The Carsons are going on a vacation back to Texas. When they lived there, Gwen Carson loved Blue Bell Cookies. Blue Bell is sold only in Texas. She plans to buy two boxes at the first store she visits after they arrive. For Gwen, Blue Bell represents a(n) ____ product.
A) convenience
B) shopping
C) specialty
D) unsought
E) durable
Question 2Scenario 18.1
Use the following to answer the questions.
Jafrum, Inc is a wholesale supplier of motorcycle accessories, clothing, and tools to various motorcycle retail stores around the country. Jafrum does not manufacture these items, but sells them to other retailers and also sells its merchandise through its website. Sean Thompson is one of the salespeople for Jafrum, and is responsible for obtaining new customers, increasing sales to current customers, and visiting the retail stores throughout the country. Recently, he has been given the sales objective from Jafrum's management to increase sales dollars by 15 in the coming year by adding new customers. Sean's current compensation is based on a 1,000 per month draw, plus 5 of all sales over 100,000. His salary last year totaled 42,000. Management has given Sean the choice of going to a compensation plan where he will earn 15 of all sales, but no draw.
Refer to Scenario 18.1. Sean selects several motorcycle stores that are not currently his customers. He then obtains and analyzes information about the current brands of motorcycle accessories they stock, their sales trends, and credit history. Sean is engaged in which of the following?
A) Prospecting
B) The preapproach
C) Approaching the customer
D) Making the presentation
E) Overcoming objections
Question 3Shopping products have a ____ inventory turnover and need ____ distribution outlets than convenience goods.
A) similar; more
B) higher; fewer
C) higher; more
D) lower; more
E) lower; fewer
Question 4Scenario 18.1
Use the following to answer the questions.
Jafrum, Inc is a wholesale supplier of motorcycle accessories, clothing, and tools to various motorcycle retail stores around the country. Jafrum does not manufacture these items, but sells them to other retailers and also sells its merchandise through its website. Sean Thompson is one of the salespeople for Jafrum, and is responsible for obtaining new customers, increasing sales to current customers, and visiting the retail stores throughout the country. Recently, he has been given the sales objective from Jafrum's management to increase sales dollars by 15 in the coming year by adding new customers. Sean's current compensation is based on a 1,000 per month draw, plus 5 of all sales over 100,000. His salary last year totaled 42,000. Management has given Sean the choice of going to a compensation plan where he will earn 15 of all sales, but no draw.
Refer to Scenario 18.1. Sean is developing his list of potential new retail customers by accessing the yellow pages online. Here he finds the contact information for every motorcycle store in the 48 contiguous states, and eliminates those who currently are his customers. Sean is involved in which step of the personal selling process?
A) Prospecting
B) Preapproach
C) Overcoming objections
D) Closing
E) Following up
Question 5Gap clothing stores sell primarily what type of products?
A) Convenience
B) Shopping
C) Unsought
D) Nondurable
E) Specialty
Question 6While sales contests can motivate employees at all levels to participate, a disadvantage of this method of sales promotion is that
A) they are often too complicated.
B) they are not taken seriously by the employees.
C) people often discontinue their positive behavior after the contest is over.
D) many point-of-purchase display materials are needed to implement a contest.
E) people often feel they are not being recognized enough.
Question 7Shannon Hill needed to buy an airline ticket to visit her parents. She went to several websites to compare rates and chose a flight on Go Anywhere Airlines because, for a similar price to other airlines, it had a better reputation for service. For Shannon, this flight is an example of which type of product?
A) Shopping
B) Convenience
C) Specialty
D) Unsought
E) Durable
Quick Reply
