Exam 18: Personal Selling and Sales Promotion

Which of the following is true about sales promotion?

Creative selling requires that salespeople recognize potential buyers' needs and give them necessary information.

Scan-back allowances link trade spending directly to product movement at the retail level.

Ron works as a salesperson at an automobile dealership. He is most likely focused on

Tara is beginning her week as a sales representative for Logitech Technology. She decides to start the day by developing a list of potential customers, which is called

Ruby works as a salesperson and spends most of her time focusing on existing accounts, calling people to follow up on previous sales to see if they are interested in making an additional purchase. Ruby's job function is best described as

A new soap manufacturer wants to get their product to national retailers. They recently developed a product they think will be able to compete against top dogs such as Dove and Dial. However, they know that retailers are often skeptical of carrying new products when their success is not known. The soap manufacturer therefore offers a price reduction to the retailers for each case of soap they buy. The soap manufacturer is most likely using a

Some support personnel, such as trade salespeople, may perform order-taking functions in addition to support functions.

Effective sales force motivation is achieved through a continual organized set of activities performed by the company's sales management.

Nick is a salesperson for DuPont. His college degree is in engineering, with a minor in physical science. Nick is most likely a(n)

Yolanda's job is to find new customers for her company's telecommunication services. She encourages existing customers to add more services and finds customers who are completely new to the company. Yolanda would best be classified as a(n)

Marty wants to adopt a model for his new candle line. He decides to use personal selling to market the new line. Although he realizes that personal selling is the most expensive form of promotion, he also realizes that it is the most _____________.

The missionary salesperson's primary purpose is to sell to the producer's customers.

You are the head of sales training for a major financial services firm in New York City. You are conducting a sales training class for a group of new sales trainees. You are a strong believer in using a structured approach to personal selling. Based on this information, which of the following personal selling process steps are you going to tell the trainees to perform first?

Most marketers depend on one-sale customers for long-run survival.

When a salesperson asks the customer to buy the product several times throughout the sales presentation in an effort to uncover hidden objections, it is called

Mary Ellen works at Hershey in the marketing department. Recently, Hershey developed a new chocolate bar that the company is excited about. Mary Ellen's job is to try to increase awareness of the product, get people to try it, and obtain desirable distribution at retail stores. Which consumer sales promotion method should Mary Ellen select based on these criteria?

The preapproach is the first step in the personal selling process.

Jamba Juice offers its customers a stamp card that allows them to receive a free smoothie after they have filled an entire card. This is an example of a

The final stage of the selling process is