Exam 18: Personal Selling and Sales Promotion

Al is a sales manager with Novartis Pharmaceuticals and is based in the Midwest. He typically participates in job fairs at major college campuses to identify potential candidates for sales positions. What managerial function best describes Al's activities at job fairs?

Jordan graduated in May with a degree in professional selling and accepted a position with Whirlpool as a sales representative. Jordan will be living in Michigan near the corporate headquarters for the first three months of employment with other recently hired sales representatives. The company will be providing a structured classroom typesetting to share information about its products, services, and sales process. In addition, Jordan and other sales representatives will be living in corporate housing that have a variety of appliance models including competitors, GE and Samsung. What management function most closely describes Jordan's first few months with Whirlpool?

The number of sales representatives who report to first-level sales managers is known as

A customer-focused firm wants its sales representatives to:

Which of the following trade-oriented promotion techniques give especially effective opportunities to showcase goods and services?

Inside sales reps support field representatives in building strong customer relationships.

Chelsey is an account executive with Enterprise Rent-A-Car and works with body shop and automotive service providers as well as insurance agents. Chelsey knows that many automobile owners have car rental riders as part of their automobile insurance and when their car is damaged from a storm or accident, they could receive a rental car while their vehicle is being repaired. When Chelsey meets with her customers, she typically promotes the features and benefits of Enterprise such as how Enterprise provides exceptional service and goes above and beyond to pick-up customers at their preferred location and gives them their rental vehicle. In addition, most of Enterprise's fleet of vehicles are less than 2 years old and are well maintained to provide a comfortable driving experience. Chelsey tells her agent and body shop owner clients that by using Enterprise's services, their customers will have higher levels of customer satisfaction with their repair experience and that translates into loyalty for the insurance agent. During which step in the personal selling process will Chelsey share this information?

Sales promotion that appeals to marketing intermediaries rather than consumers is called:

The most expensive sales method overall is:

Lucas is a field sales representative for Pioneer Seeds and makes sure he has ball caps, umbrellas, and t-shirts with the Pioneer brand logo in his car. He likes to present one of these items to his customers and they appreciate having an item with the Pioneer brand symbol. Lucas believes its important to provide a small token of his appreciation to his customers. What type of sales promotion activity is Lucas using?

What is trade promotion? What are the different trade promotion methods used by marketers?

Ashton works as a field sales representative with Dow Chemical in their agriculture division. He primarily works with large, family-owned farms in Iowa to assist farmers with their soil additive and pesticide needs. Typically, Ashton will utilize public records from the USDA to research information about prospective customers such as the number of acres in production and type of soil for each farmer. Ashton is involved in

Scott has an 8-year-old Labrador Retriever who's starting to suffer from arthritis. On a recent trip to his veterinarian, the doctor recommended that Scott start using a prescription anti-inflammatory and pain medication for his dog. The veterinarian thinks a new drug, Previcox is extremely effective but relatively expensive at $1 per dose which is given daily. The drug sales representative has provided the veterinarian with a promotion opportunity where new customers can receive a VISA gift card of $12 when a new prescription is filled. The drug company is offering the veterinarian and their customers a(n):

The concept of span of control refers to the number of sales representatives who report to first-level sales managers.

You are the head of sales training for a major financial services firm in New York City. You are conducting a sales training class for a group of new trainees. You are a strong believer in using a structured approach to personal selling. Based on this information, which of the following personal selling process steps are you going to tell the trainees to perform first?

Candy is a first-line sales manager with direct responsibility over six sales representatives for Mattress Direct. She typically spends time with each sales representative to provide supervision, training and support. It's important for Candy to have strong sales skills in her position as a manager.

Drew is a sales manager with Fastenal - an industrial distributor of supplies for manufacturing, facility managers, and other industrial customers. He currently supervises 7 people and is wondering the typical or optimal number of first-line sales representatives that he should supervise. Based on the text, what do you recommend as the optimal number for him to supervise?​

Business firms that market highly technical and complex products will have a specialized sales force for each major category of the firm's products.

Personal selling is more costly and time consuming compared to other types of promotion.

A sales quota is often tied to the compensation system.