Exam 18: Personal Selling and Sales Management

At a prospecting meeting, Mike, the salesperson, listens to Amy discuss what she is looking for in a new car. Mike is likely using which approach before describing the features of a new car?

Each of the following is a technique for handling objections EXCEPT:

Which of the following statements is NOT an example of personal selling?

A sales manager reviews the latest numbers and realizes that they have one salesperson for every 100 stores, when company policy states that they need one for every 75 stores. This company is using which method to determine its salesforce size?

Qualifications for order-getting sales positions often mirror the expectations of buyers and include each of the following EXCEPT:

As a salesperson asks questions about a prospect's office operations, the prospect asks, "What I really want is quality bond paper at the lowest price I can get." The salesperson stops asking questions and pulls out a comparative price list that shows that her company's paper is the lowest priced on the market. The salesperson has Engaged in:

One of the first sales management decisions a firm must make is whether the company should build its own salesforce or rely on independent agents such as manufacturers' representatives. What are the advantages of each of the two alternatives?

Nancy knows that Jim likes to talk about hockey and his favourite team is the New York Islanders. Prior to their meeting today, Nancy checks the boxscore of the Islanders game last night and reads a few articles discussing the game. She starts her meeting with Jim asking him if he watched the game in order to gain his attention and stimulate interest in speaking further. This is likely to occur at which stage?

On a recent shopping excursion at the local Walmart store, Jim Krause went from aisle to aisle selecting the products he needed. He bought a variety of products, including shampoo, toothpaste, a green plant for his office, and several pairs of socks. Interestingly, the only salesperson Krause encountered was the person at the checkout counter. The checkout person at Walmart is an example of a(n):

Personal selling:

Bob Doe, known as "Battery Bob", is the national sales manager for Duracell batteries. Duracell has lost its market share lead to Eveready and the "Energizer Bunny". At present, Walmart only carries Eveready batteries. Battery Bob has "knocked on the door" for three years trying to get a meeting with the Walmart buyer for consumer electronics products. Last week, she agreed to one presentation of a new marketing and advertising program developed by Duracell to "make mince-meat out of that rabbit!" Based on the relationship developed thus far, Battery Bob believes Walmart requires a unique presentation to convince it that Duracell markets not only a better battery, but that Duracell has the marketing savvy and creativity to surpass Eveready and resume Its position as the market leader. Which of the following sales presentations would have the greatest likelihood of converting Walmart into a customer?