Exam 14: Personal Selling and Sales Promotion

Manufacturers may offer an allowance in return for the retailer's agreement to feature the manufacturer's products in some way.

The qualities that buyers value most in salespeople include empathy, honesty, dependability, thoroughness, follow-through, and ________.

Pressure to increase short-term sales, less differentiated brands, declining advertising efficiency, and increasingly deal-oriented customers are all factors contributing to the ________.

Internet-based technologies can produce organizational benefits for sales forces. Which of the following is not one of the advantages of online technology?

Give three examples of consumer sales promotions tools.

________ involves two-way, personal communication between salespeople and individual customers-whether face-to-face, by telephone, through video or web conferences, or by other means.

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. -In order to motivate Reliable Tool's workforce, which of the four compensation plans may work best?

Stahl, Inc. has 1,000 Type-A accounts, each requiring 28 calls per year, and 2,200 Type-B accounts, each requiring 15 calls per year. If each salesperson at Stahl, Inc. makes 1,500 sales calls per year on average, approximately how many salespeople will be needed?

The selling process must be understood in the context of building and maintaining ________.

What are the steps in finding and training an adequate sales force? Which step is most important?

Why do many companies invest in ongoing training for their salespeople?

Management sets standards that state the amount each salesperson should sell and how sales should be divided among the company's products with ________.

Which of the following problems resulting from poor selection of salespeople is least likely to become a real crisis?

The ________ step of the selling process is difficult for some salespeople because they lack confidence, feel guilty about asking for an order, or may not recognize the right time to ask for an order.

What type of company would be likely to use the territorial sales force structure?

Prospecting is the step in the selling process in which the salesperson ________.

Few companies provide sales training beyond a few weeks or months for new members of the sales force.

The most effective consumer promotion tool is coupons.

As a result of the federal government's Do Not Call Registry, telemarketing is now rarely used.

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. -What sales force structure will work best for Reliable Tool?