Exam 19: Personal Selling and Sales Promotion

The aim of a motivational program is to create a working environment in which sales personnel can achieve their goals.

Many consumers redeem coupons only for products they normally buy.

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

Using referrals falls under the approach step in the personal selling process.

A salesperson should not attempt to close a transaction until he or she has finished the entire presentation.

Tony tells his wife,Camilla,that his last sales call of the day at DuPont was a disaster.He explains that he never really figured out what the purchasing agent was looking for.Camilla,a sales trainer for another firm,hands Tony a book on

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

Effective motivation of a sales force is best achieved through

Cooperative advertising refers to advertisements promoting a product and identifying participating retailers that sell the product.

In the cold canvass technique,the salesperson calls on potential customers without their prior consent.

A marketer's selection of sales promotion techniques is influenced by the state of the competitive environment.

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

Olivia is the manager of Human Resources for Zappos.com.She is currently reviewing the sales force compensation method used at Zappos.com to determine if there is a better way to manage compensation.Olivia knows that the ____ method is easy to administer,yields more predictable selling expenses,and provides sales managers with a large degree of control over salespeople.

When Levi's agrees to pay JC Penney's money for providing television advertising and Sunday newspaper sales fliers emphasizing Levi's jeans,Levi's is offering

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

Jose Suarez has been hired as sales manager at a new firm and is trying to come up with a sales force compensation method.He would like to have selling expenses relate directly to sales resources,an aggressive sales force,and minimization of nonselling tasks.What compensation method(s)would best fulfill his requirements?

Company sales records,commercial databases,newspaper announcements,telephone directories,and public records are all sources used for

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

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

Tim has just finished compiling a list of potential customers and evaluating their ability,willingness,and authority to buy.He knows his next step in the personal selling process is to