Exam 16: Personal Selling and Sales Promotion

At Deck Decor,a manufacturer of outdoor furniture and accessories,the marketing and sales force objectives are to grow relationships with existing customers and to grow the long-run value of each customer.Which of the following compensation plans should management establish to encourage the sales force to pursue both of these objectives?

The selling process consists of several steps that the salesperson must master,focusing on the goals of ________ and ________ from them.

Blackstone Tools manufactures screwdrivers,wrenches,and pliers.John Goh handles the Home Fix account,and Melinda Wee manages the DIY account.Blackstone Tools most likely uses a product sales force structure.

Developing sales force strategy and structure is a minor element of sales force management and is an aspect that most companies fail to spend much time considering.

The sales force at Challenger recently began telemarketing and Web selling.How will telemarketing and Web selling most likely benefit Challenger?

The growing trend of using a group of people from sales,marketing,engineering,finance,technical support,and even upper management to service large,complex accounts is known as ________ selling.

An insert in a H&M catalog offers free shipping on your next purchase.This is an example of a ________.

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. -Which of the following promotions would be most appropriate for Reliable Tool to use in its attempt to promote its products and generate new business leads?

Helping the sales force "work smart" is the goal of ________.

Business promotion tools are used for all of the following reasons EXCEPT to ________.

A(n)________ is a salesperson's write-up of his or her completed sales activities.

The qualities buyers dislike most in salespeople include all EXCEPT which of the following?

In a short essay,explain how sales promotion campaigns are developed and implemented.

Of the main consumer promotion tools,which is the MOST effective for introducing a new product or creating excitement for an existing one?

Of all the ways to structure a sales force,product sales force structure is most effective in helping the company become more customer focused and build closer relationships with important customers.

Why does a salesperson set call objectives?

Ken Koh is a Superior Frozen Foods salesman responsible for customers in the Southeast region of Asia.Superior Frozen Foods most likely uses a territorial sales force structure.

In a short essay,describe the nature of personal selling and the role of the sales force.

Prospecting is the step in the selling process in which the salesperson ________.

Of the three typical types of sales force structures,which one is often supported by many levels of sales management positions in specific geographical areas?