Exam 15: Personal Selling and Sales Promotion

What is the sales promotion method that aggressively promotes the company's name, product brand, or product message?

What does a salesperson need to handle in a professional and informative manner when a potential customer expresses doubt or disagreement with the sales presentation?

How can personal selling be broadly defined?

You are a well-established and profitable manufacturer of furniture. You have developed a completely novel modular furniture series for the business office. What is the mosteffective promotional method to introduce your product at this time?

List, in order, and briefly describe the steps in the sales process.

Which example would likely have personal selling as the dominant promotional element?

A cake mix marketer offers consumers the chance to win a Caribbean vacation if their recipe is chosen as the winner of a baking contest. What is this type of promotion called?

Qualifying is essential to determining whether a prospect can become a potential client.

When an individual order produces large amounts of revenue, it is easier to justify the expenses of personal selling.

Which term refers to the part of the sales process consisting of identifying potential customers?

Over-the-counter personal-selling efforts are frequently supplemented with other promotions, such as special sales events, new product introductions, and direct-mail appeals.

As one rises in the sales management structure, the jobs require fewer managerial skills and more sales skills.

Sales promotions are valuable tools for a company attempting to overcome a poor brand image.

Order processing becomes the primary task of selling when needs are difficult to identify and the customer requires a great deal of persuasion.

Trade promotions offer savings to an industrial customer, while trade allowances are cash incentives that wholesale salespeople earn to push the product through to retailers.

What are the post-sale activities employed by salespeople that are critical to strengthening customer relationships known as?

Refunds and rebates are designed to offer customers the opportunity to compete for cash and prizes.

Margaret sells a high-end range of cosmetics. All her customers are her family members and friends. She sells these products through an informal gathering at her home, where she demonstrates the products and explains how to use them. Some of her existing customers share their experiences and list the benefits of the product. With what type of personal is Margaret involved?

The concept of span of control refers to the number of representatives who report to the first level of sales management.

Closing, in which the salesperson asks the customer for a buying commitment, is the last step in the sales process.