Exam 14: Personal Selling and Sales Promotion

Manufacturers direct more sales promotion dollars toward ________ than to ________.

When airlines award customers points for miles traveled that can be turned in for free airline trips, they are using a(n)________.

Of the major consumer promotion tools, which is the most effective for introducing a new product or creating excitement for an existing one?

Sales promotion consists of long-term incentives to encourage purchases or sales of a product or service.

You want to collect information to evaluate your sales force in the Atlantic Provinces. Which of the following could you likely ignore in doing so?

The steps in the selling process, as described by the text, is an example of a ________ process. The aim is to help salespeople close a sale with a customer

At Finley's Fine Goods, members of the sales force and marketing department tend to have disagreements when things go wrong with a customer. The marketers blame the salespeople for poorly executing their strategies, while the salespeople blame the marketers for being out of touch with the customer. Which of the following steps should upper-level management at Finley's Fine Goods take to help bring the sales and marketing functions closer together?

A(n)________ is a way that salespeople write-up their completed sales activity.

Salespeople should know how to recognize ________ signals from the buyer, which can include physical actions such as leaning forward and nodding or questions about prices and credit terms.

To discourage a salesperson from ruining a customer relationship by pushing too hard to close a deal and earn a commission, companies are designing compensation plans that reward salespeople for building customer relationships and growing the long-run value of each customer.

Management uses the workload approach to ________.

Which of the following promotion tools involves personal presentation by the firm's sales force for the purpose of making sales and building customer relationships?

According to your text, which of the following statements is true about motivating salespeople?

Which sales force structure would a company that sells a wide variety of products to many types of customers over a broad geographic area consider using?

Ken Klein is a Superior Frozen Foods salesman responsible for customers in the southwest region of Texas. Superior Frozen Foods uses a territorial sales force structure.

Manufacturers direct more sales promotion dollars toward consumers than toward retailers.

The workload approach to estimate sales force size is rarely used.

Why have firms adopted sales force automation systems?

The most common evaluation method for determining the effect of a sales promotion program is to compare sales before, during, and after a promotion.

You hear a friend say, "personal selling is just manipulating customers to buy things they do not need." How would a marketer respond to this statement?