Exam 13: Personal Selling and Sales Promotion

Describe some of the methods used to supervise salespeople and help them work more efficiently.

Personal selling plays a major role in most companies.

What does a time-and-duty analysis reveal?

Why is a firm's organizational climate an important part of building a successful sales staff?

Pressure to increase short-term sales, less differentiated brands, declining advertising efficiency, and increasingly deal-oriented customers are all factors contributing to the ________. growth of personal selling decline of personal selling growth of sales promotion decline of sales promotion decline of customer relationships

Manufacturers direct more sales promotion dollars toward ________ than to ________. consumers; retailers customers; wholesalers retailers and wholesalers; consumers mature consumers; teenagers retailers; wholesalers

________ offer consumers savings off the regular price of a product, with the reduced price marked by the producer directly on the label or package. Premiums Patronage rewards Price packs Samples Rebates

Event marketing include displays and demonstrations that take place at a sponsored event.

The ________ step of the selling process is difficult for some salespeople because they lack confidence, feel guilty about asking for an order, or may not recognize the right time to ask for an order. approaching the prospect making a professional presentation handling objections closing the sale following up

Of the major consumer promotion tools, which is the most effective for introducing a new product or creating excitement for an existing one? coupons samples cash refunds advertising rebates

In the handling objections step of the selling process, a salesperson should seek out hidden objections, ask the buyer to clarify objections, treat objections as opportunities to provide more information, and ________. offer the buyer a discount for placing an order early seek to minimize or play down the objections compliment the buyer for bringing the objections up turn the objections into reasons for buying move on to closing the sale

Manufacturers may offer an allowance in return for the retailer's agreement to feature the manufacturer's products in some way.

Which of the following is the term for the individuals in a company who travel to call on customers in the field? outside sales force inside sales force complex sales force customer sales force product sales force

Sunny Snacks is a large consumer product company that sells its products to wholesalers and retailers.The sales force at Sunny Snacks is LEAST likely to do which of the following? Work directly with final customers. Build relationships with wholesalers. Help retailers effectively sell the company's products. Communicate regularly with business customers. Represent their wholesale and retail customers.

Few companies provide sales training beyond a few weeks or months for new members of the sales force.

East Bay Communications has increased its inside sales force.Which of the following will least likely help its outside sales force? It will allow them more time to sell to major accounts. It will allow them more time to find major new prospects. It will allow them more time to provide after-the-sale customer service. It will ensure that their customers' questions can be answered in a timely way. It will improve their use of sales automation technology.

Which of the following is a definite disadvantage of a product sales force structure? selling costs reduce with multiple sales visits from separate divisions overlapping use of resources with big customers salespeople spending time prospecting new customers increased customer delivery time B and C

A company could benefit from appointing a high-level marketing executive because such a person could perform what duty/duties? oversee sales oversee marketing oversee both marketing and sales represent customers to the company represent the company to customers

In order to develop a full sales promotion program, marketers must make several decisions.Which of the following is not part of that decision-making process? Set conditions for participation. Determine the length of time the promotion will run. Evaluate the sales promotion. Decide on the size of the promotion incentive. Motivate suppliers to help with the sales promotion.

Which description of a salesperson fits best with today's relationship marketing focus and solutions approach? hard-sell salesperson a listener, an understander, and a problem-solver salesperson razzle-dazzle salesperson salesperson on bonus and not on commission salesperson on commission and not on salary