Exam 14: Personal Selling and Sales Promotion

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 are some factors that may be considered when qualifying customer prospects at Reliable Tool Company?

Which of the following is a definite disadvantage of a product sales force structure?

What type of company might use a customer sales force structure?

A(n)________ serves as a critical link between a company and its customers by performing one or more of the following: prospecting, communicating, selling, servicing, information gathering, and relationship building.

The prospecting step in the selling process includes identifying and ________ the prospects.

What does a time-and-duty analysis reveal?

Formal sales force evaluation forces management to develop and communicate clear standards for judging performance and provide constructive feedback and motivation to perform well.

Why are many companies using e-learning to conduct sales training programs?

Which of the following is the growing trend of using a group of people from sales, marketing, engineering, finance, technical support, and even upper management to service large, complex accounts?

Using e-learning to train salespeople offers few advantages and is limited in application.

Team selling is ideal when customer problems become more complex and customers become larger and more demanding.

In this step of the sales process, salespeople can now take advantage of technologies such as DVDs, handheld computers, interactive white boards, and laptop computers to show customers images that support the salesperson's verbal message.

What type of sales promotion may benefit a political candidate the most?

Identify the seven steps in the selling process. What is often the most difficult step for most salespeople? Why?

Which of the following is a pitfall or disadvantage of team selling?

Companies are always looking for ways to save time. Which of the following are ways to save time to accomplish this goal?

Which of the following describes two of the four basic types of compensation plans?

A company could benefit from appointing a high-level marketing executive because such a person could perform what duty/duties?

Why might the follow-up be considered the most critical step of the sales process?

According to research conducted by Gallup Management Consulting Group, which of the following is one of the four key talents a successful salesperson should possess?