Exam 16: Personal Selling and Sales Promotion

Companies are increasingly adopting high-commission plans to make sure that salespersons are motivated to build long-term relationships with customers.

Sales assistants confirm appointments, follow up on deliveries, and answer customers' questions when outside salespeople cannot be reached.

In a complex sales force structure, salespeople can be specialized by customer and territory; product and territory; product and customer; or territory, product, and customer.

Hannah Adams is a senior sales manager in Elmo Corp., a rapidly-growing company manufacturing personal computers and printers. In order to handle sales effectively, Hannah insists on using the services of different groups of people from different departments within the company such as, the sales, marketing, technical support, and finance departments. In this instance, Hannah makes use of ________.

Training online instead of on-site can cut travel and other training costs, and it takes up less of a salesperson's selling time.

All of the following are basic types of compensation plans for salespeople EXCEPT ________.

________ is defined as analyzing, planning, implementing, and controlling sales force activities.

Which of the following is true about the sales force of a company?

Which of the following is a primary reason that companies use e-learning to conduct sales training programs?

Kelly works as a sales representative at Ginner Machine Works. She uses the phone and the Internet to identify prospects and make sales. Kelly calls customers and explains the products offered by Ginner and the advantages of using them. If requested, she also mails the customer product information brochures. Which of the following is most likely Kelly involved in?

Why and how do companies use workload approach?

Why are more companies using team selling? What are its pros and cons?

How do successful companies recruit and train their salespeople? What does an effective training program teach salespeople?

Renee's, a company selling winter clothing in Chicago, ran a preseason promotion on some of its fur jackets, offering cash refunds if the snowfall in the customer's market area turned out to be below average. This exemplifies ________.

Which of the following is true with regard to personal selling?

________ refers to the standard that establishes the amount each salesperson should sell and how sales should be divided among the company's products.

What is the follow-up step of the selling process? Why is it important?

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

Creating a brand-marketing event or serving as a sole or participating sponsor of events created by others is known as ________.

Briefly describe the presentation stage of the selling process.