Chapter 22 – Personal Selling (online)
40. (p. 8) Many organizations analyze their databases to study purchase behavior and frequency
and duration of customer interactions. Which of the following is likely to be the reason for
this study?
41. (p. 9) Which of the following accurately lists the categories used by Sales & Marketing
Management to classify people?
Chapter 22 – Personal Selling (online)
42. (p. 9) Which of the following products is most likely to benefit from personal selling
communications?
43. (p. 9) Personal selling has many advantages over other communications methods. However,
most companies do not use this extensively. Which of the following is the major reason for
this?
Chapter 22 – Personal Selling (online)
44. (p. 10) Robert performs sales activities such as prospecting, need determination, solution
providing, and closing of the sale. Robert can be called a(n) ____.
45. (p. 10) Catharine introduces new products, new promotions, and new programs, with the
actual order to be taken by the company’s order taker or by a distributor representing the
company’s goods. She is likely to be a(n) ____.
Chapter 22 – Personal Selling (online)
46. (p. 10) People who work inside the sales office and receive orders by phone, mail, or the
Internet are called:
47. (p. 10) Sales people who travel to customers just to get their orders are called ____.
Chapter 22 – Personal Selling (online)
48. (p. 10) Which type of sales personnel would most likely be handling sales situations
involving straight rebuy?
49. (p. 10) The _____ is the salesperson who introduces new products, promotions, and/or
programs to potential customers without directly closing the sale.
Chapter 22 – Personal Selling (online)
50. (p. 10) Which of the following types of sales jobs requires the most skill and preparation?
51. (p. 10) What happens typically when an order taker meets with a situation that involves a
major purchase decision?
Chapter 22 – Personal Selling (online)
52. (p. 10) A telemarketer, who is engaged in selling over telephone alone can be classified as
a(n) ____.
53. (p. 10) Which of the following types of selling jobs involves creative selling, but not actual
order taking?
Chapter 22 – Personal Selling (online)
54. (p. 10) What is the major difference between leads and prospects?
55. (p. 10–11) Which of the following steps of selling is performed immediately before
demonstrating the capabilities of the firm and its products?
Chapter 22 – Personal Selling (online)
56. (p. 11) Asking for an order is associated with the _____ stage in selling.
57. (p. 11) HRTech is a company that provides human resource management services for small-
and medium-sized businesses that do not have the necessary resources to efficiently manage
their employees’ needs themselves. During a sales presentation, its sales rep asked, “Can we
start work on setting up your personalized HR system next Monday?” This question was an
example of a(n):
Chapter 22 – Personal Selling (online)
58. (p. 11) When Paul purchased auto insurance, the agent asked if he had renters’ insurance.
Paul did not know that he can insure his belongings from fire and theft. When the agent
explained how Paul can insure his personal belongings, Paul agreed and purchased renters’
insurance along with the auto insurance. This is an example of:
59. (p. 11) A large retail chain hired ACCPAC to develop and implement an e-commerce Web
site. After the successful launch of the Web site, ACCPAC suggested the store would benefit
from ACCPAC’s warehouse management system. This would be an example of:
Chapter 22 – Personal Selling (online)
60. (p. 11) Which of the following stages in selling is associated with keeping existing
customers than attracting new ones?
61. (p. 11) Which of the following stages in the selling process is typically characterized by
cross selling?
Chapter 22 – Personal Selling (online)
62. (p. 11) Of all the promotional program elements, only personal selling provides the
opportunity for:
63. (p. 11) The use of personal selling offers the opportunity to assess the sales situation and to
adapt the sales message accordingly. This is called:
Chapter 22 – Personal Selling (online)
64. (p. 12) Identify a major advantage associated with personal selling.
65. (p. 12) Personal selling is often considered superior to the other marketing communication
techniques. Which of the following is one of the reasons for it?
Chapter 22 – Personal Selling (online)
66. (p. 12) Studies have shown that decision makers expect salespeople to be thorough. This
means that salespeople should:
67. (p. 13) Salespeople should not behave as gabbers during sales presentations. Gabbers are
people who:
Chapter 22 – Personal Selling (online)
68. (p. 13) Which of the following is a potential problem associated with the use of personal
selling?
69. (p. 13) Many of the decision makers are offended by salespeople asking for competitors’
quotes. Which of the following is most closely associated with this behavior?
Chapter 22 – Personal Selling (online)
70. (p. 13) Which of the following behaviors of salespeople is most closely associated with
promptness?
71. (p. 13) Robert usually performs sales calls on time. A day before one of the decided sales
calls, he calls up the prospect and informs her that he will be late for the sales call. Here,
Robert is displaying ____.