Exam 19: Personal Selling and Sales Promotion

Maria Martinez works for a cosmetics manufacturer and is responsible for ensuring that retailers have adequate quantities of products when they need them.However,she is directing much of her effort toward helping the retailers promote the products.She would be characterized as belonging to which group of salespeople?

Realizing that her firm's sales promotion budget was small and cut by 30 percent for the coming year,Stacey Baronas rules out ____ as playing a role in her sales promotion plan.

____ are offers of cash to customers who purchase a specific product,and ____ are offers of cash to customers who purchase a specific quantity of a specific product.

Relationship selling is used especially in consumer marketing.

Sales promotion activities are always supplementary to personal selling and advertising.

List the three major types of salespeople and indicate how they differ.

What are some limitations of using sales promotion?

At one time,Wheaties offered two free golf balls with the purchase of a twin pack of Wheaties cereal featuring Tiger Woods.This is an example of a

Describe consumer sales promotion and trade sales promotion,and then explain how they differ.

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)

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

Which of the following involves building mutually beneficial long-term associations with a customer─usually a business customer─through regular communications over prolonged periods of time.

The most common sales force evaluation practices are for sales managers to compare a salesperson's performance with other salespeople operating under similar selling conditions,or to compare

A salesperson will be better able to determine the prospect's specific needs by

"Mrs.Brucker,you would agree that this is the most attractive car interior in this price range,wouldn't you?" Cliff Davis,a salesperson at Midtown Ford,was using a(n)____ when he made this statement.

The ____ stage of the personal selling process is when the salesperson asks the prospect to buy the product.

Creating a favorable impression and developing rapport with prospective customers is a critical part of the ____ step of personal selling.

The final stage of the selling process is

In designing sales territories,a sales manager considers several major factors.The territories must be constructed so that sales potential can be measured;the shape of the territories should facilitate salespeople's activities to provide the best possible coverage of customers;and

Training programs designed for experienced company salespeople generally are oriented toward product information.