Exam 19: Personal Selling and Sales Promotion

The aim of a motivational program is to create a working environment in which sales personnel can achieve their goals.

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

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

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

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

Ryan Amerson leads his company's clients through the installation procedure of their new industrial equipment. He also helps answer their questions about product characteristics and system design both before and after their purchases. Ryan is a

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

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

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

Discuss the major factors to consider when designing sales territories.

Natalie is a sales representative with Nike. Tomorrow she will join with people from the firm's financial, engineering, and other functional areas to engage in the personal selling process. Natalie is engaged in

As a promotional strategy, using coupons strives to achieve all of the following except

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

Jose Suarez has been hired as sales manager at a new firm and is trying to come up with a sales force compensation method. He would like to have selling expenses relate directly to sales resources, an aggressive sales force, and minimization of nonselling tasks. What compensation method(s) would best fulfill his requirements?

Olivia is the manager of Human Resources for Zappos.com. She is currently reviewing the sales force compensation method used at Zappos.com to determine if there is a better way to manage compensation. Olivia knows that the ____ method is easy to administer, yields more predictable selling expenses, and provides sales managers with a large degree of control over salespeople.

Explain the major issues to consider when developing a sales training program.

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

The best advice for recruiting and selecting salespeople for one's organization would be

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)

The missionary salesperson's primary purpose is to sell to the producer's customers.