Exam 15: Personal Selling and Sales Promotion

What type of telemarketing is it when personal-selling efforts use telephone technology in a sales approach in which the sales representative initiates the calls?

What promotion is intended to capture the impulse purchase?

If a product or service being sold requires relatively little special handling, marketers typically emphasize personal selling in their promotional mix.

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 in which salespeople use well-planned strategies to seek new customers by proposing innovative solutions to customer's needs.

Field selling and telemarketing both perform order-processing functions, but at the wholesale level only.

The steps in the sales process follow the AIDA (Attention, Interest, Desire, and Action) concept.

What consumer promotion technique has a weakness of high cost?

Distinguish between inbound and outbound telemarketing.

What form of sales promotion is most widely used?

Saskatchewan Solvents has a field sales staff, a customer service department, and two individuals who manage the "tech hotline." These individuals not only answer technical questions from customers, but also identify customer needs and recommend products that can fill those needs. They have the ability to initiate and close sales on the spot. What are these individuals essentially participating in?

Which piece of information would NOT be relevant to the precall planning process when selling to an organization?

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 personal selling conducted in retail and some wholesale locations in which customers come to the seller's place of business.

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 -This personal selling technique works hand in hand with relationship selling _____ and involves meeting customer needs by listening to them, understanding their problems, paying attention to details, and following through after the sale.

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 in which a salesperson joins with specialists from other functional areas of the firm to complete the selling process.

All members of a marketing channel, from manufacturer to retailer, can benefit from the use of sales promotions.

A university recently purchased a new supercomputer. Why was personal selling NOT likely involved in the purchase?

Over-the-counter selling can occur only face to face and does NOT apply to online selling.

A salesperson of a beer company determines that a retail store has only 10 cans of beer left in stock when it normally carries an inventory of 60. The salesperson informs the store manager of the inventory situation. Which sales task is being performed by this salesperson?

What should a salesperson do prior to making an approach to a potential customer?

Jan just received a bookmark from a publisher. On the bookmark is the name of an upcoming novel by a best-selling author. The bookmark is an example of specialty advertising.