Exam 13: Personal Selling and Sales Promotion

Travel expenses are relatively smaller in territorial sales force structure as compared to other sales force structures.

Sales promotions targeted toward final buyers are called consumer promotions.

Wingings is the largest producer of consumer goods in the country.Wingings produces household items,food and beverages,and personal care items which are bought by millions of final customers.These customers are served through key accounts with retailers,intermediaries,and corporate buyers and the company has over 1000 A-level accounts and about 1700 B-level accounts.How would Wingings determine the requisite size of its sales force using the workload approach?

The difference between preapproach and approach is that,approach involves ________.

________ is the sales step in which the salesperson seeks out,clarifies,and overcomes any customer disapproval to buying.

Salespeople turn in sales reports for which they are partly or wholly reimbursed.

Price packs are goods offered either free or at low cost as an incentive to buy a product.

Easy Life manufactures a wide range of home appliances,healthcare products,and cosmetics.It sells its products to many types of customers but in a single geographic location.Its complex sales force structure combines which of the following two sales force structures?

P&B Ltd.provides consumers with a range of household,engineering,and healthcare goods; it also runs hotels and resorts under its brand name.It employs different sales forces within the different product and service divisions of its major businesses.From the information provided in the scenario,we can infer that P&B Ltd.has adopted a ________.

Sales promotions should help in creating short-term sales rather than building long-term customer relationships.

ABM Connect is one of the largest providers of Internet services in the country.The company operates through a network of thousands of employees who manage its functions in their respective capacities.With the entry of new service providers in the industry,ABM Connect has also enhanced its sales and marketing efforts to retain its position as the market leader.Which of the following statements,if true,would indicate that ABM Connect adopts the transaction-oriented approach?

Inside salespeople conduct business from their offices via telephone,the Internet,or visits from buyers.

ABM Connect is one of the largest providers of Internet services in the country.The company operates through a network of thousands of employees who manage its functions in their respective capacities.With the entry of new service providers in the industry,ABM Connect has also enhanced its sales and marketing efforts to retain its position as the market leader.Which of the following statements,if true,would indicate that ABM Connect adopts the value selling approach?

Which of the following is a promotional tool used for trade promotions?

Samples are offers of a trial amount of a product.

Oolay Inc.,a U.S.based cosmetics manufacturer,sells its products in France,China,Russia,and India.To manage its sales,it has appointed a number of sales representatives for each location who report to area managers.These area managers coordinate sales for their respective areas and report to regional managers.From the information provided in the scenario,we can infer that Oolay Inc.has adopted a ________.

Which of the following is a supervision tool used by managers for their salespeople?

Which of the following statements is true of the product sales force structure?

________ are offers of a trial amount of a product.

What is the customer solution approach of sales? Which step in the selling process does it come into play? Explain the step.