Exam 18: Personal Selling and Sales Promotion

Briefly describe the various steps involved in the sales process.

A _____ is a payment tied directly to the sales or profits a salesperson achieves.

Carlos has always been interested in the medical profession and took advanced biology and human anatomy courses in college so he could pursue his dream of working in the medical device industry. He's now employed with Stryker that is a leading medical device company offering specialized products such as artificial joints and surgical tools. Carlos works in the orthopedics division and often demonstrates his company's products with surgeons in the operation room at hospitals and enjoys the opportunity to train physicians on new equipment or devices. Carlos has an office in his apartment and works with physicians, hospitals and medical offices in his 2-state territory. Stryker provides a company car, computer, and expense account so Carlos can minimize his out-of-pocket expenses when traveling to meet with prospects and customers. Which of the following sales channels is most appropriate to describe Carlos' position with Stryker?

Sales quotas are specified sales or profit targets that salespeople are expected to achieve.

Define sales promotion. How does sales promotion support other promotional activities of a firm?

What are the various methods used by salespeople to close a sales process?

The number of sales representatives who report to a first-level sales manager is referred to as:

Existing customers of a firm whose business problems require complex solutions are likely to be best served by telemarketers in the firm.

Under what conditions does personal selling typically become a primary component of the firm's promotional mix?

If a product or service being sold requires relatively little special handling, marketers typically emphasize personal selling in their promotional mix.

Which of the following is a characteristic of a corporate culture that encourages ethical behavior?

Which of the following is a sales promotion technique that places the manufacturer's name, logo, and/or marketing message on useful articles that are then distributed to target customers?

Which of the following statements is TRUE about personal selling?

Canteen Company is a major supplier for vending machines in a variety of locations such as schools, offices, and public buildings. A Canteen sales representative typically sets appointments to meet with customers and discuss their needs for vending services. Once a customer account is signed, Canteen keeps the vending machine operating and stocked with the preferred products. What type of sales channel does this describe?

Nova Chemicals often recruits recent college graduates with chemistry degrees for personal selling positions since sales representatives must understand the chemical compounds as well as the unique needs of customers who purchase chemicals. Which factor affecting the importance of personal selling is most linked to Nova Chemicals recruiting chemistry majors?

Sales professionals who utilize inbound telemarketing and their extensive knowledge to assist customers via phone and also support a field sales force are known as:

A salesperson assigned to answer the telephone and take orders or answer customers' questions is involved in outbound telemarketing.

Discuss the different types of consumer-oriented sales promotions.

Point-of-purchase advertising is a form of consumer-oriented sales promotion.

​As Tom begins his new sales job, he is looking forward to interacting with customers. Tom's strengths are in personal, one-to-one communication. Choose the type(s) of sales channels that Tom probably hopes to use.