Exam 19: Personal Selling and Sales Promotion

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

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

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

A salesperson should try to close the sale

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.

How has the expenditure of promotional dollars on advertising, consumer sales promotion methods, and trade sales promotion methods changed in recent years?

Assisting the producer's customers in selling to those customers is the major purpose of which type of salesperson?

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 ____.

Jake is a sales representative for General Mills. Each week he uploads his plans for visiting clients out in the field to a routing and scheduling decisions system. Eric knows that one of the primary goals of routing and scheduling decisions in personal selling is to

Which of the following is least likely to be directly involved in actually making sales?

A missionary salesperson is usually employed by

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

Explain how a salesperson's performance can be evaluated.

The approach step is an important step for gathering information about a buyer's needs and objectives.

When determining the characteristics desirable in salespeople, the sales manager should analyze the characteristics of the successful and ineffective sales personnel within the firm.

Team selling involves building mutually beneficial long-term associations with a customer through regular communications over prolonged periods of time.

Selection of the right type and proportion of salespeople is important because it is a one-time decision that affects the company's ability to generate sales and profits.

Discuss why recruitment of salespeople should be a continuous activity.

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

Customer density and distribution are important factors in