Exam 16: Personal Selling and Sales Promotion

Commissions or bonuses that a salesperson receives from a company are categorized as the ________ of a compensation plan.

What type of company would be likely to use the territorial sales force structure?

Sales promotions are targeted toward all of the following EXCEPT ________.

What does a time-and-duty analysis reveal?

A company that treats its salespeople as valuable contributors with unlimited income opportunities has developed a(n)________ that will have fewer turnovers and higher sales force performance.

Manufacturers direct more sales promotion dollars toward ________ than to ________.

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

Which of the following would a company most likely use to determine sales force size?

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

The rapid growth of sales promotions in consumer markets is most likely the result of all of the following factors EXCEPT ________.

A salesperson who researches a company's buying styles and product line is most likely in the ________ stage of the selling process.

During the presentation step of the selling process,the salesperson tells the customer the "value story" of the product.

Which of the following is an example of a sales promotion?

If Johnny Peh's company is like most consumer goods companies today,he can boost sales force morale and performance through his organizational climate,sales quotas,and positive incentives.

Which of the following is the LEAST relevant characteristic that a salesperson should consider when qualifying a prospect?

Consumers are increasingly ignoring promotions and not making immediate purchases because of ________.

In companies that sell _______________,such as IBM,Huawei Technologies,and NEC,the company's salespeople work directly with customers.

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

Refer to the scenario below to answer the following questions. Reliable Tool Company is a manufacturer of hubs and axles for the trailer and heavy truck industry. Though the customer base is small, monthly sales at Reliable are approximately $1 million. "You might say we have all of our eggs in one basket," says owner Arthur Lau. Reliable Tool has captured "a small piece of the pie" but is the sole supplier of hub and axle components to its customers; therefore, it is critical that a competent sales force be maintained in order to nurture those few but large accounts. Ninety-five percent of Reliable's customers are located in Malaysia. Travel time to all customers is short but, given the nature of the industry, time spent with each customer is essential. -How would a customer sales force structure benefit Reliable Tool?

Sales have been slow recently at B & B Materials,so management has organized a training program to improve the performance of its sales force.Which of the following would most likely lead to improved sales for B & B Materials?