Exam 15: Personal Selling and Sales Promotion

What should a salesperson do prior to making an approach to a potential customer?

Match each item to the statement or sentence listed below. a.over-the-counter selling b.field selling c.inside selling d.relationship selling e.consultative selling f.team selling g.order processing h.creative selling i.missionary selling j.sales promotion k.specialty advertising l.trade promotion m.network marketing n.cold calling o.expectancy theory p.span of control -Point-of-purchase advertising is an example of _____. 2.is personal selling conducted in retail and some wholesale locations. 3.is a technique that places the advertiser's name, address, and advertising message on useful articles that are distributed to target customers. 4.A sales presentation made at a customer's location is called _____. 5.A rebate is an example of _____. 6.is selling by phone, mail, or electronic commerce. 7.An indirect type of selling in which specialized salespeople promote the firm's goodwill is called _____. 8.consists of regular contacts between sales representatives and customers over extended periods of time. 9.Personal selling that involves situations in which a considerable degree of analytical decision making on the buyer's part is required is called _____. 10.Contacting a prospect without advance notice in an attempt to make a sale is called _____. 11.is selling mostly at the wholesale and retail level that involves identifying customer needs, pointing them out, and completing the sale. 12.is a selling situation involving several sales associates. 13.Personal selling that relies on sales prospects gathered from family and friends and conducted in a home setting is called _____. 14.Meeting customer needs by listening to them is called _____. 15.The number of sales representatives who report to first-level sales managers is called the _____. 16.is a motivational theory that relates an individual's perceived performance potential and how that performance can attain valued rewards.

Over-the-counter selling describes the kind of trading that takes place only in the financial securities market.

The principal methods of sales training are formal academic classes.

How can personal selling be broadly defined?

Which of the following is among the sales manager's greatest challenges?

Emily spends much of her time assisting customers with the products her firm sells.While she doesn't sell the products directly, her efforts are considered vital to the company's sales effort.What is Emily engaging in?

Push money is the cash incentives paid by manufacturers to industrial salespeople to increase sales.

Expectancy theory, when applied to sales force motivation, can assist managers to encourage salespeople to perform at levels that meet individual needs as well as company expectations.

What skills do sales managers at higher organizational levels need?

What is the salesperson's initial contact with the prospective customer called?

Marketers are finding that cross-selling services and products to existing customers is less expensive than trying to find new customers for these same services.

Careful selection of salespeople is important because selection errors negatively affect customer relations and are costly to correct.

What is the personal-selling approach that finds a customer coming to the seller's location and buying desired items largely on his own initiative?

A salesperson assigned to answer the telephone and take orders or answer customers' questions is involved in outbound telemarketing.

Which of the following is NOT a function of relationship selling?

Inside selling is another term for telemarketing.

When prospective customers express resistance to buying, the salesperson needs to effectively handle the objections.

What type of selling involves meeting customer needs by listening to them, understanding their problems, paying attention to details, and following through after the sale?

As companies cut back on the number of suppliers and demand higher levels of customer service, relationship selling is becoming less important in the personal-selling environment.