Exam 15: Personal Selling and Sales Promotion

What is the sales promotion technique that rewards consumers with an item either for free or at reduced cost when they purchase another product called?

Dr.Fox is an eye doctor and has just moved to a new office.She knows that her patients are more likely to take home a toothbrush inscribed with her name, new address and phone number instead of an ordinary business card.The toothbrush Dr.Fox chooses to purchase for her practice is BEST described by which of the following types of promotion?.

Order processing becomes the primary task of selling when needs are difficult to identify and the customer requires a great deal of persuasion.

What do salespeople usually have the MOST difficulty with?

Coupons are the most popular type of consumer-oriented sales promotion.

The compensation system for sales representatives is often tied to sales quotas.

Seth is a dentist and knows that his patients are more likely to take home pens inscribed with his name and phone number instead of an ordinary business card.The pen Seth chooses to purchase for his practice is an example of specialty advertising.

A cake mix marketer offers consumers the chance to win a Caribbean vacation if their recipe is chosen as the winner of a baking contest.What is this type of promotion called?

Which of the following sales promotions has the highest response rate?

Discuss the different types of consumer-oriented sales promotions.

Closing, in which the salesperson asks the customer for a buying commitment, is the last step in the sales process.

Qualifying is essential to determining whether a prospect can become a potential client.

The steps in the sales process follow the AIDA (Attention, Interest, Desire, and Action) concept.

Identify and describe the three basic sales tasks.

What is likely to be a primary component of a firm's promotional mix when consumers are geographically concentrated?

Missionary selling is always done by the same salesperson who will eventually write the order for any products that may be sold.

Relationship selling focuses on building long-lasting relationships to increase future sales.

What is the trade-oriented promotion that consists of a display or other promotion located near the site of the actual buying decision?

Sales quotas are the most effective way to motivate, compensate, and evaluate salespeople because quotas factor out subjective information that can bias an evaluation.

Relationship selling, in which salespeople build mutually beneficial relationships with customers over an extended period of time, is being phased out as a result of mounting competitive pressures.