Exam 18: Sales Promotion and Personal Selling

AT&T offered customers who purchased a Blackberry a $100 rebate if they signed up for a 2-year service contract. This is an example of:

Consumers who send it 10 UPC symbols as proof of purchase of Chip Ahoy cookies will receive a children's classic DVD.The DVD is an example of a:

Digital Cookware Digital Cookware has developed a new kind of skillet that should make cooking easier for many non-chefs. The skillet has a display on its handle that beeps to alert the cook when the pan's target temperature is reached. The skillet with the aid of an accompanying cookbook will take much of the guesswork out of cooking. Digital Cookware is a small company, and it has invested considerable money in developing this new technology, which it eventually hopes to use in an entire line of pots and pans. It has run some small ads for the new skillet in cooking magazines and been featured on some morning talk shows. It needs a quick infusion of cash to maintain its current operational level and to develop the rest of the cookware line. Digital Cookware is considering some kind of sales promotion. -Refer to Digital Cookware.If Digital Cookware offered the sales associates at a chain of cooking stores a bonus for each digital skillet they sold,it would be an example of:

Lead qualification involves determining whether a prospect has:

Compensation planning is one of the sales manager's easiest jobs.

Point-of-purchase promotions are seldom used as a sales promotion tool because most purchase decisions are made before consumers ever enter a store.

Seagram's Coolers has asked bartenders in New York City to submit cocktail recipes to its Web site.From these entries,the winning recipe will be selected.The winner of this _____ gets to take a friend on a five-night trip to Tahiti.

Which type of consumer sales promotion rewards loyal consumers for making multiple purchases of a particular good or service?

Danny is in charge of new business development for his advertising agency.He recently made a sales presentation to the administration of Northwest Medical System to discuss the creative approaches his agency would use to differentiate Northwest Medical from its competition.Danny ended the presentation by asking,"When would you like our firm to begin working on your new brand awareness campaign?" In which stage of the selling process would such a question most likely be asked?

Which of the following statements about the relative amount of time spent in the selling process by different types of salespeople is true?

Dell's fall back-to-school program allows students who buy a new laptop computer for college to get a free printer.The printer giveaway is a:

Digital Cookware Digital Cookware has developed a new kind of skillet that should make cooking easier for many non-chefs. The skillet has a display on its handle that beeps to alert the cook when the pan's target temperature is reached. The skillet with the aid of an accompanying cookbook will take much of the guesswork out of cooking. Digital Cookware is a small company, and it has invested considerable money in developing this new technology, which it eventually hopes to use in an entire line of pots and pans. It has run some small ads for the new skillet in cooking magazines and been featured on some morning talk shows. It needs a quick infusion of cash to maintain its current operational level and to develop the rest of the cookware line. Digital Cookware is considering some kind of sales promotion. -Refer to Digital Cookware. If consumers receive a free spatula with the purchase of Digital Cookware,this is an example of which type of consumer sales promotion?

As a manufacturer of ready-to-drink iced tea,Nestea sells a highly standardized product to consumers all over the United States.You would expect Nestea to rely on _____ to promote its product.

Relationship selling is also called interactive selling.

Consultative selling:

Sometimes the compensation plan alone is not enough to motivate a sales team to produce the volume of sales or the profit margin required by management.Which of the following can be used to further motivate a sales team?

When a salesperson asks for the sale,he or she is:

Digital Cookware Digital Cookware has developed a new kind of skillet that should make cooking easier for many non-chefs. The skillet has a display on its handle that beeps to alert the cook when the pan's target temperature is reached. The skillet with the aid of an accompanying cookbook will take much of the guesswork out of cooking. Digital Cookware is a small company, and it has invested considerable money in developing this new technology, which it eventually hopes to use in an entire line of pots and pans. It has run some small ads for the new skillet in cooking magazines and been featured on some morning talk shows. It needs a quick infusion of cash to maintain its current operational level and to develop the rest of the cookware line. Digital Cookware is considering some kind of sales promotion. -Refer to Digital Cookware.Why might rebates be a really good sales promotion for Digital Cookware to use?

Why are many marketers shortening the time in which a coupon can be redeemed?