Exam 16: Sales Promotion and Selling

The salesperson who desires repeat business must do a good job of:

During his sales presentation, Billy notices that a client makes a number of negative statements such as, "The price is out of my league!" and "I think it is over- engineered for our needs." Billy should be aware that the selling process is moving towards the stage.

On average, consumer packaged goods companies, spend about three- quarters of all marketing expenditures on sales promotions.

Successful salesforces begin with a carefully planned recruitment and selection programme.

Potential new buyers of a product category fall into a number of sub- groups, namely non- users, other brand loyals and brand switchers.

The Fashion Industry Association of Australia developed Australian Fashion Week, which consists of a series of fashion parades held at a variety of venues, to showcase and promote Australian designers and labels. Australian Fashion Week is an example of:

Research suggests that few customers are 100 per cent brand loyal.

Regardless of their personalities or demographics, research suggests that outside motivation is equally unimportant to all field sales representatives.

Money- off deals or price packs are the most rarely used form of promotion at store level in Australia.

The qualities that buyers value most in salespeople include empathy, , honesty, dependability, thoroughness and follow- through.

Through sales management supervision, the company directs and the salesforce to do a better job.

________involves two- way, personal communication between salespeople and individual customers-whether face to face, by telephone, through video or web conferences, or by other means.

Cardini's Marinades have seen how other products have profited from sales promotion activities and wants to do some of its own sales promotions. What is the first step for Cardini's in using sales promotions?

A concept that is broader than traditional transaction- oriented personal selling is known as:

What kind of trade promotion is Minolta cameras using when it gives a camera store money to advertise its products?

Susie is employed as a sales assistant for an outside sales department. Her supervisor has given her a list of potential client's names and company details and asked her to do some background checks on the companies. Among the various checks that Susie conducts are: a company check with the Australian Securities Commission to establish that the company is solvent and a search for company annual reports which she uses to make a rough estimate of volume of business. Susie is MOST likely carrying out which sales task?

Suppose a company calls on 2,000 small accounts, 1,000 medium accounts, and 200 large accounts each year. Small accounts warrant one call every three months, medium accounts every two months, and large accounts monthly. If the company wants to hire no more than 30 salespersons, then each salesperson must be able to make approximately ________ calls a year.

When a company's representatives conduct business from their offices via the phone or Internet, this is known as:

Most firms utilise some combination of salary and bonus or commission to compensate their salesforces.

The structure that can create problems if many of the firm's products are bought by the same customers is based on the: