Question 1

2 out of 2 points

Because more and more customers are demanding 24/7 service, selling firms need:

Selected Answer:

  1. to be available 24 hours a day, seven days a week

Question 2

2 out of 2 points

Personal selling includes all of the following EXCEPT:

Selected Answer:

  1. credit analysis

Question 3

2 out of 2 points

Corning’s Erwin, New York plant produces ceramic parts. Since entering a strategic partnership with a cardboard box manufacturer, it has saved about $10 million, and the box manufacturer has tripled its sales. According to the text, one of the reasons a long-term relationship like this would survive for so long is the:

Selected Answer:

  1. existence of trust between the two parties

Question 4

2 out of 2 points

The only stage of the relationship development process that may not occur in every relationship is the _____ phase.

Selected Answer:

  1. dissolution

Question 5

2 out of 2 points

Which of the following statements about how salespeople spend their time each week is true?

Selected Answer:

  1. Salespeople spend more time performing administrative tasks, waiting and/or traveling, making service calls, and selling over the phone than in face-to-face selling.

Question 6

2 out of 2 points

Advance Machine Company makes industrial-strength floor cleaning equipment. In support of its sales force, it ran ads in trade journals aimed at supermarkets, entertainment venues, educational institutions, and other places that have a lot of foot traffic. It created an Internet website for customers to come and look at what type of products it sold. It set up a toll free number for clients to call and created a direct marketing piece that offered discounts and rebates on orders. Advance Machine Company used:

Selected Answer:

  1. integrated marketing communications

Question 7

2 out of 2 points

Which of the following statements about functional relationships is true?

Selected Answer:

  1. The relationship between the buyer and the salesperson in a functional relationship is described as cooperative.

Question 8

2 out of 2 points

Which of the following is NOT a phase of relationship development for a seller and a buyer?

Selected Answer:

  1. attraction

Question 9

2 out of 2 points

Hugh is a salesperson who primarily stocks the DVDs and compact disks at convenience stores. His primary role in the functional relationships he has set up with store buyers is to:

Selected Answer:

  1. make sure the buyer has no reason to go and look for a new supplier

Question 10

2 out of 2 points

The primary objective of the partnering-oriented salesperson is to:

Selected Answer:

  1. develop long-term relationships with customers

Question 11

2 out of 2 points

Gwen is considering how to sell her new product. She is considering Internet sales, hiring sales reps, using a manufacturer’s rep, and several other options. Gwen is considering her:

Selected Answer:

  1. Go-to-market strategies

Question 12

2 out of 2 points

On average, salespeople spend less than ____ percent of their time in face-to-face meetings with customers.

Selected Answer:

  1. 35

Question 13

2 out of 2 points

  1. B. Hunt Transportation sells its delivery service across the United States. The trucking firm is using IBM-designed on-board computers in its trucks so its drivers can send and receive messages, and store information about their loads, including estimated time of arrival. The system also allows the home office to monitor driving speed and engine information. J. B. Hunt is using technology to:

Selected Answer:

  1. increase its efficiency

Question 14

2 out of 2 points

For many years thousands of loyal fans followed the Grateful Dead around the country, rarely missing a concert. These fans, known as “Dead Heads” were ___________ loyal.

Selected Answer:

  1. attitudinally

Question 15

2 out of 2 points

Which of the following statements about salesperson relationships with customers and prospects is true?

Selected Answer:

  1. Rejection is an inevitable part of making initial contacts with potential customers

Question 16

2 out of 2 points

_____ are the long-term business relationships in which the partners make significant investments to improve the profitability of both parties in the relationship.

Selected Answer:

  1. Strategic partnerships

Question 17

2 out of 2 points

Carla’s responsibilities include customers, vendors, and finance. Carla is a(n):

Selected Answer:

  1. boundary-spanning employee

Question 18

2 out of 2 points

When salespeople and buyers trust each other, they:

Selected Answer:

  1. are described by all of the above

Question 19

2 out of 2 points

The salesperson for Spectrum Pool Products sent the buyer for a chain of store that was one of his biggest customers a newspaper clipping of the buyer’s son showing the boy after he hit a grand slam in a Little League game and a congratulatory card. Which of the following factors involved in developing trust would be most affected by this gesture?

Selected Answer:

  1. likeability

Question 20

2 out of 2 points

Zero Zone, Inc. manufactures and sells display refrigeration and freezer units to supermarkets. When its salespeople use federal government research information and trade data to explain to customers why 3-inch thick CFC-free urethane insulation is important for keeping products fresh, the salesperson is demonstrating which factor used to develop mutual trust?

Selected Answer:

  1. competence

Question 21

2 out of 2 points

The text defines personal selling as a business activity involving a person-to-person communication process during which a seller:

Selected Answer:

  1. uncovers and satisfies the needs of a buyer to the mutual long-term benefit of both

Question 22

2 out of 2 points

Even though personal selling is the most expensive method of communication on a per person reached basis, businesses continue to use personal selling because of advantages in:

Selected Answer:

  1. flexibility and control

Question 23

2 out of 2 points

To promote their products, Valerie’s firm has always depended solely on advertising in the local newspaper and occasional direct mail programs. Valerie suggests using integrated marketing communications because:

Selected Answer:

  1. no single communication vehicle is free of weaknesses

Question 24

2 out of 2 points

Common goals:

Selected Answer:

  1. give both members of the strategic partnership a strong incentive to pool their resources

Question 25

2 out of 2 points

Each of the two major soft drink companies know approximately 40 percent of consumers always buy their company’s products, without consideration of alternatives or price. Consumers who purchase their product out of habit are ___________ loyal.

Selected Answer:

  1. behaviorally