Chapter 22 – Personal Selling (online)
72. (p. 13–14) Which of the following characteristics of personal selling can be both
advantageous and disadvantageous?
73. (p. 13–14) The ability to specifically tailor the message may prove to be either an advantage
or a disadvantage. Under which of the following situations might this advantage become a
disadvantage?
Chapter 22 – Personal Selling (online)
74. (p. 14) Which of the following is a disadvantage associated with personal selling?
75. (p. 14) What does it mean when salespeople are described as having poor reach?
Chapter 22 – Personal Selling (online)
76. (p. 14) Personal selling may lead to potential ethical problems. What is the major reason for
this?
77. (p. 14) Marketer often use mass communications as an alternative of personal selling. What
is the major reason for this?
Chapter 22 – Personal Selling (online)
78. (p. 14) Personal selling often results in conflicts between sales force and management.
Which of the following is the major reason for these conflicts?
79. (p. 14–15) At which stage of the adoption hierarchy would personal selling likely be least
useful?
Chapter 22 – Personal Selling (online)
80. (p. 14–15) Studies conducted to examine the combination of advertising and personal selling
efforts have shown:
81. (p. 14–15) Identify a situation where personal selling is more likely to be used than the other
methods of sales communication.
Chapter 22 – Personal Selling (online)
82. (p. 15) When a new product is being introduced, and the seller needs to reach as many
people in the target market as quickly and as cost effectively as possible, personal selling
combined with _____ is likely to be most effective.
83. (p. 15) Research has shown combining advertising with personal selling results in:
Chapter 22 – Personal Selling (online)
84. (p. 15) By servicing an account and by cooperating and empathizing with clients,
salespeople are engaging in _____ activities on behalf of their firm.
85. (p. 15) Personal selling is a more appropriate tool than advertising when the objective is to:
Chapter 22 – Personal Selling (online)
86. (p. 16) Which of the following is a major advantage of using advertising to assist personal
selling?
87. (p. 16) An ad in a dental trade magazine for a new product to sterilize equipment asks
anyone interested in more information about the product to request an information pamphlet.
These names and addresses of those dentists who made the request for more information are
then given to the product manufacturer’s salespeople. This is an example of how _____
activities can be combined with personal selling.
Chapter 22 – Personal Selling (online)
88. (p. 16) Many companies have started using telemarketing to supplement personal selling.
What is the major reason for this?
89. (p. 16) Organizations use telemarketing to support personal selling. Telemarketing is an
example of _____ marketing.
Chapter 22 – Personal Selling (online)
90. (p. 16) An organization wants to screen the leads and qualify potential buyers before the
salespeople call on them. Which of the following actions is best suited to achieve this goal?
91. (p. 17) Communicating with buyers more often creates goodwill, improving customer
satisfaction and loyalty. By doing this the telemarketing staff provides a _____ dimension.
Chapter 22 – Personal Selling (online)
92. (p. 18) Which of the following is the common term used to represent the online presentations
that include a variety of purposes from conducting job training for employees to making
presentations and providing in-depth product information to existing and potential
customers?
93. (p. 20) The ability of the sales force to feed back information regarding competitive
programs and customer reactions contributes to the promotional program by fulfilling which
evaluative criterion?
Chapter 22 – Personal Selling (online)
94. (p. 20) A sales manager evaluates the salespeople on the basis of the number of accounts to
whom presentations were made and the number of trial offers accepted. Which of the
following criteria is used here by the sales manager to evaluate the salespeople?
95. (p. 20) Identify the evaluating criteria that considers aspects such as the use and
dissemination of promotional brochures and correspondence with new and existing
customers.
Chapter 22 – Personal Selling (online)
96. (p. 21) Quantitative measures used to evaluate sales personnel include:
97. (p. 21) Which of the following quantitative measures could be used to evaluate the selling
expenses of salespeople?
Chapter 22 – Personal Selling (online)
98. (p. 21) Qualitative measures used to evaluate sales personnel include:
99. (p. 21) Identify the qualitative measure that is used to evaluate sales-related activities of the
sales force.
Chapter 22 – Personal Selling (online)
100. (p. 21) Which of the following qualitative measures is used to evaluate selling skills of the
sales force?