1. Classroom Response System Content to accompany Anderson/Dubinsky/Mehta Personal Selling, 2nd ed. CHAPTER 2

2. Copyright © Houghton Mifflin Company. All rights reserved. Chapter 2 | Slide 2 Instructor Notes All content comes from ACE quizzes and the test bank. “Notes page ” view displays exact source of content.

3. Copyright © Houghton Mifflin Company. All rights reserved. Chapter 2 | Slide 3 Question 1 Which of the following is not one of the megatrends facing salespeople and their managers? a)technological forces. b)managerial forces. c)humanitarian forces. d)behavioral forces.

4. Copyright © Houghton Mifflin Company. All rights reserved. Chapter 2 | Slide 4 Question 1 Which of the following is not one of the megatrends facing salespeople and their managers? a)technological forces. b)managerial forces. c)humanitarian forces. *Correct Answer d)behavioral forces.

5. Copyright © Houghton Mifflin Company. All rights reserved. Chapter 2 | Slide 5 Question 2 As millions of immigrants enter the United States bringing a rich diversity of cultures, tastes, and preferences, domestic markets will a)become less important. b)require microsegmentation. c)not be significantly affected. d)become unprofitable.

6. Copyright © Houghton Mifflin Company. All rights reserved. Chapter 2 | Slide 6 Question 2 As millions of immigrants enter the United States bringing a rich diversity of cultures, tastes, and preferences, domestic markets will a)become less important. b)require microsegmentation. *Correct Answer c)not be significantly affected. d)become unprofitable.

7. Copyright © Houghton Mifflin Company. All rights reserved. Chapter 2 | Slide 7 Question 3 Radio frequency identification (RFID) tags offer which of the following advantages? a)Fast, accurate inventories of products b)Quickly locating a specific pallet of goods in a huge warehouse c)Reducing theft d)All of the above

8. Copyright © Houghton Mifflin Company. All rights reserved. Chapter 2 | Slide 8 Question 3 Radio frequency identification (RFID) tags offer which of the following advantages? a)Fast, accurate inventories of products b)Quickly locating a specific pallet of goods in a huge warehouse c)Reducing theft d)All of the above *Correct Answer

9. Copyright © Houghton Mifflin Company. All rights reserved. Chapter 2 | Slide 9 Question 4 Database marketing is least likely to do which of the following? a)determine the most profitable customers. b)develop creative ways to repackage and re-price products and services to satisfy market segments. c)evaluate opportunities for developing new products d)promptly resolve customer complaints

10. Copyright © Houghton Mifflin Company. All rights reserved. Chapter 2 | Slide 10 Question 4 Database marketing is least likely to do which of the following? a)determine the most profitable customers. b)develop creative ways to repackage and re-price products and services to satisfy market segments. c)evaluate opportunities for developing new products d)promptly resolve customer complaints *Correct Answer

11. Copyright © Houghton Mifflin Company. All rights reserved. Chapter 2 | Slide 11 Question 5 Sales organizations are attempting to reduce costs with all of the following except the use of a)wholesalers and distributors. b)telemarketing and teleselling. c)computer salespeople. d)more paperwork rather than investing in computer technology.

12. Copyright © Houghton Mifflin Company. All rights reserved. Chapter 2 | Slide 12 Question 5 Sales organizations are attempting to reduce costs with all of the following except the use of a)wholesalers and distributors. b)telemarketing and teleselling. c)computer salespeople. d)more paperwork rather than investing in computer technology. *Correct Answer

13. Copyright © Houghton Mifflin Company. All rights reserved. Chapter 2 | Slide 13 Question 6 _________ is generally used for only a limited part of the sales process such as generating warm leads to pass on to salespeople. a)Telemarketing b)Teleselling c)Direct mail d)Computer salespeople

14. Copyright © Houghton Mifflin Company. All rights reserved. Chapter 2 | Slide 14 Question 6 _________ is generally used for only a limited part of the sales process such as generating warm leads to pass on to salespeople. a)Telemarketing *Correct Answer b)Teleselling c)Direct mail d)Computer salespeople

15. Copyright © Houghton Mifflin Company. All rights reserved. Chapter 2 | Slide 15 Question 7 All of the following are explanations for rising customer expectations except a)buyers are demanding higher-quality products. b)U.S. marketers are being forced by Japanese producers to enhance the quality of their products. c)prices are falling; therefore, customers do not expect much service with the products that they buy. d)buyers are tired of purchasing poor-quality products

16. Copyright © Houghton Mifflin Company. All rights reserved. Chapter 2 | Slide 16 Question 7 All of the following are explanations for rising customer expectations except a)buyers are demanding higher-quality products. b)U.S. marketers are being forced by Japanese producers to enhance the quality of their products. c)prices are falling; therefore, customers do not expect much service with the products that they buy. *Correct Answer d)buyers are tired of purchasing poor-quality products

17. Copyright © Houghton Mifflin Company. All rights reserved. Chapter 2 | Slide 17 Question 8 Which one of the following is one of the behavioral forces affecting selling and sales management? a)Microsegmentation of domestic markets b)Declining customer expectations c)Decreased power of retailers d)Less expert buyers

18. Copyright © Houghton Mifflin Company. All rights reserved. Chapter 2 | Slide 18 Question 8 Which one of the following is one of the behavioral forces affecting selling and sales management? a)Microsegmentation of domestic markets b)Declining customer expectations c)Decreased power of retailers d)Less expert buyers *Correct Answer

19. Copyright © Houghton Mifflin Company. All rights reserved. Chapter 2 | Slide 19 Question 9 Each of the following statements about certification of salespeople is true except that it a)usually requires a salesperson to get a certain amount of practical experience, enroll in educational seminars and courses, pass a sales competency exam, provide some professional references, and agree to comply with a code of conduct. b)is an unnecessary expense for the salesperson’s firm and an inefficient use of the salesperson’s time. c)is a positive response to customer demands for increased quality, trust, and professionalism in sales. d)can identify a salesperson as a respected sales professional who has met high standards of knowledge, skills, and ethics.

20. Copyright © Houghton Mifflin Company. All rights reserved. Chapter 2 | Slide 20 Question 9 Each of the following statements about certification of salespeople is true except that it a)usually requires a salesperson to get a certain amount of practical experience, enroll in educational seminars and courses, pass a sales competency exam, provide some professional references, and agree to comply with a code of conduct. b)is an unnecessary expense for the salesperson’s firm and an inefficient use of the salesperson’s time.*Correct Answer c)is a positive response to customer demands for increased quality, trust, and professionalism in sales. d)can identify a salesperson as a respected sales professional who has met high standards of knowledge, skills, and ethics.

21. Copyright © Houghton Mifflin Company. All rights reserved. Chapter 2 | Slide 21 Question 10 As the costs of personal selling increase, many companies are turning away from direct marketing. a)T b)F

22. Copyright © Houghton Mifflin Company. All rights reserved. Chapter 2 | Slide 22 Question 10 As the costs of personal selling increase, many companies are turning away from direct marketing. a)T b)F *Correct Answer