Exam 15: Personal Selling and Sales Promotion

After determining that a prospective customer is a good candidate to actually make a purchase, the salesperson will want to gather as much information about the customer as possible. What is this step in the sales process known as?

What is one important advantage of personal selling over most advertising?

What is the first step in the sales process?

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 a sales promotion technique that offers a discount on the purchase price of goods or services.

A straight salary plan for sales representatives gives management more control over how sales personnel allocate their efforts, but reduces the incentive to increase sales.

Advertising specialties are not useful in reinforcing previous or future advertising and sales messages.

What is the process of qualifying a sales prospect?

Sales and marketing personnel usually staff the booths at industry trade shows and speak with current and potential customers. Literature, technical specs, sales incentives, and even product samples are handed out to attendees. Regardless of the type of selling that occurs during the regular course of business, selling at the trade show can be considered missionary selling.

Discuss the three major personal-selling approaches.

Which of the following is usually NOT considered to be a sales promotion tool?

Marketers are finding that cross-selling services and products to existing customers is less expensive than trying to find new customers for these same services.

An expensive gift could be interpreted as a bribe if given in anticipation of doing business with a buyer or company.

What is the number of salespeople who report to a first-level sales manager called?

The IKEA catalogue provides a toll-free number for customers to call and place orders. The staff is pleasant and knowledgeable and will place orders and answer questions. What is this an example of?

Give three characteristics of a corporate culture that encourages ethical behaviour. Why is it important for salespeople to maintain ethical behaviour?

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 a network of strategic partners, suppliers, and others qualified and willing to recommend a firm's goods and services.

Which product would often require a high degree of creative selling?

Which of the following is NOT part of the consultative selling process?

What is likely to be a primary component of a firm's promotional mix when consumers are geographically concentrated?

Julia noticed that her favourite shampoo is being packaged in a slightly larger bottle for the same price as the regular size bottle. What is this an example of?