Exam 15: Personal Selling and Sales Promotion

The three basic selling tasks are initial contact, the selling moment, and follow-up.

What type of selling will a salesperson probably use when a considerable amount of analytical decision making by the customer is involved in purchasing a product or service?

Which of the following products would often require a high degree of creative selling?

Trade shows are an effective opportunity to introduce a new product, generate sales leads, and check out competitive activity.

A national grocery store runs an advertisement offering "buy one get one free" on packages of Thomas's English muffins.This customer incentive is considered to be a trade promotion.

Point-of-purchase advertising capitalizes on the fact that the majority of consumers have already decided on their purchase before they enter the retail environment.

What are some of the questions that should be answered during precall planning?

Which of the following response rates does sampling produce when compared to other consumer promotion techniques?

Which of the following is NOT a characteristic of a corporate culture that encourages ethical behaviour?

What is the sales promotion that appeals to marketing intermediaries rather than consumers?

Sales promotions are valuable tools for a company attempting to overcome a poor brand image.

Sales promotions are almost as old as the selling process itself.

How do manufacturers motivate sales personnel?

Which of the following is NOT part of the consultative selling process?

What is required of a presentation as a result of each purchase decision possessing unique circumstances?

Evaluating a product's features and relating them to the customer's needs or problems is the presentation step in the sales process.

What compensation plan for sales personnel gives management more control over how sales personnel allocate their efforts, yet reduces the incentive to expand sales?

The IKEA catalogue provides a toll-free number for customers to call and place orders.The staff is pleasant and knowledgeable and will place orders and answer questions.What is this an example of?

Field selling may involve convincing prospective customers they need a particular product or service.

What form of sales promotion is MOST widely used?