Exam 19: Personal Selling and Sales Promotion

A television advertisement for Miracle-Gro lawn fertilizer indicates that the product is available at Kmart and Walmart.This form of sales promotion is called a(n)

The difference between consumer sales promotion methods and trade sales promotion methods is

Identify and discuss some of the key objectives in using sales promotion.

Explain how a salesperson's performance can be evaluated.

A dealer loader is

After compiling a list of potential customers,a salesperson must

The step of the personal selling process in which a salesperson contacts a potential customer is called

If Green Giant wants to provide its resellers with a secondary incentive to stimulate repurchases after an initial consumer coupon campaign for its latest product,it can offer resellers a sum of money for each unit purchased.This type of sales promotion is a

Decisions regarding sales promotion do not affect advertising decisions.

A missionary salesperson is usually employed by

Aaron Epstein tells his fellow retail salesperson at Zales Jewelers that during the second quarter he is going to sell all the Alance watches he can and use his extra earnings to go to Cancun.He exclaims,"Can you believe the ____ program they have on for this quarter?"

Dylan is a sales person for Whole Foods.In his position,he is primarily responsible for seeking repeat sales.Dylan is most likely a(n)

Developing a list of potential customers is called prospecting.

List three major types of sales force compensation methods.What are the advantages and disadvantages of each?

Locating prospects,educating customers,and building goodwill are functions performed by support personnel.

Scenario 19.2 Use the following to answer the questions. The Presto Company manufactures several types of household appliances,including blenders,waffle makers,and home deep fryers.Presto sells its products to retail stores such as Kohl's,Macy's,and J.C.Penney's,through its own salesforce.Kerry Wilson is one of Presto's salespeople,and is responsible for stores headquartered in Region 1 of the U.S.Kerry has just come from a monthly meeting where she has been informed about the new stovetop grill that will be part of next season's lineup.Presto's marketing department has developed a promotional plan for the new grill and outlined that plan for the sales staff in the meeting.The promotional plan for the next 60 days will include television commercials which demonstrate the new grill,in-store rebates,and a customer contest for the best grilled sandwich recipe.In addition,Kerry and other members of the salesforce will be given a free grill for their own home use so they can become more familiar with the product.Presto is also offering a free trip to New York City for their staff salesperson who has the highest dollar in sales to his or her stores.To encourage the retail stores to push this product,Presto will offer the retail store a $5 discount for each grill that the store purchases after the 60-day promotion is over. -Refer to Scenario 19.2.Presto's use of a free trip to New York is an example of ____,while the $5 discount to its retail stores is an example of ____.

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

Personal selling goals include finding prospects,convincing prospects to buy,and

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

Jin Xiao,a trained engineer,is a salesperson for a chemical manufacturer.He provides current customers with advice about a product's characteristics and applications.He is a(n)