Exam 15: Personal Selling and Sales Promotion

The criteria for sales evaluations have changed to include customer satisfaction, profit contribution, and customer retention as measures of success.What was this change motivated by?

The key to an outstanding demonstration is planning.

The approach, which follows the prospecting and qualifying phases of the sales process, represents the salesperson's initial contact with the potential customer.

Over-the-counter selling usually requires the customer to take the initiative and travel to the seller's place of business.

A straight salary plan for sales representatives gives management more control over how sales personnel allocate their efforts, but reduces the incentive to increase sales.

What is one important advantage of personal selling over MOST advertising?

What is the part of the sales process consisting of identifying potential customers called?

Consultative selling may involve hiring salespeople who have additional skills beyond selling, such as engineering or other technical experience.

Jamie works for a credit union.Whenever a new customer opens a chequing account, Jamie makes sure to mention some of the other financial services the credit union offers.What is Jamie engaged in?

In the context of the analysis of sales tasks, what are technical support personnel engaged in when they help to install, set up, and maintain equipment for one of their customers?

Women comprise almost half of Canadian professional salespeople.

What is usually the BEST sales method when products require extensive explanation and interaction?

What consumer promotion technique has a weakness of high cost?

Jan just received a bookmark from a publisher.On the bookmark is the name of an upcoming novel by a best-selling author.The bookmark is an example of specialty advertising.

The organizational chart for a sales department can be developed based on geography, customer type, product classification, or a combination of all three.

Advertising specialties are NOT useful in reinforcing previous or future advertising and sales messages.

In Canada, the compensation range for junior salespeople is between $43,300 and $56,900 per year.

Mountainview Solvents has a field sales staff, a customer service department, and two individuals who manage the "tech hotline." These individuals not only answer technical questions from customers, but also identify customer needs and recommend products that can fill those needs.They have the ability to initiate and close sales on the spot.What are these individuals essentially participating in?

All members of a marketing channel, from manufacturer to retailer, can benefit from the use of sales promotions.

Team selling is often the most appropriate approach in situations involving new, complex, or rapidly changing technologies.