Exam 16: Sales Promotion and Selling

The salesperson should consult standard sources of information such as trade directories and other sources to learn as much as possible about prospective customers during the approach stage of the selling process.

Sales promotions may be used to:

Briefly contrast the basic approaches to sales compensation. What factors should be considered in selecting a specific approach? Which plan is best?

In the presentation stage of the selling process, the canned approach can be used to get across the main selling points.

Sales managers agree that all sales quotas should be set at very high levels in order to challenge the salesforce. Answer FALSE

This sales management tool shows which customers and prospects to see during the next 12 months and in which months, as well as which activities to carry out.

Physical actions, comments and questions from the prospective buyer indicate that the prospective buyer is:

List and briefly explain the major steps in the personal selling process.

In order to attract a large number of entries, a consumer- oriented sales contest should be designed in such a way that it is relatively easy for customers to enter.

Each salesperson is given an exclusive area in which to sell the firm's full line in the salesforce structure called:

Sales promotion is most effective when it stands alone in the promotional mix.

When running a contest in association with product promotion, many marketers consider a customer response rate of ________ as a reasonable result.

An organisation would choose to use a territorial salesforce structure instead of another type of structure because the territorial salesforce structure:

Geelong Glass Company sells a broad mix of products. The salesforce structure that Geelong Glass Company should use is the:

When a company's sales representatives visit customers at their place of work, this is known as:

Which of the following is an example of fixed compensation?

Barbara works in the sales department of a large international hotel chain. Today she is calling on travel agents to provide them with information about the imminent opening of a new hotel property in Solomon Islands. Barbara has not called ahead but is simply "pounding pavement" and dropping in unannounced on travel agents in the central business district. Barbara is engaged in which type of sales activity?

The step in the selling process that poses the most difficult challenge to the salesperson simply because he/she lacks confidence in dealing with this step is:

Sales promotions are often used in conjunction with "theme" or "image" advertising.

Sellers rarely use consumer promotions to increase short- term sales or to help build long- term market share.