involves
outlining both an account strategy and a solutions strategy (for the customer).
Chapter 22 – Personal Selling (online)
32. (p. 7) Salespeople should educate themselves more about their customers’ businesses and
regularly assess these businesses. These responsibilities are associated with the _____ roles of
salespeople.
33. (p. 7-8) Relationship marketing would most closely approximate which stage of the
evolutionary selling process?
Chapter 22 – Personal Selling (online)
34. (p. 8) Modern salespeople bring incremental value to the customer by identifying problems
and opportunities, offering alternative options and solutions, and providing solution with
tangible value. These roles of salespeople can be classified as _____ roles.
35. (p. 8) The fire starting roles of salespeople are associated with:
Chapter 22 – Personal Selling (online)
36. (p. 8) _____ refers to an organization’s effort to develop a long-term, cost-effective link with
individual customers for mutual benefits.
37. (p. 8) Which of the following terms is most closely associated with relationship marketing?
Chapter 22 – Personal Selling (online)
38. (p. 8) A bank that wants to be your partner from the time your children are born until they
finish college is definitely trying to:
39. (p. 8) Adoption of a CRM approach will require sales managers to: