Exam 18: Personal Selling and Sales Promotion

Which of the following is most likely to stimulate customer loyalty?

A salesperson finds and analyzes information about each prospect's specific product needs, current use of and feeling about brands, and personal characteristics during

Increasingly, inside salespersons manage ___________________ and outside salespersons are more _______________.

Decisions regarding sales promotion do not affect advertising decisions.

Leon is excited because he is earning extra compensation from Ford to push its newest model of Ford trucks. He plans to use some of this money toward a down payment on a house. This money is referred to as a _____________.

In order to show consumers how well its blenders work and to stimulate sales, Vitamix often sets up temporary booths in stores where they have someone using the blender in a variety of ways. This is an example of

The ____ stage of the personal selling process is when the salesperson asks the prospect to buy the product.

A support salesperson who usually advises customers on product characteristics and application, system design, and installation procedures is a(n)

A dealer loader is

Inside salespeople support personnel or take orders, follow up on deliveries, and provide technical information.

Vicky is hiring sales representatives for her insurance company. As she tries to attract and retain top-quality salespeople, which of the following is least likely to affect the decisions of potential hires?

The greatest amount of responsibility for providing customer satisfaction falls on the shoulders of

Which of the following statements is not true about recruiting and training a sales force?

Ron is a sales representative for Staples. He works in a business-to-business environment trying to sell office supply products to offices. He works to build long-term associations with his customers by regularly communicating with them. He spends a long time listening to their needs and provides support after the sale. Which type of selling is Ron engaged in?

To increase sales of Chex cereals, Ralston Purina offered a free pound of bananas to customers who bought the large-size box. This form of sales promotion is called a

A salesperson should try to close the sale

While sales contests can motivate employees at all levels to participate, a disadvantage of this method of sales promotion is that

During his presentation to Mrs. French about a high-end gourmet oven, Brian asks, "Would you prefer black or stainless steel?" This is an example of a

The focus of personal selling is shifting from selling a specific product to building long-term relationships with customers by finding solutions to their needs, problems, and challenges.

A salesperson's performance is often compared with the performance of other salespeople operating under similar conditions.