14 Aug (TCO 1) _________ is typically designed to “Pull” merchandise through the cha

(TCO 1) _________ is typically designed to “Pull”
merchandise through the channel, whereas ________ is designed to answer
customer questions and to persuade buyers to sign purchase orders.
Sales
promotion, advertising
Price,
personal selling
Advertising,
sales promotion
Personal
selling, sales promotion
Advertising,
personal selling
: Chapter 1, Page 3

Comments:
Question 2. Question
:
(TCO 1) Which of the following is a simple overview of
different selling methods?
Stimulus
response
Mental
states
Need-satisfaction
Problem
solving
All
of the above
: Week 1 Lecture

Comments:
Question 3. Question
:
(TCO 1) The integration of communications technology in
sales, is more commonly known as which of the following?
Integrated
marketing communications
Salesforce
automation
Intranet
communication
Extranet
communication
None
of the above
: Chapter 1, Page 21

Comments:
Question 4. Question
:
(TCO 2) Compared to other promotional tools, the most
important advantage(s) of personal selling is(are) which of the following?
Locating
prospects
Gaining
customer commitment
Creating
customer value
Both
b and c
All
of the above
: Chapter 1, Page 3

Comments:
Question 5. Question
:
(TCO 2) The most important part of the salesperson’s job is
which of the following?
Tracking
accounts receivable
The
selling process
Training
new salespeople
Being
involved in the community
Attending
training sessions
: Week 1 Lecture and Chapter 1

Comments:
Question 6. Question
:
(TCO 2) Which step in the ISP involves determining if the
prospect has these three things: need, ability, and authority?
IN
Prospecting
Pre-Approach
Approach
Presentation
None
of the above
: From this week’s Flash
Interactive
Points Received: 0 of 5
Comments:
Question 7. Question
:
(TCO 3) Which of the following are examples of commonly used
organizational goals?
Dollar
revenue
Social
responsibility
Dollar
profits
Both
a and c
All
of the above
: Chapter 2, Page 36

Comments:
Question 8. Question
:
(TCO 3) Focusing your product on a special part of the
market is an example of which of the following?
Capital
budgeting
Segmenting
Target
marketing
Centralization
Penetration
programming
: Chapter 2, Page 37

Comments:
Question 9. Question
:
(TCO 3) Which of the following is most likely to be an
economic buying influence?
An
engineer
A
senior officer
A
purchasing agent
A
production supervisor
A
financial analyst
: Chapter 4, Page 118

Comments:
Question 10. Question
:
(TCO 3) The first step in determining the minimum customer
size on which the salesforce should call is to calculate which of the
following?
Cost
per sales call
The
growth potential of the customer
Sales
promotion budget needed
Cost
of product development
Gather
the customer’s past sales record
: Chapter 3, Page 93

Comments: (TCO 1) _________ is typically designed to “Pull”
merchandise through the channel, whereas ________ is designed to answer
customer questions and to persuade buyers to sign purchase orders. Sales
promotion, advertising Price,
personal selling Advertising,
sales promotion Personal
selling, sales promotion Advertising,
personal selling : Chapter 1, Page 3 Comments: Question 2. Question
: (TCO 1) Which of the following is a simple overview of
different selling methods? Stimulus
response Mental
states Need-satisfaction Problem
solving All
of the above : Week 1 Lecture Comments: Question 3. Question
: (TCO 1) The integration of communications technology in
sales, is more commonly known as which of the following? Integrated
marketing communications Salesforce
automation Intranet
communication Extranet
communication None
of the above : Chapter 1, Page 21 Comments: Question 4. Question
: (TCO 2) Compared to other promotional tools, the most
important advantage(s) of personal selling is(are) which of the following? Locating
prospects Gaining
customer commitment Creating
customer value Both
b and c All
of the above : Chapter 1, Page 3 Comments: Question 5. Question
: (TCO 2) The most important part of the salesperson’s job is
which of the following? Tracking
accounts receivable The
selling process Training
new salespeople Being
involved in the community Attending
training sessions : Week 1 Lecture and Chapter 1 Comments: Question 6. Question
: (TCO 2) Which step in the ISP involves determining if the
prospect has these three things: need, ability, and authority? IN
Prospecting Pre-Approach Approach Presentation None
of the above : From this week’s Flash
Interactive Points Received: 0 of 5 Comments: Question 7. Question
: (TCO 3) Which of the following are examples of commonly used
organizational goals? Dollar
revenue Social
responsibility Dollar
profits Both
a and c All
of the above : Chapter 2, Page 36 Comments: Question 8. Question
: (TCO 3) Focusing your product on a special part of the
market is an example of which of the following? Capital
budgeting Segmenting Target
marketing Centralization Penetration
programming : Chapter 2, Page 37 Comments: Question 9. Question
: (TCO 3) Which of the following is most likely to be an
economic buying influence? An
engineer A
senior officer A
purchasing agent A
production supervisor A
financial analyst : Chapter 4, Page 118 Comments: Question 10. Question
: (TCO 3) The first step in determining the minimum customer
size on which the salesforce should call is to calculate which of the
following? Cost
per sales call The
growth potential of the customer Sales
promotion budget needed Cost
of product development Gather
the customer’s past sales record : Chapter 3, Page 93 Comments:

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