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Marketing Practice Test: Sales Promotion and Personal Selling
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Marketing Practice Test: Sales Promotion and Personal Selling
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25 Questions

1. All of the following are examples of point-of-purchase promotions EXCEPT:
2. Martina buys cola every week at the grocery store, but she always buys whatever is on sale. Coca-Cola, Pepsi, RC Cola—it doesn’t matter to her. She is happy with whatever costs the least. Martina would be characterized as
3. Why do some marketers offer rebates instead of price reductions to induce short-term sales?
4. _____ sales promotions are targeted toward the ultimate end-user market.
5. Which of the following sales promotion tools would be MOST appropriate for a competitor’s customer?
6. _____ is a process of finding out about potential clients from friends, business contacts, coworkers, acquaintances, and fellow members in professional or civic organizations.
7. The _____ is a process that describes the homework that must be done by a salesperson before he or she contacts a prospect.
8. Unlike other sales promotion activities, the objective of a loyalty marketing program is to:
9. The set of steps a salesperson goes through to sell a particular product is called the:
10. Which type of consumer sales promotion rewards loyal consumers for making multiple purchases of a particular good or service?
11. Neutrogena offered customers who purchased $30 worth of facial moisturizers, facial cleaners, and facial treatment products a $10 rebate by mail. This is an example of:
12. New subscribers to Men’s Health magazine receive a free copy of Men’s Health Total Fitness Guide. The Fitness Guide is an example of a(n):
13. General Mills is offering resellers a 10 percent discount on all cases of its granola bars purchased during the month of June. General Mills is offering
14. When compared to other forms of promotion, personal selling:
15. Effective sales management begins with:
16. When Maya purchased a full-size bottle of Purell Hand Sanitizer, she received a free, purse-sized bottle as well. The purse-sized bottle is an example of
17. The Pillsbury Bake-Off requires people to submit a recipe using Pillsbury baking products. Finalists are brought to Pillsbury kitchens to bake their recipes so the winner of a cash prize can be chosen. This is an example of
18. When Rick purchased a Xerox color printer for his law office, he was able to mail in a proof-of-purchase and his cash register receipt to receive a check from Xerox for $200. Rick received
19. _____, or prospecting, is the identification of those firms and people most likely to buy the seller's offerings.
20. When a salesperson offers a discount if a prospect places a larger order, he or she is using the process of:
21. Consultative selling:
22. A _____ is a determination of the customer's specific needs and wants and the range of options the customer has for satisfying them.
23. Point-of-purchase promotions work best for:
24. Trade sales promotions are popular among manufacturers because they can do all of the following at trade shows EXCEPT:
25. As a manufacturer of jams and jellies, Smucker’s sells a highly standardized product to consumers all over the United States. You would expect Smucker’s to rely on _____ to promote its product.

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