Exam 19: Personal Selling and Sales Promotion

Among others,management recruits from within the firm or from recommendations of individuals by current employees.

Before contacting prospects,a salesperson for an industrial cleaning equipment company analyzes information about the prospects' product needs,feelings about brands,and personal characteristics.This process is called

It is never good to ask customers questions while giving the sales presentation,as the customer may raise objections that the salesperson cannot overcome.

Generally,sales promotion attempts to influence consumers to purchase products but is not normally aimed at resellers.

As Quaker Oats tries to decide how to introduce its new line of breakfast bars,it considers all the advantages and disadvantages of the various consumer sales promotion methods.After careful consideration,Quaker Oats decides to use ____,which are the most widely used form of consumer sales promotion.

Sales objectives for individual salespeople can be stated in several ways.Which of the following would least likely be used for stating an individual salesperson's goal?

Signs,counter pieces,racks,and self-service cartons are all forms of

Kayla is the owner of a group of women's clothing stores located throughout the midwestern United States.Recently,she made a large purchase from a leading clothing manufacturer,and was given ____,which is a gift to a retailer who purchases a specified quantity of merchandise.

Sporadic recruiting is more desirable than continuous recruiting because of the expense involved in the process.

Team selling involves building mutually beneficial long-term associations with a customer through regular communications over prolonged periods of time.

Discuss why recruitment of salespeople should be a continuous activity.

Which of the following is the best example of a well-stated sales objective?

A company may determine how many sales calls per year it needs to serve customers effectively and divide that by the average number of sales calls made by one salesperson in order to

Personal selling is changing in today's marketplace due to several factors.Which of the following is not a factor that impacts today's promotion through personal selling?

Garrett Almar tells a fellow buyer at Robins Wholesale Parts that the last salesperson who called on him before lunch was a real loser: "He has done a poor job of ____.He didn't even know what brands we carry or what types of retailers we service!"

A single salesperson may perform the functions of order getting,order taking,and support.

If a manager tries to form territories with equal sales potential,the territories will usually be unequal in geographic size;this will cause the salespeople with larger territories to

Following up involves listening to a customer's response after finishing the presentation and overcoming those objections.

Which of the following is least likely to be directly involved in actually making sales?

Generally,a salesperson's performance is judged by comparing it with predetermined standards rather than by comparing it with the performance of other salespeople.