Exam 13: Personal Selling and Sales Promotion

Sales force automation systems have been developed for improving how salespeople feel about their opportunities and value.

Personal selling is the interpersonal component of the promotion mix.

What type of company would be likely to use a product sales force structure?

Of the following, which is the LEAST creative sales position? order taker order getter account executive account development rep outside salesperson

Manufacturers may offer a(n) ________ in return for the retailer's agreement to feature the manufacturer's products in advertising or display. POP promotion allowance incentive promotion price pack premium

In what situation might the customer-solution approach be important to the salesperson?

What type of sales promotion may benefit a political candidate the most?

Why does a salesperson set call objectives?

A(n) ________ is a way that salespeople write-up their completed sales activity. expense report call report sales report sales quota time-and-duty analysis

A salesperson's ________ is often related to how well he or she meets a set quota. time-and-duty analysis compensation call report organizational climate expense report

Describe several ways in which management can evaluate sales force performance.

When airlines award customers points for miles traveled that can be turned in for free airline trips, they are using a(n) ________. price pack POP promotion premium reward frequency marketing program advertising specialty

Which of the following promotion tools involves personal presentation by the firm's sales force for the purpose of making sales and building customer relationships? personal selling advertising E-commerce publicity public relations

Rather than creating only short-term sales or temporary brand switching, ________ should help to reinforce the product's position and build long-term customer relationships. sales promotions promotion clutter samples trade promotions publicity

Management uses the workload approach to ________. set the size of the sales force determine product availability identify desirable characteristics of the sales force establish sales quotas analyze profit margins

Whom do members of a sales force typically represent? They represent the company to customers. They represent the company to investors. They represent the customer to the company. A and C all of the above

Kirk O'Hare renewed his cell phone contract with Zip Wireless and purchased a new cell phone through the Zip Web site.If Kirk mails Zip his phone receipt, proof of purchase, and a completed form, he will receive $50 in the mail.What type of sales promotion is being used by Zip? point of purchase advertising specialty premium price pack rebate

Why are many companies using e-learning to conduct sales training programs? Customers appreciate the flexibility of e-learning. The company's objectives are more easily conveyed through e-learning. E-learning allows for more customer feedback. E-learning is more efficient and sometimes even fun. E-learning is the best way to simulate sales calls.

Complex sales force structures include those specialized by customer and territory, by product and territory, by product and customer, and by territory, product, and customer.

Business promotion tools are used for which of the following. generate business leads, increase manufacturing increase manufacturing, stimulate purchases reward resellers, get rid of extra stock increase manufacturing, motivate customers motivate people, generate business leads