16

Identify the correct statement about the personal selling process.

Multiple Choice

• Objections arise only during the third stage of the selling process.

• Good salespeople pay attention to the body language of potential customers.

• The best way to handle objections is to try to prove that customers' objection are not valid.

• It is important for salespeople to believe that they must do all the talking to be in control.

• The first step in the selling process is used extensively in retail settings.

• 17

• Charles Associates Inc. uses mass media advertising to communicate its festival products and to urge customers to buy the products during the festival season. It advertises after generating enough awareness about its products and the various schemes associated with them. Which of the following types of advertising does Charles Associates Inc. use?

  Multiple Choice

• Reminder

• Instructive

• Informative

• Educational

• Persuasive

• 18

• A company wants to advertise a tonic that revitalizes hair. The company creates 30-minute infomercials detailing the benefits of this tonic. The infomercial provides a mail address for interested customers. This is an example of:

  Multiple Choice

• cause-related marketing.

• DRTV.

• deceptive advertising.

• sales promotion.

• pulsing schedule.

• 19

• Cossacks is a computer manufacturing company. To boost sales, it offers discounts on computers to encourage retailers to sell higher volumes. Which of the following strategies best describes Cossacks's distribution channel strategy?

  Multiple Choice

• Media buy

• Push

• Reach

• Frequency

• Impressions

• 20

• Which of the following is a method of prospecting in which salespersons telephone or go to see potential customers without appointments?

  Multiple Choice

• Sales contest

• Telemarketing

• Trade show

• Product placement

• Cold calling