Exam 14: Personal Selling and Sales Promotion

How does mobile couponing benefit both consumers and marketers?

Which of the following is the most relevant characteristic that a salesperson should consider when qualifying a prospect?

Sales management is responsible for supplying prospect leads to the sales force so salespeople can focus on qualifying prospects.

Rather than creating only short-term sales or temporary brand switching, ________ should help to reinforce the product's position and build long-term customer relationships.

You are responsible for hiring inside salespeople at Acme, Inc. Which of the following jobs isn't all that important for these new salespeople to perform?

Which of the following is a part of sales force automation systems frequently used by salespeople?

Of the main consumer promotion tools, which is the most costly?

What type of company would be likely to use a product sales force structure?

________ are goods offered either free or at low cost as an incentive to buy a product; they may come in-pack, on-pack, or delivered through the mail.

How are the personal selling process and the management of customer relationships related?

Compare the four types of compensation plans available to salespeople.

Reliable Tool Company manufactures hubs and axles for the trailer and heavy truck industry. Though the customer base is small, monthly sales at Reliable are approximately $1 million. "You might say we have all of our eggs in one basket," says owner Arthur Deetz. Reliable Tool has captured "a small piece of the pie" but is the sole supplier of hub and axle components to its customers; therefore, it is critical that a competent sales force be maintained in order to nurture those few but large accounts. Ninety-five percent of Reliable's customers are located in Michigan, Ohio, and Indiana. Travel time to all customers is short but, given the nature of the industry, time spent with each customer is essential. -Describe the ideal organizational climate for Reliable Tool.

Helping the salesforce "work smart" is the goal of ________.

The growing use of sales promotions as a type of marketing tool has resulted in ________.

Which of the following is an advantage created by a sales force automation system?

At Garden and Deck Decor, a manufacturer of outdoor furniture and accessories, the marketing and sales force objectives are to grow relationships with existing customers while at the same time acquiring new business. Which of the following sales force compensation plans is most likely to encourage the sales force to pursue both of these objectives?

How might a salesperson represent his or her customers to his or her company?

Why might a company need to hire both an inside and an outside sales force?

Sales applicants are most likely to be tested for ________.

Morrill Motors splits Canada into 10 sales regions. Within each of those regions, the company maintains two sales teams-one for existing customers and one for prospects. What type of sales force structure does Morrill Motors use?