Exam 15: Personal Selling and Sales Promotion

Research shows that most consumers dislike the practice of telemarketing and more than 12 million numbers are listed on Canada's Do Not Call List. Why do organizations still use telemarketing?

What does a customer-focused firm want its sales representatives to do?

A cosmetics manufacturer decides to educate its customers about its new product during commercial breaks in a popular TV reality show. What form of marketing is this an example of?

Match each item to the statement or sentence listed below. a.span of control b.field selling c.inside selling d.order processing e.virtual sales team f.team selling g.approach h.creative selling i.presentation j.sales promotion k.premium l.coupon m.network marketing n.cold calling o.expectancy theory p.over-the-counter selling q.missionary selling r.relationship selling s.peddlers t.consultative selling -Phoning or visiting the customer without a prior appointment and making a sales pitch on the spot is known as _____.

What is the stage in the sales process in which the salesperson relates product features to customer needs?

What compensation plan for sales personnel gives management more control over how sales personnel allocate their efforts, yet reduces the incentive to expand sales?

What is the sales promotion that appeals to marketing intermediaries rather than consumers?

When prospective customers express resistance to buying, the salesperson needs to effectively handle the objections.

Expectancy theory, when applied to sales force motivation, can assist managers to encourage salespeople to perform at levels that meet individual needs as well as company expectations.

When visiting one of his major accounts, Matt is accompanied by finance and product specialists. These specialists are able to answer specific questions so that a customer can make a purchase decision. What type of selling is this an example of?

Field selling may involve convincing prospective customers they need a particular product or service.

Firms spend more on consumer-oriented sales promotions than on trade promotions.

Technology has streamlined order processing, resulting in cost and time savings, improved accuracy, and increased customer satisfaction.

Relationship selling, in which salespeople build mutually beneficial relationships with customers over an extended period of time, is being phased out as a result of mounting competitive pressures.

A customer shopping at SportChek for new running gear is assisted by a salesperson in the shoe department. This type of sales channel is called inside sales.

What type of selling will a salesperson probably use when a considerable amount of analytical decision making by the customer is involved in purchasing a product or service?

Domestic and foreign competition has reduced the importance of personal selling.

Match each item to the statement or sentence listed below. a.span of control b.field selling c.inside selling d.order processing e.virtual sales team f.team selling g.approach h.creative selling i.presentation j.sales promotion k.premium l.coupon m.network marketing n.cold calling o.expectancy theory p.over-the-counter selling q.missionary selling r.relationship selling s.peddlers t.consultative selling -is a type of personal selling that relies on lists of family members and friends of a salesperson, who organizes gatherings of potential customers for an in-home demonstration of products.

A company offers a toll-free number that customers can use to obtain information, get answers to service questions, and order supplies. This is an example of inbound telemarketing.

The simplest tasks required of sales managers are usually considered to be selection and training of salespeople.