Exam 18: Personal Selling and Sales Promotion

While anticipating objections and countering them before they are asked is a good idea, one negative consequence of doing so is that the salesperson may

Personal selling goals include finding prospects, convincing prospects to buy, and

Which of the following is least likely to be directly involved in actually making sales?

While sales contests can motivate employees at all levels to participate, a disadvantage of this method of sales promotion is that

List three major types of sales force compensation methods. What are the advantages and disadvantages of each?

Janetta tells her sales manager that she will be devoting more effort to ____ in the coming weeks, as her list of potential customers has dwindled below the level of 30 firms recommended by the selling plan.

Garrett Almar tells a fellow buyer at Robins Wholesale Parts that the last salesperson who called on him before lunch was a real loser: "He has done a poor job of ____. He didn't even know what brands we carry or what types of retailers we service!"

Scenario 18.1 Use the following to answer the questions.Jafrum, Inc. is a wholesale supplier of motorcycle accessories, clothing, and tools to various motorcycle retail stores around the country. Jafrum does not manufacture these items, but sells them to other retailers and also sells its merchandise through its website. Sean Thompson is one of the salespeople for Jafrum, and is responsible for obtaining new customers, increasing sales to current customers, and visiting the retail stores throughout the country. Recently, he has been given the sales objective from Jafrum's management to increase sales dollars by 15% in the coming year by adding new customers. Sean's current compensation is based on a $1,000 per month draw, plus 5% of all sales over $100,000. His salary last year totaled $42,000. Management has given Sean the choice of going to a compensation plan where he will earn 15% of all sales, but no draw. -Refer to Scenario 18.1. Currently, Sean's compensation is based on the ____ plan, however he is considering changing to the ____ plan.

Generally, consumer sweepstakes are more popular than consumer contests.

The approach step is an important step for gathering information about a buyer's needs and objectives.

Advertising that encourages customers to send in reply cards for additional information aids salespeople in achieving which goal of personal selling?

Savanna is a sales person for Aeropostale. Her compensation is based on a set salary plus a commission based on sales. Savanna's compensation is based on a(an)

Sales objectives can do all of the following except

Team selling involves building mutually beneficial long-term associations with a customer through regular communications over prolonged periods of time.

Kayla is the owner of a group of women's clothing stores located throughout the midwestern United States. Recently, she made a large purchase from a leading clothing manufacturer, and was given ____, which is a gift to a retailer who purchases a specified quantity of merchandise.

Identify four consumer and four trade sales promotion techniques, and describe each one.

Jake, a sales representative is returning from a week on the road. One of his activities this week is to develop ____, which are designed to identify the customers called on and to present detailed information about interaction with those clients.

Scenario 18.1 Use the following to answer the questions.Jafrum, Inc. is a wholesale supplier of motorcycle accessories, clothing, and tools to various motorcycle retail stores around the country. Jafrum does not manufacture these items, but sells them to other retailers and also sells its merchandise through its website. Sean Thompson is one of the salespeople for Jafrum, and is responsible for obtaining new customers, increasing sales to current customers, and visiting the retail stores throughout the country. Recently, he has been given the sales objective from Jafrum's management to increase sales dollars by 15% in the coming year by adding new customers. Sean's current compensation is based on a $1,000 per month draw, plus 5% of all sales over $100,000. His salary last year totaled $42,000. Management has given Sean the choice of going to a compensation plan where he will earn 15% of all sales, but no draw. -Refer to Scenario 18.1. Sean selects several motorcycle stores who are not currently his customers. He then obtains and analyzes information about the current brands of motorcycle accessories they stock, their sales trends, and credit history. Sean is engaged in which of the following?

Sales promotion may facilitate personal selling.

Merchandise allowances are generally used in conjunction with high-volume, low-profit items.