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?

A salesperson's performance is often compared with the performance of other salespeople operating under similar conditions.

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

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?

The difference between consumer sales promotion methods and trade sales promotion methods is

When a manufacturer rewards retailers based on the number of pieces moved through their scanners, this sales promotion method is known as a

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

In establishing sales promotion objectives, a marketer should always

Generally, sales promotion attempts to influence consumers to purchase products but is not normally aimed at resellers.

Decisions regarding sales promotion do not affect advertising decisions.

One objective of consumer sales promotion techniques is to encourage patronage for a specific retail store.

Identify and describe several ways to motivate sales personnel.

When deciding on sales promotion methods to employ, marketers take several factors into consideration. Which factor below is unlikely to affect decisions regarding sales promotion methods?

When better market conditions prevail or when company growth occurs, a company may suffer if it

Aaron Epstein tells his fellow retail salesperson at Zales Jewelers that during the second quarter he is going to sell all the Alance watches he can and use his extra earnings to go to Cancun. He exclaims, "Can you believe the ____ program they have on for this quarter?"

Locating prospects, educating customers, and building goodwill are functions performed by support personnel.

Which of the following is the best example of a well-stated sales objective?

"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.

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?

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