Exam 15: Personal Selling and Sales Promotion

A salesperson of Healthcare Pharmaceuticals Inc. provided free samples of the company's latest range of aspirin to retailers in an effort to promote the firm's goodwill during a sales approach. Later, a wholesaler took orders and delivered the merchandise. Which sales task had been performed by the salesperson?

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 -refers to the number of sales representatives who report to first-level sales managers.

Team selling is usually a temporary arrangement intended to serve the customer from the initial contact through the initial sale.

The three basic selling tasks are initial contact, the selling moment, and follow-up.

Personal-selling expenses average 10 to 15 percent of a firm's total sales and are often the single largest marketing expense.

What type of selling involves meeting customer needs by listening to them, understanding their problems, paying attention to details, and following through after the sale?

Which response rate does sampling produce when compared to other consumer promotion techniques?

Consultative selling may involve hiring salespeople who have additional skills beyond selling, such as engineering or other technical experience.

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 -Most firms now emphasize _____, a technique used by firms for building a mutually beneficial partnership with a customer through regular contacts over an extended period.

What is the personal-selling approach that finds a customer coming to the seller's location and buying desired items largely on his own initiative?

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 personal selling function of describing a product's major features and relating them to a customer's problems and needs.

Over-the-counter selling usually requires the customer to take the initiative and travel to the seller's place of business.

How do manufacturers motivate sales personnel?

Customers prefer the team approach to selling because it makes them feel well served.

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 -A(n) _____ is an item given free or at a reduced cost with purchases of other products.