Exam 16: Personal Selling and Sales Promotion

Which of the following steps in the selling process is most focused on ensuring customer satisfaction and repeat business?

Describe the nature of personal selling and the role of the sales force.

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

________ are offers of a trial amount of a product.

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. -Advertising specialties include displays and demonstrations that take place at the point of sale.

Which of the following is a potential drawback of using Web-based technologies for making sales presentations and servicing accounts?

Under what conditions is a company most likely to use a product sales force structure?

Why and how do companies use workload approach?

Distinguish between an outside sales force and an inside sales force.

Robin works in a manufacturing company in Ohio. She sells products and handles customer requests via the company's online live chat feature. In her company, Robin is most likely a part of the ________.

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 ________.

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?

During the ________ step of the selling process, the salesperson tells the value story to the buyer, showing how the company's product or service solves the customer's problems.

Why have firms adopted sales force automation systems?

________ are goods offered either free or at low cost as an incentive to buy a product, ranging from toys included with kids' products to phone cards and DVDs.

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. -Sales promotion consists of long-term incentives to encourage the purchase of a product or service.

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?

In which of the following steps of the selling process is a salesperson most likely to meet the customer for the first time?

All of the following are problems associated with the poor selection of salespeople EXCEPT ________.

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.