Quiz 4.2

3/26/2021 Quiz 4.
Quiz 4.2 Total points 10/10
The respondent's email address (premba21106@student.isb.edu.vn) was recorded on

submission of this form.
Which of the following is true with regard to value selling? * 1/1
Value selling refers to earning business from customers by cutting down prices of
value products.
Value selling refers to delivering superior customer value and capturing a fair
return on that value.
Value selling refers to the mass production of inferior-quality goods for sale.
Value selling dilutes customer loyalty in the long run.
Value selling tarnishes the brand image of a product in the long run.
More and more companies are moving away from high-commission 1/1
plans because ________. *
outside salespeople tend to undermine the efforts of the inside sales team
high-commission plans require salespeople to work overtime
salespeople tend to become pushy which affects customer relationships
salespeople are prone to taking multiple sales jobs to maximize their income
salespeople end up spending too much time traveling to meet customers
https://docs.google.com/forms/d/e/1FAIpQLSen5PhqdrOpSGUewVLMDHMFXF77k_K7D8j9k7O9r6koAlLJCA/viewscore?viewscore=AE0zAgBVvcYPhbxB… 1/5
3/26/2021 Quiz 4.2
Which of the following factors has most likely contributed to the rapid 1/1
growth of sales promotion, particularly in consumer markets? *
declining interest in quality
declining advertising efficiency
rising hostility toward large firms
increasing popularity of e-procurement
increasing number of international firms
Which of the following questions would help a marketer evaluate the 1/1
return on a sales promotion investment? *
Was the sales force successful in filtering out the good prospects from the poor
ones?
Did customers enjoy the events associated with the promotion?
Did customers receive high-quality promotional products?
Did the promotion attract new customers or more purchasing from current
customers?
Were channel intermediaries effectively positioned to ensure a seamless supply of

products?
3/26/2021 Quiz 4.2
Orion is planning to give away free mouse pads imprinted with the 1/1
company logo and name to anyone who enters their store on the day
they launch their new laser mouse. What kind of sales promotion is Orion
planning? *
promotional products
rebate
price packs
sweepstakes
premiums
Bose offers $50 cash back to customers who purchase a new speaker 1/1
and send in a proof of purchase. This is an example of a ________. *
rebate
POP promotion
price pack
premium
sample
3/26/2021 Quiz 4.2
Which of the following is the most effective—but most expensive—way 1/1

to introduce a new product or create new excitement for an existing
one? *
coupons
sampling
cash refunds
cents-off deals
satisficing
If a company ________, it should adopt a product sales force structure, in 1/1

which the sales force specializes along product lines. *
specializes in a single product
manufactures a small number of simple products
maintains that product specialization is counterproductive
has numerous and complex products
lacks salespeople with superior technical know-how
3/26/2021 Quiz 4.2
Morrill Motors splits the United States of America into 10 sales regions. 1/1
Within each of those regions, the company has separate sales personnel
selling the company's full line of products. Morrill Motors uses a ________
sales force structure. *
territorial
complex
customer
product
market
Which of the following would most likely improve coordination between 1/1
marketing and sales? *
Salespeople should directly participate in the development of new products.
Salespeople should participate in marketing planning sessions by sharing

firsthand customer knowledge.
The sales force should strategize promotional strategies and be the primary decision
makers about marketing.
Marketing managers should field test new promotion strategies before the sales
team.
The marketing and sales departments should conduct annual job rotations.
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3/26/2021 Quiz 4.

Quiz 4.2 Total points 10/10

The respondent's email address (premba21106@student.isb.edu.vn) was recorded on

Which of the following is true with regard to value selling? * 1/1

Value selling dilutes customer loyalty in the long run.

high-commission plans require salespeople to work overtime

salespeople tend to become pushy which affects customer relationships

salespeople end up spending too much time traveling to meet customers

declining interest in quality

declining advertising efficiency

rising hostility toward large firms

increasing popularity of e-procurement

increasing number of international firms

Did customers enjoy the events associated with the promotion?

Did customers receive high-quality promotional products?

Were channel intermediaries effectively positioned to ensure a seamless supply of

Which of the following is the most effective—but most expensive—way 1/1

If a company ________, it should adopt a product sales force structure, in 1/1

specializes in a single product

manufactures a small number of simple products

maintains that product specialization is counterproductive

has numerous and complex products

lacks salespeople with superior technical know-how

Salespeople should directly participate in the development of new products.

Salespeople should participate in marketing planning sessions by sharing

This form was created inside ISB.

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