Exam 16: Personal Selling and Sales Promotion

Mary Conti, a sales manager at National Computer Training, wants to evaluate the performance of her sales force in the New England territory. Which of the following would Mary most likely use?

Business promotions are used to generate business leads, stimulate purchases, reward customers, and motivate salespeople.

A ________ calls for consumers to submit an entry to be judged by a panel that will select the best entries.

What are the different steps in the selling process? Briefly describe each step.

Eric Brown is a human resource manager in a company selling and manufacturing personal computers. Who among the following is Eric most likely to hire as a salesperson if his objective is to minimize training costs post recruitment?

________ weakens a given promotion's ability to trigger an immediate purchase.

A sales person of a manufacturing company has qualified a number of leads. Which of the following is most likely the next step in the selling process?

Which of the following best explains why companies are adopting the team selling approach to service large, complex accounts?

In a territorial sales force structure, as each salesperson travels within a limited geographic area, travel expenses are relatively small.

Which of the following is an example of trade promotion?

Cravenshaw Metalworks has witnessed a rise in the number of its industrial customers in recent years. The company uses different groups of people from the sales, marketing, technical support and finance departments for servicing large, complex accounts. In this instance, Cravenshaw Metalworks uses ________ in order to enhance the quality of its customers' buying experience.

Refer to the scenario below to answer the following questions. Reliable Tools Company is a manufacturer of hubs and axles for the trailer and heavy truck industry. Although Reliable Tools only has 15 customers, the company is the sole supplier of hub and axle components to those customers. Monthly sales at Reliable Tools are approximately $1 million. "You might say we have all our eggs in one basket," says owner Arthur Deetz. It is critical that a competent sales force be maintained in order to nurture those few but large accounts. Ninety-five percent of Reliable Tools' customers are located in Michigan, Ohio, and Indiana, which means that travel time to all customers is relatively short. However, given the nature of the industry, time spent with each customer is crucial. -Which of the following is the first step in the personal selling process?

Refer to the scenario below to answer the following questions. Reliable Tools Company is a manufacturer of hubs and axles for the trailer and heavy truck industry. Although Reliable Tools only has 15 customers, the company is the sole supplier of hub and axle components to those customers. Monthly sales at Reliable Tools are approximately $1 million. "You might say we have all our eggs in one basket," says owner Arthur Deetz. It is critical that a competent sales force be maintained in order to nurture those few but large accounts. Ninety-five percent of Reliable Tools' customers are located in Michigan, Ohio, and Indiana, which means that travel time to all customers is relatively short. However, given the nature of the industry, time spent with each customer is crucial. -How would a customer sales force structure benefit Reliable Tools?

During the prospecting stage, a salesperson needs to identify the good leads and screen out the poor ones through a process known as ________.

Kirk Wilkins renewed his cell phone contract with Zip Wireless Services and purchased a new cell phone through the Zip Web site. If Kirk mails Zip Wireless Services his transaction receipt, he would be eligible to receive $50 as cash refund. Which of the following types of sales promotion is evident here?

Sales force management refers to analyzing, planning, implementing, and controlling sales force activities.

Which of the following is the best way for a company to increase selling time?

Morrill Motors splits the United States of America into 10 sales regions. Within each of those regions, the company has separate sales personnel selling the company's full line of products. Which sales force structure does Morrill Motors use?

In the territorial sales force structure, each salesperson is responsible for selling a single, exclusive product across different geographical regions.

________ refers to the sales step in which a salesperson asks the customer for an order.