Exam 18: Personal Selling and Sales Promotion

Field selling is more expensive than other selling options and often requires considerable technical expertise.

The follow-up step in the sales process often determines whether an individual who has made a recent purchase will become a repeat customer.

Salespeople usually face difficulties in:

Personal selling is likely to be the primary component of a firm's promotional mix when:

A straight salary plan for sales representatives gives management more control over how sales personnel allocate their efforts.

Sales promotions often lead to sales and profit growth in the long run.

The top marketing manager of your company has asked you to make recommendations about your sales representatives who make up the sales force for your business-to-business auto parts customers. These territories are geographically structured and the goal is to move away from territory-based sales to customer-oriented sales; as a result, these sales reps may be reassigned. Based on this project request, what element of the sales force management process will you focus on? ​

Recruiting and selecting successful salespeople are among the greatest challenges faced by a sales manager.

Carlos is the VP Sales for a consumer electronics company and has recently been reviewing the performance feedback and employee satisfaction reviews. He noted that several sales representatives mentioned that they dissatisfied with the amount of commission they receive. Carlos wants to retain the best sales representatives rather than risk losing them to a competitor so he's trying to determine whether or not he should raise the percentage of commission representatives might receive on their sales. What management function best describes Carlos' activity?