Exam 18: Personal Selling and Sales Promotion

Generally, sales promotion attempts to influence consumers to purchase products but is not normally aimed at resellers.

Order getters are sometimes called creative sellers.

Jennifer Clarkson, a sales representative for a publisher of college textbooks, had the southern half of the state as a sales territory. Last year, the director of marketing for the publishing company told Jennifer's sales manager to increase her territory to the entire state. Now Jennifer's customers are less satisfied with the company. They are most likely to blame ____ for their reduced level of customer satisfaction.

A salesperson finds and analyzes information about each prospect's specific product needs, current use of and feeling about brands, and personal characteristics during

A dealer loader is

Which of the following is most likely to stimulate customer loyalty?

Which of the following is not a reason why the proportion of promotional dollars spent on sales promotion has increased in recent years?

Assisting the producer's customers in selling to those customers is the major purpose of which type of salesperson?

Sales promotion objectives should be consistent with the organization's overall objectives and its marketing objectives.

The preapproach is the first step in the personal selling process.

Which of the following is a reason why the use of sales promotion has increase dramatically? ​

Recruiting and selection of salespeople should include enough steps to yield the information needed to make accurate selection decisions. However, the stages of the process should be sequenced so that the more expensive steps are

Which of the following is the best example of a well-stated sales objective?

Cooperative advertising refers to advertisements promoting a product and identifying participating retailers that sell the product.

Locating prospects, educating customers, and building goodwill are functions performed by support personnel.

Nate is preparing to evaluate one of his sales representatives, Julie Hill. His evaluation of her performance for the prior year led to his conclusion that she often lacked key product information at sales presentations. At their upcoming session, he will most likely do which of the following?

Two major categories of sales promotion methods are consumer and trade.

Jamba Juice offers its customers a stamp card that allows them to receive a free smoothie after they have filled an entire card. This is an example of a

During his presentation to Mrs. French about a high-end gourmet oven, Brian asks, "Would you prefer black or stainless steel?" This is an example of a

It is never good to ask customers questions while giving the sales presentation, as the customer may raise objections that the salesperson cannot overcome.