Exam 15: Personal Selling and Sales Promotion

Give three characteristics of a corporate culture that encourages ethical behaviour.Why is it important for salespeople to maintain ethical behaviour?

Sales and marketing personnel usually staff the booths at industry trade shows and speak with current and potential customers.Literature, technical specs, sales incentives, and even product samples are handed out to attendees.Regardless of the type of selling that occurs during the regular course of business, selling at the trade show can be considered missionary selling.

When a prospect states to a salesperson that she already has a product that meets her needs and she is happy with her current brand, the prospect is expressing what is known as a buyer concern.

What are the post-sale activities employed by salespeople that are critical to strengthening customer relationships known as?

As one rises in the sales management structure, the jobs require fewer managerial skills and more sales skills.

What promotion is intended to capture the impulse purchase?

The objective of today's efforts at sales promotion is to build brand equity and maintain continuing purchases.

When an individual order produces large amounts of revenue, it is easier to justify the expenses of personal selling.

What type of selling do pharmaceutical companies frequently use to market their product?

Discuss the three major personal-selling approaches.

Personal-selling expenses average 10 to 15 percent of a firm's total sales and are often the single largest marketing expense.

To be considered a qualified candidate, a potential customer must have both the resources and the authority to make purchase decisions.

A sales presentation always begins with the salesperson asking for the sale up-front.

Describe over-the-counter and field selling.Which is more expensive?

Which of the following is NOT an example of a type of trade allowance?

Trade promotions offer savings to an industrial customer, while trade allowances are cash incentives that wholesale salespeople earn to push the product through to retailers.

Providing information and technical assistance without any guarantee of future sales is part of the technical support function, NOT the missionary sales function.

The personal-selling situation in which the salesperson identifies the customer's problems and proposes a solution in the form of goods or services is known as creative selling.

Which of the following is usually NOT considered to be a sales promotion tool?

What type of telemarketing is it when personal-selling efforts use telephone technology in a sales approach in which the sales representative initiates the calls?