Exam 15: Personal Selling and Sales Promotion

A salary is a payment tied directly to the sales or profits that a salesperson generates.

Which of the following is NOT a characteristic of a corporate culture that encourages ethical behaviour?

Coupons are the most popular type of consumer-oriented sales promotion.

Part of a plan to create an ethical sales environment should include promoting ethical awareness during training programs, sales meetings, and sales calls.

What part of the sales process is called "the moment of truth"?

The key to an outstanding demonstration is planning.

Team selling is often the most appropriate approach in situations involving new, complex, or rapidly changing technologies.

Careful selection of salespeople is important because selection errors negatively affect customer relations and are costly to correct.

Missionary selling is always done by the same salesperson who will eventually write the order for any products that may be sold.

How can sales managers best foster an ethical work environment?

The Canadian Do Not Call List will make it easier for outbound telemarketers to reach consumers.

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 an indirect selling method in which salespeople promote goodwill for the firm by educating consumers and providing technical and operational assistance.

A sales talk that presents a product or service in terms that are meaningful to the buyer is referred to as a "features-benefits" presentation.

What is the salesperson's initial contact with the prospective customer called?

What has the role of a sales representative in the promotion process been changed to from that of persuader?

A national grocery store runs an advertisement offering "buy one get one free" on packages of Thomas's English muffins. This customer incentive is considered to be a trade promotion.

The compensation system for sales representatives is often tied to sales quotas.

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 -involves making calls on prospective and existing customers at their businesses or homes.

What is the trade-oriented promotion that consists of a display or other promotion located near the site of the actual buying decision?

Personal selling is likely to be a less important component in the promotional mix when consumers are geographically dispersed.