Exam 16: Personal Selling and Sales Promotion

Right after closing, Joshua, a senior sales manager at Halcyon Technologies called up the customer to ensure that she was satisfied with Halcyon's products. By calling the customer, Joshua also wanted to ensure repeat business. In this instance, Joshua is in the ________ stage of the selling process.

Which of the following refers to a closing technique used by salespeople?

________ consists of short-term incentives to encourage the purchase of a product or service.

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

At the beginning of each year, the management of Dee Decor states the exact amount a salesperson should sell. This specific sales target is also known as a ________.

Blue Fizz Inc. sponsors every race that takes place at the Sears Racing Track in Orange County, California. The high-octane racing at Sears is perfect for Blue Fizz to sell its energy drinks and to establish the desired brand image of the company. Which type of promotion is evident here?

Stahl Inc. has 1,000 A-level accounts, each requiring 30 calls per year, and 3,000 B-level accounts, each requiring 10 calls per year. If each salesperson at Stahl Inc. can make 1,500 sales calls per year, how many salespeople would be needed to meet the total workload?

Why should a salesperson set call objectives?

Which of the following is most likely a true statement about sales compensation in economically tough circumstances?

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

How is the personal selling process and customer relationship management interrelated? What are the primary requirements of value selling?

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

At Price & Wallace Inc., a pharmaceuticals company, members of the sales force and marketing department tend to have disagreements when things go wrong with a customer. The marketers blame the salespeople for poorly executing their strategies, while the salespeople blame the marketers for being out of touch with customers. Which of the following steps should upper management at Price & Wallace take to help bring the sales and marketing functions closer together?

How do salespeople qualify prospects?

In ________, the producer marks the reduced prices directly on the label or package. These offer consumers savings off the regular price of a product and are very effective in stimulating short-term sales.

Which of the following is true with regard to the inside sales force of a company?

Refer to the scenario below to answer the following question(s). 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. -Creating a brand-marketing event or serving as a sole or participating sponsor of events created by others is known as event marketing.

Discuss the differences between the three major sales force structures. What are the potential benefits of each structure?

Which of the following is used to generate business leads, stimulate purchases, reward customers, and motivate salespeople?

In the follow-up stage of the selling process, the salesperson asks the customer for an order.