Exam 19: Personal Selling and Sales Promotion

A salesperson finds and analyzes information about each prospect's specific product needs,current use of and feeling about brands,and personal characteristics during

The primary goals of personal selling are finding prospects,convincing prospects to buy,and keeping customers satisfied.

During the personal selling process,a salesperson,if possible,should handle objections when

Merchandise allowances are generally used in conjunction with high-volume,low-profit items.

Identify four consumer and four trade sales promotion techniques,and describe each one.

The stage of the personal selling process in which the salesperson attempts to make a favorable impression,gather information about the customer's needs and objectives,and build a rapport with the prospective customers is called

The factors used to evaluate a salesperson's performance are based on the sales objectives set by the sales manager for that salesperson.

Closing the sale is not a part of the sales presentation in which hidden objections are discovered.

Order-getting activities are divided into two categories:

Regardless of one's experience,firms always put new employees through a training program geared for their specific firm.

A straight commission compensation program ensures that selling costs will be predictable.

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.Kerry and the other salesforce members are best described as a ____ sales force.

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 appears to be using ____ to educate its sales force.

Doug travels around to various established customers to see what new office supplies they need.His customers have come to depend on him to check their supplies.Doug is a(n)

Salespeople should know the sales objectives of the firm in order to know what they are expected to accomplish.

Listening on the part of a salesperson is a major component in making a presentation.

Michelle works for a company that sells rotisseries for chicken and other foods.She answers phone calls from customers who see infomercials on TV and call to order the product.Michelle is considered a(n)

Sayyid's company has launched a new product line,and he is put in charge of sales.He decides his first step will be to find potential customers in the company's sales records.Sayyid is

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.Which of the following are consumer sales promotion methods that Presto is using for the new stovetop grill?

Heinz uses various techniques such as coupons,free samples,and consumer contests to encourage consumers to try its products.All of these marketing activities are considered