Exam 15: Personal Selling and Sales Promotion

The principal methods of sales training are formal academic classes.

Which of the following is NOT a function of relationship selling?

The approach, which follows the prospecting and qualifying phases of the sales process, represents the salesperson's initial contact with the potential customer.

A sales presentation always begins with the salesperson asking for the sale up-front.

Which of the following is NOT an example of a type of trade allowance?

When products require creative efforts on the part of the salesperson, such as extensive explanation and interaction, what is the best sales method?

Evaluating a product's features and relating them to the customer's needs or problems is the presentation step in the sales process.

Define expectancy theory of motivation and explain how sales managers can apply it to their sales team.

There are three general questions a manager should ask when evaluating sales personnel. Which of the following is NOT one of the three questions?

What is required of a presentation as a result of each purchase decision possessing unique circumstances?

A buying allowance is another type of trade allowance.

Highly technical or specialized business products are usually sold by a sales force that is organized along product category lines rather than customer types.

In Canada, key account representatives, on average, earn more than sales managers.

Which of the following would NOT be included in the information collected in the precall phase?

Point-of-purchase advertising capitalizes on the fact that the majority of consumers have already decided on their purchase before they enter the retail environment.

In the context of the analysis of sales tasks, what are technical support personnel engaged in when they help to install, set up, and maintain equipment for one of their customers?

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 marketing activities other than personal selling, advertising, and publicity that enhance consumer purchasing and dealer effectiveness.

What is a growing trend among firms using a customer-oriented organizational structure of the sales function?

What are telemarketers involved in when they combine field selling with a strong customer orientation using both inbound and outbound communications?

The objective of today's efforts at sales promotion is to build brand equity and maintain continuing purchases.