Exam 13: Personal Selling and Sales Promotion

The sales force at Messimer Computing recently began telemarketing and online selling.How will telemarketing and Web selling most likely benefit Messimer Computing? The inside sales force of Messimer will receive better compensation than the outside sales force. Messimer sales reps will need to spend less face-to-face time with large, high-value customers. Messimer sales reps will be able to service hard-to-reach customers more effectively. Messimer sales reps will be able to work from home offices more regularly. The outside sales force of Messimer will be freed up to work more with the marketing department.

Sales promotions motivate the consumer to buy _________. soon from retailers from wholesalers on credit now

Which of the following is the growing trend of using a group of people from sales, marketing, engineering, finance, technical support, and even upper management to service large, complex accounts? department selling inside selling team selling continuous selling simultaneous selling

Formal sales force evaluation forces management to develop and communicate clear standards for judging performance and provide constructive feedback and motivation to perform well.

Your inside sales force is responsible for prospecting and qualifying customers.Which of the following will likely occur? The number of qualified customers will exceed the number of prospects. The outside sales force will call on all prospects. A salesperson may have to approach many qualified customers just to make one sale. Your inside sales force will attend meetings with qualified customers. A and C

A(n) ________ has the advertiser's name on it and is given as a gift to consumers. premium POP promotion advertising specialty price pack sample

Which sales management tool shows a salesperson which customers and prospects to see during the next 12 months and in which months, as well as which activities to carry out? time-and-duty analysis sales force automation system annual call plan sales quota plan positive incentives plan

Because customers almost always have objections during the presentation or closing step of the selling process, all salespeople need training in the skills of handling objections.

According to research conducted by Gallup Management Consulting Group, which of the following is one of the four key talents a successful salesperson should possess? easy-going nature disciplined work style creativity technological know-how understanding of many cultures