Exam 13: Personal Selling and Sales Promotion

What type of company might use a customer sales force structure?

During the presentation step of the selling process, the salesperson tells the product "story" and explains the product benefits to the customer.

A(n) ________ serves as a critical link between a company and its customers by performing one or more of the following: prospecting, communicating, selling, servicing, information gathering, and relationship building. manager executive support person salesperson consultant

You want to collect information to evaluate your sales force in the Atlantic Provinces.Which of the following could you likely ignore in doing so? sales reports call reports expense reports profit performance in the territory personality trait assessments

Which sales force structure would a company that sells a wide variety of products to many types of customers over a broad geographic area consider using? territorial product customer complex team

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 ________ structure. product sales force customer sales force territorial sales force workload sales force complex sales force

Of the main consumer promotion tools, which is the most costly? coupons samples cash refunds advertising billboards

Which of the following statements is true according to your text? A company that treats its salespeople as valuable contributors with unlimited income opportunities is rare. Salespeople often need special encouragement to do their best. Most salespeople need little or no outside encouragement.They know the job and they do it. Sales structure is the most important aspect to motivating individual salespeople. Workload of salespeople is entirely self-managed.

Though web-based technologies are useful selling tools, it is often more advantageous for a salesperson to have a face-to-face meeting with a customer when it comes time to close a deal.

Which of the following describes two of the four basic types of compensation plans? commission plus bonus, straight commission straight salary, commission plus bonus salary and commission, straight salary commission plus bonus, sliding scale salary plus bonus, sliding scale

Identify the seven steps in the selling process.What is often the most difficult step for most salespeople? Why?

Of all the ways to structure a sales force, product sales force structure is most effective in helping the company to become more customer focused and build closer relationships with important customers.

The most expensive consumer promotion tool is mobile couponing.

Give three examples of sales promotions.

Scenario Reliable Tool Company manufactures hubs and axles for the trailer and heavy truck industry.Though the customer base is small, monthly sales at Reliable are approximately $1 million."You might say we have all of our eggs in one basket," says owner Arthur Deetz.Reliable Tool has captured "a small piece of the pie" but is the sole supplier of hub and axle components to its customers; therefore, it is critical that a competent sales force be maintained in order to nurture those few but large accounts.Ninety-five percent of Reliable's customers are located in Michigan, Ohio, and Indiana.Travel time to all customers is short but, given the nature of the industry, time spent with each customer is essential. Describe the ideal organizational climate for Reliable Tool.

Using e-learning to train salespeople offers few advantages and is limited in application.

Which of the following is an objective for trade promotions? to get retailers to carry new items to get retailers to discount products to gain more consumer confidence to get salespeople to sign up new accounts to get retailers to reduce competition

Why might a company need to hire both an inside and an outside sales force?

Which consumer promotion tool requires consumers to send a proof of purchase to the manufacturer? cents-off deals coupons samples cash refunds promotional products

Ken Klein is a Superior Frozen Foods salesman responsible for customers in the southwest region of Texas.Superior Frozen Foods uses a territorial sales force structure.