Exam 13: Personal Selling and Sales Promotion 

Personal selling can be very effective in complex selling situations.

The manufacturer of Two-In-One, a combination shampoo and conditioner, shrink wraps a 4-ounce foil packet of a smoothing hair pomade to its combo product. Which of the following promotion tools is being used in this case?

Using a customer sales force structure, a company organizes its sales force along customer or industry lines required.

Price reductions from rebates are given to consumers at the point of sale.

Most salespeople spend much of their time maintaining existing accounts and building long-term customer relationships.

In the weeks just prior to the Superbowl broadcast, many grocery stores have special displays in a highly visible area (usually near the entrance), which promote a gameday favourite snack. In addition, the grocery store includes these products in their weekly advertising and promotions. The grocery store is incentivized to conduct these activities by the brand. This effort to push the product to consumers is called Promotions.

Harry Potts is a salesperson for a national pet food company. He meets Karen Sharp, a buyer for a large, specialty pet retailer, and speaks to her at length about the product categories and brands of pet food the retailer currently carries as well as future needs. At which step of the selling process is Harry Potts in the above scenario?

What are business promotions? Explain any two major business promotion tools and their benefits.

Lucky Elephant, a Canadian brand of candy-coated popcorn, has been in existence since the 1950s. The brand became popular due to its free prize inside every box. Which of the following promotion tools does this exemplify?

Salespeople need to know how to leads, that is identifying good leads and screening out poor ones, at the beginning of the selling process.

In which of the following structures does a company organize its sales force along customer or industry lines?

Salespeople write up their completed activities in a(n) .

In which of the following steps of the selling process does a salesperson ask a buyer for an order?

Customer-related selling refers to the use of online, mobile, and social media to engage customers, build stronger customer relationships, and augment sales performance.

Millie Foods, producers of baby food, offers a monetary sum to retailers who agree to feature its new products on their shelves for a considerable time period. In this case, the promotion tool used by the company is referred to as a(n) .

Which of the following is true of a territorial sales force structure?

Lemony Inc. sells its popular bottled lemonade-the company's only product-in various geographic locations through tie-ups and agreements with retailers. Each location is represented by two salespersons, one of whom serves current customers while the other finds new ones. Which of the following sales force structures has most likely been combined to form the complex sales force structure at Lemony Inc.?

The presentation stage of the selling process most likely involves _.

Contests, premiums, and displays are tools solely used for trade promotions.

Order getters typically participate in creative selling, social selling, and relationship building.