Exam 16: Personal Selling and Sales Promotion

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

Which sales management tool helps a salesperson know which customers to visit and which activities to carry out during a week?

Toro ran a clever preseason promotion on some of its snow blower models,offering some money back if the snowfall in the buyer's market area turned out to be below average.This is an example of a(n)_ .

At Finley's Fine Goods,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 the customer.Which of the following steps should upper- level management at Finley's Fine Goods take to help bring the sales and marketing functions closer together?

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.

How do successful companies recruit and train their salespeople? What are the objectives of most sales force training programs?

Which consumer promotion tool requires consumers to send a proof of purchase to the manufacturer?

The step of is difficult for some salespeople because they lack confidence,feel guilty about asking for an order,or may not recognize the right time to ask for an order.

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 acquire new business.Which of the following compensation plans should management establish to encourage the sales force to pursue both of these objectives?

If Johnny Page'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.

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?

A sales assistant working for an outside sales force will most likely have all of the following duties EXCEPT _ .

Monty Boyd travels frequently on West Coast Airlines for his job as an account manager.Monty earns points for every mile he flies,and he will soon have enough points to receive a free airline ticket.West Coast Airlines is building a customer relationship with Monty using which of the following?

In what situation would a demonstration be especially critical during a salesperson's presentation?

Members of a company's _ conduct business from their offices using telephones,e- mails,or visits from prospective buyers to generate sales.

Some corporations have no sales force,selling instead through sales agents,brokers,or manufacturer's reps.

Which of the following elements of the promotion mix involves making personal connections with customers for the purpose of making sales?

A has the advertiser's name on it and is given as a gift to consumers.

Sales promotion consists of long- term incentives to encourage purchases or sales of a product or service.

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