Exam 18: Sales Promotion and Personal Selling

A salesperson engaged in needs assessment does all of the following EXCEPT:

Sweepstakes are promotions in which participants use some skill or ability to compete for prizes.Winning a contest,on the other hand,depends on chance or luck.

Co-branded credit cards are used in conjunction with:

Digital Cookware has developed a new kind of skillet that should make cooking easier for many non-chefs.The skillet has a display on its handle that beeps to alert the cook when the pan's target temperature is reached.The skillet with the aid of an accompanying cookbook will take much of the guesswork out of cooking.Digital Cookware is a small company,and it has invested considerable money in developing this new technology,which it eventually hopes to use in an entire line of pots and pans.It has run some small ads for the new skillet in cooking magazines and been featured on some morning talk shows.It needs a quick infusion of cash to maintain its current operational level and to develop the rest of the cookware line.Digital Cookware is considering some kind of sales promotion. -Refer to Digital Cookware.If Digital Cookware offered the sales associates at a chain of cooking stores a bonus for each digital skillet they sold,it would be an example of:

Every fall,Americans eat turkey during the holiday season.For some consumers,that is the only time they cook a turkey.Butterball has satisfied loyal customers for more than 50 years and fields about 100,000 phone calls every November from consumers asking cooking questions.So this year,Butterball decided to include a meat thermometer with each turkey so consumers can know when the big bird is ready to eat.Each year,Butterball also selects the best leftover recipe from those posted on its Web site through an online vote with consumers.The consumer submitting the recipe receiving the most votes wins a $1,000 prize.Butterball also hires a company to go into stores and provide bite-size turkey nuggets to consumers so they can taste how moist Butterball turkeys can be.Usually,the person providing the turkey will be standing next to temporary shelves with all the Thanksgiving fixings on it that are set up in the stores this time of year. -Refer to Butterball Turkey.If Butterball printed a certificate in a newspaper or magazine advertisement that allowed consumers to receive $2.00 off if they purchase a Butterball turkey,they would be using:

Consumers who send in 10 UPC symbols as proof of purchase of Chips Ahoy! cookies will receive a children's classic DVD.The DVD is an example of a:

The _____ is a process that describes the homework that must be done by a salesperson before he or she contacts a prospect.

The most widely used promotional medium is:

In motivating their sales force,sales managers must be careful not to encourage:

Salespeople ensure that delivery schedules are met,that the good or service performs as promised,and that buyers are trained in the use of the product.All of these functions are part of _____,the final step in the selling process.

List the seven steps in the personal selling process.

What are the tasks in the sales management process?

Every fall,Americans eat turkey during the holiday season.For some consumers,that is the only time they cook a turkey.Butterball has satisfied loyal customers for more than 50 years and fields about 100,000 phone calls every November from consumers asking cooking questions.So this year,Butterball decided to include a meat thermometer with each turkey so consumers can know when the big bird is ready to eat.Each year,Butterball also selects the best leftover recipe from those posted on its Web site through an online vote with consumers.The consumer submitting the recipe receiving the most votes wins a $1,000 prize.Butterball also hires a company to go into stores and provide bite-size turkey nuggets to consumers so they can taste how moist Butterball turkeys can be.Usually,the person providing the turkey will be standing next to temporary shelves with all the Thanksgiving fixings on it that are set up in the stores this time of year. -Refer to Butterball Turkey.Which sales promotion tool is Butterball using when shoppers in a store are offered a bite-sized portion of the turkey?

_____ is money offered to channel intermediaries to encourage them to sell the manufacturer's product.

Which sales promotion tool allows the consumer the opportunity to try a product or service for free?

Personal selling is more important than advertising and sales promotion if:

New subscribers to Men's Health magazine receive a free copy of Men's Health Total Fitness Guide.The Fitness Guide is an example of a(n):

A _____ is a determination of the customer's specific needs and wants and the range of options the customer has for satisfying them.

With relationship selling the salesperson would spend most of his or her contact time with the prospect talking about the product because the salesperson does not want to waste the customer's time.

_____,or prospecting,is the identification of those firms and people most likely to buy the seller's offerings.