Exam 13: Personal Selling and Sales Promotion

Time-and-duty analysis is a ________ tool used by managers for their salespeople.

What are the different ways of finding a right prospect for sales? How do salespeople qualify leads?

________ are certificates that save buyers money while they purchase specified products.

Sandy Bayes works at Hilton Brews as a senior sales executive and manages all the key national accounts his company has.His job involves ensuring that these key customers have no cause for complain and receive the best service from Hilton Brews.Sandy is also responsible for acquiring new customers with large consumption needs on a nation-wide basis.Sandy was hired for this position despite his lack of product specialization in all the product lines because of his excellent interpersonal skills.Sandy's ability to network with customers will help Hilton Brews retain and expand at a national level.From the information provided in the scenario,we can infer that Hilton Brews has adopted a ________.

________ is the sales step in which a salesperson learns as much as possible about a prospective customer before making a sales call.

Lemony Inc.sells bottled lemon juices,its single and popular product across various geographic locations through tie-ups and agreements with retailers.The sales teams are primarily responsible for locating new retailers and contracting with them to increase the reach of the company's product.The complex sales force structure at Lemony Inc.combines which of the following two sales force structures?

Preapproach is the sales step in which the salesperson meets the customer for the first time.

What is value selling? Explain its importance and requirements.

Which of the following is an advantage of an outside sales force?

What is the difference between coupons and rebates? Give examples.

Do you think salespeople represent the company to the customers or the customers to the company?

Sales promotion tools used to persuade resellers to carry a brand,give it shelf space,promote it in advertising,and push it to consumers are collectively called ________ promotion.

Which of the following is a disadvantage of the territorial sales force structure?

La Viva,a chain of clubs and resorts,is known to be one of most preferred options for consumers seeking hospitality of a good standard.La Viva follows a mission which stresses long-term relationship building.It does not offer customers frequent price discounts which do increase footfalls,but fail to add value to the company.Which of the following statements,if true,strengthens the argument that La Viva uses the relationship-building approach over the transaction-oriented approach?

What are the four elements of compensation? Give an example to show how these elements motivate salespeople in different situations.

The primary objective of trade promotions is to motivate salespeople.

What are business promotions? Explain any two major business promotion tools and their benefits.

Preapproach is the first step in the selling process.

AirNetwork,a telecommunication company,sponsors a rock concert by a famous band.This is an example of ________.

Freaky Lays,a leading bottled juice manufacturer,introduces a new range of potato chips.To promote this new product,it offers a packet of chips free with every bottle of Freaky Lays juice.Though very expensive,it is the most effective method of promotion.Which of the following promotional tools has Freaky Lays used here?