Exam 19: Personal Selling and Sales Promotion

Realizing that her firm's sales promotion budget was small and cut by 30 percent for the coming year, Stacey Baronas rules out ____ as playing a role in her sales promotion plan.

To equalize the workload, a sales manager divides a geographic market into sales territories of equal size according to land area.

Signs, counter pieces, racks, and self-service cartons are all forms of

The greatest amount of responsibility for providing customer satisfaction falls on the shoulders of

Personal selling is changing in today's marketplace due to several factors. Which of the following is not a factor that impacts today's promotion through personal selling?

Cooperative advertising refers to advertisements promoting a product and identifying participating retailers that sell the product.

When a salesperson asks the customer to buy the product several times throughout the sales presentation in an effort to uncover hidden objections, it is called

A salesperson should not attempt to close a transaction until he or she has finished the entire presentation.

A company may determine how many sales calls per year it needs to serve customers effectively and divide that by the average number of sales calls made by one salesperson in order to

Creative selling, which requires that salespeople recognize a potential buyer's needs and then provide the prospect with the necessary information, is performed by

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

While sales contests can motivate employees at all levels to participate, a disadvantage of this method of sales promotion is that

Sales objectives can do all of the following except

Jake, a sales representative is returning from a week on the road. One of his activities this week is to develop ____, which are designed to identify the customers called on and to present detailed information about interaction with those clients.

Jin Xiao, a trained engineer, is a salesperson for a chemical manufacturer. He provides current customers with advice about a product's characteristics and applications. He is a(n)

The salesperson must attract and hold the prospect's attention, stimulate interest, and spark a desire for the product during the

Most people who purchase rebated products actually apply for the rebates.

Which of the following is an example of a trade sales promotion method?

Identify and discuss the general steps in the personal selling process.

Sales promotion objectives should be consistent with the organization's overall objectives and its marketing objectives.