Exam 16: Personal Selling and Sales Promotion

The aim of sales management motivation is to encourage salespeople to ________.

To reduce time demands on their outside sales forces,many companies have increased the size of their inside sales forces,which include technical support people,sales assistants,and ________.

Salespeople should be trained to recognize ________ signals from the buyer,which can include physical actions such as leaning forward and nodding or asking questions about prices and credit terms.

Describe the seven steps in the selling process.What would be the two most difficult steps for most salespeople and why?

Manufacturers may offer a(n)________ in return for the retailer's agreement to feature the manufacturer's products in advertising or display.

Marlene Ang is a member of the sales force at Urban Fashions,a clothing manufacturer.Marlene is preparing for a first meeting with a wholesaler who is a potential customer.Marlene is learning as much as she can about the wholesaler's organization.Marlene is in the ________ step of the personal selling process.

What is the term used to identify the individuals in a company who travel to call on customers in the field?

Which of the following questions would be the best one to help a marketer evaluate the return on a sales promotion investment?

Companies are increasingly moving away from high commission compensation plans because such plans often lead to salespeople ________.

The _____________ clearly defines each salesperson's job and fixes accountability.

Companies that use a customer sales force structure organize their salespeople by ________.

A ________ is a short-term incentive used to encourage the immediate purchase of a product or service.

Mary Chen is sales director for National Computer Training.She wants to evaluate the performance of her sales force responsible for the Asian region.Mary will most likely review all of the following in her evaluation EXCEPT ________.

Johnson Business Solutions,Inc.maintains one sales force for its copy machines and a separate sales force for its computer systems.Johnson Business Solutions utilizes a(n)________ structure.

Manufacturers may offer an allowance in return for the retailer's agreement to feature the manufacturer's products in some way.

Your inside sales force is responsible for prospecting and qualifying customers.Which of the following will likely occur?

A product demonstration that occurs in a grocery store or a department store is an example of a point-of-purchase promotion.

Stahl,Inc.has 1,000 Type-A accounts,each requiring 28 calls per year,and 2,200 Type-B accounts,each requiring 15 calls per year.If each salesperson at Stahl,Inc.can make 1,500 sales calls per year,approximately how many salespeople will be needed?

The workload approach to set sales force size is outdated.

The qualities that buyers value most in salespeople include empathy,honesty,dependability,thoroughness,follow-through,and ________.