Exam 19: Personal Selling and Sales Promotion

Fraudulent usage,inability to attract potentially brand-loyal customers,and use by current customers but not new customers are believed to be disadvantages of which of the following?

Sales force objectives are generally established for

Jana works for Hormel Foods and she frequently sets up special displays and distributes samples of Hormel products to customers in supermarkets.Jana would best be classified as a(n)

Stacey's client group has been gradually shrinking and she is looking for new prospective clients.She has decided to spend a couple of days approaching potential customers without any prior consent.Stacey's method of approach is known as

Sebastian,Kevin's sales manager,points out to him that his last shopper in the housewares department didn't seem interested or involved as he explained the new food processor to her.Sebastian suggests that Kevin use a(n)____ as part of his presentation next time.

Scenario 19.1 Use the following to answer the questions. Jafrum,Inc.is a wholesale supplier of motorcycle accessories,clothing,and tools to various motorcycle retail stores around the country.Jafrum does not manufacture these items,but sells them to other retailers and also sells its merchandise through its website.Sean Thompson is one of the salespeople for Jafrum,and is responsible for obtaining new customers,increasing sales to current customers,and visiting the retail stores throughout the country.Recently,he has been given the sales objective from Jafrum's management to increase sales dollars by 15% in the coming year by adding new customers.Sean's current compensation is based on a $1,000 per month draw,plus 5% of all sales over $100,000.His salary last year totaled $42,000.Management has given Sean the choice of going to a compensation plan where he will earn 15% of all sales,but no draw. -Refer to Scenario 19.1.Sean has narrowed his list and is preparing a packet of information about Jafrum and its products to send to the prospects.He also includes a letter of introduction and says he will contact them within the next two weeks to set up a sales visit.In this scenario,Sean is all of the following except

Zack Freedman is an experienced salesperson who has worked for the same company for 20 years.When he is informed that he must attend a training seminar the following Tuesday,he believes it will most likely be about

Discuss the major factors to consider when designing sales territories.

On a break between classes,Kelley checks her smartphone and enters her contact information on the Publishers Clearing House site.She doubts that she will win $10 million,but she never passes up a chance to participate in a

A support salesperson who usually advises customers on product characteristics and application,system design,and installation procedures is a(n)

What is the rationale for having sales force objectives,and how are they developed?

Rick is a sales representative for Lucent Technologies.He has reviewed a prospect's account and credit history,identified product needs,and gathered the appropriate literature he needs.Rick feels he is ready for the ____ step of the personal selling process.

All of the following are key areas of sales force management except

Maximization of selling time and minimization of nonselling time are the major goals of routing and scheduling decisions.

Advertising that encourages customers to send in reply cards for additional information aids salespeople in achieving which goal of personal selling?

An arrangement in which a manufacturer pays a certain amount of a retailer's media costs for advertising that manufacturer's products is

Because salespeople are an expense to the company,yet they are the ones who generate revenues for the company,management must strive to achieve optimality in the size of its sales force.

Generally,consumer sweepstakes are more popular than consumer contests.

Even though salespeople do not use the exact same sales methods,they do go through the same general selling process.

A salesperson should try to close the sale