Exam 14: Personal Selling and Sales Promotion

Blue Star Supply Company wants its outside salespeople to spend more time with customers. One way for Blue Star to accomplish this goal would be to hire additional inside technical support people and sales assistants.

The growth of product management has contributed to the increasing adoption of customer sales force structures.

Of the following, which is the least creative sales position?

Why do sales supervisors provide their salespeople with weekly, monthly, or annual call plans?

Why is a firm's organizational climate an important part of building a successful sales staff?

The salesperson meets the customer for the first time in the ________ step of the selling process.

Why does a salesperson set call objectives?

Why does a firm's number of prospects always equal or exceed its number of actual customers?

The aim of sales motivation is to encourage salespeople to ________.

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. -Will an inside or outside sales force benefit Reliable Tool more?

An example of a(n)________ is a two meter high cardboard display of Cap'n Crunch next to Cap'n Crunch cereal boxes.

Personal selling is the interpersonal component of the promotion mix.

In which step of the sales process would a salesperson call on a customer to ensure proper installation and servicing of a product?

In the handling objections step of the selling process, a salesperson should seek out hidden objections, ask the buyer to clarify objections, treat objections as opportunities to provide more information, and ________.

________ consists of short-term incentives to encourage the purchase or sale of a product or service. This offers reasons to buy it now.

Which sales management tool shows a salesperson which customers and prospects to see, as well as which activities to carry out?

In order to develop a full sales promotion program, marketers must make several decisions. Which of the following is not part of that decision-making process?

Sales force automation systems have been developed for improving how salespeople feel about their opportunities and value.

Compare and contrast the three major sales force structures.

The purpose of a training program for salespeople is to teach them ________.