Exam 14: Many to Many: Trade Promotion, direct Marketing, and Personal Selling

A company that wanted its sales force to see a direct connection between performance and pay would most likely use which of the following compensation plans?

Prospect and qualify is the step in the creative selling process in which the salesperson ________.

Which of the following is an example of a qualitative measure a sales manager could use to evaluate his salespeople?

Which of the following is the LEAST relevant characteristic that a salesperson should consider when qualifying a prospect?

The idea that a small number of customers account for a majority of a company's sales is referred to as the ________.

Which of the following is a bonus paid by a manufacturer to a salesperson for selling its product?

Push money is used to encourage consumers to buy more of a particular product during a specified time period.

According to your text,sales managers rate which of the following skills as the single most important attribute they look for when hiring relationship salespeople?

A type of m-commerce that simply involves sending a text message is known as ________.

What should a salesperson do during the fifth step of the creative sales process?

The National Do Not Call Registry was established by which of the following?

Lyall Electric,Inc. ,maintains a sales force for its small appliance customers and a separate sales force for its automotive customers.Lyall Electric utilizes a(n)________ sales force structure.

What is the difference between catalogs and direct mail?

During the ________ step,salespeople for Montana exercise equipment should try to determine the specific needs of a customer.

After salesperson Danny O'Reilly has made a sale,he asks his customer if she knows of anyone else who might also be interested in buying his products.Referrals such as these are one method used in ________.

Why are people reached by direct mail better prospects for a company than those reached by mass media such as television or magazines?

A retail salesperson at a department store cosmetics counter gets five dollars every time he sells a bottle of a certain brand of cologne.Explain the type of trade promotion that is being used in this instance.

Compare the four types of compensation plans available to salespeople.

Your new-business sales force is responsible for prospecting and qualifying customers.Which of the following will likely occur?

Fiona Lambrech is the marketing director of a charity that raises funds to help provide educational services to children and families in developing countries.Fiona wants to reach a selective market of individuals who have recently donated to international charities.Which of the following types of direct marketing is Fiona most likely to use?